>>Good Morning Cloud community and welcome back to Fabulous Las Vegas, Nevada, where we are at AWS Reinvent. It is day four here on the Cube. I'm Savannah Peterson with Lisa Martin. You are looking fantastic. Day four, we've done 45 interviews. How are you feeling? Oh, >>Great. I can't believe it's day four. The cube will be producing over 100 interviews. >>Impressive. Right >>On this stage where there are two sets, and of course we have the set upstairs as well. It's amazing how much content we've created, how many great conversations we've had, right? And the excitement around AWS and the, and the community. >>Yeah. I feel like we've learned so much together. Love co-hosting with you, and so excited for our first conversation this morning with Wira. Welcome, Tim and Kashmira, welcome to the show. How you doing? You both look great for day four. Thank >>You. Yeah, we're doing good. Great. We're doing good. Ready to go. Day four, let's go. >>That's the spirit. That's exactly the energy we need here on the cube. So just in case someone in the audience is not familiar, tell us about Wipro. >>So Wipro is a global consulting company and we help transform our customers and their businesses. >>Transformation's been a super hot topic here at the show, quite frankly a big priority, especially with cost cutting and everything else that's going on. How, how do you do that? How do you help customers do that? Has >>Me run? So we, we, so we have our A strategy, which we call our full stride cloud strategy. So particularly from a cloud perspective here, obviously with aws, we have end to end client services. So from high end strategic consulting through customer journeys, technology implementation, all the way through to our managed services. So we help customers with the end to end journey, particularly as here we're talking about cloud, but also business transformation as well. And we have, you know, a whole host of technologies. So about a few years ago we made an announcement around a billion investment in cloud casual and that Yeah, absolutely. A cool billion and just a cool billion. Yeah. And that pocket >>Change. Exactly. >>Right. And that investment. Over the last few years, we've acquired a number of really exciting companies like Capco, which is a consulting company in the financial services space. We've acquired design companies, a company called Design it, looking at customer journeys and user experience, and then also technology companies called Rising, which looks after the whole SAP space. So we've kind of got the end to end solutions and technologies. And then we also invest in what we call Wipro Ventures. These are really innovative, exciting startups. We invest in those companies to really drive transformation. And the final thing that really brings the whole thing together is that we have decades of experience in engineering. That's kind of the heart of where we come from. So that experience all of that together really helps our clients to transform their business. And particularly as we're talking about cloud helps us to transform the cloud. Now what we are really hoping is that we can help our clients become what we call intelligent enterprises, and we are focusing more and more on customer outcomes and really helping them with those business outcomes. >>Yeah. It doesn't matter what we do if there isn't that business outcome. >>Yeah. That's what it's all about. I'm curious, Tim, to get your, as the America's cloud leader, one of the things that, that our boss, John Furrier, who is the co CEO of the Cube, was able to do every year, he gets to sit down with the head of AWS for a preview of reinvent, right? He's been doing this for 10 years now, and one of the things that Adam Olitsky said to him, this is something about a week or so ago, is CIOs and CEOs are not coming to me to talk about technology. They wanna talk about transformation. Sure, yeah. Business transformation, not an amorphous topic of digital transformation. Are you hearing the same? >>Absolutely. Right. So I think this is my seventh reinvent, right? And I think six, seven years ago, the majority of the conversations you would've had are about technology, right? Great technology, but kind of technology for it to solve it problems. You know, how do I, how do I migrate, how do I modernize, how do I use data? How do I make all this stuff happen? Right now it's about how do I drive new business opportunities, new revenue streams, how do I drive more efficiencies through the manufacturing 2.0 or what have you, right? Yeah. One really good example, like take, take medical devices, right? So like a connected defibrillator, right? Anytime you're building a, what they call an IOT device or a connected device, right? You have four competing an edge device in the space, an edge device, yeah. Right? You have four competing elements, right? >>You've got form factor, power, connectivity and intelligence, and all those things compete, right? I can have all the power if I want, if I can have something as biggest as a tape, right? You know, I can have satellite if I, it gets right off if I can plug it in somewhere. But when you're talking about an implanted defibrillator, right? That, that all competes. So you have an engineering problem, an engineering challenge that's based on a device, right? And then it's gotta connect to the cloud, right? So you have a lot of AWS services, I ot, core device shadowing, all sorts of things. That individual patient then, so, so there's the engineering challenge of, okay, I wanna build a device, I gotta prototype it, I gotta design it, I gotta build it at scale, I have to support it. Then you have a patient, right? Which is the end goal of the business is the patient care. >>They have a console at home that connects to that defibrillator via Bluetooth, let's say. And that's where you get your device updates, just like your laptop, right? You know, now push from where updates to your chest. Yes. Device, ot. It's like, okay, I'm just gonna do this every Thursday, right? So now you've very quickly move to a patient experience and that patient experience will very greatly, right? You know, based on age and exposure to technology and all other sorts of things, how diligent they are. Do they do the update every week Right. To their primary care provider? And then what we're, we're also hearing, okay, so like Kashmira mentioned, we, we can, we can have that design discussion, right? Yeah. We can have the engineering device discussion with our device, device lab. Then we can have our, you know, what's the, what's the patient experience, but then broader, what's the patient experience as they move, as we all do through a healthcare, that's a healthcare network, it's a provider network, it's a series of hospitals and providers. So what does that big picture and ecosystem look like? And it's, you haven't heard me mention server or data center or any of that stuff? No. Right? This is >>The most human anecdote we've had on >>Show. Fantastic. This >>Sidebar. Okay. I mean it great. Keep going. It's wonderful. And it's, and it's, it's fascinating because none of this happens or is possible without cloud and, and the type of services that AWS is, is releasing out into their, into their, into their, into the world, right? But it very quickly moves from technology to human. It very quickly moves from individual to ecosystem to to, to partner and culture and, you know, society, right? So, so these are the types of conversations we're having. I mean, this is kind of stuff that gets me outta bed in the morning. So it's great, right? It's great that, I love that. It's great that we've moved, we moved into that space. >>Well, it's, I mean the human element is so important. Every, every company has to be a data company. Hospitals, absolutely. Grocery stores, retailers, you name it. And what we're seeing is this, and we talk about data democratization all the time. Well, another thing that Adam Slosky told John Furrier is that the role of, of data analysts is gonna, is going to change, maybe go away or the, or the term because data needs to be everywhere. The doctors need the data. Absolutely. Every person in the organization needs to be able to analyze data to deliver outcomes. >>Yeah, absolutely. Yeah. And it's fundamental part of our strategies. And when we are looking at, you know, data is everywhere, you need to really think about how do you align to it. But we are looking at it from an industry perspective. So when we're looking at solutions for our clients, we're looking at how do we deliver data solutions for our bank? How do we deliver data solutions in healthcare? How do we deliver data solutions in various different industry? So >>Many different verticals that you're >>Touching. Yeah, all the different verticals. So that's, you know, we have like a four point strategy industry is the first one. So we have been really worked with a lot of clients around migrations and modernizations. What we're moving to now is really this industry play. So this week we've spent a lot of time with our energy and utilities clients and the AWS practice at banking and financial services, which is a very significant part of our business. Also cloud automotive. This is a really, really, you know, the fascinat, this is so exciting, but the fundamental part of that, it's very, is data, right? It's all hits on data. So it was really great to hear some of the announcements this week around the data piece announcements just for me, that's really exciting. Yeah. A couple of other things that when we're thinking about our overall focus and strategy is, you know, looking at business transformation is, as you mentioned, is the ecosystem. >>So how do we bring all this together? And it's really, we see ourselves as an ecosystem orchestrator, and we are really here to look at leveraging our relationship with the best partners. We've actually met 17 partners here this week and had client sessions with them. And that's, you know, working with the license of Snowflake and Data Break in the, in the data space, our long term partners like sap, ibm, VMware, and you know, and new partners like Con. And we are looking at how do we bring the best of this ecosystem orchestration so that to support those client business outcome. Sure. And then one final sort of pillar, sorry, is talent, right? So the biggest thing that everyone is thinking about and we all think about every single day is talent. So we've done two really exciting things this year. One has been around our own talent. >>So we've really looked at our own internal influences, people who are speaking to our clients every single day. Not so much the technology people, but the client people speaking to the client. And we've really raised the level of cloud fluency with these people so that they can really start to have that discussion. You know, and our clients, you know, they know this technology way better than us, you most of the time. And then secondly, we actually announced last week and, and you initiative, which we are calling skill skills, which is very well known to our AWS clients because AWS provide this skill, skill concept to their clients. But we are the first partner to do the skills. Skills Yeah. From a partnering perspective. And this is really gonna transform. So it's not just about training and enablement, it's actually about creating a journey for you to, you know, do your best work. >>Tim, what, how do you define cloud fluency? We were actually talking about it yesterday. Sure, sure. Yeah. And, and really kind of bringing that across an organization, but what, what does it take for an individual who may not be a technologist to become cloud fluent? >>Sure. Well, there's a couple, there's a couple angles to that, right? One is, one is how do you create cloud fluency for people who might already be technical, right? And that's, and that's, you know, I've spent over a decade with, you know, boutique disruptive consulting companies who live and die by whether they can attract and retain talent. And there's sort of four elements to that. It's, can you, can you show people they're gonna work on interesting stuff, right? Are they gonna be excited about what they do? Can you show that they're gonna expand their skill sets? Yep. Can you show them a career path? And you can, can you surround all of that with a supportive engineering first culture, right? That, you know, rewards for outcomes, but also creates this sort of community, right? Yeah. That's, that's one thing that sort of, you know, that that will be a natural entropy, people will be attracted to that. On the other side of it, as you create fluency, you kind of do it with the conversation that I just had, like around something like medical devices or something like the cloud car. When you just say, look, you start with something everybody already knows, right? We all know what patient care is like. We all know what autonomous vehicles is kind of like, right? And you work backwards from that and say, now here's, here's how all the pieces stitch together to create this end outcome for, for us and for our customers, for >>The, you know, I'm speaking my language, Tim. So I run a boutique consultancy, my talent go, I live and die on that. Quite frankly. It's everything, right? And, and it's so, wow, it's so important. I mean, in eliminating that churn at scale, how big is your team? Now I'm just thinking about this cause I'm sure you're, your talent retention has to be a challenge as well. Sure. >>So, so we have 25,000 woo professionals on aws trained on, you know, tech cloud technologies globally. Impressive. Yeah. And then we have, in terms of our go to market team, we've got 50 strong as well. Well, so we, these are people who are live and breathe aws, right? And speaking and working with the cloud. >>Let's hang out there a little bit. Tell us a little bit more about the partnership with aws. Cast me, >>Let's go to you. Yeah, so our partnership is, you know, it's 11 years strong. It's been an and a really, really great partnership's. >>How longs >>That's true. Yeah. >>No, is you, were, you're, you're like day ones there. That's Yeah. Real legacy it. >>Awesome. You know, this year excitingly, we actually won the APJ partner of dsi, partner of the year. Congratulations. >>Really casual. >>Yeah. Just like >>Married the lead there. Congratulations. >>Yeah. So that really is testament to how we're really knuckling down and working proactively to, to really support our clients. And, you know, the, the partnership is a really, really strong partnership. It's been there for many years with, you know, great solutions and engagement and many of the things I talked about in terms of our industry plays that we're driving. We've got a whole new set of competencies that we've launched, like a new energy competency this year. So we're focusing on industry and then also security, two new security competencies. And you know, what's really exciting on the security side, you saw the announcements around the security data lake, but we've been working over the last few months with Gary, me and his team, and actually are one of the first partners that are driving that initiative. So we're really proud to be part of that. So yeah. You know, and then there's a client engagement as well. So we have a dedicated team at AWS that works with our dedicated team. So we're supporting the client's needs day to day. >>Are you as customer obsessed as AWS is? Absolutely. I >>Figured so. Absolutely. Everything's about the customer. Nothing happens about >>That. Right? Well, you talked about outcomes, it's all about outcomes. >>Well, and I mean, quite literally going for the heart with the defibrillator analogy. No, I mean, you tell the customers at the heart of what you're doing, part of everything. Can't resist a good pun there. So as I warned you, we have a little challenge for you here on the cube. We're looking for your hot take your 32nd sound bite thought leadership. What's the biggest takeaway from the event and moving forward, looking into 2023? Tim, you're giving me that eye contact. I'm going to you first, >>Right? Okay, sure. Love to. So I don't know how hot a take it is, but I kind of see this transition as cloud, as the operating system, right? So, so let's take the, the what we call the cloud car project. We have the connected car. You know, a car is a durable good, and we all know, or there's been a lot of talk about the electric cars or the autonomous vehicles being like more of a computer than a vehicle, right? But a vehicle's supposed to last 10, 15, 20 years. Our laptops don't last 10, 15, 20 years. So there's this cell, there's this major challenge to say, how can I, how can I change the way the technology operates within the vehicle? So you see this transition to where instead of it being a car that, that has a computer, then it, the, the, the latest transition is to more of a computer that, that operates like a car. >>This new vehicle that's going to emerge is gonna be much like a cell phone, right? Where it, it traverses the world and depending on where it is, different things might be available, right? And, and how and how, how the actual technology, the software that is running will, will be, you know, sort of amorphous and move between different resources in the network on the car, everywhere else. And so that's a really different way of thinking about if, if we think about how quickly the Overton window, like what becomes normal, it changes over time. We're really getting to like a very fast movement of that into something like this vehicle's still gonna be something that we don't even maybe think of as a car anymore. Just the way that an iPhone isn't what we used to think of a phone at our >>Pocket computer. Yeah. What's in the mirror part? Great. >>That's kind my >>Take. Awesome. Right? Catch me man. >>Yeah, and I mean I, if I was to suggest that, you know, summarize it by simply, for me it's really focusing on industry solutions, delivering client outcomes, fundamentally underpinned by data security and sustainability. You know, I think Nailed it. >>Yeah. Knock it outta the park. Perfect little sound bite. That was fantastic. You both were a wonderful start to the day. Thank you so much for being here. Tim and Kashmir, absolute >>Pleasure. >>This is, this is a joy. We're gonna keep learning here on the cube. And thank all of you for tuning in to our fabulous AWS reinvent coverage here from Sin City with Lisa Martin. I'm Savannah Peterson and you are watching The Cube, the leader in high tech coverage.

>> Narrator: From around the globe it's theCUBE with digital coverage of Dell Technologies World. Digital experience brought to you by Dell Technologies. >> Welcome back everybody. Jeff Frick here with theCUBE. Welcome back to our ongoing coverage of Dell Technology World. We've been covering Dell Tech World since it started really. It used to just be Dell World and there was EMC World after the merger and this is the all virtual version but we're excited to be here and we've got a great panel coming up. I think you're going to enjoy it. Our first guest is Rajesh Janey. He is the Senior Vice President of Global Alliances for APJ for Dell Technologies. Rajesh, where are you coming in from today? >> I'm speaking to you from Gurgaon, India. >> Awesome. It's the power of the virtual, right? It's not all bad that we don't have to get on planes all the time. >> Absolutely. >> And joining him is Utpal Bakshi. He is the Vice President and Global Vertical Head High Tech for Wipro. Utpal, good to see you. >> Nice to see you. >> And where are you calling us in from? >> I'm from Dallas, Texas. Actually suburb outside of Dallas called South Lake. >> Oh, excellent. Great to see you and again didn't have to get on a plane to do this so not all bad. And also joining us is Satish Yadavalli. He is the Vice President and Global Practice Head, Cloud and Infrastructure Services for Wipro. Satish, where are you joining us from? >> Hi, I'm joining from Bangalore, India. >> Excellent. Welcome. So gentlemen let's just jump into it. Wipro's a huge services firm, does a lot of work with Dell so I wonder Rajesh if you can talk really about the importance of partnerships and the importance of having somebody like Wipro within the Dell ecosystem. >> Absolutely. Thank you for having us on with Wipro. Wipro and we have had a partnership which is over two decades old and we have a multifaceted 360 degree kind of relationship with Wipro. Wipro is a platinum partner and what's more while we bring a lot of technology and products and the depth of product which are relevant to customer's transformation scenarios today, coupled with Wipro's consulting and services and design abilities this becomes an unbeatable power house so to say whereby we can work closely with a customer to help them transform and live in what we are calling the next normal. >> Yeah that's great. Utpal to you there's a lot of interesting trends going on. We've had cloud and big data been going on for a lot but really the talk in social media is what's driving your digital transformation, the CEO, the CIO or COVID and we all know what the answer is. So we've got a lot of new stuff in terms of digital transformation, working from anywhere, workforce transformation. Wonder if you can speak a little bit about how COVID has accelerated some of the priorities that your customers are trying to get done. >> Yeah. I think that's a great point. Wipro has been transforming over the last several years. We were a strong, large scale system integration partner, large IT organization but over the last several years we pivoted hard into the digital transformation world moving into the design side, leading the design, moving to cloud and helping our clients help make that journey and all of that got accelerated with the whole COVID situation. The work from home became all pervasive and the whole virtualization of the workforce really pivoted with some of our key transformational ideas around live workspace and the virtual desk which we've been working very closely with Dell have taken shape. So that has been a big part of our ongoing strategy. Doing the modernization off the network has also accelerated the customer networks and infrastructure was not necessarily set up for enabling these hybrid work environment. A lot of our clients are coming back and saying they want to modernize and actually accelerate. So that has all changed with COVID. Some of it is very positive actually for the business. >> Right. >> From an SI perspective. >> Satish, you've got cloud and infrastructure in your title. Public cloud really changed the game when Amazon kind of came on the scene and now we're seeing this evolution and change over time between a public cloud and hybrid cloud and multi cloud and cloud on cloud. I wonder if you could speak to and then even have an AWS inside of other people's clouds. They're trying to get it out there. The evolution of cloud both as a technology but really more as a way of thinking in terms of rapid deployment of new functionality to support the business and what you're seeing with your customers today. >> So let me share a perspective, right? Enterprises today are looking at options to extract greater value from hybrid cloud investment. It's a brownfield environment today where customers have their existing data centers but the hyperscalers have really come into play now and right cloud is the strategy which most of our customers embrace to address the market demands which are primarily focused on business outcomes today. As Wipro we have invested in developing a holistic extensible platform led approach called Wipro BoundaryLess Enterprise to drive business outcomes to customers. So the BLE construct is all about providing a ready to use plug-and-play platforms making IT easily consumable from multiple stakeholder personas be it admins, be it line of businesses, developers and partners. So basically we have built a holistic solution and our BLE solutions has majorly five building blocks. The first building block would be the BoundaryLess Data Center. The second is the BoundaryLess Container Platform. The third is the BoundaryLess Data Protection Platform. The fourth is the BoundaryLess Cloud Exchange where we get together all the internet connections and define the software defined network part to give access to the workloads across hybrid environments and the BoundaryLess Integration Platform which we call it as BLIP. Basically this is what we have put together to deliver an outcome to the customers powered by BLE. >> So BLE again, you call it the BoundaryLess Enterprise. What's the most important components of BLE? What are the things that most people are missing to actually implement the strategy? >> So if I actually build on you, right? The five building blocks let me elaborate in detail. The first is on the BoundaryLess Data Center. This enables our clients to deliver an infrastructure as a service across data centers and public clouds and enables customers to seamlessly move workloads from Edge to Cloud and manage them in a consistent and efficient model. That's the first building block of our BLE. The second important building block is container, right? We all know today container orchestration is key across hybrid cloud and with micro services and architectures becoming more prominent we see huge search for managing various Kubernetes enrollments with our clients. So our BLCP platform leverages solutions like VMware Tanzu, which is again a Dell company to enable clients manage the multicloud Kubernetes enrollments through a single pane of glass and provide seamless migration and movement of workloads across cloud environments. That's going to be the key in the future with microservices being dominant and every enterprise embracing microservices architectures this becomes very important building block in our overall solution. The third important stuff is BoundaryLess Data Protection. Now that data is all cross in hybrid cloud environment and application actually consume this data it is important to protect the data which is intellectual property and very critical to every business. So with the BLDP platform we ensure that we deliver availability, solidarity, security and reliability of cloud adoption increasingly and rapidly across multicloud platforms. So our solution leverages the DTC of Dell and other existing Dell storages and data production solutions to offer seamless and right cost models which will be very critical for any cloud transformation and schedules as we move forward. The fourth point which I was talking about is BLCE. This is basically a cloud exchange where in a hybrid cloud environment you need to establish connectivities across PaaS and SaaS platforms as well as on-premise networks to provide seamless access to data and the workloads which are in multicloud scenarios. So that's about BLCE. With respect to BLIP it is an integration platform. Today we are in a software defined world and when I talk about providing a single pane of glass solution it is important for us to have an integration platform where I can bring all EPIs together and do northbound and southbound integrations with the architectures of clients and the cloud providers to spin off workloads, to commission, decommission and provide a seamless consumption experience to clients across multiple hyperscalers and on-premise infrastructure. >> Thank you for that summary. I think you hit on all the big trends. I want to go back to you Rajesh 'cause you said that this is a really unique time. You've been in the business for a very long time. You've seen a lot of other transformations and you've seen a lot of big trends. Why is this one different? What makes where we are today such a unique point in time in this IT industry journey? >> Excellent. I think I would say we are in a period of what is called an enforced innovation. While most of the time transformation in IT has been very, very sequential or continuous I think we are seeing an order of shift in the transformation and this whole situation is forcing everyone to accelerate the pace of innovation and transformation. There are two key priorities for every organization in this time. One, build resilient operations and second employee safety. These two parameters have forced the organization to look at their businesses differently, look at their IT infrastructure differently and created a sort of opportunity you can say which is ripe for Wipro's BoundaryLess Enterprise because there are no boundaries. People are working from home. They're no longer in an office confined or boundary. So that's smart. Coming back we are seeing an accelerated innovation. That means our partnership to deliver customer transformation at scale becomes all the more important. Bringing all the good technologies of Dell on one side and combining it Wipro's size, scale and services help us lead in the marketplace for customer transformation. And what's more, we are adding our Dell financial services solutions as Dell Tech on demand to enable all this to be consumed as a service and with flexible payment options which Wipro helps us translate it to customer offerings. >> That's great. Utpal, I want to go to you and get your perspective on how customers, in terms of this boundaryless, how things have changed since March 15th which at least here in the US, I don't know if in India it was on the same date when everything basically got shut down. So it was this light switch moment. Everybody worked from home, no planning, no thought like ready, set, go to now we're six, seven, eight months into this thing and clearly we're it's a marathon not a sprint and even if we go back to some semblance of what was the old normal the new normal is going to be different and everyone is not going to go back to work full time like they did before. So how, from a customer perspective, from a technology implementation perspective and from an initiative and getting this stuff done how has that changed pre-COVID then oh my goodness, it's the light switch moment and now it's, hey, we're in this for the long term. >> Yeah. I think Rajesh did hit upon that a little bit. This is truly that moment where it was a forced innovation. Some of it was happening anyways and it was bound to happen but I think the COVID kind of accelerated all of it. What has impacted is it all started with, okay, how do we enable work from home? And that is when the whole BoundaryLess infrastructure, the virtual desk solutions and all of that started getting impact. I think after that most companies have realized that this is not a short term fix. It is a longterm it's going to be here for staying so they wanted to have a longterm fix so they wanted to come in with innovation but at the same time from a business perspective they've had impact in business so they wanted very creative business models for them to get set with the technology innovation quicker but they didn't want to do it in a traditional way of paying it all upfront and moving it to that. So that is where the creativity in terms of joint innovation which we did with Dell, in flexible payment options, bringing in some kind of an asset lease model and things like that have gained traction. A lot more conversations are around we want to transform help us find a way to make the transformation sooner with maybe less investment upfront and find a way to fund this from the future savings we'll get so that we can be ready for the future without necessarily impacting the bottom line today. All of that has changed, I would say in summary, has accelerated the adoption and the rate of change but it has also led to all of us thinking some creative business models and new approaches to doing business. >> Right, right. Satish back to you. What are the big conflicts that always exist? There's innovation versus security, right? And enabling innovation and giving people more power, more tools, more data to do things at the same time now your tax surface has increased you don't necessarily have everybody locked down on their home infrastructure and they were forced into this. When people are talking about digital transformation, how do they continue to drive forward and how are you helping them on innovation and enabling innovation at the same time as you talked about keeping the data protected and really thinking about business resiliency and continuity in this to increase the tax surface not only because of mobile, but now with the working from home thing? It's increased exponentially. >> Yeah. So I would just take an example of how Wipro handled this pandemic when it hit us and what solutions we get. So let me just give you a perspective. As we all know the current pandemic has disrupted many industries and we were no exception. Basically COVID has brought to the forefront many crucial factors in terms of business continuity process, the quality of employee experience and the automation connected with the employees. So while we enable our employees to connect, collaborate, and communicate with ease from anywhere from any device in a secure way with a consistent user experience powered by Wipro LiVE Workspace platform which actually takes care of delivering a seamless onboarding of user via the Wipro LiVE Workspace platform and consume all the services the way they used to traditionally consume when they were working from office? So this is something which is the power of Wipro LiVe Workspace platform we have implemented to deliver a seamless employee experience access to the workspaces. That's one but also there are some learnings. When we implemented the solutions on the flip side as businesses we must also acknowledge and be cognizant of the fact that employees are trying hard to juggle between frequent interruptions at home and notifications from various applications we receive both on corporate and personal devices. Basically in a nut shell it is difficult to have the culture of corporate to be working from home. Basically that's another big learning. While all of us are adjusting to this new normal we are in constant touch with our employees and trying to improve the overall employee connect and experience. From a solution perspective let me just give you what we actually did. We have close to 175,000 employees across the globe. Suddenly started working from home post lockdown. What does this mean? The traffic pattern suddenly changed the directions which were traditionally moving on a East to West direction started moving North to South. Basically this means a 100% of the workforce in a corporate started coming from the internet to access the corporate infrastructure and then gain access to the customer network. So basically we had to quickly swing in with our solutions and got our engineering teams to re engineer and tweet the infrastructure and security architecture to this new normal. By leveraging our Wipro BLE and video architectures which is powered by Dell VxRail, NSX we were able to spin off and build capacity on on-prem as well as on cloud in less than 24 hours post one got approvals from the client. Lastly we also deployed a back to work IoT solution which helped our employees to get back to work safely. Basically the solution offers various security parameters. Apart from traditional COVID updates it also helps in scanning the employees' temperatures, employee movement within the office premises, bundled with video analytics and enables secure touch less access to the ODCs for employees who are coming back to work. So we are putting all these solutions together and we pretty much seamlessly were able to navigate from the pandemic situation and get our business back to operations in a matter of days. >> 175,000 People. It's really interesting to think about how that network traffic completely changed from inside the firewalls to everything coming from the outside. It's a lot of people to get working from home right away so congratulations on that. As we come to a close Rajesh, I want to come back to you and talk about again, partnership in the age of this rapid acceleration of technology adoption, new technology move. We talked about the work from home. We've talked about cloud. We haven't talked very much about there's this other big thing that's coming down the pike which is 5G and IoT and kind of this entirely new scale of communication that's machine to machine, not person to person and now these connected devices. The amount of traffic continues to go up into the right at an accelerating rate. Tell us a little bit about the meaningfulness of having a partnership like Wipro that you guys can build solutions around new cutting edge technologies and have that real close connection with the customer or with all the supporting services. >> We'd love to. And maybe first I'll give you a perspective on how our employee base started working from home. Some other statistics that they wanted to show maybe add on towards what Satish said. We transitioned 120,000 employees. Twice the normal to work from home within two weeks and every day we are running something like 20,000 meetings and 16 million zoom minutes per day. That's the kind of traffic IT has seen. >> 16 million zoom minutes per day? >> Zoom minutes per day. >> Wow. >> That's the kind of traffic and our VPN traffic user load just tripled. At software or IT we call Dell digital. It was just a smooth and seamless experience. Now coming back, you said rightly. While we have partnered so far to deliver to the solution which are here today and the customers needs which are here today, what are we going to do for the future needs especially ie 5G IoT? We believe as a corporation that Edge is going to be the next wave of innovation. And next way our customers will benefit. Therefore connectivity to Edge via 5G becomes critical. IoT devices and managing the traffic and contain it there itself rather than flowing it back to data center becomes critical. As an example Wipro and Dell technologies are using our hyper converge solutions along with VMware telco and software for a European telco to provide automation and AI to deliver rapid results for the customer. So these are just early parts of it. We are partnering with Wipro to build solutions around 5G as well as telecom related innovation that'll come into the picture. IoT Satish spoke about a simple example of employee attendance. Imagine this is a need which will only accelerate from every organization, multiply it with the automation and AI that needs to be built into machines and feeding all the data back to drive some intelligence and refine the processes, refine the business outcomes. So I think we are working together on many such things and what's important is in all this, when the universe just explodes to devices and millions of devices, security becomes a paramount feature and we are working with Wipro to build what is called an embedded security into each of the solutions that we are designing. Security cannot be an afterthought or a bolt on it's becoming an integral part of the overall solution as we move towards the Edge. >> Yeah, right. And I think as Satish talked about all the distractions and notifications there're a lot of great opportunities for applied AI too to help people know what to do next. It's hard to be context switching all the time, not only on your work, but also the spouses working from home, the kids are doing homeschooling. It's not an optimal environment at all. Gentlemen thank you for your time. Congratulations on your partnership and hope you have a fantastic Dell Tech World. Sorry we can't be in person but this is not too bad. >> Thank you. >> Jeff >> Thank you >> Thank you Utpal, thank you Satish for your partnership. >> All right. Thank you gentlemen. >> Thank you. >> Alright. Stay with us for continuing coverage of Dell Technologies World 2020. I'm Jeff Frick. Thanks for watching. (upbeat music)

[Music] from the cube studios in Palo Alto in Boston it's the cube covering the IBM think brought to you by IBM hi everybody we're back and this is Dave Valentine you're watching the cubes coverage of the IBM think 20/20 digital event experience lisa cisco is here she's the global head of go to market and IBM cloud at wit-pro Lisa good to see you thanks for coming on how you doing you're welcome how things holding up down in Florida you guys staying safe good working from home like like most of us everyone's doing good so I want to ask you don't go right to it talk about digital transformation and I want to get your take and maybe share some thoughts that we've heard from clients but digital transformation you're kind of in the heart of it you've got cloud you do and work with cognitive and AI and and blockchain and and the like so what are you seeing in terms of how clients are adopting this notion this digital transformation journey and how has kovat affected that great question so the hopefully the digital transformation won't always be about Kovan but there always will be a need for companies to move quickly and adopt new technologies and do things that are unexpected whether that's from an acquisition or an unexpected competitive move or new market that they want to be in so any of those things and affect businesses and what we're seeing right now is businesses who have adopted digital technology and by extension adopted cloud as the backbone to that digital technology have been able to move faster in this environment they're able to do things like work from home they're able to ensure security is in place they're able to give their employees and their customers access to information in a faster and more cost-effective way and so we're really not excited to have coated but we're really it's an interesting time to be looking at digital technologies and first mover advantages here and the digital Tudo era is all about enabling business responsiveness and those are the things that we're doing with the technology plays that we're working on today yeah I mean the customers we've talked to the the CIOs the CISOs they've said in many hard-hit industries hey we basically has shut down spending with some exceptions digital transformation being one of them you've got experience in two areas that are being affected pretty dramatically by kovat want a supply chain on the other is e-commerce you know supply chains are just you know especially for a while we're just in shambles or seeming to come back you know a little bit but what have you seen from the supply chain and what do you think what kind of changes do you expect are gonna be affected by koban going forward so again this was an area that if you had invested in your supply chain and you have automated some of those processes you're having an easier time onboarding your suppliers and knowing where your shipments are and understanding what your forward-looking position is going to be if you haven't done those things um even though your IT budgets might be being slashed they're things that you have to do right now and so doing some of those things using supply chain automation on the cloud it's it's um it's the right way for companies to go right now that find themself in a predicament and maybe aren't as prepared as they'd like to be so some of the technologies that we're helping bring to market we've we're seeing results with with things like five times faster adoption and 40% more cost efficient than if they weren't trying to do these things in an automated way using the cloud and so for companies that that need help doing this iBM has some of the best supply chain solutions in the market and and Wipro certainly has years of experience bringing those turquoise and then e-commerce is the other one I mean obviously there's been an explosion nobody wants to go out if they don't have to we're ordering anything and everything online there's been a kind of similar situation right if you if you had your kind of e-commerce you know we have you been running water through the pipes and you've perfected that over the last you know a couple of years or part of a decade then you're in pretty good shape but what are you seeing there with if you didn't have a loyal customer base now the time to really get used to interacting with your customers in that way so restaurants for example think the local mom-and-pop shops I live in a small town outside of Orlando and I'm seeing little businesses get online and and sew clothing and wine and things that they wouldn't normally see and dabbling in e-commerce so it's it's really comfortable for most people now to buy things online and we're seeing services that you wouldn't normally be be having online things like education k12 all allerjies everything can be pretty much bought on-line these days or consumed in a digital format and so I think again customers that have experience in doing this are ahead of the curve and customers that don't are going to quickly find that they have too I want to turn our attention to in the conversation to cloud and get your perspectives I mean I've reported a number of times that you know the IBM cloud it's not it's not an infrastructure as a service and the race to the bottom obviously IBM offers infrastructure of service but IBM strategy is not to try to take AWS head-on and you know storage cost per bit it's really to bring value through its software estate and portfolio and help its customers really take advantage of that the cloud model how are you and your clients taking advantage of the IBM cloud what kind of solutions do you have that are that are specific that leverage the IBM cloud that's correct we have two solutions that we're working on building out with with IBM and leveraging hybrid clouds so for an environment where 94% of enterprises have multiple clouds now they all have a combination of AWS or Azure or private clouds or IBM cloud and 73% of our clients see the ability to move between those clouds as a high priority and we are addressing that with two main solutions that we've built out at with row one is called our boundary list enterprise solution and you can think of that as the infrastructure and the knowledge we've taken the knowledge from thousands of successful hybrid cloud migrations that we've done and we've built it into this framework to help our customers be able to have a single dashboard and manage their view across hybrid cloud in an automated way and be able to be nimble and move between those clouds as business requirements it demand that they do and so that's the boundary-less Enterprise side the other side that we're working on with IBM is the application and integration modernization and we have a solution that we call moderniser and that is using some of the IBM technologies some third-party technologies and again the with our knowledge from our successful engagement and making it so that we can easily see what the workload is going to be to contain a rise and a single integration methodology that we're going to be bringing to our clients to help them be able to do this in a in an automated in a better way a faster way a more economical way so those are the two things that we're working on now and some of IBM's products are under the covers things like multiple cloud manager some of their DevOps and automation tools and there's some some tools again from third parties in firmware that we've brought in there as well so the boundary let's enterprise them in the idea there is that you've got a layer that allows you to go across clouds and have the same experience whether you're on pram whether you're in an Amazon Cloud and IBM cloud as you're wherever is that correct and it's a single sort of cloud experience single dashboard you know glass that you can look and you can serve you know in an IT environment your constituents the best way possible so that you're not locked into any cloud vendor and you can take advantage of where your workloads need to go and the modernization piece the modernized moderniser you talk about how clients are approaching it where do they start when they modernize their applicants that they do kind of and you help them do an application portfolio assessment they identify the high value workloads in their portfolio maybe the ones that they're going to sunset is a rationalization exercise the first step may be to talk about that every client is different but if the plant was to approach us and recommend the best practice we actually have a free two-week consulting engagement that we use for our clients that take a look at the workloads that they have and potentially will want to move to good we help them organize those workloads and figure out what the low-hanging fruit will be the things that will take a little bit more time on the things that are going to give them the highest bang for the buck and we will make some recommendations to them and that that two-week engagement about how to get started what about the I wanna shift gears talk about the you guys done in India with the Novus lab what is that all about what kind of expertise is there how does how two clients take advantage of that so we in IBM and out of the first soon-to-be announced we've just built it and we're soon to launch the I began with pro nobis loan you know this is the latin word from new or for innovation and that's what we plan to be doing in this lounge together so we have we pro talent and 150 seats where we'll have clients and different experts coming in and in residing in that center as well as access to all of the products i just talked about we'll be working closely with the IBM on GSI labs and bringing in new technologies building out new solutions so everything from taking supply chain to the next step to adding additional industry solutions one of the first things that we're going to do in that IBM Davis line just take advantage of the new IBM finance services cloud which is going to be a covering cloud focused at that industry and we're really excited to get started working on that technology to bring in our clients so ok so that's a that's an example of an industry solution and it's what it's it's optimized or for for banking and financial services or explain that if you would that's correct so iBM has worked with their clients in the financial services industry and they have packaged some of the governance and security and regulations that are needed for the financial services industry and they've put that into a solution that they'll be rolling out shortly I'm sure you'll hear more about it at IBM thing and that solution is going to be based on the industry guidelines by country on rolling out in the US and then shortly to Europe and we're going to be able to use that to jumpstart a lot of the workloads that we want to bring to our financial services clients without having to make them reinvent the wheel or all of the governance and security and regulatory things that they need well I can see you guys doing this across multiple industries kind of an out of the box you know tune something for retail government financial services Manufacturing healthcare where you've got the the requisite of security and compliance edicts depending on where you are in the world if it's a global organization you're able to you know identify what those local laws are maybe there's certain analytics capabilities and dashboards that you'd include is that is that kind of the right way to think about this that's exactly where we're headed and we're already starting to talk about healthcare as the next industry where we tackling after the services yeah well I mean the healthcare is that there are so heads down right now yeah believe you know we could think they'd come out of this and take a take a little breather and then can really you know get back to some of the more strategic things that they want to do in the industry I'll leave you with the last word kind of where you see the IBM Wipro partnership going you know what's your vision for that we really like IBM's approach in terms of avoiding vendor lock-in but we love what's happened with the acquisition of Red Hat and being able to use that technology more easily in our solutions we think that the industry approach is the right approach all of those things will have our focus in the noon double Ange this year and so while things are unusual in this current environment and we have a lot of things that we have to do immediately to help our clients just be able to survive we're very much looking to the future and what we can bring when this is all over that will help our clients make sure that they're ready for whatever the next Rose might be well Lisa thanks very much for coming on the cube you got a deep experience appreciate you sharing that with our with our audience they say you're welcome and thank you for watching everybody this is Dave Volante for the cube and our continuing coverage wall-to-wall coverage of IBM think 2020 the digital event experience you watch in the cube we were right back right after this short break [Music] you

>> Narrator: Live from Copenhagen, Denmark, it's theCUBE. Covering Nutanix.NEXT 2019 Brought to you by Nutanix. >> Welcome back everyone to theCUBE's live coverage of Nutanix .NEXT here at the Bella Center in Copenhagen, Denmark. I'm your host, Rebecca Knight, along with my co host, Stu Miniman. We're joined by two guests this segment. We have Mayur Shah. He is the Global Head, Data Center and Software Defined Everything SDx at Wipro. Thank you for coming on the show. >> Thank you. >> And Thenu Kittappa, Director GSI Sales at Nutanix. Thank you so much. >> Thank you for having me. >> So we're talking today about fluid ITs. Wipro, of course, is an Indian multinational corporation based in Bangalore. You gave us a talk yesterday here at Nutanix .NEXT. Tell our viewers a little bit about how you view fluid IT. >> Sure. So we believe that the kind of transition the industry is going through, the pressure businesses are getting in terms of having their offering aligned to the customer expectations, they're digital natives, and so and so forth have digital transformations. They are also under tremendous pressure of innovating much faster than they used to do before. And the same pressure has been put back to the IT. How IT support that kind of changes and agility, which business would need in general. We believe that now, previously we used to have a plan for five years and a roadmap and we used to forecast what kind of architecture mission may end. But now it's time for us to give that back to business. There are a lot of uncertainties and how we can handle those uncertainties that's main reason why we are thinking little out of box in terms of getting things fluid. >> Mayur, I like that comment because part of the transition used to be I bought a product and I thought about how many years did I depreciate that product for? So I want to get your, what are you seeing and how is it impacting your customers? Nutanix talks about building experiences, so are they meeting that goal? How is that helping with both what you're doing and ultimately your end customers? >> So, what we believe is as you rightly say the end user customer's experience, business agility, and their competitiveness for customers at the prime, right? So the way we are now aligning our offerings, aligning to customer needs, changing our models of measurement from SLS to business level BLS. Those are the things which we are doing for aligning to the businesses and ensuring that they benefit in terms of many of our offering are now experience-driven. So SLS and BLS are also experience-driven, so we in our virtual desk offering, we offer the customers based on the experience problem, the penalties are assigned. So we proactively manage the end user experience without them even knowing it. So those are the few examples. >> Thenu, I have to imagine this is a big piece of your job is the traditional channel used to be how do we get beyond selling boxes, selling services, consulting and everything, but the SI is more about that whole experience. >> It's actually a whole different experience. It's been a great show for us from that perspective. We have a lot of our partners starting up, giving us the support we need from the SI community. Wipro was a sponsor, so it's been great. And to be honest, that's exactly what we're trying to do with SIs here. We're taking the solution and outcome based approach. Let's talk to the customer, what their business needs are. Let's see what kind of solutions we build to fit that. It's not just Nutanix. How does Nutanix work with HPE? How does Nutanix work with the networking, SDN? Let's give them an outcome-based solution. And let's support it with the right level of experience. So essentially, just in time to market is the goal that we're trying to achieve with partners like Wipro. >> Thenu, can you give us some examples of what, the kinds of conversations that you're having and then how it influences you when you go back to your company and you go back to Nutanix and you are then in the war room trying to figure out what kind of next new architectures and designs you can provide. >> So normally when we work with customers and with GSIs, you start with the core problem of what are you trying to solve over here, right? You have a five year plan. Are you trying to grow to a certain extent? Are you looking for your VDI to cater a certain security needs or certain financial needs? And so, then, it comes down to what is the business requirement here? Is it scalability? Is it reliability? Is it security? Is it financial modeling? You might be sitting with a customer who says, this is a great option, but I don't have budget to do this. I want to transform myself to the next level of technology, but I don't have a budget. And when we have these joint customer conversations with partners like Wipro, they say, great, let's offer a solution. And here, by solution, we not only cater to the technology, but we're also looking at where you need to end up in five years, what kind of business models and commercial models we can do to support you and what are the right products we can bring to you so that you only concern yourself with the outcome. You don't care about the infrastructure stack underneath it. Let's make everything invisible for you. But they just take our invisible story to a whole different level. >> Mayur, when I think about the transformations that customers are going through, the education and training is often a big piece of that. Where does that fit in to what you're doing, what services Wipro offers, education there, and how much of it does the simplicity of Nutanix involve in that? >> It's a great questions. So what we actually, and it helps us a lot, when we bring in the complex technologies for our end customers, they also have the owners and they need to get appreciative of what we are offering. With Nutanix's simplicity it's all given. They know that things work and things work super simple. Now whatever we bring on top of that, that's where it adds a lot of value without missing too much of time for enabling our end customers, and that gives outcome. So we are, as a whole, as a solution, we are able to give that outcome confidence and experience to customers. >> So what kinds of conversations are you having at this conference, in terms of what kinds of learnings are going on? You're talking to fellow customers of Nutanix and able to say hey, what you're doing over there, maybe we could try something similar at Wipro. >> Yeah, so one good part what I've seen people are using platform for variety of use cases, variety of business applications. Now we at Wipro, we have mastered some of them, but not all of them. But we see a lot of customers speaking about how they are using massive scale for HyperCloud, for instance. They are using it for databases, applications, mission critical applications, and we feel now it's time for us to branch out into that. >> I'd actually like to add to that. All the conversations we've had is amazing with customers. You think you built a product to meet x use cases, and then the customer comes back and says, you guys did great with being on these X use cases, but guess what? I found out this X plus 1 use case, and it's perfect. And that is what we take back and say, okay, is there a market around this, which we can then commercialize and make it easy to consume? >> What would you say, so you're based in San Jose, and you've been with Nutanix for five years now. What would you say are some of the differences that you've seen from US customers versus here we are in Copenhagen, European customers, and also Indian customers? >> Oh, that's a difficult questions. You're really putting me in a difficult position here. But in general, I would, you know, our European customers look to innovation, but they also look to baked in solutions, and more tighter integration and collaboration with partners. The US customers want to be on the cutting edge of technology. They're very high risk-takers, so when you're defining a solution and a model that works for them, it's a completely different ball game in terms of how much risk they are willing to take, what price point they want to do, and then they're also very, very particular about I want Vendor A, B, and C to work together. Go make it happen. With a lot of the Indian and the Asian customers, and even our European customers, they're more SLA based. Mayur, what do you think? >> Absolutely. I think we see a clear, here in this area of Europe, they are much mature, the second and third level of outsourcing people. They are aware of SLAs, they are aware of the services. They expect a little more than what we do and we, let's say if you compare back to India and US in some time, they are the first time or second time outsourcers, but here's the difference, they clearly wonder about the outcome. >> Mayur, the announcements that we've had this week. Are there anything that you're looking to take back to your customers, or anything that either announced or some of the previews they've been giving that you're especially excited about? >> Sure. So I think there's a great timing. I was just talking last night. We are doing investments, innovation investments for three years, it's a three years plan. And exactly the synergies so well. The announcement, what we have heard here are kind of synergizing what we are doing in the road map. For example, we and the fluid IT what she told, is all about delivering those next generation future-proof architecture, leveraging those announcements. The era, we are working on databases as always, which covers the mission-critical application, and things in a much advanced way. We believe in our road map here, we calling it a service theater, which actually delivers the experience and outcome. So there are synergies they talked about insights. And we are talking about delivering those real time, predictable stuff, based on, and our vision is to give intent with everything, so you have to just define the intent and things will fall in place. So there are a lot of synergies and we definitely take back few of them, which is databases as a service, insights, IOTA, Edge, a few key things we will take from here. And of course the HyperCloud, the AWS migration. >> Well, Mayur's being very, very humble here. One of the announcements that we did make over here at the conference was Wipro has standardized with Nutanix on their virtual desk solution and we're going back to both our customers, their customers, and our field with this offering. So the virtual desk is their own IP. They've done very well in the past with virtual desk, but as they are looking to do more standardization, get in to the next generation solutions, we worked very closely with them to build a Nutanix and HPE-based stack with Centrix, to offer this as a turnkey solution, which they've already done, but with better economics and time to market. >> And do you see that as sort of the future? >> Yes. That pretty much becomes a fundamental building block based on which almost all of our other solutions are going to to get built. The next one coming up will be database as a service, similar constructs. How do you make database consumption and Ops transfer to the end user? Followed by IoT, now IoT is a real different ball game because everything is customized. A lot of customers like to go dabble in it, but at the end of the day you need to build a solution around it. >> Thenu, and actually one of the questions we've had is we look as Nutanix moves beyond just infrastructure software to some of the application software, seems that the GSIs would be a critical player for building services. >> Yes! We actually have this really funky graph, verticals, base our AoS, where do GSIs fit in. It's the solution and pulling everything together, and making it more of a customer business case based offering, as opposed to a customer piecing itself. It's becoming a big ask with G2Ks, right? They're not doing large RFPs, they're actually doing very business-based SLAs, and now the control lies with the business owners within large customers. So it fits very well with our story. >> Excellent. Well, thank you so much Thenu and Mayur. Thank you for coming on theCUBE. >> Thank you. >> Thank you, our pleasure. >> Thank you. >> Our pleasure. >> I'm Rebecca Knight for Stu Miniman. We will have more of theCUBE's live coverage of Nutanix .Next coming up in just a little bit. (upbeat electronic music)

>> Live, from Bahrain it's theCUBE. Covering AWS Summit Bahrain. Brought to you by Amazon Web Services. >> Okay, welcome back everyone. It's the theCUBE's coverage here, in Bahrain, in the Middle East, for our coverage of AWS Summit and the announcement, and now soon to be up-and-running in 2019 in Q1, Amazon Web Services, full region here in the Middle East. Should have a massive impact to the ecosystem, and companies and entrepreneurs from around the borders. We've got great conversations all day. And today we've got to great guests here, Emilio Valdes, VP of EMEA South and Latin America for Informatica. Thank you for theCUBE sponsorships over the years. We've covered Informatica shows all over the world. Mathew Joseph, business head of Data Analytics for Wipro. Good to see you, thanks for joining us. >> It's a pleasure. >> Same >> Great to be here. >> So, Informatica, we know a lot about you. We cover all of your big events in North America, I interviewed your CEO, I've been following the value proposition, growing really well, you've got a good product offering. But we're in the Middle East, okay? And what I've learned here is that there's a thirst for entrepreneurship. There's a thirst for cloud. But everyone's talking about data. And if data's the new oil, no better place to be than in the Middle East. They know the value of oil. What's going on in town here? What's happening in the Middle East? >> Right, so, as I cover a pretty big area within Informatica, I used to travel the world and meet many customers, in many places, many customers and many industries here in the Middle East. And I can tell you that, you know, the story, the messages are very consistent, you know? Every company, every industry, is going through a massive period of change, and companies are reacting to this change very differently. What we've seen is that the disrupters are going to be the ones that will, you know, implement digital transformation consistently, and we believe that data is the key driver for intelligent digital transformation. Here in the Middle East is no different. We've been seeing this across the different countries, in Dubai, in Bahrain, in Kuwait, in Saudi Arabia, exactly the same as everywhere else in the world. >> And cloud's now coming in full throttle at Amazon, You guys are not new to Amazon. I know you guys do a ton of work with Amazon integrating and putting all this together, what do you think is going to happen, here? Now Amazon gets up and running, they're already using a cloud now, so Bahrain's clear, cloud first. Saudi's got the cloud bug too, they're doing great things. So when an actual region comes here, what do you think is going to happen? An explosion of innovation and more business? What's going to be the impact? >> Well I think, I think the market knows what the benefits they can get out of the AWS platform, and I believe the challenges are related to get the most out of this AWS platform. At Informatica, we are going to help customers to move their data to the cloud in a consistent manner that is connected, articulated, properly governed, and not only this, but also we believe that the key value is in the hybrid world. The world hasn't moved to the cloud yet, entirely, so most companies continue to have some on-premise applications, as well as their cloud applications. So I believe that Informatica can help customers here in the Middle East, by connecting the on-premise world with the cloud world. And at the same time, the value they can get from our platform is by making AWS easy to operate, and, you know, move data to the cloud in a consistent, quick, and sustainable manner. >> So Matthew Joseph, you're with Wipro, why are you guys together, what's the relationship? Obviously we know what you guys do, you guys do great work, global, around the world. We see you at all the events. From SAP Sapphire, EMC World, now Dell World, Reinvent, you guys are everywhere. So here, what's going on here? I mean, analytics, you need analytics. You're good at analytics >> First of all, John, thanks a lot. A couple of thoughts. One, Wipro has been a global partner of AWS. Wipro's a global partner of Informatica. And the region is going through massive change of innovation, of using, consuming data. And at this point we really feel that both the expertises should come together to manage the change. And that's the simple reason why Informatica and Wipro are together, along with AWS and this, I would say a historical movement of this part of the world, to actually consume this rate and transfer the data for all of us. >> So if I asked you a question that said, hey, tell me about your relationship with Informatica. What's in it for me? What do you do for me? Are you, are you bringing it together? Are you guys going to market together? How do you, how do I win with you and Informatica? >> So what we have done is, as I told, the global partnership, across the globe, the best practices we're bringing back to this part of the world, to make sure that we have a similar set of stories across the global sphere. This certainly means more repeatability, less risk, and for the entire government to go through a small transition of going to the cloud. >> And data disruption is huge. You guys have Informatica 3.0, and you guys have your practice. When you put that together, what's the go to market? What's the value proposition? What's the pitch to the customer? >> So the key part is the IPaas method, the platform as a service message, right? With the platform as a service, it's a market that Gartner has identified as a $12.5 billion market. And it's growing very rapidly. Just to give you an idea, we process three trillion transactions per month, and this number is being multiplied by three every three to four months, right? So the iPaaS platform is what is going to help customers to move from the on-premise world, to the cloud. And this is where the key value Informatica, and Wipro, can put together to facilitate and to help enable customers in their journey to the cloud. >> So talk about the Amazon impact, obviously you guys do work with Amazon. What, specifically, does Amazon have that you guys like? That you work with the most with customers? Obviously they want to know, obviously you know, I got data, a ton of data. I've got to manage it. I mean, analytics are pretty good. You've got Sagemakers, Hotrock, on fire. Redshift everyone knows is doing well. Kinesis, with streaming. What's some of the Amazon tools you guys are working with around some of these day-to-day opportunities? >> Yeah, so there are multiple of them. In fact today's the day when the big data is pouring in, for example, right? So how do I really bring in all the data into a common platform? And today the customer is also talking about how do they really consume it? So consumption is a major attraction for AWS and how they really consume this data. The extraction, making sure the data is available, furthers decision making in the second part. The way Wipro and Informatica positions this entire journey is not just about putting the data into a common place and building up a transformation, right? What you're looking at is how do I really change the way the business works? And elements of design principal come in on it. And what Wipro has literally done is, we've done a lot of investments around how to I really make this transformation from a design-thinking point of view? How do I make sure the best practices of data science, and governance comes into it? How do I make sure that the press points for the customer are so clear and so vivid that decisions are made based on that? And I feel AWS, out in the region, is doing a great work on that. And that's the simple reason why all of us are together with that. >> That's great. And cloud, you guys are no stranger to Amazon. >> We are partner of Amazon. And we've been a partner of Amazon AWS for awhile. As well as Wipro is a partner of Amazon. And Informatica and Wipro are global partners as well. We're quite excited about bringing this partnership to the region. >> What sort of things that you guys have done together, can you share some examples of some awesome implementation and use cases? >> A few of them. So to me, what is happening, as I was earlier telling is that most of the government entities are talking about how do I really consume this data. How do I really think of it as an experience? So what we have really done is pull up this data, look at various models on how I can do revenue generation for the customer. How can I bring in more customers' recommendation? How do I make impactful decisions based on those data? And the ample amount of programs use cases that you have already implemented in this part of the world, and certainly Informatica has been a great help in this journey of ours. So the teams around which we look out, is data monetization, customizability, researching degree of the customer, operating efficiency, and this is true across industries. Government is doing a fabulous job of going on this journey but certainly we do a lot of work in the oil and gas sector, in the healthcare, and similar things like that. >> Awesome, and what's core value proposition that you guys are offering customers out here? >> I believe it's the messages we discussed earlier. It's having a consistent platform where data gets together and can be used across different applications, business units, et cetera. At the end of the day, end users will need to use data and they don't care where this data is stored. It could be in the cloud, it could on premise, it could be in a big data application, it doesn't really matter, you know? >> It could be addressable. >> Exactly >> In real time too in low latency. It can't be some data warehousing thing that takes, you know, real time application like a car needs data. IoT, a huge growth area. I mean these are new cloud architectural opportunities. You can't be having the old way. >> The data has to be connected, and secure, and clean, and available, and consistent. This is what we do for a business. >> Yeah you guys have got some good story there. Good luck with everything. I want to get your final questions as we kind of round down the day here. The day's kind of cleaning out here behind us. You can see it's getting quieter. What do you think about what's happening here? Amazon Web Services Summit, mix a little public sector, you've got some commercial, but this region pulsing with cloud demand. What do you think, guys? What's your thoughts? >> I think we're going to help the government to move to the cloud. We're very excited about the announcement that we heard this morning. The cloud-first policy. I think that Wipro and Informatica are uniquely positioned to give the government what they need to be successful in their cloud-first policy >> Thoughts? >> Same here, I think the last 24 months we have seen a lot of initiative from the government. Both across the artificial and then about data being the center of all things. And cloud is going to be a very pivotal role in this. And I think we are geared very well to take care of it. >> I think you guys are well positioned enough, you know. My translation is you see their cloud-first policy, they want to be involved in FinTech in the future, you got to have a data strategy to center the value proposition everything's got to be built around how that data's going to move, how it's going to be addressed, how it's going to be consumed, shared, connected. Across the board, IoT, on premises, real-time mobile, everything. >> And John, one more point, to close, would be what we see is the hybrid architecture coming up, alright? So cloud being one of them, the customers still want data inside the premises as well, so how do you really look at the hybrid architecture, and the challenges around it. I don't think there are many companies in this part of the world who are geared up to that. Wipro has done it multiple times, Informatica has been a leader in that. And I think that is going to be a game changer for all of us. >> You know Mathew you made me smile because, thank you for making me smile, because we always joke, and I always talk on theCUBE, and usually Dave Vellante's here and we kind of argue about it, because I say data is the new oil, he says it's not the new oil because oil can only be used in the car I guess, we can always go back and forth. But I've been saying that cloud is the future, I've been saying it for many years. Amazon certainly is more hardcore, Andy Jassy, all data systems moved to the cloud, What does that mean? Just announced RDS on VMware on premises, so it kind of like, takes that window, but I say that the cloud, operationally, is what's going on. People are moving to operations that are cloud-linked. So if everything is running cloud operations, DevOps, infrastructure as code, AI, all the things that you guys are working on, that means that the data center and on-premises, is an edge device. Or is it? It's a big fat edge. Or what's the difference between a windmill and an on-premise campus? I mean, edges? So, this is the debate we've been having. What is an edge? >> The way we see it is customers having a journey, in a journey to the cloud. And the state of the art is very different. We're happy to help customers to go through this journey efficiently, quickly, and in a consistent manner. >> And all serious, putting the fun kind of comment aside about the argument we had about the edge, is that the architecture that we see people are going to is, don't let some pre-defined thing define where the data has to go. So this data out there, it's got to move around. And if you don't want it to move around, then you put Compute to it. So there's all kinds of things going on where you don't have to get dogmatic about it. >> Absolutely >> What the definition is. It's all running cloud operations, then it's cloud, right? I mean it's not on-premises operations, no one says that. Anyway thanks for coming on theCUBE, thanks for sharing. Great to see Informatica here, great to see Wipro. We've got to get more of these use cases, if we had more time we would. This is theCUBE coverage, here, in Bahrain for Amazon Web Services Summit. Stay with us for more coverage after this break. (electronic music)

>> Announcer: From the Computer Museum in Mountain View, California, it's theCube, covering ACG Silicon Valley GROW! Awards, brought to you by ACG Silicon Valley. >> Hey, welcome back everybody. Jeff Frick here with theCube. We're at the ACG SV 14th Annual GROW! Awards. It's their big annual event, about 300 people here at the Computer History Museum in Mountain View. We're excited to have one of the board members join us. She's Anita Ganti, SVP and Global Head of Product Engineering Services, for Wipro, and a board member, welcome. >> Thank you, thank you for having me here. >> So how long have you been involved in this organization? >> Not very long. It's just a little over a year. >> All right, and what attracted you to it? >> I actually got introduced by a friend. She connected me to the board of ACG, and I could see what the organization was doing in terms of bringing more growth, more energy here in the Silicon Valley, not that we don't have enough already, but I'm very passionate about it, and so I was really glad to be introduced and brought into the fold, so to speak. >> All right, good. So I'm going to set you up, I did a little research before we have you on, famous Jeffrey Hammerbacher quote, you probably know what I'm going to say, "The best minds of my generation are thinking about "how to make people click on ads, and it sucks." You're all about using tech for good, that's what you're passionate about. Not just using it to get people to click ads, but really doing some meaningful work around meaningful things. What are some of your favorite projects you're working on? >> I'll just clarify, right? It's that clicking on ads is a bad thing. I mean, people do need to buy, we need to get commerce going and all that. But with all the technology that we have access to, it seems such a shame that we are not paying attention to real world problems, larger world problems. I think global warming is something that's real. I'm in the camp that believes that it's very real. And there's a lot of harm that some aspects of technology have cost our planet. It's important to really look at not just the First World problems those of us here in the Silicon Valley see every day, but really open our eyes to what's happening in other parts of the globe. The need for water, clean water, water filtration, clean air, combating some of the changes that have been created as a consequence of global warming, having access to information, education. So these are some things that are really personally dear to me. >> Right, right. So we've done some stuff with the Western Digital. I know SAP is part of this work with the United Nations for some of their really big, global goals that they're addressing. A lot of them you talked about. Simple things: water, access to information, better food production. There's so much inefficiency in Ag that we see that people are applying technology to. So there is a real opportunity and we are seeing, I think, some movements into that area. >> Absolutely. And it doesn't always have to be done by the corporate arm that's focused on social issues. We can do that as engineers who are working just in our day-to-day lives. We could be looking for ways in which we apply things like IOT, Internet of Things, to providing services as a service to enable smart cities. Really look for avenues in which we look at technologies that are available to us every day and then just like people invest in social causes without really looking at it as philanthropy, look for for-profit avenues, avenues to enable technology but then keeping the impact to our planet in mind. >> You guys deal with a ton of customers, right? You're out on the leading edge, you're helping people implement technology. So are you seeing people add that in, as kind of a, you think of a public works project or a building project, there's always some carve out for art or other things to keep cities beautiful. Is there similar type of thing you're seeing for social good in some of these projects where there's some carve out, some allocation, to make sure that that base is being covered? >> No, what I want to say is you don't have to think of it as a carve out. You can make that as a part of your mission in what you do. So here in the Silicon Valley we are creating so much technology and all that technology has multiple applications. It's like both sides of the coin. And if we are making technology available for artificial intelligence machine learning, we're creating technology to do things like block chain authentication, distributed ledger, it's just about opening our minds a little bit and then taking those products, taking that technology to other markets. There are in many ways the technology-haves and the technology-have-nots. >> Absolutely. >> A lot of it is not just about making the product but then taking the product you made and then implementing it in various use cases that really make a change come about in the world. So that's something that I'm very passionate about. >> All right, Anita, well thank you for taking a few minutes to stop by and give us the update. And really excited for doing tech for good because we hear so much about the bad these days. So thanks for your time. >> Thank you. My pleasure. >> She's Anita Ganti. I'm Jeff Frick. You're watching theCube from the ACG SV Awards, Mountain View California. Thanks for watching.

>> Announcer: theCUBE presents "Dell Technologies World," brought to you by Dell. >> Hey, everyone. Welcome back to theCUBE's coverage of day one of "Dell Technologies World 2022" live from the Venetian in Las Vegas. They're excited. I dunno if you heard that, a group behind me very excited to be here. Lisa Martin, Dave Vellante. We're very pleased to welcome Jules Johnston, the SVP of channel from Equinix. Jules, welcome to the program. >> Thank you for having me. I appreciate it. >> And those people back there are very excited, if you heard that big applause when we went live. (Jules laughing) So the vibe here is fantastic for the first live "Dell Technologies World" since 2019. A lot of people here, this Expo Hall is packed. A lot of momentum here, but there's also a lot of momentum at Equinix. Talk to us about what's going on. >> Well, so many exciting things for Equinix and this partnership of Dell sort of gives us a chance to share that with partners here throughout the conference. So we are very excited, as you said about and we just were named to the Fortune 500 this year, 77 quarters of growth consecutively. But underpinning that is having made huge investments in what is the world's largest footprint of global data centers, 240 of them on six continents in 66 markets but then interconnecting them. So they have the connections that Dell customers need to the clouds. They have the connections that they need to all of the future SaaS providers. So that foresight to put together that interconnection network across our footprint has set us on the path we're on today, which we're very grateful to be at in. And really, the things that are happening with Equinix and Dell together couldn't be more of the moment. >> Talk to me about the last two years. The moments of the last two years have been very challenging >> They have. >> For everyone. How has the partnership evolved in that time? >> Well, we, together, Dell and Equinix, what we're doing is really helping our shared interface customers navigate the complexities of their digital transformation. And digital transformation is hard. It's not a one and done and it's not an overnight solution. And so, what we are doing is partnering with Dell to think about putting a dedicated Dell IT stack in an Equinix data center to give customers that sovereign adjacency so that they can have that security proximate to all the clouds and everything else they need to participate in the ecosystem. And then pairing that with these interconnected enterprises. So, Dell and we are helping customers then be able to have some of their solution on-prem, some of their solution in the cloud, access public clouds and use that collectively to define what we're calling the intelligent edge, together. And that intelligent edge means so many different things to customers but it is really our honor to work together with Dell to help each customer define that for themselves. >> Equinix is an amazing company. Like you said, it's... I didn't realize it was that many consecutive quarters but it's a 60 billion plus market cap. If you look at the stock chart, it'll blow your mind. Really incredibly successful. And part of the reason... It's funny, 10, 15 years ago, people thought, well... Or, 10 years ago, anyway, the cloud is going to hurt companies like Equinix. It was the exact opposite. And that's because Charles Phillips used to joke, "Friends don't let friends build data centers." >> Yes. >> And it's not a good use of capital for most companies, unless you're in the data center business. Now, of course, you have some of your own as a service offerings. >> We do. >> What's the overlap with Dell? How do they compliment each other? >> It's a good question because... And we get that. Are you and Dell in fact competitors? No, we see them as wholly complimentary. And in fact, we're working with Dell to bring to market things like something we call PowerEdge, which involves their servers. And PowerStore, which involves their storage, and then VxRail, which is really the hyper-converged infrastructure. And those are just a few first of a series of offerings we expect to bring to market with Dell. And if you think about Metal, and it's Equinix Metal that people sometimes think is a competitor, but what Metal does for customers is it really allows them to advance, have the equipment placed in our data centers so that they can access that capacity and according to spikes or needs that they have. That equipment in our data centers that's there for them to avail themselves of that capacity is most often Dell equipment. So we are really doing and executing that bare Metal as a service together. >> What are some of the things that you're hearing from your partner community, in terms of the partnership with Dell? Partners must be excited, the momentum there. What's going on in the partner community? >> So, that's what's near and dear to my heart since that's what I'm responsible for, Equinix's global partnerships. And they're just very excited about what we're doing with Dell. And to be honest with you, all of our top partners are also top partners of Dell. So it makes sense that we bring it together. So, big categories of partners like the world's largest global network service providers, some of whom are here and who we'll meet with, AT&T, Orange Business Services, those folks in addition to the world's largest global systems integrators, Kendra, Deloitte, Accenture, WiPro, DXC. All of these are partners that Dell and we will meet with together to further our, what we call Power of Three, that together we're better. Because as much as Dell and Equinix are delivering, the customers most often don't have the experience they need to execute it without a partner. So they are relying on those partners to take what we are doing and make it their own. And so, they're excited about it. You see, it's a big opportunity for them from a... Of revenue services and an opportunity for them to step into a next level trusted advisor status. So partners are excited and we're going to be spending a lot of time with them the next few days. >> Do you see Equinix... 'Cause these partnerships are not bespoke partnerships. It's an ecosystem that's organic and evolving and growing. Are you a dot connector in a way? Can it be a flywheel effect in your ecosystem? >> Well, so our ecosystems that we provide, wide range of those from high frequency trading to connected cars, to the internet of things and content providers, we do see it as our role to the 10,000 and growing customers that are in our 240 data centers on six continents that provide those ecosystems. It is our mission to continue to grow that, enrich it, because that does differentiate us greatly from another data center provider. And it's the combination of the ecosystem that you'd find and the people you can connect to at Equinix. And then also the leverage of our fabric in order to be able to access your future needs. >> And it's a lot of technology underneath these. It's that first layer one, I guess, if you will, of the data center, right? And so, a lot of your customers or your partner's customers, they just don't want to be in that business as we were saying before. I mean, it's just too expensive. The power requirements are going through the roof. So you got to be really good at managing power. >> You do. In fact... So first of all, you're right. It's extremely difficult for them to also be able to make that commitment to keep a data center they would manage themselves at the level that Equinix is able to invest. So it's very difficult for people to do it themselves. But even show... Another point you mentioned actually about the power, is near and dear to our hearts because Equinix is super committed to sustainability. And so we've made a commitment to wholly renewable energy. And it's something that we talk a lot about how we also help partners like Dell meet their initiatives. So partners like AT&T meet their connected climate goals. So we are actually using that and coming together with Dell on that story, and then helping to amplify that with our partners. >> And that's... How do you do that? That's putting data centers where you can cool with ambient air. Is it being near the Columbia River? What's your strategy in that regard? >> On sustainable... I have to be honest to you. I would be out of my depth if I didn't say... >> This is the high level, yeah. >> So we are deploying some of the latest technologies about that and then experts people who, all they do is really help us to reduce the carbon footprint and be able to offset that, be able to use solar, be able to use wind, be able to take advantage of that. And then also to navigate what's available when you're in 240 locations on six continents. It's not the same options to reduce your power consumption and your burden are different in Africa as we just discovered with our main one acquisition than they are in India or than they are in other parts of the world. So it is for us a journey, and we've been assembling a lot of the talent to do that, >> But you're so large now, even a small percentage improvement can really move the needle. >> And I think because we are the largest, it is incumbent upon us to really set the standard and be committed to it. And we do see other people following, which is a good thing for all of us. >> Well, how important is that in your partnership conversations. That partners have that same focus and commitment on ESG that Equinix has. >> Partners care a lot about it, but customers ask us both all the time. We increasingly see a portion of an RFP or scope of work asking, "Before I decide to go with Equinix and Dell, tell me how you're going to impact the environment. Tell me about your commitment." And so, we are committed to it, but customers are demanding it too. >> So it's... >> Where do you... Go ahead please. >> Oh, I was just going to say, it's coming from the voice of the customer, which Equinix is listening to, we know Dell is listening to it as well. >> I'm sorry, one more time. >> That the sustainability, the ESG demand is coming from the customers, as you were saying. >> Both. I mean, we want to do the right thing and we've made commitments to it, but our customers are holding us accountable to it. And sustainability is now a board level priority. It is for us. And it is for companies like Dell and it is for partners and customers. >> It really is... It's up there with security in terms of the board level conversation. Where do you want to see the partner ecosystem in the next let's call it three to five years. In your business you can look out that far. >> Well, I think that our partners and by that I mean Dell's and our mutual partners, We've been listening to customers with Dell to deliver a flexible set of options for how customers would consume Equinix and Dell. So our partners are going to be integrating a variety of those in order to meet the customer where they are in that journey. Whether they want to buy Apex as a service, whether they want to buy Equinix Metal, whether they want to have a partner put together bespoke, do-it-yourself combination with other services. I mean, the customers are going to demand a choice of options. I think partners are going to embrace multiple versions of that so that they can to meet the customer where they are and take them. >> Well. That's incredibly important these days to meet the customer where they are, the customers have a lot of choice. >> It is. >> But everything that we're all doing is for the customer ultimately at the end of the day. >> Yes, it is. And you know, the customers are getting savvier, but we are all still early in this journey as far as the edge. I think we are all still grappling that. Right now we like to say that as customers are looking to define that, the footprint that we offer together with Dell gives them an awfully robust set of choices for now. And then we want to continue to invest and expand to be wherever they need us. >> Well, that's the thing about your business? It's optionality. I mean, the cloud has a lot of stuff, but you can't get everything you want in the cloud. >> Jules: You can, >> And you can put anything in your data center. That's IT. >> You can, but you may not know what you need yet. And so that's one of the things we spend a lot of time having our solutions, architects and our sales to people together, but they'll talk about future proofing, their strategy. So future proofing, that combination of on-prem and in an Equinix data center, and maybe some public and future proofing, leveraging our fabric so that they might elect different SaaS space services or cloud-based services a year to five years from now than they are even thinking about today. And, they may expand their edge over time, because they may see that as at the customer end point. Today, most businesses are still using a footprint like ours as their edge, but that could change. And so we want to be there when it does. >> Yeah. That's a great point because you don't want to necessarily have to rip it out every co couple of years. If you can have an architecture that can grow. Yeah, sure. You might want to upgrade it. >> Well, and that's one of the most appealing things about services like Metal where they also do prevent that sort of rip and replace, but they also help people navigate the supply chain shortages that are going on right now. So this has been a trying two years for supply chain shortages. And being able to take advantage of Dell equipment already staged at an Equinix data center and partners can then bring their customers a quicker immediate response. >> Have you also seen this? You mentioned the supply chain shortages, some of the many challenges that we've experienced in a last few years. How much of a factor has the great resignation been? The labor shortages, the cybersecurity skills gap, on folks coming to Equinix saying, "Help, we don't have the resources here to do this ourselves." >> We have been fortunate to be... If you're asking me how the reservation has affected us as a company. >> No your customers. >> Oh customers it has. Oh, okay I get it. So it is a challenge for them, but it's an opportunity for our partners. So what I see there is it's been challenging for customers to hold onto that talent, but partners are filling that gap. And we with Equinix being forced to hold onto a lot of our best and brightest. And so we put them together with our partners and we try to help customers fill those gaps. >> Well that's the most important thing, filling those gaps. >> You ever been inside one of these ultra modern data centers? >> I have not, not yet. It's pretty cool, isn't it? >> Have you ever had a tour of one? >> I've never had a tour of an Equinix data center, but I've seen some modern data centers that will blow your mind? >> Well, they come with all the requisite biometrics and man traps and all of the sort of bells and whistles that are actually the first slay of physical security, but then once you get into the data center, then we get into the virtual and the digital security that you would expect. >> Yeah, it's good. And you know, it's not like you drive by the data center, and there's a big sign that says, here's the data center. They're trying to stay a little hidden and then like getting in, it's like getting into Fort Knox. It's probably harder. And then, but then the it's like this giant clean room. It's amazingly clean and just huge. It'll blow your mind. >> And inside the data centers, all the world's networks come together and peer, and then we have inside their, the most direct roam reps to the cloud. So you would expect there's a lot of wires and pipes running very neatly through a very secure clean... >> Cooling systems and power systems that are just... >> Pristine environment for sure. >> Amazing engineering. >> It is really. >> We need a tour. >> Do you let people tour your data center? >> I will bring both of you on a tour. >> Awesome. >> Be my guests. >> I would love to. Great. >> Sounds fantastic. Would love to. >> We'll bring a camera. (laughing) Oh, no, we're not allowed. >> Not today. >> No phones, no phones sequester. So what are some of the things that you're excited about seeing and hearing the next couple of days as this is the first time we've all gotten to be together in so long? >> We are excited about the conversations that we're going to have, power of three that I was talking about. So, we really pride ourselves on having that combination add up to more to benefit the customer. And so this will be sort of a coming out party of sorts. Equinix and Dell will meet with almost 20 different global partners that are really important to both of us. So I am most excited about those conversations and about the education I'm going to get on the ways they're thinking about integrating it differently, because that is good choice for the market. That is good choice for the customer set, for the enterprises out there. So that's what I'm most excited about. >> Awesome, sounds like tremendous opportunity, lots going on this week. But thank you for coming on Jules, >> Oh my pleasure, thank you. talking about... >> How Equinix and Dell better together, the way that your channel partner program is growing and of course the momentum of the company. Can't wait to see what happens next year. >> Thank you. Thank you. Well, we will aim to deliver and thank you again for having us. >> Thanks Jules. >> Our pleasure. For Dave Vellante, I'm Lisa Martin and you're watching theCUBE's live coverage day one, "Dell Technologies World" live from Las Vegas. Stick around, we'll be right back with our next guest. (slow upbeat music)

>> theCUBE presents Dell Technologies World, brought to you by Dell. >> Hey everyone. Welcome back to theCUBE's coverage of day one of Dell Technologies World 2022 Live from the Venetian in Las Vegas. They're excited I dunno if you heard that. A group behind me very excited to be here. Lisa Martin, Dave Vallante. We're very pleased to welcome Jules Johnston, the SVP of channel from Equinix. Jules, welcome to the program. >> Thank you for having me. I appreciate it. >> And those people back there are very excited if you heard that. Big applause going went live. So the vibe here is fantastic for the first live Dell Technologies World since 2019, a lot of people here, this expo hall is packed, lot of momentum here but there's also a lot of momentum at Equinix. Talk to us about what's going on. >> Well, you know, so many exciting things for Equinix and, you know, in this partnership of Dell, it sort of gives us a chance to share that with partners here throughout the conference. So we are very excited, as you said about, and we just, we named to the Fortune 500 this year, 77 quarters of growth consecutively but underpinning that is having made huge investments in what is the world's largest footprint of global data centers, 240 of them on six continents in 66 markets, but then interconnecting them so they have the connections that Dell customers need to the clouds, they have the connections that they need to all of the future SaaS providers. So that foresight to put together that interconnection network across our footprint, has set us on the path we're on today which we're very grateful to be at in and really the things that are happening with Equinix and Dell together couldn't be more of the moment. >> Talk to me about that. The last two years, the moments of the last two years have been very challenging. >> They have been. >> For everyone. How has the partnership evolved in that time? >> Well, you know, we at together, Dell and Equinix what we're doing is really helping our shared interface customers navigate the complexities of their digital transformation and digital transformation is hard, it's not of one and done and it's not an overnight solution and so what we are doing is partnering with Dell to think about putting a dedicated Dell IT stack in an Equinix data center, to give customers that sovereign adjacency so that they can have that security proximate to our all the clouds and everything else they need to participate in the ecosystem and then pairing that with, you know these interconnected enterprises. So Dell and we are helping customers then be able to have some of their solution OnPrem, some of their solution in the cloud, access public clouds and use that collectively to define what we're calling the intelligent edge together and that intelligent edge means so many different things to customers, but it is really our honor to work together with Dell to help each customer define that for themselves. >> Eqiuinix's an amazing company, like you said, I didn't realize it was that many consecutive quarters but it's a 60 billion plus market cap. If you look at the stock chart it'll blow your mind, really incredibly successful and part of the reason is funny, you know, 10, 15 years ago people thought, well, oh, 10 years ago anyway, the cloud is going to hurt companies like Equinix. It was exact opposite and that's because, you know Charles Phillips used to joke, friends don't let friends build data centers. >> Yes. >> Right? And it's not a good use of capital for most companies unless you're in the data center business. Now, of course you have some of your own as a service offerings. >> We do. >> What's the overlap with Dell? How do they compliment each other? >> It's a good question because, you know, and we get that are you and Dell in fact competitors? And no we see them as wholly complimentary and in fact, we're working with Dell to bring to market things like something we call PowerEdge which involves their servers and PowerStore which involves their storage and then VxRail which is really the hyperconverged infrastructure and those are a few first of a series of offerings we expect to bring to market with Dell and if you think about metal and it's Equinix Metal that people sometimes think is a competitor, but what metal does for customers is it really allows them to advance have the equipment placed in our data center so that they can access that capacity and according to spikes or needs that they have. That equipment in our data centers that's there for them to avail themselves to that capacity is most often Dell equipment. So we are really doing and executing that bare metal as a service together. >> What are some of the things that you're hearing from your partner community in terms of the partnership with Dell? Are partners must be excited the momentum there. What's going on in the partner community? >> So, you know, that's what near and dear to my heart since that's what I'm responsible for Equinix's global partnerships, and they are very excited about what we're doing with Dell and to be honest with you, all of our top partners are also top partners of Dell so it makes sense that we bring it together. So, you know, big categories of partners like the world's largest global network service providers, some of whom are here and who we'll meet with the AT&T, Orange Business Services, those folks in addition to the world's largest global systems integrators, Kyndryl, Deloitte, Accenture, Wipro all, DXC, all of these are partners that Dell and we will meet with together to further our, what we call power three that together we're better because as much as Dell and Equinix are delivering, the customers most often don't have the experience they need to execute it without a partner so they are relying on those partners to take what we are doing and make it their own and so if they're excited about it, it's a big opportunity for them from a revenue services and an opportunity for them to step into a next level trusted advisor status so partners are excited and we're going to be spending a lot of time with them the next few days. >> Do you see Equinix, you know, 'cause these partnerships are not bespoke partnerships, it's an ecosystem that's organic and evolving and growing. Are you a dot connector in a way? Can it be a flywheel effect in your ecosystem? >> Well, so our ecosystems that we provide wide range of those from high frequency trading to connected cars, to the internet, things many and content providers that we are, we do see it as our role to, you know, the 10,000 and growing customers that are in our 240 data centers on six continents that provide those ecosystems, it is our mission to continue to grow that and enrich it because that does differentiate us greatly from another data center provider and it's the combination of the ecosystem that you find and the people you can connect to at Equinix and then also the leverage of our fabric in order to be able to access your future needs. >> And there's a lot of technology underneath these, it's that first layer one I guess if you will of the data center, right? And so a lot of your customers or your partners customers, they just don't want to be in that business as we were saying before, I mean it's just too expensive, the power requirements are going through the roof so you got to be really good at managing power. >> You do. In fact, you know, so first of all, you're right, it's extremely difficult for them to also be able to make that kind of commitment to keep a data center they would manage themselves at the level that Equinix is able to invest so it's very difficult for people to do it themselves but even show, another point you mentioned actually about the power is near and dear to our hearts because Equinix is super committed to sustainability and so we've made a commitment to wholly renewable energy and it's something that we talk a lot about how we also help partners like Dell meet their initiatives or partners like AT&T meet their connected climate goals. So we are actually using that and coming together with Dell on that story, so that, and then helping to amplify that with our partners. >> And that's, how do you do that? That's putting data centers where you can cool with ambient air or is it being near the Columbia River? What's your strategy in that regard? >> It's sustainable. I have to be honest to you. I would be out of my depth if I didn't say. >> This is at high level. >> So we are deploying some of the latest technologies about that and then experts. People who, you know who all they do is really help us to reduce the carbon footprint and be able to offset that, be able to use solar, be able to use wind, be able to take advantage of that and then also to navigate what's available when you're in 240 locations on six continents it's not the same options to reduce your power consumption and your burden are different in Africa as we just discovered with our main one acquisition than they are in India or than they are in other parts of the world. So it is for us a journey and we've been assembling a lot of the talent to do that. >> But you're so large now, even a small percentage improvement can really move the needle. >> And I think because we are the largest, it is incumbent upon us to really set the standard and be committed to it and we do see other people following which is a good thing for all of us. >> Well how important is that in your partnership conversations that partners have that same focus and commitment on ESG that Equinix has? >> Partners care a lot about it but customers ask us both all the time. I mean, we increasingly see a portion of an RFP or a scope of work asking, before I decide to go with Equinix and Dell, tell me how you're going to impact the environment, tell me about your commitment and so we are committed to it but customers are demanding it too. >> So it's com-- >> Where do you. Go ahead please. >> Oh I was just going to say, it's coming from the voice of the customer which EquinIx is listening to we know Dell is listening to it as well. >> I'm sorry one more time? >> That the sustainability of the ESG demand is coming from the customers you were saying? >> It both, like I mean, we want to do the right thing and we've made commitments to it but our customers are holding us accountable to it and, you know, sustainability is now a board level priority. It is for us and it is for companies like Dell and it is for our partners and customers. >> It really is. I mean, it's up there with security. >> It is. >> In terms of the board level conversation. Where do you want to see the partner ecosystem in the next, let's call it three to five years? In your business you can look out that far. >> Well, you know, I think that they, our partners, and that I mean Dell's and our mutual partners, you know, we've been listening to customers with Dell to deliver a flexible set of options for how customers would consume Equinix and Dell so our partners are going to be integrating a variety of those in order to meet the customer where they are in that journey, whether they want to buy Apex as a service, whether they want to buy Equinix Metal, whether they want to have a partner put together bespoke do it yourself combination with other services. I mean, the customers are going to demand a choice of options. I think partners are going to embrace multiple versions of that so that they can, you know, to meet the customer where they are and take them. >> Well that's incredibly important these days to meet the customer where they are. The customers have a lot of choice. >> It is. >> But everything that we're all doing is for the customer ultimately at the end of the day. >> Yes, it is and, you know, the customers are getting savvier but we are all still early in this journey, as far as the edge, you know, I mean, I think we're all still grappling that. For right now we like to say that as customers are looking to define that, the footprint that we offer together with Dell gives them an awfully robust set of choices for now and then we want to continue to invest and expand to be wherever they need us. >> Well that's the thing about your business, it's optionality. I mean, the cloud has a lot of stuff but you can't get everything you want in the cloud. >> You can. >> And you can put anything in your data center, that's IT. >> You can, but you may not know what you need yet and so that's one of the things we spend a lot of time having our solutions architects and our sales people together with Dell talk about future proofing, their strategy. So future proofing, that combination of OnPrem and in an Equinix data center and maybe some public and future proofing, leveraging our fabric so that they might elect different SaaS space services or cloud-based services a year to five years from now than the year you're even thinking about today and they may expand their edge over time because they may sort of see that at the customer end point. Today most businesses are still sort of using a footprint like ours as their edge, but that could change and so we want to be there when it does. >> Yeah, that's a great point because you don't want to necessarily have to rip it out every couple of years if you can have an architecture that can grow. Yeah sure, you might want to upgrade it. >> Well, and that's one of the most appealing things about services like metal, where they also, they do sort of prevent that sort of rip and replace but they also help people navigate the supply chain shortages that are going on right now. So you know, this has been a trying two years for supply chain shortages, and being able to take advantage of Dell equipment already staged at an Equinix data center and partners can then bring their customers a quicker immediate response. >> Have you also seen this, you mentioned the supply chain shortages, some of the many challenges that we've experienced in the last few years, how much of a factor has the great resignation been? The labor shortages, the cybersecurity skills gap, on folks coming to Equinix saying help, we don't have the resources here to do this ourselves? >> We have been fortunate to to be... If you're asking about how the reservation has affected us as a company. >> No your customers. >> Oh our customers it has. >> Yes. >> Oh, okay. >> Yes. >> So it is a challenge for them but it's an opportunity for our partners. So what I see there is it's been challenging for customers to hold onto that talent but partners are filling that gap and we've at Equinix have been fortunate to hold onto a lot of our best and brightest and so we put them together with our partners and we try to help customers fill those gaps. >> Well that's the most important thing, filling those gaps. >> You ever been inside one of these ultra modern data centers? >> I have not, not yet. >> It's pretty cool, isn't it? I mean-- >> Have you ever had a tour of one? >> I've never had a tour of an Equinix data center, but I've seen some modern data centers that will blow your mind. >> Well I mean, they come with all the requisite, bio metrics and man traps and all of the sort bells and whistles that are actually the first layer of physical security, but then once you get into the data center then we have sort of, we get into the virtual and the digital security that you would expect. So it's-- >> Yeah, it's good and you know, it's not like you drive by the data center and there's a big sign that says here's the data center, it is kind of, they're trying to stay a little hidden and then it's, getting in it's like getting into fork knots. It's probably harder but then, it's like this giant clean room, right? It's amazingly clean and just huge. It'll blow your mind. >> Inside these data centers, all the world's networks come together and peer, and then we have inside the most direct RomReps to the cloud so you would expect. There's a lot of wires and pipes running very neatly through a very secure, clean-- >> Cooling systems and power systems and it's just. >> Pristine environment for sure. >> Amazing engineering. >> It is. >> So I need a tour. >> You should. Do you let people tour your data centers? >> Well I will bring both of you on a tour. >> Awesome. >> Be my guests. >> I would love to. Yeah, great. >> It sounds fantastic. >> We'd love to. >> So last couple-- >> We'll bring a camera. (both laugh) Oh, no, not allowed. >> Not today. No phones, no phones sequester. >> So what are some of the things that you're excited about seeing and hearing the next couple of days as this is the first time we we've all gotten to be together in so long? >> So well, you know, we are excited about the conversations that we're going to have power of three that I was talking about. So you know, we really pride ourselves on sort of having that combination add up to more to benefit the customer and so this will be sort of a coming out party of sorts for Equinix and Dell will meet with, you know almost 20 different global partners that are really important to both of us so I am most excited about those conversations and about the education I'm going to get on the ways they're thinking about integrating it differently because that is good choice for the market, that is good choice for the customer set so for the enterprises out there so that's what I'm most excited about. >> Awesome, sounds like tremendous opportunity, lots going on this week, but thank you for coming on Jules talking about-- >> Oh, my pleasure >> An hour of Equinix and Dell better together, the way that your channel partner, your program is growing and of course the momentum of the company. Can't wait to see what happens next year. >> Thank you. Thank you, we will aim to deliver and thank you again for having us. >> Thanks Jules. >> Our pleasure. For Dave Vallante, I'm Lisa Martin and you're watching theCUBE's Live Coverage day one Dell Technologies World Live from Las Vegas. Stick around, we'll be right back with our next guest. (upbeat music)

from the cube studios in palo alto in boston bringing you data-driven insights from the cube and etr this is breaking analysis with dave vellante the pandemic not only accelerated the shift to digital but also highlighted a rush of cyber criminal sophistication collaboration and chaotic responses by virtually every major company in the planet the solar winds hack exposed supply chain weaknesses and so-called island hopping techniques that are exceedingly difficult to detect moreover the will and aggressiveness of well-organized cyber criminals has elevated to the point where incident responses are now met with counterattacks designed to both punish and extract money from victims via ransomware and other criminal activities the only upshot is the cyber security market remains one of the most enduring and attractive investment sectors for those that can figure out where the market is headed and which firms are best positioned to capitalize hello everyone and welcome to this week's wikibon cube insights powered by etr in this breaking analysis we'll provide our quarterly update of the security industry and share new survey data from etr and thecube community that will help you navigate through the maze of corporate cyber warfare we'll also share our thoughts on the game of 3d chest that octa ceo todd mckinnon is playing against the market now we all know this market is complicated fragmented and fast moving and this next chart says it all it's an interactive graphic from optiv a denver colorado based si that's focused on cyber security they've done some really excellent research and put together this awesome taxonomy and mapped vendor names therein and this helps users navigate the complex security landscape and there are over a dozen major sectors high-level sectors within the security taxonomy in nearly 60 sub-sectors from monitoring vulnerability assessment identity asset management firewalls automation cloud data center sim threat detection and intelligent endpoint network and so on and so on and so on but this is a terrific resource and can help you understand where players fit and help you connect the dots in the space now let's talk about what's going on in the market the dynamics in this crazy mess of a landscape are really confusing sometimes now since the beginning of cyber time we've talked about the increasing sophistication of the adversary and the back and forth escalation between good and evil and unfortunately this trend is unlikely to stop here's some data from carbon black's annual modern bank heist report this is the fourth and of course now vmware's brand highlights the carbon black study since the acquisition and it catalyzed the creation of vmware's cloud security division destructive malware attacks according to the recent study are up 118 percent from last year now one major takeaway from the report is that hackers aren't just conducting wire fraud they are 57 of the bank surveyed saw an increase in wire fraud but the cyber criminals are also targeting non-public information such as future trading strategies this allows the bad guys to front run large block trades and profit it's become very lucrative practice now the prevalence of so-called island hopping is up 38 from already elevated levels this is where a virus enters a company's supply chain via a partner and then often connects with other stealthy malware downstream these techniques are more common where the malware will actually self-form with other infected parts of the supply chain and create actions with different signatures designed to identify and exfiltrate valuable information it's a really complex problem of major concern is that 63 of banking respondents in the study reported that responses to incidents were then met with retaliation designed to intimidate or initiate ransomware attacks to extract a final pound of flesh from the victim notably the study found that 75 percent of csos reported to the cio which many feel is not the right regime the study called for a rethinking of the right cyber regime where the cso has increased responsibility in a direct reporting line to the ceo or perhaps the co with greater exposure to boards of directors so many thanks to vmware and tom kellerman specifically for sharing this information with us this past week great work by your team now some of the themes that we've been talking about for several quarters are shown in the lower half of the chart cloud of course is the big driver thanks to work from home and the pandemic to pandemic and the interesting corollary of course is we see a rapid rethinking of endpoint and identity access management and the concept of zero trust in a recent esg survey two-thirds of respondents said that their use of cloud computing necessitated a change in how they approach identity access management now as shown in the chart from optiv the market remains highly fragmented and m a is of course way up now based on our research it looks like transaction volume has increased more than 40 percent just in the last five months so let's dig into the m a the merger and acquisition trends for just a moment we took a five month snapshot and we were able to count about 80 deals that were completed in that time frame those transactions represented more than 20 billion dollars in value some of the larger ones are highlighted here the biggest of course being the toma bravo taking proof point private for a 12 plus billion dollar price tag the stock went from the low 130s and is trading in the low 170s based on 176 dollar per share offer so there's your arbitrage folks go for it perhaps the more interesting acquisition was auth 0 by octa for 6.5 billion which we're going to talk about more in a moment there's more private equity action we saw as insight bought armis and iot security play and cisco shelled out 730 million dollars for imi mobile which is more of an adjacency to cyber but it's going to go under cisco's security and applications business run by g2 patel but these are just the tip of the iceberg some of the themes that we see connecting the dots of these acquisitions are first sis like accenture atos and wipro are making moves in cyber to go local they're buying secops expertise as i say locally in places like france germany netherlands canada and australia that last mile that belly-to-belly intimate service israel israeli-based startups chalked up five acquired companies in the space over the last five months also financial services firms are getting into the act with goldman and mastercard making moves to own its own part of the stack themselves to combat things like fraud and identity theft and then finally numerous moves to expand markets octa with zero crowdstrike buying a log management company palo alto picking up devops expertise rapid seven shoring up its kubernetes chops tenable expanding beyond insights and going after identity interesting fortinet filling gaps in a multi-cloud offering sale point extending to governance risk and compliance grc zscaler picked up an israeli firm to fill gaps in access control and then vmware buying mesh 7 to secure modern app development and distribution services so tons and tons of activity here okay so let's look at some of the etr data to put the cyber market in context etr uses the concept of market share it's one of the key metrics which is a measure of pervasiveness in the data set so for each sector it calculates the number of respondents for that sector divided by the total to get a sense for how prominent the sector is within the cio and i.t buyer communities okay this chart shows the full etr sector taxonomy with security highlighted across three survey periods april last year january this year in april this year now you wouldn't expect big moves in market share over time so it's relatively stable by sector but the big takeaway comes from observing which sectors are most prominent so you see that red line that dotted line imposed at the sixty percent level you can see there are only six sectors above that line and cyber security is one of them okay so we know that security is important in a large market but this puts it in the context of the other sectors however we know from previous breaking analysis episodes that despite the importance of cyber and the urgency catalyzed by the pandemic budgets unfortunately are not unlimited and spending is bounded it's not an open checkbook for csos as shown in this chart this is a two-dimensional graphic showing market share in the horizontal axis or pervasiveness and net score in the vertical axis net score is etr's measurement of spending velocity and we've superimposed a red line at 40 percent because anything over 40 percent we consider extremely elevated we've filtered and limited the number of sectors to simplify the graphic and you can see in the sectors that we've highlighted only the big four four are above that forty percent line ai containers rpa and cloud they exceed that sort of forty percent magic water line information security you can see that is highlighted and it's respectable but it competes for budget with other important sectors so this of course creates challenges for organization because not only are they strapped for talent as we've reported they like everyone else in it face ongoing budget pressures research firm cybersecurity ventures estimates that in 2021 6 trillion dollars worldwide will be lost on cyber crime conversely research firm canalis pegs security spending somewhere around 60 billion dollars annually idc has it higher around 100 billion so either way we're talking about spending between one to one point six percent annually of how much the bad guys are taking out that's peanuts really when you consider the consequences so let's double click into the cyber landscape a bit and further look at some of the companies here's that same x y graphic with the company's etr captures from respondents in the cyber security sector that's what's shown on the chart here now the usefulness of the red lines is 20 percent on the horizontal indicates the largest presence in the survey and the magic 40 percent line that we talked about earlier shows those firms with the most elevated momentum only microsoft and palo alto exceed both high water marks of course splunk and cisco are prominent horizontally and there are numerous companies to the left of the 20 percent line and many above that 40 percent high water mark on the vertical axis now in the bottom left quadrant that includes many of the legacy names that have been around for a long time and there are dozens of companies that show spending momentum on their platforms i.e above single digits so that picture is like the first one we showed you very very crowded space but so let's filter it a bit and only include companies in the etr survey that had at least a hundred responses so an n of a hundred or greater so it's a little easy to read but still it's kind of crowded when you think about it okay so same graphic and we've superimposed the data that determined the plot position over in the bottom right there so it's net score and shared n including only companies with more than 100 n so what does this data tell us about the market well microsoft is dominant as always it seems in all dimensions but let's focus on that red line for a moment some of the names that we've highlighted over the past two years show very well here first i want to talk about palo alto networks pre-covet as you might recall we highlighted the valuation divergence between palo alto and fortinet and we said fortinet was executing better on its cloud strategy and palo alto was at the time struggling with the transition especially with its go to market and its sales force compensation and really refreshing its portfolio but we told you that we were bullish on palo alto networks at the time because of its track record and the fact that cios consistently told us that they saw palo alto as a thought leader in the space that they wanted to work with they said that palo alto was the gold standard the best especially larger company cisos so that gave us confidence that palo alto a very well-run company was going to get its act together and perform better and palo alto has just done just that as we expected they've done very well and they've been rapidly moving customers to the next generation of platforms and we're very impressed by the company's execution and the stock has generally reflected that now some other names that hit our radar and the etr data a couple of years ago continue to perform well crowdstrike z-scaler sales sail point and cloudflare a cloudflare just reported and beat earnings but was off the stock fell on headwinds for tech overall the big rotation but the company is doing very well and they're growing rapidly and they have momentum as you can see from the etr data and we put that double star around proof point to highlight that it was worthy of fetching 12 and a half billion dollars from private equity firm so nice exit there supporting the continued control consolidation trend that we've predicted in cyber security now let's turn our attention to octa and auth zero this is where it gets interesting and is a clever play for octa we think and we want to drill into it a bit octa is acquiring auth zero for big money why well we think todd mckinnon octa ceo wants to run the table on identity and then continue to expand his tam he has to do that to justify his lofty valuation so octa's ascendancy around identity and single sign sign-on is notable the fragmented pictures that we've shown you they scream out for simplification and trust and that's what octa brings but it competes with some major players most notably microsoft with active directory so look of course microsoft is going to dominate in its massive customer base but the rest of the market that's like jump ball it's wide open and we think mckinnon saw the opportunity to go dominate that sector now octa comes at this from an enterprise perspective bringing top-down trust to the equation and throwing a big blanket over all the discrete sas platforms and unifying employee access octa's timing was perfect it was founded in 2009 just as the massive sasification trend was happening around crm and hr and service management and cloud etc but the one thing that octa didn't have that auth 0 does is serious developer chops while octa was crushing it with its enterprise sales strategy auth 0 was laser focused on developers and building a bottoms up approach to identity by acquiring auth0 octa can dominate both sides of the barbell and then capture the fat middle so yes it's a pricey acquisition but in our view it's a great move by mckinnon now i don't know mckinnon personally but last week i spoke to arun shrestha who's the ceo of security specialist beyond id they're a platinum services partner of octa and there a zero trust expert he worked for octa for a number of years and shared with me a bit about mckinnon's style and think big approach arun said something that caught my attention he said firewalls used to be the perimeter now people are and while that's self-serving to octa and probably beyond id it's true people apps and data are the new perimeter and they're not in one location and that's the point now unfortunately i had lined up an interview with dia jolly who was the chief product officer at octa in a cube alum for this past week knowing that we were running this segment in this episode but she unfortunately fell ill the day of our interview and had to cancel but i want to follow up with her and understand how she's thinking about connecting the dots with auth 0 with devs and enterprises and really test our thesis there this is a really interesting chess match that's going on let's look a little deeper into that identity space this chart here shows some of the major identity players it has some of the leaders in the identity market and there's a breakdown of etr's net score now net score comprises five elements the lime green is we're adding the platform new the forest green is we're spending six percent or more relative to last year the gray is flat send plus or minus flat spend plus or minus five percent the pinkish is spending less and the bright red is where exiting the platform retiring now you subtract the red from the green and that gets you the result for net score which you can see superimposed on the right hand chart at the bottom that first column there the far column is shared in which informs and indicates the number of responses and is a proxy for presence in the market oh look at the top two players in terms of spending momentum now sales sale point is right there but auth 0 combined with octa's distribution channel will extend octa's lead significantly in our view and then there's microsoft now just a caveat this includes all of microsoft's security offerings not just identity but it's there for context and cyber arc as well includes its acquisition of adaptive but also other parts of cyberarks portfolio so you can see some of the other names that are there many of which you'll find in the gartner magic quadrant for identity and as we said we really like this move by octa it combines positive market forces with lead offerings from very well-run companies that have winning dna and passionate people now to further emphasize emphasize what what's happening here take a look at this this chart shows etr data for octa within sale point and cyber arc accounts out of the 230 cyber and sale point customers in the data set there are 81 octa accounts that's a 35 overlap and the good news for octa is that within that base of sale point in cyber arc accounts octa is shown by the net score line that green line has a very elevated spending and momentum and the kicker is if you read the fine print in the right hand column etr correctly points out that while sailpoint and cyberarc have long been partners with octa at the recent octane 21 event octa's big customer event the company announced that it was expanding into privileged access management pam and identity governance hello and welcome to coopetition in the 2020s now our current thinking is that this bodes very well for octa and cyberark and sailpoint well they're going to have to make some counter moves to fend off the onslaught that is coming now let's wrap up with what has become a tradition in our quarterly security updates looking at those two dimensions of net score and market share we're going to see which companies crack the top 10 for both measures within the etr data set we do this every quarter so here on the left we have the top 20 sorted by net score or spending momentum and on the right we sort by shared n so again top 20 which informs shared end and forms the market share metric or presence in the data set that red horizontal lines those two lines on each separate the top 10 from the remaining 10 within those top 20. in our method what we do is we assign four stars to those companies that crack the top ten for both metrics so again you see microsoft palo alto networks octa crowdstrike and fortinet fortinet by the way didn't make it last quarter they've kind of been in and out and on the bubble but you know this company is very strong and doing quite well only the other four did last quarter there was same four last quarter and we give two stars to those companies that make it in both categories within the top 20 but didn't make the top 10. so cisco splunk which has been steadily decelerating from a spending momentum standpoint and z-scaler which is just on the cusp you know we really like z-scaler and the company has great momentum but that's the methodology it is what it is now you can see we kept carbon black on the rightmost chart it's like kind of cut off it's number 21 only because they're just outside looking in on netscore you see them there they're just below on on netscore number 11. and vmware's presence in the market we think that carbon black is really worth paying attention to okay so we're going to close with some summary and final thoughts last quarter we did a deeper dive on the solar winds hack and we think the ramifications are significant it has set the stage for a new era of escalation and adversary sophistication now major change we see is a heightened awareness that when you find intruders you'd better think very carefully about your next moves when someone breaks into your house if the dog barks or if you come down with a baseball bat or other weapon you might think the intruder is going to flee but if the criminal badly wants what you have in your house and it's valuable enough you might find yourself in a bloody knife fight or worse what's happening is intruders come to your company via island hopping or inside or subterfuge or whatever method and they'll live off the land stealthily using your own tools against you so they can you can't find them so easily so instead of injecting new tools in that send off an alert they just use what you already have there that's what's called living off the land they'll steal sensitive data for example positive covid test results when that was really really sensitive obviously still is or other medical data and when you retaliate they will double extort you they'll encrypt your data and hold it for ransom and at the same time threaten to release the sensitive information to crushing your brand in the process so your response must be as stealthy as their intrusion as you marshal your resources and devise an attack plan you face serious headwinds not only is this a complicated situation there's your ongoing and acute talent shortage that you tell us about all the time many companies are mired in technical debt that's an additional challenge and then you've got to balance the running of the business while actually affecting a digital transformation that's very very difficult and it's risky because the more digital you become the more exposed you are so this idea of zero trust people used to call it a buzzword it's now a mandate along with automation because you just can't throw labor at the problem this is all good news for investors as cyber remains a market that's ripe for valuation increases and m a activity especially if you know where to look hopefully we've helped you squint through the maze a little bit okay that's it for now thanks to the community for your comments and insights remember i publish each week on wikibon.com and siliconangle.com these episodes they're all available as podcasts all you do is search breaking analysis podcast put in the headphones listen when you're in your car out for your walk or run and you can always connect on twitter at divalante or email me at david.valante at siliconangle.com i appreciate the comments on linkedin and in clubhouse please follow me so you're notified when we start a room and riff on these topics and others and don't forget to check out etr.plus for all the survey data this is dave vellante for the cube insights powered by etr be well and we'll see you next time [Music] you

>> From The Cube Studios in Palo Alto in Boston, bringing you data-driven insights from The Cube in ETR. This is "Breaking Analysis" with Dave Vellante >> The pandemic not only accelerated the shift to digital but it also highlighted a rush of cyber criminal sophistication, collaboration, and chaotic responses by virtually every major company in the planet. The SolarWinds hack exposed supply chain weaknesses and so-called island hopping techniques that are exceedingly difficult to detect. Moreover, the will and aggressiveness of well-organized cybercriminals has elevated to the point where incident responses are now met with counter attacks, designed to both punish and extract money from victims via ransomware and other criminal activities. The only upshot is the cybersecurity market remains one of the most enduring and attractive investment sectors for those that can figure out where the market is headed and which firms are best positioned to capitalize. Hello, everyone. And welcome to this week's Wikibon Cube Insights powered by ETR. In this "Breaking Analysis" we'll provide our quarterly update of the security industry, and share new survey data from ETR and the Cube community that will help you navigate through the maze of corporate cyber warfare. We'll also share our thoughts on the game of 3D chess that Okta CEO, Todd McKinnon, is playing against the market. Now, we all know this market is complicated, fragmented and fast moving. And this next chart says it all. It's an interactive graphic from Optiv, a Denver, Colorado-based SI that's focused on cybersecurity. They've done some really excellent research and put together this awesome taxonomy, and it mapped vendor names therein. And this helps users navigate the complex security landscape. And there are over a dozen major sectors, high-level sectors within the security taxonomy and nearly 60 subsectors. From monitoring, vulnerability assessment, identity, asset management, firewalls, automation, cloud, data center, sim, threat detection and intelligent endpoint network, and so on and so on and so on. But this is a terrific resource, and going to help you understand where players fit and help you connect the dots in the space. Now let's talk about what's going on in the market. The dynamics in this crazy mess of a landscape are really confusing sometimes. Now, since the beginning of cyber time, we've talked about the increasing sophistication of the adversary, and the back and forth escalation between good and evil. And unfortunately, this trend is unlikely to stop. Here's some data from Carbon Black's annual modern bank heist report. This is the fourth, and of course now, VMware's brand, highlights the Carbon Black study since the acquisition, and to catalyze the creation of VMware's cloud security division. Destructive malware attacks, according to the recent study are up 118% from last year. Now, one major takeaway from the report is that hackers aren't just conducting wire fraud, they are. 57% of the banks surveyed, saw an increase in wire fraud, but the cybercriminals are also targeting non-public information such as future trading strategies. This allows the bad guys to front-run large block trades and profit. It's become a very lucrative practice. Now the prevalence of so-called island hopping is up 38% from already elevated levels. This is where a virus enters a company supply chain via a partner, and then often connects with other stealthy malware downstream. These techniques are more common where the malware will actually self-form with other infected parts of the supply chain and create actions with different signatures, designed to identify and exfiltrate valuable information. It's a really complex problem. Of major concern is that 63% of banking respondents in the study reported that responses to incidents were then met with retaliation designed to intimidate, or initiate ransomware tax to extract a final pound of flesh from the victim. Notably, the study found that 75% of CISOs reported to the CIO, which many feel is not the right regime. The study called for a rethinking of the right cyber regime where the CISO has increased responsibility and a direct reporting line to the CEO, or perhaps the COO, with greater exposure to boards of directors. So, many thanks to VMware and Tom Kellerman specifically for sharing this information with us this past week. Great work by your team. Now, some of the themes that we've been talking about for several quarters are shown in the lower half of the chart. Cloud, of course is the big driver thanks to work-from-home and to the pandemic. And the interesting corollary of course, is we see a rapid rethinking of end point and identity access management, and the concept of zero trust. In a recent ESG survey, two thirds of respondents said that their use of cloud computing necessitated a change in how they approach identity access management. Now, as shown in the chart from Optiv, the market remains highly fragmented, and M&A is of course, way up. Now, based on our research, it looks like transaction volume has increased more than 40% just in the last five months. So let's dig into the M&A, the merger and acquisition trends for just a moment. We took a five-month snapshot and we were able to count about 80 deals that were completed in that timeframe. Those transactions represented more than $20 billion in value. Some of the larger ones are highlighted here. The biggest of course, being the Thoma Bravo, taking Proofpoint private for a $12 plus billion price tag. The stock went from the low 130s and is trading in the low 170s based on the $176 per share offer. So there's your arbitrage, folks. Go for it. Perhaps the more interesting acquisition was Auth0 by Optiv for 6.5 billion, which we're going to talk about more in a moment. There was more private equity action we saw as Insight bought Armis, an IOT security play, and Cisco shelled out $730 million for IMImobile, which is more of an adjacency to cyber, but it's going to go under Cisco security and applications business run by Jeetu Patel. But these are just the tip of the iceberg. Some of the themes that we see connecting the dots of these acquisitions are first, SIs like Accenture, Atos and Wipro are making moves in cyber to go local. They're buying SecOps expertise, as I say, locally in places like France, Germany, Netherlands, Canada, and Australia, that last mile, that belly to belly intimate service. Israeli-based startups chocked up five acquired companies in the space over the last five months. Also financial services firms are getting into the act with Goldman and MasterCard making moves to own its own part of the stack themselves to combat things like fraud and identity theft. And then finally, numerous moves to expand markets. Okta with Auth0, CrowdStrike buying a log management company, Palo Alto, picking up dev ops expertise, Rapid7 shoring up it's Coobernetti's chops, Tenable expanding beyond Insights and going after identity, interesting. Fortinet filling gaps in a multi-cloud offering. SailPoint extending to governance risk and compliance, GRC. Zscaler picked up an Israeli firm to fill gaps in access control. And then VMware buying Mesh7 to secure modern app development and distribution service. So tons and tons of activity here. Okay, so let's look at some of the ETR data to put the cyber market in context. ETR uses the concept of market share, it's one of the key metrics which is a measure of pervasiveness in the dataset. So for each sector, it calculates the number of respondents for that sector divided by the total to get a sense for how prominent the sector is within the CIO and IT buyer communities. Okay, this chart shows the full ETR sector taxonomy with security highlighted across three survey periods; April last year, January this year, and April this year. Now you wouldn't expect big moves in market share over time. So it's relatively stable by sector, but the big takeaway comes from observing which sectors are most prominent. So you see that red line, that dotted line imposed at the 60% level? You can see there are only six sectors above that line and cyber security is one of them. Okay, so we know that security is important in a large market. But this puts it in the context of the other sectors. However, we know from previous breaking analysis episodes that despite the importance of cyber, and the urgency catalyzed by the pandemic, budgets unfortunately are not unlimited, and spending is bounded. It's not an open checkbook for CSOs as shown in this chart. This is a two-dimensional graphic showing market share in the horizontal axis, or pervasiveness in net score in the vertical axis. Net score is ETR's measurement of spending velocity. And we've superimposed a red line at 40% because anything over 40%, we consider extremely elevated. We've filtered and limited the number of sectors to simplify the graphic. And you can see, in the sectors that we've highlighted, only the big four are above that 40% line; AI, containers, RPA, and cloud. They exceed that sort of 40% magic waterline. Information security, you can see that as highlighted and it's respectable, but it competes for budget with other important sectors. So this is of course creates challenges for organization, because not only are they strapped for talent as we've reported, they like everyone else in IT face ongoing budget pressures. Research firm, Cybersecurity Ventures estimates that in 2021, $6 trillion worldwide will be lost on cyber crime. Conversely, research firm, Cannolis peg security spending somewhere around $60 billion annually. IDC has at higher, around $100 billion. So either way, we're talking about spending between 1 to 1.6% annually of how much the bad guys are taking out. That's peanuts really when you consider the consequences. So let's double-click into the cyber landscape a bit and further look at some of the companies. Here's that same X/Y graphic with the companies ETR captures from respondents in the cybersecurity sector. That's what's shown on the chart here. Now, the usefulness of the red lines is 20% on the horizontal indicates the largest presence in the survey, and the magic 40% line that we talked about earlier shows those firms with the most elevated momentum. Only Microsoft and Palo Alto exceed both high watermarks. Of course, Splunk and Cisco are prominent horizontally. And there are numerous companies to the left of the 20% line and many above that 40% high watermark on the vertical axis. Now in the bottom left quadrant, that includes many of the legacy names that have been around for a long time. And there are dozens of companies that show spending momentum on their platforms, i.e above single digits. So that picture is like the first one we showed you, very, very crowded space. But so let's filter it a bit and only include companies in the ETR survey that had at least 100 responses. So an N of 100 or greater. So it was a little easier to read but still it's kind of crowded when you think about it. Okay, so same graphic, and we've superimposed the data that determined the plot position over in the bottom right there. So there's net score and shared in, including only companies with more than 100 N. So what does this data tell us about the market? Well, Microsoft is dominant as always, it seems in all dimensions but let's focus on that red line for a moment. Some of the names that we've highlighted over the past two years show very well here. First, I want to talk about Palo Alto Networks. Pre-COVID as you might recall, we highlighted the valuation divergence between Palo Alto and Fortinet. And we said Fortinet was executing better on its cloud strategy, and Palo Alto was at the time struggling with the transition especially with its go-to-market and its Salesforce compensation, and really refreshing its portfolio. But we told you that we were bullish on Palo Alto Networks at the time because of its track record, and the fact that CIOs consistently told us that they saw Palo Alto as a thought leader in the space that they wanted to work with. They said that Palo Alto was the gold standard, the best, especially larger company CISOs. So that gave us confidence that Palo Alto, a very well-run company was going to get its act together and perform better. And Palo Alto has just done just that. As we expected, they've done very well and rapidly moving customers to the next generation of platforms. And we're very impressed by the company's execution. And the stock has generally reflected that. Now, some other names that hit our radar in the ETR data a couple of years ago, continue to perform well. CrowdStrike, Zscaler, SailPoint, and CloudFlare. Now, CloudFlare just reported and beat earnings but was off, the stock fell on headwinds for tech overall, the big rotation. But the company is doing very well and they're growing rapidly and they have momentum as you can see from the ETR data. Now, we put that double star around Proofpoint to highlight that it was worthy of fetching $12.5 billion from private equity firm. So nice exit there, supporting the continued consolidation trend that we've predicted in cybersecurity. Now let's turn our attention to Okta and Auth0. This is where it gets interesting, and is a clever play for Okta we think, and we want to drill into it a bit. Okta is acquiring Auth0 for big money. Why? Well, we think Todd McKinnon, Okta CEO, wants to run the table on identity and then continue to expand as TAM has to do that, to justify his lofty valuation. So Okta's ascendancy around identity and single sign-on is notable. The fragmented pictures that we've shown you, they scream out for simplification and trust, and that's what Okta brings. But it competes with some major players, most notably Microsoft with active directory. So look, of course, Microsoft is going to dominate in its massive customer base, but the rest of the market, that's like (indistinct) wide open. And we think McKinnon saw the opportunity to go dominate that sector. Now Okta comes at this from an enterprise perspective bringing top-down trust to the equation, and throwing a big blanket over all the discreet SaaS platforms and unifying employee access. Okta's timing was perfect. It was founded in 2009, just as the massive SaaSifiation trend was happening around CRM and HR, and service management and cloud, et cetera. But the one thing that Okta didn't have that Auth0 does is serious developer chops. While Okta was crushing it with its enterprise sales strategy, Auth0 was laser-focused on developers and building a bottoms up approach to identity. By acquiring Auth0, Okta can dominate both sides of the barbell and then capture the fat middle. So yes, it's a pricey acquisition, but in our view, it's a great move by McKinnon. Now, I don't know McKinnon personally, but last week I spoke to Arun Shrestha, who's the CEO of security specialist, BeyondID, they're a platinum services partner of Okta. And they're a zero trust expert. He worked for Okta for a number of years and shared with me a bit about McKinnon's style, and think big approach. Arun said something that caught my attention. He said, firewalls used to be the perimeter, now people are. And while that's self-serving to Okta and probably BeyondID, it's true. People, apps and data are the new perimeter, and they're not in one location. And that's the point. Now, unfortunately, I had lined up an interview with Diya Jolly, who was the chief product officer at Okta and a Cube alum for this past week, knowing that we were running this segment in this episode but she unfortunately fell ill the day of our interview and had to cancel. But I want to follow up with her, and understand how she's thinking about connecting the dots with Auth0 with devs and enterprises and really test our thesis there. This is a really interesting chess match that's going on. Let's look a little deeper into that identity space. This chart here shows some of the major identity players. It has some of the leaders in the identity market, and is a breakdown at ETR's net score. Now net score comprises five elements. The lime green is, we're adding the platform new. The forest green is we're spending 6% or more relative to last year. The gray is flat send plus or minus flat spend, plus or minus 5%. The pinkish is spending less. And the bright red is we're exiting the platform, retiring. Now you subtract the red from the green, and that gets you the result for net score which you can see super-imposed on the right hand chart at the bottom, that first column there. The far column is shared in which informs and indicates the number of responses and is a proxy for presence in the market. Oh, look at the top two players in terms of spending momentum. Now SailPoint is right there, but Auth0 combined with Okta's distribution channel will extend Okta's lead significantly in our view. And then there's Microsoft. Now just a caveat, this includes all of Microsoft's security offerings, not just identity, but it's there for context. And CyberArk as well includes this acquisition of adaptive, but also other parts of CyberArk's portfolio. So you can see some of the other names that are there, many of which you'll find in the Gartner magic quadrant for identity. And as we said, we really like this move by Okta. It combines positive market forces with lead offerings from very well-run companies that have winning DNA and passionate people. Now, to further emphasize what's happening here, take a look at this. This chart shows ETR data for Okta within SailPoint and CyberArk accounts. Out of the 230 CyberArk and SailPoint customers in the dataset, there are 81 Okta accounts. That's a 35% overlap. And the good news for Okta is that within that base of SailPoint and CyberArk accounts, Okta is shown by the net score line, that green line has a very elevated spending in momentum. And the kicker is, if you read the fine print in the right hand column, ETR correctly points out that while SailPoint and CyberArk have long been partners with Okta, at the recent Octane21 event, Okta's big customer event, The company announced that it was expanding into privileged access management, PAM, and identity governance. Hello, and welcome to co-opetition in the 2020s. Now, our current thinking is that this bodes very well for Okta and CyberArk and SailPoint. Well, they're going to have to make some counter moves to fend off the onslaught that is coming. Now, let's wrap up with what has become a tradition in our quarterly security updates. Looking at those two dimensions of net score and market share, we're going to see which companies crack the top 10 for both measures within the ETR dataset. We do this every quarter. So here in the left, we have the top 20, sorted by net score spending momentum and on the right, we sort by shared N. So it's again, top 20, which informs, shared N informs the market share metric or presence in the dataset. That red horizontal lines, those two lines on each separate the top 10 from the remaining 10 within those top 20. And our method, what we do is we assign four stars to those companies that crack the top 10 for both metrics. So again, you see Microsoft, Palo Alto Networks, Okta, CrowdStrike, and Fortinet. Fortinet by the way, didn't make it last quarter. They've kind of been in and out and on the bubble, but company is very strong, and doing quite well. Only the other four did last quarter. They were the same for last quarter. And we give two stars to those companies that make it in both categories within the top 20 but didn't make the top 10. So Cisco, Splunk, which has been steadily decelerating from a spending momentum standpoint, and Zscaler, which is just on the cusp. We really like Zscaler and the company has great momentum, but that's the methodology. That is what it is. Now you can see, we kept Carbon Black on the right most chart, it's like kind of cut off, it's number 21. Only because they're just outside looking in on net score. You see them there, they're just below on net score, number 11. And VMware's presence in the market we think, that Carbon Black is right really worth paying attention to. Okay, so we're going to close with some summary and final thoughts. Last quarter, we did a deeper dive on the SolarWinds hack, and we think the ramifications are significant. It has set the stage for a new era of escalation and adversary sophistication. Now, major change we see is a heightened awareness that when you find intruders, you'd better think very carefully about your next moves. When someone breaks into your house, if the dog barks, or if you come down with a baseball bat or other weapon, you might think the intruder is going to flee. But if the criminal badly wants what you have in your house and it's valuable enough, you might find yourself in a bloody knife fight or worse. Well, what's happening is intruders come to your company via island hopping or insider subterfuge or whatever method. And they'll live off the land stealthily using your own tools against you so that you can't find them so easily. So instead of injecting new tools in that send off an alert, they just use what you already have there. That's what's called living off the land. They'll steal sensitive data, for example, positive COVID test results when that was really, really sensitive, obviously still is, or other medical data. And when you retaliate, they will double-extort you. They'll encrypt your data and hold it for ransom, and at the same time threaten to release the sensitive information, crushing your brand in the process. So your response must be as stealthy as their intrusion, as you marshal your resources and devise an attack plan. And you face serious headwinds. Not only is this a complicated situation, there's your ongoing and acute talent shortage that you tell us about all the time. Many companies are mired in technical debt, that's an additional challenge. And then you've got to balance the running of the business while actually effecting a digital transformation. That's very, very difficult, and it's risky because the more digital you become, the more exposed you are. So this idea of zero trust, people used to call it a buzzword, it's now a mandate along with automation. Because you just can't throw labor at the problem. This is all good news for investors as cyber remains a market that's ripe for valuation increases and M&A activity, especially if you know where to look. Hopefully we've helped you squint through the maze a little bit. Okay, that's it for now. Thanks to the community for your comments and insights. Remember I publish each week on wikibon.com and siliconangle.com. These episodes, they're all available as podcasts. All you got to do is search breaking analysis podcasts, put in the headphones, listen when you're in your car, or out for your walk or run, and you can always connect on Twitter @DVellante, or email me at david.vellante@siliconangle.com. I appreciate the comments on LinkedIn and in Clubhouse, please follow me, so you're notified when we start a room and riff on these topics and others. And don't forget to check out etr.plus for all the survey data. This is Dave Vellante for The Cube Insights powered by ETR. Be well, and we'll see you next time. (light instrumental music)

>>from around the globe. It's the Cube with digital coverage of workplace next made possible by Hewlett Packard Enterprise. >>Hello, everyone. We're here covering workplace next on the Cube For years, you know, we've talked about new ways to work, and it was great thought exercise. And then overnight the pandemic heightened the challenges of creating an effective work force. Most of the executives that we talked to in our survey say that productivity actually has improved since the work from Home Mandate was initiative. But, you know, we're talking not just about productivity, but the well being of our associates and managing the unknown. We're going to shift gears a little bit now. We've heard some interesting real world examples of how organizations are dealing with the rapid change in workplace, and we've heard about some lessons to take into the future. But now we're going to get more practical and look at some of the tools that are available to help you navigate. The changes that we've been discussing and with me to talk about these trends related to the future of work are are are Qadoura, who's the vice president of worldwide sales and go to market for Green Lake at HP Sadat Malik is the VP of I O t and Intelligent Edge at HP and Satish Yarra Valley is the global cloud and infrastructure practice Head at Whip Probe guys welcomes. Good to see you. Thanks for coming on. >>Thanks for having us. >>You're very welcome. Let me start with Sadat. You're coming from Austin, Texas here. So thank you. Stay crazy. As they say in Austin, for the uninitiated, maybe you could talk a little bit about h p E point. Next. It's a strategic component of H p. E. And maybe tell us a little bit about those services. >>Thank you so much for taking the time today. Appreciate everybody's participation here. So absolutely so point Next is HP Services on. This is the 23,000 strong organization globally spread out, and we have a very strong ecosystem of partners that be leveraged to deliver services to our customers. Um, our organization differentiates itself in the market by focusing on digital digital transformation journeys for our customers. For customers looking toe move to a different way off, engaging with its customers, transforming the way its employees work, figuring out a different way off producing the products that it sells to. His customers are changing the way it operationalize these things. For example, moving to the cloud going to a hybrid model, we help them achieve any of these four transformation outcomes. So point next job is toe point. What is next in this digital transformation journey and then partner with our customers to make that happen? So that's what we do. >>Thank you for that. I mean, obviously, you're gonna be seeing a lot of activity around workplace with shift from work from home, changes in the network changes in security. I mean the whole deal. What are some of your top takeaways that you can share with our audience? >>Yeah, they're >>so a lot has been happening in the workplace arena lately. So this is not new, right? This is not something that all of a sudden side happening when Kobe 19 hit, uh, the digital workplace was already transforming before over 19 happened. What over 19 has done is that it has massively accelerated the pace at which this change was happening. So, for example, right remote work was already there before over 19. But now everybody is working remotely so, in many ways, the solution that we have for remote work. They have been strained to appoint, never seen before. Networks that support these remote work environments have been pushed to their limits. Security was already there, right? So security was a critical piece off any off the thinking, any of the frameworks that we had. But now security is pivotal and central. Any discussion that we're having about the workplace environment data is being generated all across the all across the environment that we operated, right? So it's no longer being generated. One place being stored. Another. It's all over the place now. So what Kobe, 19 has done is that the transformation that was already underway in the digital workplace, it has taken that and accelerated it massive. The key take away for me is right that we have to make sure that when we're working with our customers, our clients, we don't just look at the technology aspect of things. We have to look at all the other aspect as well the people in the process aspect off this environment. It is critical that we don't assume that just because the technology is there to address these challenges that I just mentioned. Our people and our processes would be able to handle that as well. We need to bring everybody along. Everybody has different needs, and we need to be able to cater to those needs effectively. So that's my biggest take away. Make sure that the process and the people aspect of things was hand in glove with the technology that we were able to bring to bear here. >>Got it. Thank you. So, ah, let's go to San Francisco, bringing our war to the conversation. You're one of your areas of focus is is HP Green Lake. You guys were early on with the as a service model. Clearly, we've seen Mawr interest in cloud and cloud like models. I wonder if you could just start by sharing. What's Green Lake all about? Where does it fit into this whole workplace? Next, Uh, conversation that we're having? >>Yeah, absolutely. Um HP Green lake effectively is the cloud that comes to your data center to your Coehlo or to your edge, right? We saw with Public Cloud. The public cloud brought a ton of innovations, um, into the sort of hyper scale model. Now, with HP. What we've done is we've said, Look, customers need this level of innovation and this level of, you know, pay as you go economics the, you know, management layer the automation layer not just in a public cloud environment, but also in our customers data center or to the other potential edges or Coehlo scenarios. And what we've done is we've brought together Asada just mentioned the best of our point next services our software management layer as well as H. P. E s rich portfolio of hardware to come together to create that cloud experience. Um, of course, we can't do this without the rich ecosystem around us as well. And so everything from you know, some of our big S I partners like we bro, who also have the virtual desktop expertise or virtual desk that then come together to start helping us launch some of these new workloads supported cloud services such as D. D i eso for my perspective, v. D. I is the most important topic for a lot of our customers right now, especially in sectors like financial services, um, advanced engineering scenarios and health care where they need access to those, uh to their data centers in a very secure way and in a highly cost optimized way as well. >>Well, okay. Thank you. And then let's let's bring in, uh, petition talk a little bit about the ecosystem. I mean, we're pro. That's really kind of your wheelhouse. We've been talking a lot on the cube about moving from an industry of point products to platforms and now ecosystem innovation, Uh, are are mentioned VD I we saw that exploding eso teach. Maybe you could weigh in here and and share with us what you're seeing in the market and specifically around ecosystem. >>As we all know, the pandemic has redefined the way we collaborate to support this collaboration. We have set up huge campuses and office infrastructure In summary, our industry has centralized approach. Now, the very premise of the centralization bringing people together for work has changed. This evolving workspace dynamics have triggered the agency to reimagine the workspace strategy. CEO, CEO S and C H R ose are all coming together to redefine the business process and find new ways off engaging with customers and employees as organizations embrace work from home for the foreseeable future. Customer need to create secure by design workspaces for remote working environments. With the pro virtual disk platform, we can help create such seamless distal workspaces and enable customers to connect, collaborate and communicate with ease from anywhere securely. They're consistent user experience. Through this platform led approach, we are able to utter the market demands which are focused on business outcomes. >>Okay, and this is the specifics of this hard news that you're talking about Video on demand and Citrix coming together with your ecosystem. H p E were pro and again, the many partners that you work with is that correct? >>Well, actually, Dave, we see a strong playoff ecosystem partners coming together to achieve transformative business outcomes. As Arbor said earlier, HP and Wipro have long standing partnership, and today's announcement around HP Green Lake is an extension off this collaboration, where we provide leverage HP Green Leg Andre Pro, which elders platform to offer video as a service in a paper user model. Our aim is to enable customers fast track there. It is still works based transformation efforts by eliminating the need to support upfront capital investments and old provisioning costs while allowing customers to enjoy the benefit off compromise, control, security and compliance. Together, we have implemented our solution across various industry segments and deliver exceptional customer experiences by helping customer businesses in their workspace. Transformation journeys by defining their workspace strategy with an intelligent, platform led approach that enables responsiveness, scalability and resilience. It's known that Wipro is recognized as a global leader in the distal workspace and video I, with HP being a technology leader, enabling us with high level of program ability on integration capabilities. We see tremendous potential to jointly address the industry challenges as we move forward. >>Excellent. Uh, sad. I wanna come back to you. We talk a lot about the digital business, the mandate for digital business, especially with the pandemic. Let's talk about data. Earlier this year, HP announced the number of solutions that used data to help organizations work more productively safely. You know, the gamut talk about data and the importance of data and what you guys were doing there specifically, >>Yeah, that's a great question. So that is fundamental to everything that we're doing in the workplace arena, right? So from a technology perspective that provides us with the wherewithal to be able to make all the changes that we want to make happen for the people in the process side of things. So the journey that we've been on this past year is a very interesting one. Let me share with the audience a little bit of what's been going on on the ground with our customers. Um, what's what's been happening in the field? So when the when Kobe 19 hit right, a lot of our customers were subjected to these shutdown, which were very pervasive, and they had to stop their operations. In many cases, they had to send their employees home. So at that point, HB stepped in the point. Next organization stepped in and helped these customers set up remote work out options, which allowed them to keep their businesses going while they handle these shutdowns. Fast forward. Six months and the shutdown. We're starting to get lifted and our customers were coming back to us and saying to us that Hey, we would now like to get a least a portion off our workforce back to the normal place of work. But we're concerned that if we do that, it's gonna jeopardize their safety because off the infection concerned that were there. So what we did was that we built a cities or five solutions using various types of video analytics and data analysis analysis technologies that allowed these customers to make that move. So these five solutions, uh, let me walk, walk our customers and our clients and audience through those. The first two of these solutions are touchless entry and fever detection. So this is the access control off your premise, right? So to make sure that whoever is entering the building that's in a safe manner and any infection concerned, we stop it at the very get go once the employees inside the workplace, the next thing that we have is a set of two solutions. What one is social distance tracing and tracking, and the other one is workplace alerting. What these two solutions do is that they use video analytics and data technology is to figure out if there is a concern with employees adhering to the various guidelines that are in place on alerting the employees and the employers if there is any infringement happening which could risk overall environment. Finally, we realized right that irrespective off how much technology and process we put in place. Not everybody will be able to come into the normal place of work. So what we have done is that the first solution that we have is augmented reality and visual remote guidance. This solution uses a our technologies allow. People were on site to take advantage of the expertise that resides offsite to undertake complex task task, which could be as complex as overhauling a machine on ah factory floor using augmented reality where somebody off site who's an expert in that machine is helping somebody on site data has become central to a lot of the things that we do. But as I said, technology is one aspect of things. So ultimately the people process technology continuum has to come together to make these solutions real for our customers. >>Thank you, Arwa. We just have just about 30 seconds left and I wonder if you could close on. We're talking about cloud hybrid. Uh, everybody's talking about hybrid. We're talking about the hybrid workplace. What do you see for the for the future over the next 2345 years? >>Absolutely. And I think you're right, Dave. It is, ah, hybrid world. It's a multi cloud world. Ultimately, what our customers want is the choice and the flexibility to bring in the capabilities that drive the business outcomes that they need to support. And that has multiple dimensions, right? It's making sure that they are minimizing their egress costs, right. And many of our on Prem solutions do give them that flexibility. It is the paper use economics that we talked about. It is about our collective capability as an ecosystem to come together. You know, with Citrix and NVIDIA with R s I partner we pro and the rich heritage of HP es services as well as hardware to bring together these solutions that are fully managed on behalf of our customers so that they can focus their staff their i t capabilities on the products and services they need to deliver to their customers. >>Awesome. Guys, I wish we had more time. We got to go day volonte for the cube. Keep it right there. Lots of great more content coming your way. >>Yeah,

>> Hello everyone, we're here at the Data Cloud Summit, and we have a real treat for you. I call it the CMO Power Panel. And we're going to explore how data is transforming marketing, branding and promotion. And with me are three phenomenal marketing pros and chief marketing officers. Denise Persson is the CMO of Snowflake, Scott Holden of ThoughtSpot and Laura Langdon of Wipro. Folks, great to see you. Thanks so much for coming on "theCUBE." >> Great to be here with you David. >> Awesome, Denise, let's start with you. I want to talk about the role and the changing role of the CMOs, has changed a lot, you know, I suppose of course with all this data, but I wonder what you're experiencing and can you share with us why marketing especially is being impacted by data. >> Well data's really what has helped turn us marketers into revenue drivers, into call centers. And it's clearly a much better place to be. What I'm personally most excited about is the real time access we have to data today. In the past, I used to get a stale report a few weeks after a marketing program was over and at that time we couldn't make any changes to the investments we'd already made. Today, we get data in the midst of running a program. So it can reallocate investments at the time a program is up and running and that's really profound. Today as well, I would say that adaptability has truly become the true superpowers of marketing today and data is really what enables us to adapt to scale. We can adapt to customer's behavior and preferences at scale and that's truly a profound new way of working as well. >> That's interesting what you say cause you know, in tough times used to be okay, sales and engineering, put a brick wall around those and you know, you name it marketing, say, "Okay, cut." But now it's like, you go to marketing and say, "Okay, what's the data say, "how do we have to pivot?" And Scott, I wonder what have data and cloud really brought to the modern marketer that you might not have had before through to this modern era? >> Well, this era, I don't think there's ever been a better time to be a marketer than there is right now. And the primary reason is that we have access to data and insights like we've never had before and I'm not exaggerating when I say that I have a hundred times more access to data than I had a decade ago. It's just phenomenal. When you look at the power of cloud, search, AI, these new consumer experiences for analytics, we can do things in seconds that used to take days. And so it's become in us, as Denise said a super power for us to have access to so much data. And it's, you know, COVID has been hard. A lot of our marketing teams who never worked harder making this pivot from the physical world to the virtual world but they're, you know, at least we're working. And the other part of it is that digital has just created this phenomenal opportunity for us because the beauty of digital and digital transformation is that everything now is trackable, which makes it measurable and means that we can actually get insights that we can act on in a smarter way. And you know, it's worth giving an example. If you just look at this show, right? Like this event that we're viewing. In a physical world, all of you watching at home you'd be in front of us in a room and we'd be able to know if you're in the room, right? We'd track to the scanners when you walked in but that's basically it. At that point, we don't really get a good sense for how much you like, what we're saying. You know, maybe you filled out a survey, but only five to 10% of people ever do that. In a digital world, we know how long you stick around. And as a result, like it's easy, people can just with a click, you know, change the channel. And so the bar for content has gone way up as we do these events but we know how long people are sticking around. And that's, what's so special about it. You know, Denise and her team, as the host of this show they're going to know how long people watch this segment. And that knowing is powerful. I mean, it's simple as you know, using a product like ThoughtSpot, you could just ask a question, you know, how many, you know, what's the average view time by session and Bloomer chart pops up. You're going to know what's working and what's not. And that's something that you can take and act on in the future. And that's what our customers are doing. So, you know, Snowflake and ThoughtSpot, we share our customer with Hulu and they're tracking programs. So, what people are watching at home, how long they're watching, what they're watching next. And they're able to do that in a super granular way and improve their content as a result. And that's the power of this new world we live in that's made the cloud and data so accessible to folks like us. >> Well, thank you for that. And I want to come back to that notion and understand how you're bringing data into your marketing ops, but I want to bring Laura in. Laura, Wipro, you guys partner with a lot of brands, a lot of companies around the world. I mean, thousands of partners, obviously Snowflake in ThoughtSpot or two. How are you using data to optimize these co-marketing relationships? You know, specifically, what what are the trends that you're seeing around things like customer experience? >> So, you know, we use data for all of our marketing decisions, our own, as well as with our partners. And I think what's really been interesting about partner marketing data is we can feed that back to our sales team, right? So, it's very directional for them as well and their efforts moving forward. So, I think that's a place where specifically to partners, it's really powerful. We can also use our collected data to go out to customers to better effect. And then you know, regarding these trends, we just did a survey on the state of the intelligent enterprise. We interviewed 300 companies, US and UK, and there were three interesting I thought statistics relevant to this. Only 22% of the companies that we interviewed felt that their marketing was where it needed to be from an automation standpoint. So lots of room for us to grow, right? Lots of space for us to play. And 61% of them believe that it was critical that they implement this technology to become a more intelligent enterprise. But when they ranked on readiness by function, marketing came in six, right? So HR, RND, finance were all ahead of marketing followed by sales. You know, and then the final data point that I think was interesting was 40% of those agreed that the technology was the most important thing, that thought leadership was critical. You know, and I think that's where marketers really can bring our tried and true experience to bear and merge it with this technology. >> Great, thank you. So, Denise, I've been getting the Kool-Aid injection this week around Data Cloud. I've been pushing people but now that I have the CMO in front of me, I want to ask about the Data Cloud and what it means specifically for the customers and what are some of the learnings maybe that you've experienced that can support some of the things that that Laura and Scott were just discussing. >> Yeah, as Scott said before, idea of a hundred times more data than he ever has before. And that's again, if you look at all the companies we talked to around the world it's not about the amount of data that they have that is the problem, it's the ability to access that data. That data for most companies is trapped across silos, across the organization. It sits in data applications, systems or records. Some of that data sits with your partners that you want to access. And that's really what the data cloud comes in. Data cloud is really mobilizing that data for you. It brings all that data together for you in one place. So you can finally access that data and really provide ubiquitous access to that data to everyone in your organization that needs it and can truly unlock the value of that data. And from a marketing perspective, I mean, we are responsible for the customer experience you know, we provide to our customers and if you have access to all the data on your customers, that's when you have that to customer 360, that we've all been talking about for so many years. And if you have all that data, you can truly, you know, look at their, you know, buying behaviors, put all those dots together and create those exceptional customer experiences. You can do things such as the retailers do in terms of personal decision, for instance, right? And those are the types of experiences, you know, our customers are expecting today. They are expecting a 100% personalized experience for them you know, all the time. And if you don't have all the data, you can't really put those experiences together at scale. And that is really where the data cloud comes in. Again, the data cloud is not only about mobilizing your own data within your enterprise. It's also about having access to data from your partners or extending access to your own data in a secure way to your partners within your ecosystems. >> Yeah, so I'm glad you mentioned a couple of things. I've been writing about this a lot and in particularly the 360 that we were dying for, but haven't really been able to tap. I didn't call it the data cloud, I don't have a marketing gene. I had another sort of boring name for it, but I think there's similar vectors there. So I appreciate that. Scott, I want to come back to this notion of building data DNA in your marketing, you know, fluency and how you put data at the core of your marketing ops. I've been working with a lot of folks in banking and manufacturing and other industries that are that are struggling to do this. How are you doing it? What are some of the challenges that you can share and maybe some advice for your peers out there? >> Yeah, sure, you brought up this concept of data fluency and it's an important one. And there's been a lot of talk in the industry about data literacy and being able to read data. But I think it's more important to be able to speak data, to be fluent and as marketers, we're all storytellers. And when you combine data with storytelling, magic happens. And so, getting a data fluency is a great goal for us to have for all of the people in our companies. And to get to that end, I think one of the things that's happening is that people are hiring wrong and they're thinking about it, they're making some mistakes. And so a couple of things come to mind especially when I look at marketing teams that I'm familiar with. They're hiring a lot of data analysts and data scientists and those folks are amazing and every team needs them. But if you go too big on that, you do yourself a disservice. The second key thing is that you're basically giving your frontline folks, your marketing managers or people on the front lines, an excuse not to get involved with data. And then that's a big mistake because it used to be really hard. But with the technologies available to us now, these new consumer like experiences for data analytics, anybody can do it. And so we as leaders have to encourage them to do it. And I'll give you just a you know, an example, you know, I've got about 32 people on my marketing team and I don't have any data analysts on my team. Across our entire company, we have a couple of analysts and a couple of data engineers. And what's happening is the world is changing where those folks, they're enablers, they architect the system. They bring in the different data sources. They use technologies like Snowflake as being so great at making it easier for people to pull spectrum technology together and to get access to data out of it quickly, but they're pulling it together and then simple things like, "Hey I just want to see this "weekly instead of monthly." You don't need to waste your expensive data science talent. You know, Gardener puts a stat out there that 50% of data scientists are doing basic visualization work. That's not a good use of their time. The products are easy enough now that everyday marketing managers can do that. And when you have a marketing manager come to you and say, you know, "I just figured out "this campaign which looks great on the surface "is doing poorly from an ROI perspective. That's a magic moment. And so we all need to coach our teams to get there. And I would say, you know, lead by example, give them an opportunity to access data and turn it into a story, that's really powerful. And then lastly, praise people who do it, like, use it as something to celebrate inside our companies is a great way to kind of get this initiative. >> I love it. And talking about democratizing data and making it self service, people feel ownership. You know, Laura, Denise was talking about the ecosystem and you're kind of the ecosystem pro here. How does the ecosystem help marketers succeed? Maybe you can talk about the power of many versus the resource of one. >> Sure, you know, I think it's a game changer and it will continue to be. And I think it's really the next level for marketers to harness this power that's out there and use it, you know, and it's something that's important to us, but it's also something we're starting to see our customers demand. You know, we went from a one size fits all solution to they want to bring the best in class to their organization. We all need to be really agile and flexible right now. And I think this ecosystem allows that, you know, you think about the power of Snowflake, Snowflake mining data for you and then a ThoughtSpot really giving you the dashboard to have what you want. And then an implementation partner like a Wipro coming in, and really being able to plug in whatever else you need to deliver. And I think it's really super powerful and I think it gives us you know, it just gives us so much to play with and so much room to grow as marketers. >> Thank you, Denise, why don't you bring us home. We're almost out of time here, but marketing, art, science, both? What are your thoughts? >> Definitely both, I think that's the exciting part about marketing. It is a balancing act between art and science. Clearly, it's probably more science today than it used to be but the art part is really about inspiring change. It's about changing people's behavior and challenging the status quo, right? That's the art part. The science part, that's about making the right decisions all the time, right? It's making sure we are truly investing in what's going to drive revenue for us. >> Guys, thanks so much for coming on "theCUBE." Great discussion, I really appreciate it. Okay, and thank you for watching. Keep it right there. Wall-to-wall coverage of the Snowflake Data Cloud Summit on "theCUBE."

>> Narrator: From around the globe. It's theCUBE with digital coverage of A New Era In Database Management. Brought to you by Nutanix. >> Hi, I'm Stu Miniman. And welcome to this special presentation with Nutanix. We're talking about A New Era In Database Management. To help us dig into it, first of all, I have the Senior Vice President and General Manager of Nutanix Era Databases and Business Critical Applications, that is Bala Kuchibhotla. And one of our other CUBE alongs, Monica Kumar. Who's an SVP also with Nutanix. Bala, Monica, thank you so much for joining us. >> Thank you, thank you so... >> Great to be here. All right, so first of all, Bala a new Era. We, have a little bit of a punj. You've got me with some punjs there. Of course we know that the database for Nutanix solution is Era. So, we always like to bring out the news first. Why don't you tell us, what does this mean? What is Nutanix announcing today? >> Awesome. Thank you, Stu. Yeah, so today's a very big day for us. I'm super excited to inform all of us and our audience that we are announcing the Eratory dot two GA bits for customers to enjoy it. Some customers can download and start playing with it. So what's new with Nutanix Eratory dot two? As you knows 1.0 is a single cluster solution meaning the customers have to have a Nutanix cluster and then have around the same cluster to enjoy the databases. But with Eratory dot two, it becomes multi-cluster solution. It's not just a multi-cluster solution, but customers can enjoy database across clusters, That means that they can have their Always On Availability Groups SQL servers, their Postgres servers across Nutanix clusters. That means that they can spread across Azure Availability Zones. Now, the most interesting point of this is, it's not just across clusters, customers can place these clusters in the cloud. That is AWS. You can have Nutanix cluster in the AWS cluster and then the primary production clusters maybe on the Nutanix and primary enterprise cloud kind of stuff, that's number one. Number two, we have extended our data management capabilities, data management platform capabilities, and what we call them as global time mission. Global time mission with a data access management. Like racing river, that you need to harness the racing river by constructing a dam and then harness it for multipurpose either irrigation projects or hydroelectric project kind of stuff. You need to kind of do the similar things for your data in company, enterprise company. You need to make sure that the right persons get the right amount of data, so that you don't kind of give all production data to everyone in the company. At the same time, they also need the accessible, with one click they can get the database, the data they want. So that's the data access management. Imagine a QA person only gets the sanitized snapshots or sanitize database backups for them to create the copies. And then we are extending our database engine portfolios too to introduce SAP HANA to the thing. As you know, that we support Oracle today, Postgres, MalSQL, Mariadb SQL server. I'm excited to inform that we are introducing SAP HANA. Our customers can do one click sandbox creation into an environment for SAP HANA predown intense platform. And lastly, I'm super excited to inform that we are becoming a Postgres vendor. We are willing to give 24 by seven, 365 day support but Postgres database engine, that's kind of a provision through Nutanix setup platform. So this way the customers can enjoy the engine, platform, service all together in one single shot with a single 180 company that they can call and get the support they want. I'm super duper excited that this is going to make the customers a truly multicloud multi cluster data management platform. Thank you. >> Yeah. And I'll just add to that too. It's fantastic that we are now offering this new capability. I just want to kind of remind our audience that Nutanix for many years has been providing the foundation the infrastructure software, where you can run all these multiple workloads including databases today. And what we're doing with Era is fantastic because now they are giving our customers the ability to take that database that they run on top of Nutanix to provide that as a service now. So now are talking to a whole different organization here. It's database administrations, it's administrators, it's teams that run databases, it teams that care about data and providing access to data and organizations. >> Well, first of all, congratulations, I've taught for a couple of years to the teams at Nutanix especially some of the people working on PostgreSQL really exciting stuff and you've both seen really the unlocking of database. It used to be ,we talked about, I have one database it's kind of the one that everything runs on. Now, customers they have more databases. You talked about that flexibility is then, where we run it. We'd love to hear, maybe Monica we start with you. You talk about the customers, what does this really mean for them? Because one of our most mission critical applications we talk about, we're not just throwing our databases or what. I don't wake up in the morning and say, Oh let me move it to this cloud and put it in this data center. This needs to be reliable. I need to have access to the data. I need to be able to work with it. So, what does this really mean? And what does it unlock for your customers? >> Yes absolutely, I love to talk about this topic. I mean, if you think about databases, they are means to an end. And in this case, the end is being able to mine insights from the data and then make meaningful decisions based on that. So when we talk to customers, it's really clear that data has not become one of the most valuable assets that an organization owns. Well, of course, in addition to the employees that are part of the organization and our customers. Data is one of the most important assets. But most organizations, the challenges they face is a lot of data gets collected. And in fact, we've heard numbers thrown around for many years like, almost 80% of world's data has been created in the last like three or four years. And data is doubling every two years in terms of volume. Well guess what? Data gets collected. It sits there and organizations are struggling to get access to it with the right performance, the right security and regulation compliance, the reliability, availability, by persona, developers need certain access, analysts needs different access line of businesses need different access. So what we see is organizations are struggling in getting access to data at the right time by the right person on the team and when they need it. And I think that's where database as a service is critical. It's not just about having the database software which is of course important but how you know not make that service available to your stakeholders, to developers to lines of business within the SLAs that they demand. So is it instantly? How quickly can you make it available? How quickly can you use have access to data and do something meaningful with it? And mind the insights for smarter business? And then the one thing I'd like to add is that's where IT and business really come together. That's the glue. If you think about it today, what is the blue between an IT Organization and a business organization? It's the data. And that's where they're really coming together to say how can we together deliver the right service? So you, the business owner can deliver the right outcome for our business. >> That's very true. Maybe I'll just add a couple of comments there. What we're trying to do is we are trying to bring the cloud experience, the RDS-like experience to the enterprise cloud and then hybrid cloud. So the customers will now have a choice of cloud. They don't need to be locked in a particular cloud, at the same time enjoy the true cloud utility experience. We help customers create clouds, database clouds either by themselves if that's big enough to manage the cloud themselves or they can partner with a GSIs like Wipro, WorkHCL and then create a completely managed database service kind of stuff. So, this brings this cloud neutrality, portability for customers and give them the choice and their terms, Stu. >> Well Bala, absolutely we've seen a huge growth in managed services as you've said, maybe bring us inside a little bit. What is free up customers? What we've said for so long that back when HCI first started, it was some of the storage administrators might bristle because you were taking things away from them. It was like, no, we're going to free you up to do other things that as Monica said, deliver more business value not mapping LUNs and doing that. How about from the DBA standpoint? What are some of those repetitive, undifferentiated heavy lifting that we're going to take away from them so that they can focus on the business value. >> Yep. Thank you Stu. So think about this. We all do copy paste operations in laptops. Something of that sort happens in data center at a much larger scale. Meaning that the same kind of copy paste operation happens to databases and petabytes and terabytes of scale. Hundreds of petabytes. It has become the most dreaded complex, long running error prone operation. Why should it be that way? Why should the DBS spend all this mundane tasks and then get busy for every cloning operation? It's a two day job for me, every backup job. It's like a hobby job for provisioning takes like three days. We can take this undifferentiated heavy lifting by this and then let the DBS focus on designing the cloud for them. Looking for the database tuning, design data modeling, ML aspects of the data kind of stuff. So we are freeing up the database Ops people, in a way that they can design the database cloud, and make sure that they are energy focused on high valid things and more towards the business center kind of stuff. >> Yeah. And you know automation is really important. You were talking about is automating mundane grunt work. Like IT spends 80% of its time in maintaining systems. So then where is the time for innovation. So if we can automate stuff that's repetitive, stuff that the machine can do, the software can do, why not? And I think that's what our database as a service often does. And I would add this, the big thing our database as a service does really is provide IT organizations and DV organizations a way to manage heterogeneous databases too. It's not like, here's my environment for Postgres. Here's my environment for my SQL. Here's my environment for Oracle. Here's my environment for SQL server. Now with a single offering, a single tool you can manage your heterogeneous environment across different clouds. On premises cloud, or in a public cloud environment. So I think that's the beauty we are talking about with Nutanix's Era. Is a truly, truly gives organizations that single environment to manage heterogeneous databases, apply the same automation and the ease of management across all these different environments. >> Yeah. I'll just add one comment to that. A true managed PaaS obviously customers in like a single shop go to public cloud, just click through and then they get the database and point. And then if someone is managing the database for them. But if you look at the enterprise data centers, they need to bring that enterprise GalNets and structure to these databases. It's not like anyone can do anything to any or these databases. So we are kind of getting the best of both, the needed enterprise GalNets by these enterprise people at the same time bringing the convenience for the application teams and developers they want to consume these databases like utility. So bringing the cloud experience, bringing the enterprise GalNets. At same time, I'm super confident we can cut down the cost. So that is what Nutanix Era is all about across all the clouds, including the enterprise cloud. >> Well, Bala being simpler and being less expensive are one of the original promises of the cloud that don't necessarily always come out there. So, that's super important. One of the other things, you talk about these hybrid environments. It's not just studied, in the public cloud want to understand these environments, if I'm in the public cloud, can I still leverage some of the services that are in the public cloud? So, if I want to run some analytics, if I want to use some of the phenomenal services that are coming out every day. Is that something that can be done in this environment? >> Yeah, beautiful. Thank you Stu. So we are seeing customers who two categories. There is a public cloud customer, completely born in public cloud cloud, native services. They realize that for every database that maintaining five or seven different copies and the management of these copies is prohibited just because every copy is a faulty copy in the public cloud. Meaning you take a backup snapshot and restore it. Your meter like New York taxi, it starts with running for your EBS   and that you are looking at it kind of stuff. So they can leverage Nutanix clusters and then have a highly efficient cloning capability so that they can cut down some of these costs for these secondary environments that I talk about. What we call is copy data management, that's one kind of use case. The other kind of customers that we are seeing who's cloud is a phenomenon. There's no way that people have to move to cloud. That's the something at a C level mandate that happens. These customers are enjoying their database experience on our enterprise cloud. But when they try to go to these big hyperscalers, they are seeing the disconnect that they're not able to enjoy some of the things that they are seeing on the enterprise cloud with us. So this transition, they are talking to us. Can you get this kind of functionality with Nutanix platform onto some of these big hyperscalers? So there are kind of customers moving both sides, some customers that are public cloud they're time to enjoy our facilities other than copy data management and Nutanix. Customers that are on-prem but they have a mandate to good public cloud ,with our hybrid cloud strategy. They get to enjoy the same kind of convenience that they are seeing it on enterprise and bringing the same kind of governance that they used to do it. so that maybe see customers. Yeah. >> Yeah. Monica, I want to go back to something you talked about customers dealing with that heterogeneous environment that they have reminds me of a lot of the themes that we talked about at nutanix.next because customers have they have multiple clouds they're using, requires different skillsets, different tooling. It's that simplicity layer that Nutanix has been working to deliver since day one. What are you from your customers? How are they doing with this? And especially in the database world. What are some of those challenges that they're really facing that we're looking to help solve with the solution today. >> Yeah. I mean, if you think about it, what customers at least in our experience, what they want or what they're looking for is this modern cloud platform that can really work across multiple cloud environments. Cause people don't want to change running, let's say an Oracle database you're on-prem on a certain stack and then using a whole different stack to run Oracle database in the cloud. What they want is the same exact foundation. So be so they can be, for sure have the right performance. Availability, reliability, the applications don't have to be rewritten on top of Oracle database. They want to preserve all of that, but they want the flexibility to be able to run that cloud platform wherever they choose to. So that's one. So that's choosing the right and modernizing and choosing the right cloud platform is definitely very important to our customers, but you nailed it on the head Stu. It's been about how do you manage it? How do you operate it on a daily basis? And that's where our customers are struggling with multiple types of tools out there, custom tool for every single environment. And that's what they don't want. They want to be able to manage, simply across multiple environments using the same tools and skillsets. And again, and I'm going to beat the same drum, but that's when Nutanix shines. That's a design principle is. It's the exact same technology foundation that you provide to customers to run any applications. In this case it happens to be databases. Exact same foundation you can use to run databases on-prem in the cloud. And then on top of that using Era boom! Simple management, simple operations, simple provisioning simple copy data management, simple patching, all of that becomes easy using just a single framework to manage and operate. And I will tell you this, when we talk to customers, what is it that DBS and database teams are struggling with? They're struggling with SLS and performance on scalability, that's one, number two they're struggling with keeping it up and running and fulfilling the demands of the stakeholders because they cannot keep up with how many databases they need to keep provisioning and patching and updating. So at Nutanix now we are actually solving both those problems with the platform. We are solving the problem of a very specific SLA that we can deliver in any cloud. And with Era, you're solving the issue of that operational complexity. We're making it really easy. So again, IT stakeholders DBS can fulfill the demands of the business stakeholders and really help them monetize the data. >> Yeah. I'll just add on with one concrete examples too. Like we have a big financial customer, they want to run Postgres. They are looking at the public cloud. Can we do a manage services kind of stuff, but you look at this, that the cost difference between a Postgres and your company infrastructure versus managed services almost like $3X to $4X dollars. Now, with Nutanix platform and Era, we were able to show that they can do at much reduced cost, manage their best service experience including their DBA cost are including the cloud administration cost. Like we added the infrastructure picture. We added the people who are going to manage the cloud, internal cloud and then intern experience being, plus plus of what they can see to public cloud. That's what makes the big difference. And this is what data sovereignty, data control, compliance and infrastructure governance, all these things coupled with cloud experiences, what customers really see the value of Era and the enterprise cloud and with an extension to the public cloud, with our hybrid cloud strategy. if they want to move this workload to public cloud they can do it. So, today with AWS clusters and tomorrow with our Azure clusters. So that gives them that kind of insurance not getting locked in by a big hyperscaler, but at same time enjoy the cloud experience. That's what big customers are looking for. >> Alright Bala, all the things you laid out here, what's the availability of Era rotically dot two? >> Era rotically dot two is actually available today. The customers can enjoy download the bits. We already have bunches of beta customers who are trying it out with the recall big telco companies are financial companies, and even big companies that manage big pensions kind of stuff. Let's talk about that kind of stuff. People are looking to us. In fact, there are customers who are looking for, when is this available for Azure cluster so that we can move some of our workloads to and manage the databases in Azure classes. So it is available and I'm looking forward to great feedback from our customers. And I'm hoping that it will solve some of their major critical problems. And in the process they get the best of Nutanix. >> Monica, last question I have for you. This doesn't seem like it's necessarily the same traditional infrastructure go to market for a solution like this. If I think back to, people think of HCI it was like, Oh! well, it was kind of a new box. We know Nutanix is a software company. More of what you do today is subscription based. So, maybe if you could talk a little bit to just how Nutanix goes to market with a solution like this. >> Yeah. And you know what, maybe people don't realize it but I'm hoping a lot of people do that. Nutanix is not just an infrastructure company anymore. In the last many years we've developed a full cloud platform in not only do we offer the infrastructure services with hyperconverged infrastructure which is now really the foundation. It's the hybrid cloud infrastructure. As you know, Stu, we talked to you a month ago and we talked about the evolution of XCI to really becoming the hybrid cloud infrastructure. But in addition to that, we also offer other data center services on storage DR Networking. We also offer DevOps services with application provisioning automation, application orchestration and then of course, database services that we talking about today and we offer desktop services. So Nutanix has really evolved in the last few years to a complete cloud platform really focusing on the application and workloads that run on top of the infrastructure stack. So not just the infrastructure layer but how can we be the best platform to run your databases? Your end is the computing workloads, your analytics applications your enterprise applications, cloud native applications. So that's what this is. And databases is one of our most successful workloads that's that runs a Nutanix very well because of the way the infrastructure software is architected. Because it's really great to scale high performance because again our superior architecture. And now with Era, it's a tool, it's all in one. Now it's also about really simplifying the management of databases and delivering them speedily and with agility to drive innovation in the organizations. >> Yep. Thank you Monica. Thank you. I I'll just add a couple of lines of comments into that. DTM for databases as erotically dots two, is going to be a challenge. And historically we are seen as an infrastructure company but the beauty of databases is so and to send to the infrastructure, the storage. So the language slightly becomes easy. And in fact, this holistic way of looking at solving the problem at the solution level rather than infrastructure helps us to go to a different kind of buyer, different kinds of decision maker, and we are learning. And I can tell you confidently the kind of progress that we have seen for in one enough year, the kind of customers that we are winning. And we are proving that we can bring a big difference to them. Though there is a challenge of DTM speaking the language of database, but the sheer nature of cloud platform the way they are a hundred hyperscale work. That's the kind of language that we take. You can run your solution. And here is how you can cut down your database backup time from hours to less than minute. Here's how you can cut down your patching from 16 hours to less than one hour. It is how you can cut down your provisioning time from multiple weeks to let them like matter of minutes. That holistic way of approaching it coupled with the power of the platform, really making the big difference for us. And I usually tell every time I meet, can you give us an opportunity to cut down your database cost, the PC vote, total cost of operations by close to 50%? That gets them excited that lets then move lean in and say, how do you plan to do it? And then we go about how do we do it? And we do a deep dive and PC people and all of it. So I'm excited. I think this is going to be a big play for Nutanix. We're going to make big difference. >> Absolutely well, Bala, congratulations to the team. Monica, both of you thank you so much for joining, really excited for all the announcements. >> Thank you so much. >> Thank you >> Stay with us. We're going to dig in a little bit more with one more interview for this product launch of the New Era and Database Management from Nutanix. I'm Stu Minimam as always, thank you for watching theCUBE. (cool music)

>> Male's Voice: From around the globe, its theCUBE. With digital coverage of a special announcement, brought to you by Nutanix. (soft music) >> Hi, I'm Stu Miniman. And welcome to this special announcement for Nutanix, about some new product releases in the public cloud. To help us kick this off for the Asia Pacific and Japan region. Happy to welcome to the program Jordan Reizes, who's the vice president of marketing, for APJ and Nutanix. Jordan, help us introduce it. Thanks Stu. So today we're really pleased to announce Nutanix Clusters, availability in Asia Pacific and Japan, at the same time as the rest of the world. And we think this technology is really important to our geographically dispersed customers, all across the region, in terms of helping them, On-Ramp to the cloud. So, we're really excited about this launch today. And Stu, I can't wait to see the rest of the program. And make sure you stay tuned at the end, for our interview with our CTO, Justin Hurst. Who's going to be answering a bunch of questions that are really specific to the APJ region. >> All right, thank you so much Jordan, for helping us kick this off. We're now going to cut over to my interview with Monica and Tarkan, with the news. >> Hi, I'm Stu Miniman. And I want to welcome you to this special event that we are doing with Nutanix. Of course, in 2020 many things have changed. And that has changed some of the priorities, for many companies out there. Acceleration of cloud adoption, absolutely have been there. I've talked to many companies that were dipping their toe, or thinking about, where they were going to cloud. And of course it's rapidly moved to accelerate to be able to leverage work from home, remote contact centers, and the like. So, we have to think about how we can accelerate what's happening, and make sure that our workforce, and our customers are all taken care of. So, one of the front seats of this, is of course, companies working to help modernize customers out there. And, Nutanix is part of that discussion. So, I want to welcome to join us for this special discussion of cloud and Nutanix. I have two of our CUBE alumnus. First of all, we have Monica Kumar. She's the senior vice president of product, with Nutanix. And Tarkan Maner, who's a relative newcomer. Second time on theCUBE, in his new role many time guests. Previously, Tarkan is the chief commercial officer with Nutanix. Monica and Tarkan, thank you so much for joining us. >> Thank you so much. So happy to be back on theCUBE. >> Yeah, thank you. >> All right. So, Tarkan as I was teeing up, we know that, IT staffs in general, CIO specifically, and companies overall, are under a lot of pressure in general. But in 2020, there are new pressures on them. So, why don't you explain to us, the special cloud announcement. Tell us, what's Nutanix launching, and why it's so important today. >> So, Stu first of all, thank you. And glad to be here with Monica. And basically you and I, spend some time with a few customers in the past few weeks and months. I'll tell you, the things in our industry are changing at a pace that we never seen before. Especially with this pandemic backdrop, as we're going through. And obviously, all the economic challenges that creates beyond the obviously, health challenges and across the world, all the pain it creates. But also it creates some opportunities for our customers and partners to deliver solutions to our enterprise customers, and commercial customers, and in a public sector customers, in multiple industries. From healthcare, obviously very importantly, to manufacturing, to supply chains, and to all the other industries, including financial services and public sector again. So in that context, Monica knows as well as she's our leader. You know, our strategy, we're putting lots of effort in this new multi-class strategy as a company. As you know, is too well, Nutanix wrote the book, in digital infrastructures with its own private, (mumbles) infrastructure story. Now they're taking that next level, via our data center solutions, via DevOps solutions, and end user computer solutions. Now, the multicloud fashion, working with partners like AWS. So, in this launch, we have our new, hybrid cloud infrastructure, Nutanix Clusters product now available in the AWS. We are super excited. We have more than 20 tech firms, and customers, and partners at sealable executive level support in this big launch. Timing is usually important, because of this pandemic backdrop. And the goal is obviously to help our customers save money, focus what's important for them, save money for them, and making sure they streamlined their IT operation. So it's a huge launch for us. And we're super excited about it. >> Yeah. And the one thing I would add too, what Tarkan said too is, look, we talk to a lot of customers, and obviously cloud is the constant, in terms of enabling innovation. But I think more with COVID, what's on top of mind is also how do we use cloud for innovation? But really be intelligent about cost optimization. So with this new announcement, what we are excited about is we're bringing, making really a hybrid cloud reality, across public and private cloud. But also making sure customers, get the cost efficiency they need, when they're deploying the solution. So we are super excited to bring true hybrid cloud offering with AWS to the market today. >> Well, I can tell you Nutanix cluster is absolutely one of the exciting technologies I've enjoyed, watching and getting ready for. And of course, a partnership with the largest public cloud player out there AWS, is really important. When I think about Nutanix from the earliest days, the word that we always used for the HI Space and Nutanix specifically, was simplicity. Anybody in the tech space know that, true simplicity is really hard to do. When I think about cloud, when I think about multicloud, simplicity is not the first thing that I think of. So, Tarkan has helped us connect, how is Nutanix going to extend the simplicity that it's done, for so long now in the data center, into places like AWS with this solution? >> So, Stu you're spot on. Look, Monica and I spend a lot of time with our customers. One thing about Nutanix executive team, you're very customer-driven. And I'm not just saying this to make a point. We really spent tons of time with them because our solutions are basically so critical for them to run their businesses. So, just recently I was with a senior executive, C level executive of an airline. Right before that, Monica and I spent actually with one of the largest banks in the world in France, in Paris. Right before the pandemic, we were actually traveling. Talking to, not all the CIO, the chief operating officer on one of these huge banks. And the biggest issue was, how these companies are trying to basically adjust their plans, business plans. I'm not talking about tech plans, IT plans, the business plans around this backdrop with the economic stress. And obviously, now pandemic is in a big way. One of the CIOs told me, he was an airline executive. "Look Tarkan, in the next four months, my business might be half of what it is today. And I need to do more with less, in so many different ways, while I'm cutting costs." So it's a tough time. So, in that context is to... Your actually right. Multicloud is in a difficult proposition, but it's critical, for these companies to manage their cost structures across multiple operating models. Cloud to us, is not a destination, it's a means to an ends. It is an operating model. At the end of the day, the differentiation is still the software. The unique software that we provide from digital infrastructures, to deliver, end to end discreet data center solutions, DevOps solutions for developers, as well as for end user computing individuals, to making sure to take advantage of, these VDI decibels service topic capability. So in that context, what we are providing now to this CIOs who are going through, this difficult time is, a platform, in which they can move their workloads from cloud to cloud, based on their needs, with freedom of choice. Look, one of these big banks that Monica and I visited in France, huge global bank. They have a workloads on AWS, they have workload on Azure, they have workloads on Google, workloads on (indistinct), the local XP, they have workloads in Germany. They have workloads providers in Asia, in Taiwan, and other locations. On top of that, they're also using Nutanix on-prem as well as Nutanix cloud, our own cloud services for VR. And then, this is not just in this nation. This is an operating model. So the biggest request from them is, look, can you guys make this cost effective? Can we use, all these operating models and move our data, and applications from cloud to cloud? In simple terms, can we get, some kind of a flexibility with commits as well as we pay credits they paid for so far? And, those are things we're working on. And I'm sure Monica is going to get a little bit more into detail, as we talk to this. You are super excited, to start this journey with AWS, with this launch, but you're not going to stop there. Our goal is, we just kind of discussed with Monica earlier, provide freedom of choice across multiple clouds, both on-prem and off-prem, for our customers to cut costs, and to focus on what's important for them. >> Yeah, and I would just add, to sum it up, we are really simplifying the multicloud complexity for our customers. And I can go into more detail, but that's really the gist of it. Is what Nutanix is doing with this announcement, and more coming up in the future. >> Well, Monica, when I think about customers, and how do they decide, what stays in their data center, what goes into the public cloud? It's really their application portfolio. I need to look at my workloads, I need to look at my skillset. So, when I look at the cluster solution, what are some of the key use cases? What workloads are going to be the first ones that you expect, or you're having customers use with it today? >> Sure. And as we talk to customers too, this clearly few key use cases that they've been trying to, build a hybrid strategy around. The first few ones are bursting into cloud, right? In case of, a demand of sudden demand, how do I burst and scale my, let's say a VDI environment. or database environment into the cloud? So that's clearly one that many of our customers want to be able to do simply, and without having to incur this extreme complexity of managing these environments. Number two, it's about DR, and we saw with COVID, right? Business continuity became a big deal for many organizations. They weren't prepared for it. So the ability to actually spin up your applications and data in the cloud seamlessly, in case of a disaster, that's another big use case. The third one, of which many customers talk about is, can I lift and shift my applications as is, into the cloud? Without having to rewrite a single line of code, or without having to rewrite all of it, right? That's another one. And last but not least, the one that we're also hearing a lot about is, how do I extend my current applications by using cloud native services, that's available on public cloud? So those are four, there's many more, of course. But in terms of workloads, I mentioned two examples, right? VDI, which is Virtual Desktop Infrastructure, and is a computing, and also databases. More and more of our customers, don't want to invest in again having, on-premises data center assets sitting there idly. And, wait for when the capacity surges, the demand for capacity surges, they want to be able to do that in the cloud. So I'd say those are the few use cases and workloads. One thing I want to go back to what Tarkan was talking about, really their three key reasons, why the current hybrid cloud solutions, haven't really panned out for customers. Number one, it's having a unified management environment across public and private cloud. There's a few solutions out there, but none of them have proved to be simple enough, to actually put into real execution. You know, with Nutanix, the one thing you can do is literally build a hybrid cloud within, under an hour. Under an hour, you can spin up Nutanix Clusters, which you have on-premises, the same exact cluster in Amazon, under one hour. There you go. And you have the same exact management plan, that we offer on-prem, that now can manage your AWS Nutanix Clusters. It's that easy, right? And then, you can easily move your data and applications across, if you choose to. You want to move and burst into public cloud? Do it. You want to keep some stuff on-prem? Do it. If you're going to develop in the cloud, do it. Want to keep production on-prem, do it. Single management plan, seamless mobility. And the third point is about cost. Simplicity of managing the costs, making sure you know, how you're going to incur costs. How about, if you can hibernate your AWS cluster when you're not using it? We allow the... We have the capability now in our software to do that. How about knowing, where to place which workload. Which workload goes into public cloud, which stays on-premises. We have an amazing tool called beam, that gives the customers that ability to assess, which is the right cloud for the right workload. So I can go on and on about this. You know, we've talked to so many customers, but this is in a nutshell. You know, the use cases and workloads that we are delivering to customers right out the gate. >> Well, Monica, I'd love to hear a little bit about the customers that have had early access to this. What customer stories can you share? Understand of course? You're probably going to need to anonymize. But, I'd like to understand, how they've been leveraging clusters, the value that they're getting from it. >> Absolutely. We've been working with a number of customers. And I'll give you a few examples. There's a customer in Australia, I'll start with that. And they basically run a big event that happens every five years for them. And that they have to scale something to 24 million people. Now imagine, if they have to keep capacity on site, anticipating the needs for five years in a row, well, they can't do that. And the big event is going to happen next year for them. So they are getting ready with now clusters, to really expand the VDI environments into the cloud, in a big way with AWS. So from Nutanix on-prem to AWS, and expand VDI and burst into the cloud. So that's one example. That's obviously when you have an event-driven capacity bursting into the cloud. Another customer, who is in the insurance business. For them, DR is of course very important. I mean, DR is important for every industry in every business. But for them, they realize that they need to be able to, transparently run the applications in the case of a disaster on the cloud. So they've been using non Nutanix Clusters with AWS to do that. Another customer is looking at lifting and shifting some of the database applications into, AWS with Nutanix, for example. And then we have yet another customer who's looking at retiring, their a part of the data center estate, and moving that completely to AWS, with Nutanix as a backbone, Nutanix Clusters as a backbone. I mean, and we have tons of examples of customers who during COVID, for example, were able to burst capacity, and spin up hundreds and thousands of remote employees, using clusters into AWS cloud. Using Citrix also by the way, as the desktop provider. So again, I can go on, we have tons of customers. There's obviously a big demand for the solution. Because now it's so easy to use. We have customers, really surprised going, "Wait, I now have built a whole hybrid card within an hour. And I was able to scale from, six nodes, to 60 nodes, just like that, on AWS cloud from on-prem six nodes, to 16 in AWS cloud. Our customers are really, really pleasantly surprised with the ease of use, and how quickly they can scale, using clusters in AWS. >> Yeah. Tarkan I have to imagine that, this is a real change for the conversation you have with customers. I mean, Nutanix has been partner with AWS for a number of years. I remember the first time that I saw Nutanix, at the reinvent show. But, cloud is definitely front and center, in a lot of your customer's conversations. So, with your partners, with your customers, has to be just a whole different aspect, to the conversations that you can have. >> Actually Stu, as you heard from Monica too. As I mentioned earlier, this is not just a destination for the customers, right? I know you using these buzzwords, at the end of day, there's an open end model. If it's an open end model they want to take advantage of, to cut costs and do more with less. So in that context, as you heard, even in this conversation, there is many pinpoint in this. Like again, being able to move the workloads from location to location, cost optimize those things, provide a streamlined operations. Again, as Monica suggested, making the apps, and the data relating those apps mobile, and obviously provide built-in networking capabilities. All those capabilities make it easier for them to cut costs. So we're hearing constantly, from the enterprises is small and large, private sector and public sector, nothing different. Clearly they have options. They want to have the freedom of choice. Some of these workloads are going to run on-prem, some of them off prem. And off prem is going to have, tons of different radiations. So in that context, as I mentioned earlier, we have our own cloud as well. We provide 20 plus skews to 17,000 customers around the world. It's a $2 billion software business run rate is as you know. And, a lot of those questions on-prem customers now, also coming to our own cloud services. With cloud partners, we have our own cloud services, with our own billing, payments, logistics, and service capabilities. With a credit card, you can actually, you can do DR. (mumbles) a service to Nutanix itself. But some of these customers also want to go be able to go to AWS, or Azure, or to a local service provider. Sometimes it's US companies, we think US only. But think about this, this is a global phenomenon. I have customers in India. We have customers in Australia as Monica talked about. In China, in Japan, in Germany. And some of these enterprise customers, public sector customers, they want to DR, Disaster Recovery as a service to a local service provider, within the country. Because of the new data governance, laws and security concerns, they don't want the data and us, to go outside of the boundaries of the country. In some cases, in the same continent, if you're in Switzerland, not even forget about the country, the same city. So we want to make sure, we give capabilities for customers, use the cloud as an operating model the way they want. And as part of this, just you know Stu, you're not alone in this, we can not do this alone. We have, tremendous level of partner support as you're going to see in the new announcements. From HP as one of our key partners, Lenovo, AMD, Intel, Fujitsu, Citrix for end user computing. You're partnering with Palo Alto networks for security, Azure partners, as you know we support (indistinct). We have partners like Red Hat, whose in tons of work in the Linux front. We partnered with IBM, we partner with Dell. So, the ecosystem makes it so much easier for our customers, especially with this pandemic backdrop. And I think what you're going to see from Nutanix, more partners, more customer proof points, to help the customers innovate the cut costs, in this difficult backdrop. Especially for the next 24 months, I think what you're going to see is, tremendous so to speak adoption, of this multicloud approach that you're focusing on right now. >> Yeah, and let me add, I know our partner list is long. So Tarkan also, we have the global size, of course. The WebPros, and HCL, and TCS, and Capgemini, and Zensar, you name it all. We're working with all of them to bring clusters based solutions to market. And, for the entire Nutanix stack, also partners like Equinix and Yoda. So it's a long list of partnerships. The one thing I did want to bring up Stu, which I forgot to mention earlier, and Tarkan reminded me is a superior architecture. So why is it that Nutanix can deliver this now to customers, right? I mean, our customers have been trying to build hybrid cloud for a little while now, and work across multiple clouds. And, we know it's been complex. The reason why we are able to deliver this in the way we are, is because of our architecture. The way we've architected clusters with AWS is, it's built in native network integration. And what that means is, if your customer and end user who's a practitioner, you can literally see the Nutanix VMs, in the same space as Amazon VMs. So for a customer, it's in the exact same space, it's really easy to then use other AWS services. And we bypass any, complex and latency issues with networking, because we are exactly part of AWS VPC for the customer. And also, the customers can use by the way, the Amazon credits, with the way we've architected this. And we allow for bringing your own license, by the way. That's the other true part about simplicity is, same license that our customers use on-premises today for Nutanix, can be brought exactly the same way to AWS, if they choose to. And now of course, we do also offer other licensing models that are cloud only. But I want to point out that DVIOL is something that we are very proud of. It's truly enabling, bring your own license to AWS cloud in this case. >> Well, it's interesting, Monica. Of course, one of the things everybody's watched of Nutanix over the last few years is that move, from an appliance primarily to a software model. And, as an industry as a whole, it's much more moving to the cloud model for pricing. And it sounds like, that's the primary model with some flexibility and options that you have, when you're talking about the cluster solution here, is that correct? >> Yeah, we also offer the pay as you go model of course, and cloud as popular. So, customers can decide they just want to pay for the amount they use, that's fine. Or they can bring their existing on-prem license, to AWS. Or we also have a commit model, where they commit for a certain capacity for the year, and they go with that. So we have two or three different kinds of models. Again, going with the freedom of choice for our customers. We offer them different models they can choose from. But to me, the best part is to bring your own license model. That's again, a true hybrid pricing model here. They can choose to use Nutanix where they want to. >> Yeah. Well, and Monica, I'm glad you brought up some of the architectural pieces here. 'Cause you talked about all the partners that you have out there. If I'm sitting in the partner world, I've been heard nothing over the last few years, but I've been inundated by all of the hybrid solutions. So, every public cloud provider, including AWS now, is talking about hybrid solutions. You've got virtualization players, infrastructure players, all talking out there. So, architecture you talked a bit about. Anything else, key differentiators that you want people to understand, as what sets Nutanix apart from the crowd, when it comes to hybrid cloud. >> Well, like I said, it's because of our architecture, you can build a hybrid cloud in under an hour. I mean, prove to me if you can do with other providers. And again, I don't mean that, having that ego. But really, I mean, honestly for our customers, it's all about how can we, speed up a customer's experience to cloud. So, building a cloud under an hour, being able to truly manage it with a single plan, being able to move apps and data, with one click in many cases. And last but not least, the license portability. All of that together. I think the way, (indistinct) I've talked about this as, we may not have been the first to market, but we believe they are the best to market in this space today. That's what I would say. >> Tarkan and I'd love to hear a little bit of the vision. So, with Monica kind of alluded to, anybody that kind of digs underneath the covers is, it's bare metal offerings from the cloud providers that are enabling this technology. There was a certain partnership that AWS had, that enabled this, and now you're taking advantage of it. What do you feel when you look at clusters going forward, give us a little bit what should we be looking for, when it comes to AWS and maybe even beyond. >> Thank you Stu. Actually, is spot on question. Most companies in the space, they follow these buzzwords, right? (indistinct) multicloud. And when you killed on, you and you find out, okay, you support two cloud services, and you actually own some kind of a marketplace. And you're one of the 19,000 services. We don't see this as a multicloud. Our view is, complete freedom of choice. So our vision includes a couple of our private clouds, government clouds success with our customers. We've got enterprise commercial and public sector customers. Also delivered to them choice, with Nutanix is own cloud as I mentioned earlier. With our own billing payment, we're just as capable starting with DR as a service, Disaster Recovery as a service. But take that to next level, the database as a service, with VDI based up as a service, and other services that we deliver. But on top of that also, as Monica talked about earlier, partnerships we have, with service providers, like Yoda in India, a lot going on with SoftBank in Japan, Brooklyn going on with OBH in France. And multiple countries that we are building this XSP (indistinct) telco relationships, give those international customers, choice within that own local region, in their own country, in some cases in their city, where they are, making sure the network latency is not an issue. Security, data governance, is not an issue. And obviously, third leg of this multilayer stool is, hyperscalers themselves like AWS. AWS has been a phenomenal partner, working with Doug (indistinct), Matt Garmin, the executive team under Andy Jassy and Jeff Bezos, biggest super partners. Obviously, that bare metal service capability, is huge differentiator. And with the typical AWS simplicity. And obviously, with Nutanix simplicity coming together. But given choice to our customers as we move forward obviously, our customer set a multicloud strategy. So I'm reading an amazing book called Silk Roads. It's an amazing book. I strongly suggest you all read it. It's all talking about partnerships. Throughout the history, those empires, those countries who have been successful, partnered well, connect the dots well. So that's what we're trying to learn from our own history. Connecting dots with the customers and partners as we talked about earlier. Working with companies that with Wipro. And we over deliver to the end user computer service called, best of a service door to desk. Database as a service, digital data services get that VA to other new services started in HCL and others. So all these things come together as a complete end to end strategy with our partners. So we want to make sure, as we move forward in upcoming weeks and months, you're going to see, these announcements coming up, one partner at a time. And obviously we are going to measure success, one customer at a time as we more forward with the strategy. >> All right. So Monica, you mentioned that if you were an existing Nutanix customer, you can spin up in the public cloud, in under an hour. I guess final question I have for you is, number one, if I'm not yet a Nutanix customer, is this something I could start in the public cloud. and leverage some capabilities? And, whether I'm an existing customer or a prospect, how do I get started with Nutanix Clusters? >> Absolutely. We are all about making it easy for our customers to get started. So in fact, I know seeing is believing. So if you go to nutanix.com today, you'll see we have a link there for something called a test drive. So we are giving our prospects, and customers the ability to go try this out. Either just take a tour, or even do a 30 day free trial today. So they can try it out. They can just get spun up in the cloud completely, and then connect to on-premises if they choose to. Or just, if they choose to stay in public cloud only with Nutanix, that's absolutely the customer choice. And I would say this is really, only the beginning for us as Tarkan was saying. I mean, I'm just really super excited about our future, and how we are going to enable customers, to use cloud for innovation going forward. In a really simple, manner that's cost efficient for our customers. >> All right. Well, Monica and Tarkan, thank you so much for sharing the updates. Congratulations to the team on bringing this solution out. And as you said, just the beginning. So, we look forward to, talking to you, your partners, and your customers going forward. >> Thank you so much. >> Thank you Stu. Thank you, Monica. >> Hi, and welcome back. We've just heard Nutanix's announcement about Nutanix Clusters on AWS, from Monica and Tarkan, And, to help understand some of the specific implications for the Asia Pacific and Japan region. Happy to welcome Justin Hurst, who is the CTO, for APJ with Nutanix. Justin, thanks for joining us. >> Well, thanks Stu. Thanks for having me. >> Absolutely. So, we know Justin of course, 2020, has had a lot of changes, for everyone globally. Heard some exciting news from your team. And, wondering if you can bring us inside the APJ region. And what will the impact specifically be for your customers in your region? >> Yeah, let's say, that's a great question. And, it has been a tremendously unusual year, of course, for everyone. We're all trying, to figure out how we can adapt. And how we can take this opportunity, to not only respond to the situation, but actually build our businesses in a way, that we can be more agile going forward. So, we're very excited about this announcement. And, the new capabilities it's going to bring to our customers in the region. >> Justin, one of the things we talk about is, right now, there's actually been an acceleration of how customers are looking to On-Ramp to the cloud. So when you look at the solution, what's the operational impact of Nutanix Clusters? And that acceleration to the cloud? >> Well, sure. And I think that, is really what we're trying to accomplish here, with this new technology is to take away a lot of the pain, in onboarding to the public cloud. For many customers I talk to, the cloud is aspirational at this point. They may be experimenting. They may have a few applications they've, spun up in the cloud or using a SaaS service. But really getting those core applications, into the public cloud, has been something they've struggled with. And so, by harmonizing the control plan and the data plan, between on-premises and the public cloud, we just completely remove that barrier, and allow that mobility, that's been, something people have really been looking forward to. >> All right, well, Justin, of course, the announcement being with AWS, is the global leader in public cloud. But we've seen the cluster solution, when has been discussed in earlier days, isn't necessarily only for AWS. So, what can you tell us about your customer's adoption with AWS, and maybe what we should look at down the road for clusters with other solutions? >> Yeah, for sure. Now of course, AWS is the global market leader, which is why we're so happy to have this launch event today of clusters on AWS. But with many of our customers, depending on their region, or their regulatory requirements, they may want to work as well, with other providers. And so when we built the Nutanix cluster solution, we were careful not to lock in, to any specific provider. Which gives us options going forward, to meet our customer demands, wherever they might be. >> All right. Well, when we look at cloud, of course, the implications are one of the things we need to think about. We've seen a number of hybrid solutions out there, that haven't necessarily been the most economical. So, what are the financial considerations, when we look at this solution? >> Yeah, definitely. I think when we look at using the public cloud, it's important not to bring along, the same operational mindset, as traditional on-premise infrastructure. And that's the power of the cloud, is the elasticity. And the ability to burst workloads, to grow and to shrink as needed. And so, to really help contain those costs, we've built in this amazing ability, to hibernate workloads. So that customers can run them, when they need them. Whether it's a seasonal business, whether it's something in education, where students are coming and going, for different terms. We've built this functionality, that allows you to take traditional applications that would normally run on-premises 24/7. And give them that elasticity of the public cloud, really combining the best of both worlds. And then, building tooling and automation around that. So it's not just guesswork. We can actually tell you, when to spin up a workload, or where to place a workload, to get the best financial impact. >> All right, Justin, final question for you is, this has been the works on Nutanix working on the cluster solution world for a bit now. What's exciting you, that you're going to be able to bring this to your customers? >> Yeah. There's a lot of new capabilities, that get unlocked by this new technology. I think about a customer I was talking to recently, that's expanding their business geographically. And, what they didn't want to do, was invest capital in building up a new data center, in a new region. Because here in APJ, the region is geographically vast, and connectivity can vary tremendously. And so for this company, to be able to spin up, a new data center effectively, in any AWS region around the world, really enables them to bring the data and the applications, to where they're expanding their business, without that capital outlay. And so, that's just one capability, that we're really excited about. And we think we'll have a big impact, in how people do business. And keeping those applications and data, close to where they're doing that business. >> All right. Well, Justin, thank you so much for giving us a look inside the APJ region. And congratulations to you and the team, on the Nutanix Clusters announcement. >> Thanks so much for having me Stu. >> All right. And thank you for watching I'm Stu Miniman. Thank you for watching theCUBE. (soft music)

>> From around the globe, it's theCUBE. With digital coverage of a special announcement, brought to you by Nutanix. >> Hi, I'm Stu Miniman. And I want to welcome you to this special event that we are doing with Nutanix. Of course, in 2020 many things have changed and that has changed some of the priorities for many companies out there, acceleration of cloud adoption, absolutely has been there. I've talked to many companies that were dipping their toe or thinking about where they were going to the cloud and of course it's rapidly moved to accelerate to be able to leverage work from home, remote contact centers and the like. So we have to think about how we can accelerate what's happening and make sure that our workforce and our customers are all taken care of. So at one of the front seats of this is of course companies working to help modernize customers out there and Nutanix is part of that discussion. So I want to welcome to join us for this special discussion of cloud and Nutanix, I've two of our CUBE alumnis. First of all, we have Monica Kumar, she's the Senior vice President of Product with Nutanix and Tarkan Maner, who's a relative newcomer, second time on theCUBE in his new role, many-time guest previously. Tarkan is the Chief Commercial Officer with Nutanix. Monica and Tarkan, thank you so much for joining us. >> Thank you so much. So happy to be back on theCUBE. >> Yeah, Thank you. >> All right, so Tarkan as I was teeing up, we know that IT staffs in general, CIO specifically, and companies overall, are under a lot of pressure in general, but in 2020, there are new pressures on them. So why don't you explain to us the special cloud announcement, tell us what's Nutanix's launching and why it's so important today. >> So first of all, thank you. Glad to be here with Monica. Basically, you and I spent some time with a few customers in the past few weeks and months. I'll tell you the things in our industry are changing at a pace that we've never seen before, especially with this pandemic backdrop as we're going through. And obviously all the economic challenges that creates beyond the obviously health challenges and across the globe, all the pain it creates, but also create some opportunities for our customers and partners to deliver solutions to our enterprise customers and commercial customers and public sector customers in multiple industries. From healthcare, obviously very importantly, to manufacturing, to supply chains and to all the other industries, including financial services and public sector again. So in that context and Monica knows this well as she's our leader in our strategy, we're putting lots of effort in this new multi-cloud strategy as a company. As you know Stu well, Nutanix wrote the book in digital infrastructures with its own hyperconverged infrastructure story. Now they're taking that next level via our data center solutions, via DevOps solutions and end user computer solutions now in multi-cloud fashion, working with partners like AWS. So in this launch, we have our new hybrid cloud infrastructure, Nutanix Clusters product now available on AWS. We are super excited. We have more than 20 tech firms and customers and partners at senior executive level support in this big launch. Timing is usually important because of this pandemic backdrop. And the goal is obviously to help our customers save money, focus on what's important for them, save money for them and making sure they streamline their IT operations. So it's a huge launch for us and we're super excited about it. >> Yeah, and the one thing I would add to what Tarkan said Stu is, look, we talked to a lot of customers and obviously cloud is the constant in terms of enabling innovation. But I think more with COVID, what's on top of mind is also how do we use cloud for innovation, but really be intelligent about cost optimization. So with this new announcement, what we're excited about is we're making really a hybrid cloud a reality across public and private cloud, but also making sure customers get the cost efficiency they need when they're deploying the solution. So we are super excited to bring true hybrid cloud offering with AWS to the market today. Well, I can tell you Nutanix Clusters is absolutely one of the exciting technologies I've enjoyed watching and getting ready for. And of course, a partnership with the largest public cloud player out there, AWS, is really important. When I think about Nutanix from the earliest days, the word that we always used for the HCI space in Nutanix specifically, was simplicity. Anybody in the tech space know that true simplicity is really hard to do. When I think about cloud, when I think about multi-cloud, simplicity's not the first thing that I think of. So Tarkan, help us connect, how is Nutanix going to extend the simplicity that it's done for so long now in the data center into places like AWS with this solution? >> So, Stu, you're right on, spot on. Look, Monica and I spend a lot of time with our customers. One thing about an Nutanix executive team we're very customer driven, and I'm not just saying this to make a point. We really spent tons of time with them because our solutions are basically so critical for them to run their businesses. So just recently, I was with a senior executive of an airline right before that Monica and I spent time with one of the largest banks in the world in France, in Paris, right before pandemic, we were actually traveling, talking to not only the CIO, the Chief Operating Officer on one of these huge banks, and the biggest issue was how these companies are trying to basically adjust their plans, business plans. I'm not talking about tech plans, IT plans, the business plans around this backdrop that the economic stress and obviously now pandemic is in a big way. One of the CIOs told me, it was an airline executive, "Look, Tarkan, in the next 12 months, my business might be half of what it is today. And I need to do more with less in so many different ways, while I'm cutting cost." So it's a tough time. So in that context is to, you're actually right, multi-cloud is a difficult proposition, but it's critical for these companies to manage their cost structures across multiple operating models. Cloud to us is not a destination. It's a means to an end. It is an operating model. At the end of the day, the differentiation is through the software. The unique software that we provide from digital infrastructures to deliver end to end discreet data center solutions, DevOps solutions for developers, as well as for end user computing individuals, to make you sure to take advantage of these VDI desktop-as-a-service capability. So in that context, what we're providing now, to these CIOs who are going through this difficult time is a platform in which they can move their workloads from cloud to cloud based on their needs, the freedom of choice. Look, one of these big banks that Monica and I visited in France, huge global bank, they have a workloads on AWS, they have workloads on Azure, they have workloads on Google, they have workloads on Trans Telecom, the local SP, they have workloads in Germany, they have workloads on cloud service providers in Asia, in Taiwan and other locations, On top of that, they're also using Nutanix on-prem as well as Nutanix cloud, our own cloud services for DR. And for them, this is not just a destination, this is an operating model. So the biggest request from them is, "Look, can you guys make this cost effective? Can we use all these operating models and move our data and applications from cloud to cloud?" In simple terms, can we get some flexibility with commits as well as with the credits they paid for so far? And those are the things we're working on, and I'm sure Monica is going to get a little bit more into detail as we talk though this. We're super excited to start this journey with AWS with this launch, but we're not going to stop there. Our goal is, we just discussed it with Monica earlier, provide freedom of choice across multiple clouds both on-prem and off-prem for our customers to cut costs and to focus on what's important for them. >> Yeah, and I would just add to sum it up, we are really simplifying the multi-cloud complexity for our customers. And I can go into more details but that's really the gist of it. Is what Nutanix is doing with this announcement and more coming up in the future. >> Well, Monica, when I think about customers and how do they decide what stays in their data center, what goes into the public cloud, it's really their application portfolio. I need to look at my workloads, I need to look at my skillset. So when I look at the Cluster solution, what are some of the key use cases? What workloads are going to be the first ones that you expect or you're having customers use with it today? >> Sure, and as we talk to customer too, there's clearly few key use cases that they've been trying to build a hybrid strategy around. The first few ones are bursting into cloud. In case of sudden demand, how do I burst and scale my, let's say, VDI environment or database environment into the cloud? So that's clearly one that many of our customers want to be able to do simply and without having to incur this extreme complexity of managing these environments. Number two, it's about DR. And we saw it with COVID, business continuity became a big deal for many organizations. They weren't prepared for it. So the ability to actually spin up your applications and data in the cloud seamlessly in case of a disaster, that's another big use case. The third one, which many customers talk about is can I lift and shift my applications as is into the cloud without having to rewrite a single line of code or without having to rewrite all of it? That's another one. And last but not least, the one that we're also hearing a lot about is how do I extend my current applications by using cloud native services that are available on public cloud? So those are four, there's many more, of course, but in terms of workloads, I mentioned two examples, VDI, which is virtual desktop infrastructure, end user computing and also databases. More and more of our customers don't want to invest, in again, having on premises data center assets, sitting there idly and wait for when the capacity surges, the demand for capacity surges, they want to be able to do that in the cloud. So I'd say those are the few use cases and workloads. One thing I want to go back to, what Tarkan was talking about, really there are three key reasons why the current hybrid cloud solutions haven't really panned out for customers. Number one, it's having a unified management environment across public and private cloud. There's a few solutions out there, but none of them have proved to be simple enough to actually put into real execution. With Nutanix, the one thing you can do is literally build a hybrid cloud within under an hour. Under an hour, you can spin up Nutanix Clusters which you have on premises, the same exact Cluster in Amazon. Under one hour. There you go. And you have the same exact management plane that we offer on-prem that now can manage your AWS Nutanix Clusters. It's that easy, right? And then you can easily move your data and applications across, if you choose to. You want to move and burst into cloud, public cloud? Do it. You want to keep some stuff on-prem? Do it. If you want to develop in the cloud, do it. Want to keep production on-prem, do it. Single management plane, seamless mobility. And the third point is about cost. Simplicity of managing the costs making sure you know how are you going to incur costs? How about if you can hibernate your AWS cluster when you're not using it? We have the capability now in our software to do that. How about knowing where to place, which workload, which workload goes into public node, which stays on-premises. We have an amazing tool called Beam that gives the customers that ability to assess which is the right cloud for the right workload. So I can go on and on about this, we've talked to so many customers, but this is in a nutshell, the use cases and workloads that we are delivering to customers right out the gate. >> Well, Monica, I'd love to hear a little bit about the customers that have had an early access to this. What customer stories can you share? Understand, of course, you're probably going to need to anonymize, but I'd like to understand how they've been leveraging Clusters, the value that they're getting from it. >> Absolutely. We've been working with a number of customers. And I'll give you a few examples. There's a customer in Australia. I'll start with that. And they basically run a big event that happens every five years for them. And that they have to scale something to 24 million people. Now imagine if they have to keep capacity on site, anticipating the needs for five years in a row. Well, they can't do that. And the big event is going to happen next year for them. So they're getting ready with our Clusters to really expand the VDI environments into the cloud in a big way with AWS. So from Nutanix on-prem to AWS and expand VDI and burst into the cloud. So that's one example. That's obviously when you have an event driven capacity bursting into the cloud. Another customer who is in the insurance business. For them DR Is of course very important. I mean, DR is important for every industry and every business, but for them they realize that they need to be able to transparently run their applications in the case of a disaster on the cloud. So they've been using Nutanix Clusters with AWS to do that. Another customer is looking at lifting and shifting some of their database applications into AWS with Nutanix, for example. And then we have yet another customer who's looking at retiring a part of the data center estate and moving that completely to AWS with Nutanix as a backbone, Nutanix Clusters as the backbone. I mean, and we have tons of examples of customers who during COVID, for example, were able to burst capacity and spin up remote, hundreds and thousands of remote employees using Clusters into AWS cloud, using Citrix also by the way, as the desktop provider. So again, I can go on, we have tons of customers. There's obviously a big demand for this solution because now it's so easy to use. We have customers really surprised going, "Wait, I have built a whole hybrid cloud within an hour? And I was able to scale from six nodes to 16 nodes just like that on AWS cloud from on prem six nodes to 16 and AWS cloud? Our customers are really, really pleasantly surprised with the ease of use and how quickly they can scale using Clusters in AWS. >> Yeah, Tarkan, I have to imagine that this is a real change for the conversations that you have with customers. I mean, Nutanix has been partnering with AWS for a number of years. I remember the first time that I saw Nutanix at the re:Invent show, but cloud is definitely front and center in a lot of your customer's conversations. So with your partners, with your customers, has to be just a whole different aspect to the conversations that you can have. >> Absolutely, Stu. As you heard from Monica too, as I mentioned earlier, this is not just a destination for the customers. I know you using these buzzwords, at the end of day, it's an operating model. It's an operating model they want to take advantage of to cut costs and do more with less. So in that context, as you heard even in this conversation, there isn't any pain point in this. Like, again, being able to move the workloads from location to location, cost-optimize those things, provide a streamlined operations, again, as Monica suggested, making the apps and the data related to those apps mobile, and obviously provide built-in networking capabilities, all those capabilities make it easier for them to cut costs. So what we're hearing constantly from the enterprises is, small and large, private sector and public sector, nothing different, clearly they have options, they want to have the freedom of choice, some of these workloads are going to run on-prem, some of them off-prem and off-prem is going to have tons of different variations. So in that context, as I mentioned earlier, we have our own cloud as well. We provide 20 plus SKUs to 17,000 customers around the world. There's a $2 billion software business run rate as you know and a lot of those customers, on-prem customers, now are also coming to our own cloud services with cloud partners we have our own cloud services with our own billing, payments, logistics, and service capabilities, fit a credit card, you can do DR it's actually come with this service to Nutanix itself. But some of these customers also want to be able to go to AWS or Azure or to a local service provider. Sometimes as US companies we think US only, but think about this, this is a global phenomenon. I have customers in India. We have customers in Australia as Monica talked about. In China, in Japan, in Germany. And some of these enterprise customers, public sector customers, they want a DR, Disaster Recovery as a service to a local service provider within the country. Because of the new data governance laws and security concerns, they don't want the data and apps to go outside of the boundaries of the country, in some cases in the same town. If you're in Switzerland, forget about the country, the same city. So we want to make sure we give capabilities to customers, use the cloud as an operating model the way they want. And as part of this, Stu, we're not alone on this. We can not do this alone. We have tremendous level of partner support as you're going to see the announcements from HP as one of our key partners, Lenovo, AMD, Intel, Fujitsu, Citrix for end user computing, we're partnering with Palo Alto Networks for security, a slew of partners, as you know we support VMware ESXi. We have partners like Red Hat who's done tons of work in the Linux front, we partnered with IBM, we partnered with Dell. So the ecosystem makes it so much easier for our customers, especially in this pandemic backdrop. And I think what you're going to see from Nutanix, more partners, more customer proof points to help the customers at end of the day to cut costs in this typical backdrop. Especially for the next 24 months, I think what you're going to see is tremendous, so to speak, adoption of this multi-cloud approach that we're focusing on right now. >> Yeah. And let me add, I know a partner list is long. So, Tarkan also we have the global size, of course, the Wipro and HCL and TCS and Capgemini and Zensar, you name it all. We're working with all of them to bring Clusters based solutions to market. And for the entire Nutanix stack, also partners like Equinix and Yotta. So it's a long list of partnerships. The one thing I did want to bring up Stu which I forgot to mention earlier and Tarkan reminded me, is our superior architecture. So why is it that Nutanix can deliver this now to customers? I mean, our customers have been trying to build hybrid cloud for a little while now and work across multiple clouds and we know it's been complex. The reason why we are able to deliver this in the way we are, is because of our architecture. The way we've architected Clusters with AWS it's a built-in native network integration. And what that means is if your customer and end user who's a practitioner, you can literally see the Nutanix VMs in the same space as Amazon VMs. So for a customer, it's in the exact same space, it's really easy to then use other AWS services and we bypass any complex and latency issues with networking because we're exactly part of AWS VPC for the customer. And also, the customers can use by the way, their Amazon credits with the way we've architected this. We allow for bringing your own license, by the way, that's the other true part about, simplicity is same license that our customers use on-premises today for Nutanix can be brought exactly the same way to AWS, if they choose to. And, of course, we do also offer other licensing models that are cloud only, but I want to point out that BYOL is, is something that we're very proud of. It's truly enabling bring your own license to AWS cloud in this case. >> Well, it's interesting, Monica. Of course, one of the things everybody's watched of Nutanix over the last few years is that move from an appliance primarily to a software model and as an industry as a whole, it's much more moving to the cloud model for pricing. And it sounds like that's the primary model with some flexibility and options that you have when you're talking about the Clusters solution here, is that correct? >> Yeah, we also offer the pay as you go model of course, on cloud it's popular. So customers can decide they just want to pay for the amount they use, that's fine, or they can bring their existing on-prem license to AWS, or we also have a commit model where they commit for a certain capacity for the year and they go with that. So we have two or three different kinds of models. Again, going with the freedom of choice for our customers, we offer them different models they can choose from. But to me, the best part is to bring own license model. That's again, a true hybrid pricing model here. They can choose to use Nutanix where they want to. >> Yeah, well, and, and Monica, I'm glad you brought up some of the architectural pieces here. Because you talked about all the partners that you have out there, if I'm sitting in the partner world, I've been heard nothing over the last few years, but I've been inundated by all the hybrid solutions. So every public cloud provider, including AWS now, is talking about hybrid solutions. You've got virtualization players, infrastructure players, all talking out there. So architecture, you talked a bit about, anything else, key differentiators that you want people to understand as what sets Nutanix apart from the crowd when it comes to hybrid cloud? >> Well, like I said, it's because of our architecture, you can build a hybrid cloud in under an hour. I mean, prove to me if you can do with other providers. And again, I don't mean that, having that ego, but really, honestly for our customers, it's all about how can we speed up a customer's experience to cloud. So building a cloud under an hour, being able to truly manage it with a single plane, being able to move apps and data with one click in many cases and last but not least the license portability, all of that together, I think the way, Dheeraj our CEO sums it and Tarkan have talked about this is, we may not have been the first to market, but we believe we're the best to market in this space today. That's what I would say. >> Now, Tarkan, I'd love to hear a little bit of the vision. So as Monica alluded to, anybody that digs underneath the covers it's bare metal offerings from the cloud providers that are enabling this technology. There was a certain partnership that AWS had that enabled this and now you're taking advantage of it. When you look at Clusters going forward, give us a little bit, what should we be looking for when it comes to AWS and maybe even beyond? >> Thank you, Stu, actually spot on question. Most companies in this space, they follow these buzzwords like, "Oh, multi-cloud." And when you drill-down and you find out, okay, you support two cloud services and you actually own some kind of a marketplace and you're one of the 19,000 services, you don't see this as a multi-cloud. Our view is complete freedom of choice. So our vision includes a couple of our private clouds, government cloud success with our customers, with enterprise, commercial and public sector customers also delivered to them choice with Nutanix's own cloud, as I mentioned earlier, with our own billing payment, logistics capabilities starting with DR as a service, disaster recovery as a service. But take that next level, the database as a service, VDI, desktop as a service and other services that we deliver. But on top of that, also as Monica talked about earlier, partnerships we have with service providers like Yotta in India, work going on with SoftBank in Japan, work going on with OVH in France and multiple countries that we're building this XSP service provider- customer relationships, give those international customers choice within their own local region in their own country, in some cases, even in their city where they are making sure the network latency is not an issue, security, data governance is not an issue. And obviously, third leg of this multi legged stool is hyperscalers themselves, like AWS. AWS has been a phenomenal partner working with Doug Hume, Matt Garmin, the executive team under Andy Jassy and Jeff Bezos they're just super partners, obviously that bare metal service capability is huge differentiator and typical AWS simplicity, and obviously data simplicity coming together, but giving choice to our customers has we move forward, obviously our customers have a multi-cloud strategy. So I'm reading an amazing book called "Silk Roads." It's an amazing book. I strongly suggest you all read it. It's all talking about partnerships. Throughout history, those empires, those countries who've been successful, partnered well, connect dots well. So that's what we're trying to learn from our own history, connecting the dots with the customers and partners as we talked about earlier, working with companies like Wipro and we all deliver an end user computing service called desktop-as-a-service virtual desk, database as a service, digital data services we have, few other new services started in HCL and others. So all these things come up together as a complete end to end strategy with our partners. So we want to make sure as we move forward, in upcoming weeks and months, your going to see these announcements coming up one partner at a time and obviously we're going to measure success one customer at a time as we move forward with this strategy. >> All right, so Monica, you mentioned that if you were an existing Nutanix customer, you can spin up in the public cloud in under an hour, I guess final the question I have for you is number one, if I'm not yet a Nutanix customer, is this something I could start in the public cloud and leverage some capabilities and whether I'm an existing customer or a prospect, how do I get started with Nutanix Clusters? >> Absolutely, we're all about making it easy for our customers to get started. So in fact, I know seeing is believing, so if you go to nutanix.com today, you'll see we have a link there for something called a test drive. So we are giving our prospects and customers the ability to go try this out, either just take a tour or even do a 30 day free trial today. So they can try it out, they can just get spun up in the cloud completely and then connect on premises if they choose to, or if they just sustain public cloud only with Nutanix, that's absolutely the customer choice. And I would say, this is really only the beginning for us as Tarkan saying. Our future, I mean, I'm just really super excited about our feature and how we're going to enable customers to use cloud for innovation going forward in a really simple manner that's cost efficient for our customers. >> All right. Well, Monica and Tarkan, thank you so much for sharing the updates. Congratulations to the team on bringing this solution out. And as you said, just the beginning so we look forward to talking to you, your partners and your customers going forward. >> Thank you so much. >> Thank you, Stu, thank you, Monica. >> All right, for Tarkan and Monica, I'm Stu Miniman with theCUBE. Thank you as always for watching this special Nutanix announcement. (upbeat music)

>> From the Aria Resort in Las Vegas, it's theCUBE covering AWS Marketplace. (upbeat music) Brought to you by Amazon Web Services. (crowd talking) >> Hey, welcome back everybody. Jeff Frick here with theCUBE. We're at AWS re:Invent 2018, it's a ton of people. We're actually are not in the Sands tonight, we're kicking things off at the Aria at a place called the Quad. It's the AWS Marketplace and Service Catalog Experience Hub. Come on by, they got the foosball, the liquor's out, the food is out, and really kicking off a great event. We're excited to have a first-timer to theCUBE, but a long-timer from the industry. He's Mike Silvey, co-founder and EVP of Moogsoft. Mike, great to see you. >> Thank you very much. >> So it's a little early to ask you your impressions of the show, I'd love to ask you on Thursday afternoon, but so far, what do you think? >> Pretty good, I mean, I've been busy all day. The booth's been, you know, obviously just starting, but we've had meetings with everybody all day so far, and yeah, crazy. >> It's a show like no other. It's really something else. >> Well for a company outside, it's really cool, because we've got a couple of events here at the Quad, on machine learning and on DevOps. We got a booth. We got people you showcase elsewhere. And yeah, very, very, cool. Lovely. >> Right and you're on theCUBE. >> I'm on theCUBE. Hi. >> So for people that aren't familiar with Moogsoft, give us just kind of the quick overview. >> Okay, yeah, so we set up the company to really help transform the economics of the digital migration. So what we mean by that is, you as well know, and all the statistics show that the more you move to modularized software and take advantage of the cloud with Agile, the more costly your operations costs are. In other words, your development productivity goes down because you spent more time doing operations than they do developing. So what we're here to do is make sure that our customers who are all major enterprise corporations, they've got a hybrid world of major enterprise on-premise and then their cloud transition. We're making sure that they can transform, stay agile, but while increasing the development productivity and reducing their operation's costs. It's as simple as that. >> Right, but you were coming at it from a kind of a different perspective. We talked a little bit before we turned the cameras on. You guys are investing really heavily in core technology. Not necessarily building a big sales force or building a big marketing department, but really core technology. So I wonder if you can kind of talk about that strategy and your pursuit of really going down that path. >> Yeah, no, fair. So I guess it comes from our background. If you look at our history, we did ... Well, some of those managers you mentioned. >> I wasn't going to say anything. >> That's a long way back. I'm very old. We did Micromuse years ago at a time of the client server transformation, we did RiverSoft at the time of the dot com boom, and then moved to root cause. You know, today we're in this digital transformation where single faults no longer cause issues. It's a combination of faults over here and micro-changes over there that lead to some kind of service or capacity degradation that leads to customer impact. And the problem our customers have is detecting that impact before the end users are impacted. Our perceived competitors out there, folks like Splunk and ServiceNow, no investment in IP. They're trying to take all technologies and all techniques to solve a problem that they just can't solve. What we've done is invested in unique IP for that problem. So far, 44 patents at this time. We've invested in a huge number of PhD scientists to achieve what we've done. And we've developed some specific technology, for our machine learning, AI, collaborative and social operations to really give you that economic value. >> Right, because your mission is really AI for IT ops, right? >> That's right, perfect. >> I pulled it right off the website. >> Nice. Yeah, so really what that stands for is earlier detection of actual issues. Now on that case, there's an airline that is American that I can't mention, so you can't use it on camera, who last year had a rather public outage. So they had a six hour outage where they were unable to schedule flights because the grand handling software failed. This year, they have Moogsoft. Our software detected an incident that they could action earlier, resolve before it impacted their grand handling system. They realized that if our software hadn't shown them that issue, unknown, unknown, they would have had a four and a half hour minimum outage of flights across the U.S. >> That's expensive. >> Quite expensive. Thank you. (Jeff laughs) So early detection, fewer actual issues, so you think, you've got DevOps teams. One DevOps team has an issue, normally the rest of the teams are impacted, they all spend time investigating. With our software, we show the team that's got the issues, that got the problem. We show everybody their collateral damage, don't waste time. So we improve the productivity there and then we help them remediate much earlier without customer impact, so there you are. >> So we're here at the AWS Marketplace Experience. That's a mouthful. But I'd just love to get your perspective on you said specifically you guys are targeting a lot of investment in IP. How does partnering with Amazon and the Marketplace enable you to really build the company differently than, as you said back in the old days, when you didn't have really kind of a distribution opportunity like this? >> Good question, so I guess we started the company as an on-premise product targeting very large corporations. The kinds of customers we have ... HCL the MSP space, Wipro the MSP space, people like GoDaddy, Yahoo, folks like that, and then some financial services. We started in the on-prem world, and as those customers have started their migration to hybrid, it became really clear that Amazon was focusing on that area as well. And what the AWS Marketplace has allowed us to do is massively shorten frankly our sales cycle with our customers with very large scale deals. But also help those customers adopt our software much more quickly as well. It works really well for Amazon, it works really well for our customers, and works really well for us. Earlier value, you had much bigger customer adoption much more quickly and the Marketplace benefits because we help those customers transition over to the Marketplace much more quickly as well. To take advantage of Agile. >> Right, and I don't think a lot of people give enough credit, especially for a smaller company, how hard it is to do business with a big company. Not because of anything with the technology, but just in terms of getting through, getting it, being it approved. >> Commercials. >> Just being an approved vendor, you say the commercials can be the biggest hurdle to actually closing the deal. It has nothing to do with whether the buyer wants to buy it or whether it's a great technology fit. So by using the Marketplace, you basically just taking all that difficulty right off the table. >> The Marketplace has the enterprise contract. If the customer has an enterprise contract, they could just buy our software, no EULA, no commercials with us. That's it, thank you very much. We get paid, everybody's happy. And those customers get to save money as well, but I probably shouldn't say that. (Jeff laughs) And then how's it been just working with Amazon as a partner? Some people are scared. They're like, "You know, they're so big. "And if they find something they like, they're just going to "roll up it in the big machine." So how's it been working with Amazon as a partner? >> Quite amazing actually. I don't want to get to sycophantic with Amazon here, but ... First, we were a tiny company really with 200 people. Okay, we're selling above our weight, I guess, with the customers we have. They changed the Marketplace to do deals for us. I've been amazed. So we founded the company on the principle we wanted to bring joy to our customers, meaning we wanted to be agile, customer focused very customer centric. I've never met a large corporation like Amazon who's so customer focused. So with particular customers, we've done Marketplace transactions. Very high value, very large scale. Amazon's changed the Marketplace in ours to facilitate those deals for the customers. I mean in terms of the engagements we have with the CloudWatch team and the CloudTrial and the AWS management teams, they're working with us on product changes to help those customers for us. It's really, really cool. Totally different experience. Something you don't expect from a very large corporation. >> Well, I think it's great 'cause you have alignment 'cause they really still care abut the customer first. They probably love having you as a partner, but not before they like the customer. It sounds like a good symbiotic relationship. >> It's been really good. >> All right, well, Mike, I'm going to track you down on Thursday night and get your impressions of the show. >> Super. >> Because you're going to be blown away. Thanks for taking a few minutes of your day. >> Thanks very much. Cheers. >> All right, he's Mike. I'm Jeff, you're watching theCUBE. We're at AWS Marketplace and Service Center Experience Hub at the Aria. Come on by. (upbeat music)

(intense orchestral music) >> Hi I'm Peter Burris, and welcome to another CUBE Conversation. Got a great conversation with a CMO today, we're going to spend some time talking about some of the changes affecting the tech industry, and specifically affecting marketing in the tech industry, and we're gonna be having that conversation with Meagen Eisenberg who's the CMO of MongoDB, Meagen welcome to theCUBE. >> Thank you, thank you for having me. >> Well so, we're gonna spend some time talking about a number of different things but MongoDB is an especially interesting company in the context of this conversation, why don't we start by tell us a little bit about MongoDB. >> Sure, MongoDB is a leading modern general database platform, downloaded by 35 million developers, and is used by the hottest private companies like Coinbase to storied brands like HSBC. >> So if we think about it, the reason why I think this is especially interesting is because MongoDB is an opensource company and so that means that that has some specific marketing challenges it recently went through an IPO, and the marketing role in IPO is especially interesting, but very importantly here's where I wanna start, that in many respects the tech industry has always been set up to sell products, and the proposition was I know about my product as a seller, you don't know that much about it, user, so I'm gonna spend an enormous amount of time bashing you about why my product is better, that's changed a bit, as we move to this digital transformation and the role that data plays in helping companies transform it's less about what the vendor's doing and more how the company utilized the technology it's kinda this underlying from a product orientation to a services orientation it has a continuous relationship. >> Yes, that's right. >> Especially in the opensource world where you have a continuous relationship with your developers. Tell us a little bit about how, at least in your experience at MongoDB, that relationship, that from a product orientation to a service, ongoing service orientation, affects marketing. >> Sure, I mean we think a lot about how are user are using the product. You know, we wanna win the hearts and minds of developers, they're out there building new ideas, they're using it, when we enter a company through one developer we have the opportunity to spread to many others you know, if we think of all size businesses there's thousands if not 10s of thousands of databases and applications, so we wanna make sure they have a great experience that we're collecting data that's useful to help them, and that it spreads to others. >> Now lemme amplify wat you just said, because again, we could go back and think about other technology companies where the role was to explain what a relational database was and why it was better than something else, and what you just described is no, we wanna create a community of users that are constantly developing their own visibility their own insight and our job is to call the best of that and use that as part of the marketing experience, do I got that right? >> Yeah, that's right. Developers are actually quite social, and when they're out there building or they find something new, they're creating apps, they're creating new tools, they're sharing that knowledge and so, from a marketing standpoint, we do a lot of work with developer relations building apps, out there speaking to language communities, we're out there at conferences really showing what the technology can do. >> So the, many years ago I had a conversation with a CEO who's now worth billions of dollars, and I asked specifically, I thought that marketing had been essential to his success, and he said something very interesting, he said ah, marketing, that's what I put between my engineers and my sales people so they don't kill each other. (Meagen laughs) That can't be the role of marketing in a community-oriented company. Tell us about how marketing stands in a collaborative relationship between, with product and sales at MongoDB. >> Sure, so, I mean for myself personally as a CMO, I think the success of marketing is it's relationships not only with sales but with engineering, and that they're really, sales I see as a internal customer, understanding what they need to be successful, making sure that we're talking to the right persona that we're helping them build pipeline we're putting tools out there that are helping the user go through the experience, and from a engineering standpoint, that we're collaborating, that there's a feedback loop as people are using the product we want it to be a frictionless experience when they meet us out in the field or they come to our website, and that part's important as a registering for the product, as they come in, as they start to use the product and making sure we all have access to that data it helps sales better do their job, engineering build a better product, and marketing better really hook, hook the user in. >> So marketing helps sustain that journey, but also, also being, ensuring that sales is getting the appropriate information and insight on what customers are doing, but it's much more, it's multi-nodal today, I mean people talk about multi-channel all the time, talk a bit about how you anticipate the engagement model changing as more personas get involved, as technology gets more deeply embedded into the risk profile changes, and very importantly, especially for a company like MongoDB, as the number of use cases explodes. >> Yes, yeah I mean it's a good point, we are, from a marketing standpoint we're going directed developers who wanna do self serve with our MongoDB Atlas product, all the way to the CIO and CTO, who are trying to digitally transform their businesses, and that's, they're all different channels, it's not just email, it's social, it's your website, it's how you interact with them in the field, it's supporting your sales team, it's our developers that are out there working in the field and building the product. So you're right, at MongoDB we have 28 technologies in our Martec stack, and we've sunset seven, so we've experimented with 35, and the reason is because there's a lot of work around website, making a better experience, there's work around social media, how we design what we put out there, what we're doing in the field, making sure every experience, every form you fill out is is really optimized for that customer experience. >> Yeah, it's creating some sort of value with customers, not a distraction, not an annoyance. But if you think about it, another CMO once said, here on theCUBE, that they kinda summarize some of the new role marketing, is that marketing is creating the community, and marking is sustaining the community, where a community really is defined as people who are doing something in common. So your customers are trying to imply this technology that has enormous flexibility, I'm gonna ask you to explain a little bit about that in a second, we're not gonna get too deep, to a lot of new use cases, and that's what your users are trying to do bringing those together so they can share insights share experience, improve the quality tool, speed the process, the rate at which it all happens, there's gotta be a central feature of the marketing mission at MongoDB, is that right? >> Yes, definitely, I mean we're very focused on the developer, their experience, winning their hearts and minds, and creating advocates, people and developers that come and use the product and love it and build upon it and have, you know, things that they've learned that they wanna share, we have a pretty detailed documentation for new folks, we have a MongoDB university where we've had over 800 thousand developers take courses, it's definitely a highly engaged group that wants to innovate, and they wanna use the hottest technology, they don't wanna be on Legacy. You know, Legacy databases came out 40 years ago, the likes of Oracle, right, that was designed before cloud before mobile, before the volume and variety of data that we have today, and so if you want to build new apps you have to do it in a new, modern way, and MongoDB is a real alternative to those Legacy databases. >> Yeah, so one of the things I think is especially important as we think about some of this stuff, ultimately is, you said you wanna build that, the developer community, and make sure that engagement's strong while at the same time, obviously, sustaining relationships with other personas who are gonna write the checks, probably through your sales organization. >> Yes, yes. >> What is the role of diffusing knowledge through a service, I mean do you have a university or do ya, how does content get designed and instrumented at MongoDB to catalyze that community activity? >> Yes, I mean content's very important, all the way from our developer advocates at relations are building content to educate developers, to help them learn about the product, use the product, and then for the C level execs that are trying to transform their businesses, they're trying to learn about microservices, blockchain, there's a lot of content, and we see it like HubSpot really educated the marketing community around inbound marketing, we're doing a lot of work to educate and work with developers and create that digital watering hole so they can learn what they need to build their next app. >> Especially on the idea of complex, rich, natural data. >> Yes that's right, we believe that MongoDB is the natural way and the best way to work with data, and you can put it where you want intelligently as well as the freedom to run it anywere, our MongoDB Atlas runs on all three major clouds, with AWS GCP and Azure, and that ability to migrate, we're on 54 different regions, so really anywhere in the world you want to have your app running, we've got it set up for you. >> So MongoDB as a database company is trying to reduce the limitations of how well database can handle more complex data, the engineering is using an opensource approach trying to ensure that there's a high quality offering associated with that promise, >> Sure. >> You're deploying it on a lot of different platforms, cloud, not cloud, so that people don't face fundamental infrastructure complaints as to try to get advantage of that, that creates an enormous number of opportunities for someone to come in and try it, the whole try by motion, or land and expand as people like to talk about. How is MongoDB refining that notion of land and expand through its marketing mission? >> Sure, I mean well certainly we're making it frictionless for you to sign up, self serve, you can go put a credit card in, we've got a free tier where you can quickly experiment, try it out, as your application grows and becomes mission critical we've got the tools that you need to maintain it, we've got security and all the features you would need to run a modern application, and we're, we've set it in a way where no matter where you are in the world or who you wanna collaborate with, it's easy for you, it's very frictionless for the developer, it's a natural way to develop, and you're not, you know, you're not worried about the operational overload that comes with relational or Legacy databases. >> So we've talked a little bit about how MongoDB is working with developers, let's pivot a little bit and talk about how MongoDB worked with potential investors. I've been fascinated by the role that marketing plays within IPOs, you've got finance with a very very well defined role, sales typically has a very well defined role, but marketing's trying to straddle that fine line between driving new volume, but being very careful about what you say and how you say it to keep people feeling confident and comfortable from a financial standpoint. You got, you joined MongoDB three years ago. >> Yes, yes three years ago. >> You had an IPO about halfway in your tenure. >> Yes. >> Tell us a little bit about that. >> Sure, I mean, October 2017 the company went public it was a very exciting time, certainly the first time that I had been with the company and taken them public, I was fortunate enough, our CEO Dev Ittycheria had done it multiple times as a leader and as a board member, and so he brought a lot of knowledge around that, and as a marketer you're thinking how do you stay within the guidelines but make sure everyone's aware of what you're doing, certainly if you've been doing it in the past you can keep doing, you know, if you're not hyping the market, you can keep doing what you've been doing you can keep running your events you can talk about the product, the day of is a really big day to get in front of media, I was really impressed by what the team did to align media interviews I think we had 24 different interviews in one day, and we had over 50 or 60 stories break within the next week or so. So that was exciting just, you know, that timing, 'cause you can't line those up too soon, you've gotta make sure everything's a go, and, you know, it really worked out and now we're just excited about the future of the market, 60 billion dollar market by 2020 according to IDC, so we've got a massive opportunity in front of us, so what can we do, certainly from a marketing standpoint, what do I need to be doing to get on that and work through that. >> So MongoDB is a growth company, you know, good solid set of employees, tell us a little bit about how marketing's role is gonna change in the next couple years, as MongoDB tries to grab more of this 60 billion dollar opportunity. >> Yeah, I mean we definitely have a strong vision around where we're going with our products and solutions as a database platform, we're doing a lot of work with partners, we've got some great stuff going on with SA- SIs like Accenture and Infosys and Wipro who have modern, you know, they're modernizing the tech stack and working with really large companies, and we're part of that offering, so we'll be working heavily with that. We're very close with the cloud vendors, with AWS and Microsoft Azure and GCP, so a lot of good work going around that and we'll continue to grow our cloud offering itself, Atlas, MongoDB Atlas, it's only been around two years, it's already 14% of our business now has grown 400% over the last year, and so we're excited to see-- >> Congratulations! That's not bad. (laughing) >> Thank you, yeah, thank you. That's a, you know, really exciting part of the business and so much moving to the cloud it's the right place to be, I feel like we've done a great job really, you know, looking at where we need to be and then highlighting that in the markets. >> So last question Meagen would be Mongo is carving out an interesting spot for itself within the marketplace and as you focus on customers, customers are increasingly dictating how the market's gonna evolve, it's an interesting dynamic, especially that community approach, but there's always efforts to pull it back, especially from some of the entrenched database competitors. How are you guys trying to both keep the focus in what the customer needs, drive them to this modernization while at the same time acknowledging, recognizing, that they can't change everything on day one, that you have to coexist? >> Yeah, so, I mean MongoDB is doing a lot of work around migrations, making it very easy and frictionless. If you're gonna move to the cloud, this is the perfect time to move off Legacy databases, and we see it with our customers, they're struggling with 40 year old technology they need a more modern approach, they want a single view of their data, they're dealing with so much of it, and it's the right time when they move to the cloud. So we're making sure our product is on all the major clouds, which it is, and all the regions, that we've got the tools that they need, and that that process is really simple. >> Alright, Meagen Eisenberg, CMO of MongoDB, thank you very much for being on theCUBE. >> Thank you for having me. >> It's been a great conversation, and once again, you will see additional CUBE Conversations, until next time I'm Peter Burris, thank you very much for watching. (intense orchestral music)