 Okay, we're back with the Cube's continuous coverage of HPE's latest GreenLake announcement the continuous cadence that we're seeing here You know when you're trying to figure out how to optimize workloads. It's getting more and more complex Data-driven workloads are coming in to the scene and so how do you know? With confidence how to configure your systems Keep your costs down and get the best performance and value for that So we're going to talk about that with me or Chris Shin who's the founder of cloud physics and a senior director of HPE Cloud physics and Sandeep Singh who's the vice president of storage marketing gents great to see you. Welcome, Dave It's a pleasure to be here. So let's talk about the problem first and deep if we could What are you guys trying to solve? What are you hearing from customers when they talk to you about their workloads and optimizing their workloads? Yeah, Dave, that's a great question. Overall what customers are asking for is just to simplify their world They want to be able to go faster line of business is asking IT Let's go faster. One of the things that cloud got right is that overall cloud operational experience That's bringing agility to organizations We've been on this journey of bringing this cloud operational agility to customers for their data state especially with HPE GreenLake as your cloud platform, right and We're doing that with you powering that with data-driven intelligence across the board we've been transforming that operational support experience with HPE Info site and What's Incredibly exciting is now we're talking about how we can transform that experience in that upfront IT procurement portion of the process You asked me what a customer is asking about in terms of how to optimize those workloads And when you think about what cuss when customers are purchasing Infrastructure to support their app workloads Today, it's still in in the dark ages. They're operating on heuristics or a gut feel The data-driven insides are just missing and with this incredible complexity across the full stack How do you figure out? Where should I be placing my apps whether on-prem or in the public cloud and or what's that right size? Infrastructure built upon what are actually what's actually being consumed in terms of resource utilization across the board That's where we see a tremendous opportunity to continue to transform the experience for customers now With data-driven insides for smarter IT decisions, you know Chris Sandeep's right. It's like it's like tribal knowledge Well Kenny would know how to do that but Kenny doesn't work here anymore. So you've announced cloud physics Let's tell us more about what that is what impact it's going to have for customers. Sure. So just as sound deep said Basically what the problem that exists in IT today is you've got a bunch of customers that are getting overwhelmed with more and more options to solve Their business problems. They're looking at cloud options. They're looking at new technologies They're looking at new sub technologies and the level at which people are competing for infrastructure sales is down at them Very very, you know splitting hairs level in terms of features and they don't know how much of these they need to acquire Then on the other side you've got partners and vendors who are trying to package up solutions and products to serve these people's needs and While the IT industry has for decades done a good job of automating problems out of other tech other technology spaces Hasn't done a good job of automating their own problems in terms of what is this customer need? How do I best service them? So you've got an unsatisfied customer and an inadequately Equipped partner cloud physics brings those two together in a common data platform So that both those customers and their partners can look at the same set of data that came out of their data center and Pick the solutions that will solve their problems most efficiently So talk more about the partner angle sure because it sounds like you know if they don't have a candy They really need some help and it's got to be repeatable. It's got to be consistent So how are partners reacting to this very very strongly over the course of over the course of the four or five years That that cloud physics has been doing this in market We've had thousands and thousands of vars s eyes and others as well as many of the biggest technology providers in the market today use cloud physics to help speed up and speed up the sales process, but also Create better and more satisfied customers. So you guys made a good. Well, I was just going to chime into that when you think about partners That with HPE cloud physics where it supports, you know, heterogeneous data center environments Partners all of a sudden get this opportunity to be much more strategic to their customers They're operating on real-world insights that are specific to that customer's environment So now they can really have a tailored conversation as well as offer tailored solutions Designed specifically for the areas that you know where help is needed well I think it builds an affinity with the customer as well because if you Partners the trusted advisor if you give a customer some advice and it's kind of the wrong advice Hey, we got to go back and reconfigure that workload and we won't charge you that much for you You're now paying twice like when accountant makes a mistake on your tax return Okay, you got to pay for that again, but so you guys acquired cloud physics in February of this year What can you tell us about what's transpired since them? How many you know engagements you've done? What kind of metrics can you share? Yeah, Chris you want to weigh into that? Sure sure The start of it really has been to create a bunch of customized analytics on the cloud physics platform to target specific sales Motions that are relevant to HPE partners So what is what do I mean by that you might you'll remember that in May? We announced the electric series six thousand nine thousand in tandem with that cloud physics released a new set of analytics That helps someone who's interested in those technologies figure out what model might be best for them and how much of that how much Firepower they would need from one or the other of those solutions Similarly, we have a bunch of solutions and a market strength in the HCI world hyper converged And that's both SimpliVity and DHCI and we've set up some analytics that specifically helps someone who's interested in that form factor To accelerate and again pick the right solutions that will serve their exact applications needs when you talk to customers Are they able to give you a sense as to the the cost impacts? I mean even if it's subjective Hey, we think we you know we save whatever 10 percent versus what the way we used to do it or more or less I mean just to even gut feel metrics. So I'll start that one Cindy So there's sort of two two ways to look at it One thing is because we know everything that's currently running in the data center. We discover that We have a pretty good cost of what is costing them today to run their workloads So anything that we compare that to whether it's a transition to public cloud or a transition to a hosted VM Or a solution or a set of new infrastructure We can compare their current costs to the specific solutions that are available to them But on the more practical side of things oftentimes customers know Intuitively, this is a set of servers. I bought four years ago or this is an old array that I know is lose It's not keeping up anymore So they typically have some fairly fairly specific places to start which gives that partner a quick win Solving a specific customer problem and then it can often boil out into the rest of the data center and and continual optimization can occur How unique is this? I mean is it is Can you give us a little glimpse of the secret sauce behind it? Is this kind of table stakes for the industry? Yeah, I mean look, it's unique in the sense that cloud physics brings along Over 200 metrics across the spectrum of virtual machines and guest OS's As well as the overall CPU and RAM utilization overall infrastructure Analysis and built-in cloud simulators. So net net what customers are able to do is basically in real time be able to A be aware of exactly what their environment looks like be be able to simulate If they were going to move and give an application workload to the cloud See they're able to just write up to write size the underlying infrastructure Across the board Chris. Well, I was gonna say yeah along the same lines. There have been similar technology approaches to different problems most notably in the current HPE Portfolio Info site best in class data lake driven very highly analytical machine learning geared Predominantly toward an optimization model, right cloud physics is earlier in the talk track with the customer It's we're gonna analyze your environment where HPE may not even have a footprint today And then we're going to give you ideas of what products might help you based on very similar techniques But approaching a very different problem. So you've got data. You've got experience You know what best practice looks like you get a sense as to the envelope as to what's achievable Right and and that is just going to get better and better and better over time One of the things that that I've said and we've said on the cube is that the cloud the definition of cloud is changing It's expanding. It's not just public cloud anymore. Some remote set of services. It's coming on-prem There's a hybrid connection. We're going to cross clouds are going out to the edge So can clouds cloud physics help with that complexity? Absolutely, so we have a set of analytics in the cloud world that range from We're going to price your on-premise IT We also have the ability to simulate a transition of a set of workloads to AWS Azure or Google Cloud We also have the ability to translate to VMWare based solutions on many of those public clouds and and we're increasingly spreading our Our umbrella over GreenLake as well and in showing the optimization opportunities for a GreenLake solution when contrasted with some of those Other cloud scenarios It's not static at all and Dave you were mentioning earlier in terms of just proven you have cloud physics now has Operated on trillions of data points over millions of virtual machines with across thousands of Overall data assessments. So there's a lot of proven Learnings through that as well as actual optimizations that customers have benefited from yes So I mean it's it's it's there's benchmarks, but it's more than that because benchmarks tend to be static Okay, we can sort of do rule rules of thumb We're living in an age with a lot more data a lot more machine intelligence. And so this is organic it'll evolve Absolutely and the partners who have who work with their customers on a regular basis over cloud physics And then build up a history over time of what's changing in their data center can even provide better service They can look back over a year if we've been collecting and they can see what the operating system landscape has changed How different workloads of lost popularity how other ones have gained and they really can become a much better Solution provider to that customer the longer club that gives your partner is a competitive advantage It's a much stickier model because the customer is going to trust your partner more if they get it right We're not gonna you know change horses in the middle of the street We're gonna go back to the partner that set us up and they keep getting better and better and better each time We got a good cadence going all right said to you bring us home What's your sort of summary? How should we think about this going forward? Well, I'll you know bring us right back to the way. I started is end-to-end We're looking at how we continue to deliver best in class cloud operational experience for customers across the board with HPE Green Lake and Earlier this year we unveiled this cloud operational experience for data and for customers that experience starts with a cloud console Where they can essentially discover services consume services that overall operational and support experiences with HPE Info site and now we're transforming this experience where they're The any organization out there that's looking to get data-driven insights into What should they do next where should the place their workloads how to right size the infrastructure and in the process be able to Transform how they are off working and collaborating with their partners They're able to do that now with HPE cloud physics bringing these data-driven insights for a smarter IT decision-making I like this a lot because you know a lot of the cloud is trial and error And when you do when you try and you make a mistake you're paying each time So this is a this is a great innovation to really Help clients focus on the things that matter, you know helping them apply technology to solve their business problems guys Thanks so much for coming to the Cube appreciate it Dave always a pleasure Thanks very much for having us and keep it right there We got we got more content from HPE's Green Lake announcements Look for the cadence. You know one of the hallmarks of cloud is the cadence of announcements We're seeing HPE on a regular basis push out new innovations. Keep it right there for more