 From Orlando, Florida, it's theCUBE. Covering SAP Sapphire Now 2018, brought to you by NetApp. Welcome to theCUBE, I'm Lisa Martin with Keith Townsend and we are in Orlando, Florida at SAP Sapphire Now 2018. We're in the NetApp booth, really cool. SAP Sapphire is an enormous event. This is like the 25th year they've been doing it and it's been really interesting to learn Keith about SAP and how they have really transformed. And one of the things that's critical is their partner ecosystem. So we're excited to welcome back to theCUBE, a CUBE alumni, Paul Young, who is the director of SAP Go To Market from Google Cloud Platform. Paul, it's nice to see you. Thanks. So, what is the current news with Google and SAP? So, you know, I think we're making a major push into the SAP market. I think the yesterday's announcements are, we also have our four-terabyte HANA server online, but we also brought capacity all the way up to 20 terabytes. So we basically can handle pretty much all the customer base at this point. So on the one hand, that's good. There is, however, a lot of other stuff we're doing in the AI space, in the joint engineering space with SAP and a lot of what we're doing in making it a lot easier for SAP customers to adopt the cloud, right? And beyond just what's happening a lot in the market right now, which is, you know, 80% of the customers who move an SAP system to the cloud just do straight lift and shift. And so there's no form of momentum with that. It's just taking the box you're in the cloud. We're doing a ton of work in engineering on our own and with SAP right now to make that a much more valuable journey for the customers. So, yeah, I don't wake up in the morning at Google and think, what am I going to do today? It's, you know, there's a lot of stuff going on. So Paul, let's not be shy. We've had you on theCUBE before and you're an SAP alum. And as you look out at the hyperscalers, the big cloud providers, SAP more or less has a reference architecture for how to do cloud, how to do SAP in a hyperscaler cloud. But it's not just about that base capability. When I talk to my phone, I love asking Google questions. When I look at, you know, capabilities like AI and TensorFlow and machine learning. That gets me excited just in general. What, as you looked out at the hyperscalers, what excited you about Google in specific as you, when you're at SAP, work with fall three? So what's so exciting about Google? I did, I joke internally. I was a customer of SAP for seven years. I did 20 years of SAP and yeah, and then woke up one morning and decided to go to Google. And I do, I get this question a lot on the, my conversation always is it wasn't based on the cafeteria food, it's okay, right? There are other things that drove me across. It's interesting because in my last role at SAP, I was working with all three of the hyperscalers. And one of the questions I always got from SAP people is, well, they're all just the same, right? And when you actually work with them, you discover they are different and that's no disrespect to anyone, but they approach the world differently. They all have different business models. And the Google thing that really put me, the kind of engineering and the future focus was just tremendous, right? The stuff that Google could do was immense. And so I said, I'll jump forwards to the future and then we'll come back. But just if you look at the investments Google was making in AI and machine learning, all of the stuff we wrote at Google IO with the custom built TensorFlow computers that can just do amazing performance, great on its own, but it's got to be applied, right? So there's an example actually we built with Deloitte. It's a Deloitte student demonstration for it. But just to give you an example of where we think the future is, we built a model in AI where we basically took invoices and we taught the AI system to do data entry in SAP. So that's not an interface. We didn't say, hey, here's an invoice and here's all the fields and we map them all across and here's ETL and here's all the things we do, right? And here's all interface mapping. We literally said, imagine you're an AP processor, how do you enter an invoice? And you give it data and you give it invoices and it spends a lot of time doing really stupid things, trying to put addresses in a number of fields and everything else. Suddenly it works out how to enter an invoice. And at that point, it knows how to enter an invoice and then what you do is you give it more and more invoices and more and more different structures and it learns how to what an invoice is and it learns how to process that and then suddenly you can do complete data entry, right? So we built as a model. This is the sort of thing Google does just to test the limits. Deloitte came along and said, well, that's really cool. Could we actually take it and run it as a product? And so Deloitte now has that and they're engineered further out where literally you can give it any invoice. It's not OCR, it will look at the invoice and it will work out that it is an invoice, where all the bits you need are from it. It will then work out how you would do data entry on that into an SCB system and it will enter the invoice. That's a future world where, I know SCB has already launched the eye around doing three-way match. Interesting. We're talking about future world where your entire accounts payable department is a Gmail inbox, where they mail you invoices that you've never seen before but we're able to understand what a vendor is, guarantee it's a vendor, guarantee it's not fraud checked and do the data entry completely automatically. That is a massive new world, right? And that's just a tiny little bit of what we can do at Google. We have it just very quickly also, we have a demo running on the booth where we have TensorFlow looking at Burex Pharmaceuticals, right? We have a demo running on the booth which is a replica of something we're actually running at customers where we have a camera reading Pharmaceutical boxes as they go past. So they're pink colors in this case. But it doesn't just look at the box and say I count one box, it reads the text on the box. And it reads the text on the box because it knows from STB what's supposed to be manufactured. And it comes back and says, well, am I putting double strength pills and single strength boxes? Is this box legal? Have I been sent the correct box? Is it, you know, is the packaging correct? It also knows what a good box looks like and it learns what a damaged box looks like and now it's packaging looks like and it knows how to reject them. And again, that level of technology where we can monitor all of your production lines and give you guarantee quality in pharmaceuticals or anywhere else. Tell me six months ago, anyone even imagine that was possible, we're doing that right now, right? That ability to work with SCP because it's all integrated with SCP, we're doing devolution. That ability to deliver that sort of capability at the speed we deliver it at is world changing, right? Well, you know, one of the things that I just kept imagining as you were going through the description of the invoicing actually was on a run the other day. I'm a small business owner and these things are troublesome. Like you get in an invoice and I'm thinking, you know, I got to deal my wife does the payable accounts receivable. I'm like, there has to be a way to automate. But then I thought about just those challenges like you get one person says the invoice, that the invoice is at the bottom right-handed corner or the invoice number is on the bottom right-handed corner, the amount due, et cetera, et cetera. Just really silly questions that AI machine learning should be able to deal with. Bill McDermott yesterday on stage said that AI should augment human capability and that's a great example of how AI augments human capability. And the AP example, it doesn't do 100% correct all the time, it knows when it's wrong and the example of the way it runs. You'll see it comes up and says, the date's wrong here, I need to fix it. So it's taken the menial work out of the process and it's letting people really add value in. But it's also a great example of the cloud at work and what it's supposed to do, right? And again, if all you do is take official SAP and drop it in the cloud, you're just running in a different place. If you get to a world where with Google, we don't expose your data to everybody else, but we understand what the world's invoices look like and we have that knowledge and we make the entire world more efficient by having the model know how to work. That's a radically better place, right? And there's just never been that value problem before. And it's an incredibly exciting thing to wake up in the morning and think that's what we do, right? So Lisa in the industry, we have this term that data has gravity. And I think it's fairly safe after this week, we can say that processing, technology, compute has gravity. We had another guest on us that they use a process and a technology solution and one customer works out fine and another customer, not the same results. It's this complexity, it's this kind of gushy part of technology that is just not easy to apply across companies. So the other part really quickly that I want to talk about is, this isn't just about AI, right? It's not just about the future. I mean, one of the key, I mean, I'm a long-term ACV customer, I've worked with a lot of customers. Everybody wants to get to the cool bit. And I always used to joke internally, everybody wants to eat candy, they've got to eat vegetables first, right? And so we've got to get you across. Or you can candy the vegetables. Whichever way. You've got to eat both at some point, right? So just getting customers into the cloud becomes one of the challenges. It's one of the other areas where we're really applying engineering. So three weeks ago, we bought Velostrada as an example. Velostrada is an amazing company. What Velostrada does basically is that it's a plug-in to VMware. You drop it into VMware and it watches your SCB systems running. It profiles them and it works out what size capacity you're going to need in the cloud. At the point where it's then got enough information, it'll basically ping you and say, hey, I know I have an operation. Do you want exactly the same performance at lowest price in the cloud? Or do you want better performance? Here's two configurations. Pick the one you want, give it your Google user ID and password. It will build the security, build the application servers and begin a migration for you automatically. Depending on the timing, depending on the size of the box, between 30 minutes and two hours later, you will have a running version of your SCB system in the cloud. Never been done before at that speed performance. The way it works, basically, it's a little bit of magic, but it knows how much, what the minimum amount of data we need to ship across to run SCB. It knows where all the data is hidden on the box on the disk that the SCB needs to run and it just ships that first and then it fills in the gaps afterwards. They're a pair mechanism. So from there, on the one hand, you could do lift and shift and frankly, our competitors have been using it to do lift and shift in the past. It opens up a ton of potential, right? For a bunch of customers, we can replicate their production boxes in real time and give them 30-second RPO-RTO in high availability. Like that, done. But inside that, I can now take that replicated image and I can run upgrades on it, I can run tests on it, I can run QA rebuilds where you, because of the Google pricing model, you don't pay me in advance. You pay me in arrears for only the computer time that you use. So you want a QA system, you've got two days' worth of work to rebuild it, don't shut down your QA system, pay me for two days' rebuild it and you're done. Or we've integrated it directly into the SAP upgrade tools. So you can pipe across your system to us and we will immediately do a test upgrade for you into S4HANA or ECC NASVAC 8 or BW1HANA, whatever you want. I have a customer in Canada who really jumped from ECC 6 and NASVAC 5 to S4HANA using an earlier version of the tools in 72 hours with a lot of gaps in between. We reckon we're going to crush that down to under 24 hours. So under 24 hours, you can literally click on an SAP server and we will not just bring you to the cloud but we will upgrade you all the way to the latest version and we have all the components we've done it. We're pushing that through, right? And so what we're doing now is taking the hard work and automating that so we can get to the really cool stuff in the AI side, right? That's, I mean, again, this is where all of us, all the hyperscalers host, you know, SAP systems, we want to do something that's better than that, right? We want to make it easy to get there but we know that in order to justify what you do, we're on a seven year roadmap to S4HANA, right? So we want to make it really easy to do that and we want to make it incredibly easy to add in AI and all the technologies along the way. That's at an app pricing model that nobody will be, right? And that's a pretty cool place to be. I'm maybe glad to be a Google Cloud. I can tell by your energy. There you go. So, ease of use, everybody wants that. You talked about just the example of invoices, how they can vary so dramatically and, you know, whether you're a small business owner to a large enterprise, there's so much complexity and in fact, that was one of the things that was talked about, I think it was this morning, what, yeah, when Haas O'Platten was even talking about naming conventions and how customers were starting to get confused with all of the different acquisitions SAP has done. So, AI, what Google is doing with AI on SAP sounds like a huge differentiator. So, tell us, as we wrap up here, what makes, you know, in a nutshell, Google different than the other hyperscalers that SAP partners with and specifically, what excites you about going to market with SAP? At the base level, Google's just on a different scale from everybody, right? We are effectively, we're 25% of the internet. If you look at our own assets, we own dark fiver, this equivalent to about 4% of the entire, I'm sorry, four times the entire capacity of the internet, right? So, my ability to deliver to those customers at scale and at performance levels just unchallenged in this space. So, you know, it's, Google clearly has excelled in a lot of different areas. It's incredibly exciting to bring that to SAP and carry it through. But you're right, the value add ultimately isn't just the hey, I can run you and I can run you better, right? The value add is, so, March we announced direct integration between HANA and Google, BigQuery, I mean you talk about BigQuery, right? Massive data sets that you can now bridge to HANA. If you're a retailer, just as one last example, I can now join all the ad tech data Google has so I can tell you all the ads you're currently running Google, what's being watched, what's being viewed, anonymized in clusters. So, you can't tell the internet to consumers, but I know that data and directly load it to BigQuery and I can join it to SAP. So, I can now say you are advertising in this area that's being clicked on, but I know you don't have the inventory to actually support the advertising so I want you to move advertising somewhere else, right? And so, I can do that manually right now. When I add an AI to that, the potential is incredible, right? We've only just started so yeah, no. And next time I'm on the Cube, we'll see where we're at but it's a fun place to be. Sounds like it. Speaking of next time, you guys have a conference coming up at Google? Next is coming up at the end of July. Yeah, we have a lot of announcements through probably the rest of the year, right? There's a lot of stuff going on as we come to massive scale in the SAP space. So yeah, anyone who's interested in this stuff, especially even if you're just interested in the AI stuff, Google Next is the place to be. So yeah. It sounds like it. I'm expecting some big things from that based on what you talked about on how enthusiastic you are about being at Google. Thanks so much for joining Keith and me back on the Cube and we look forward to talking to you again. Thanks. Thank you for watching the Cube. Lisa Martin with Keith Townsend at SAP Sapphire 2018. Thanks for watching.