 Live from Las Vegas, it's theCUBE! Covering AWS re-invent 2019. Brought to you by Amazon Web Services and Intel, along with its ecosystem partners. Good morning, welcome back to theCUBE. Lisa Martin live at AWS re-invent. Day two of theCUBE's coverage, I'm with Stu Miniman. Stu and I are pleased to welcome a couple of guests from our world from Dell EMC. To my immediate left is Joe Caradona, the VP of Engineering Technology. Welcome to theCUBE. Good to be here. And then one of our alumni, we've got Bob Galey, Senior Consultant Cloud Product Marketing. Welcome back. Thank you, glad to be here. So guys, here we are at AWS re-invent with 60 plus thousand people all over the strip here. Joe. We know Dell, technology is Dell EMC. Wow, big friends of theCUBE. Joe? Dell? AWS? Yeah. What's going on? We're here. Apparently cloud is a thing. I've heard that. I think I've seen a sticker. Yeah, you've seen a sticker. Over the last year, we've been busy rolling out new cloud services. I mean, look around, right? It's important to our customers, right? That we can deliver hybrid cloud solutions to them that are meaningful to them and to help them get their workloads to the cloud. And be able to migrate and move between clouds and data center. Joe, maybe expand a little on this. So we watched when VMware made the partnership announcement with AWS a couple of years ago. It sent ripples through the industry. And VMware has had a large presence at this show. We've seen a lot of announcements in movement with Dell, Dell Technologies, Dell EMC over the last year or more. But Dell, this is the first year that Dell's actually exhibiting here. So help explain for audience a little bit that dynamic with leveraging VMware and also what Dell is bringing to this ecosystem. Yeah, sure. I mean, the way we think about it is it's really a multi-level stack. You have the application layer and you get the data layer. So applications with VMware, we're focusing on enabling applications, whether they're VMs or containerized now, right? They want to move those to the cloud, move them on-prem. Same is true for data. And data is actually the harder part of the problem, in my opinion, right? Because data has gravity. It's just big, it's hard to move, right? The principles of data in the cloud are the same as they are on-prem, where you still have to provide the high availability and the accessibility and the security and the capacity and scale in the cloud, as you would in the data center. And what we've been doing with our cloud storage services is bringing essentially our arrays as a service to the cloud. You talked about some of those changes and absolutely data is at the center of everything. We've been saying for a long time, you talk about digital transformation. The outcome of that is if you're not letting data drive your decisions, you really haven't been successful there. One of the biggest challenges beyond data is the applications. Customers have hundreds, if not thousands, of applications. They're building new ones, they're migrating, they're breaking them apart into microservices. Bob, help us understand where that intersects with what you're talking with customers about. Yeah, absolutely. So one of the reasons we're here is most organizations today are leveraging some public cloud services. And at the same time, most organizations have investment in on-prem infrastructure, right? I think we heard Andy say in the keynote yesterday, 97% of all enterprise IT spend is on-prem right now. So organizations are trying to figure out how to make those work together. And that's really what we're here to do is help organizations figure out how to make their big on-prem investment work well with their public cloud investment. And AWS is clearly the leader there in that space. And so we're here to work with our customers in order to help them really bridge that gap between public cloud and private cloud and make them work together well. And Bob, where does that conversation start? Because one of the other things that Andy talked about is that, you know, it's four essentials for transformation is it's got to start at the senior executive level strategic vision that's aggressively pushed down throughout the organization. Are you now having conversations at that CEO level for them to really include this value of data and apps as part of an overall business transformation? Yeah, definitely. If you think about it, it's all about people, process and technology. And technology is only a small part of it. And I think that's the important thing about what Andy was saying in the keynote yesterday is that it's about making sure that cloud as an operating model, not as a place, but as an operating model, gets adopted across your organization and that has to have senior leadership investment or in, yeah, they have to be vested in this move. But, you know, both from an applications and a data perspective. And on the technology side of things, I mean, you want to be able to give the developers the tools they need so they can develop those cloud native applications. So, you know, in the on-prem sphere, you know, we have ECS or Object Store, right? Kind of technology for bringing object to data center. We're plugging into Kubernetes every which way with VMware, right? We're developing CSI drivers across our storage portfolio to be able to plug into these Kubernetes environments and we're enabling for data and application migration across environments as well. Yeah, in many ways, Joe, we've seen there's a really disaggregation of how people build things. When I talk to the developer community, hybrid is the model that many of them are using but it used to be nice in the old days is I bought a box and it had all the feature checklists that I wanted, now I need to put together all these microservices. So, help us understand some of those services that you've provided. It's a little harder. I was at Andy Jassy said yesterday, these aren't your father's data requirements, right? And he's right about that because what's happening with data is it's sprawling, right? You have them in your data center, you have it in clouds, you have it in multiple clouds, you have it in SaaS portals, you have it on file services and block services and how do you wrap your arms around that? And especially when you start looking at use cases like data analytics and start thinking about data sets, how do you manage data sets? How do I maybe add my data born on-prem and I want to do my analytics in the cloud, how do I even wrap my hands around data sets? So, we have a product called Clarity Now that in fact does that. It indexes billions of files and objects across our storage, across our cloud services, across Amazon S3, across third-party NAS systems as well. And you can get a single pane of glass to see where your files and your objects reside. You can tag it, you can search upon it. You can create data sets based on search, on your tags and your metadata, to then operate on those data sets. So, the rules, data's being used in new and different ways. They need new ways to manage it and these are some of the solutions that we're bringing to market. You mentioned multi, multi-cloud, I wanted to chat about that. We know it's not a word that AWS likes. Can we say that here? Yeah. On the cube, absolutely. This is the cube, exactly. But the reality is, as we talk to and Stu knows this well, most CIOs say, we've inherited this mess of multi-cloud, often symptomatically, not as a strategic direction. Give us an overview of what Dell EMC and I'll ask you both the same question and Jill will start with you. How are you helping customers address whether they've inherited multi-cloud through M&A acquisition or developer choice? How do they really extract value from that data that they know there's business insights in here that can allow us to differentiate our business but we have all of this sprawl? What's the answer for that? Well, some of that is clarity now that I was talking about to be able to see your data because, I mean, half the battle is seeing your data. Right. Be able to see it. Also, with multi-cloud, whether they inherited it or if it was intentional or not, we're setting out all our solutions are multi-cloud. You can run them anywhere. But not only that, the twist to multi-cloud is, well, what if you made your data available to multiple-cloud simultaneously? Right. And why would you want to do that? I mean, one reason we want to go that path is, maybe you want to use the best services from each cloud but you don't want to move your data around because, again, it has gravity and it takes time and money and resources to do that. Through our cloud storage services, it's centralized and you can attach to whatever cloud you want. Right. So some of that is around taking advantage of that. Some of that is around data brokering. We heard Andy talk a little bit about that this morning where you may have data sets that you want to sell to your customers and they may be running in other clouds. Right. And then some of that is you may want to switch clouds due to the services they have, the economics or perhaps even the requirements of your applications. Yeah, and from an application perspective, for us, it's really about consistency, right? So we say it's consistency in two ways. Consistent infrastructure and consistent operations. And so when we talk about consistent infrastructure, we want to help organizations be able to take that virtual machine and move it where is the best place for it, right? So it's about right workload, right cloud. And we talk about application portfolio analysis and helping organizations figure out what is that set of applications that they have? What should they do with those applications? Which ones are right to move to cloud? Which ones should they not invest in and kind of let retire, right? And so that's another aspect of sort of that people in process thing that we talked about earlier, helping organizations look at that application portfolio and then take that consistent infrastructure, use that multiple clouds with that and then consistent operations, which is a single management control plane that can help you have consistency between the way you run your on-prem and the way you run your public cloud. And give them the freedom to choose the cloud they want for the workload they want. And is that at the data level where the differences between, so we'll say the public cloud fighters is most exposed? In turn, is it at the data layer where the differences in, we'll say AWS versus its competitors, is that where the differences between the features and the functionalities is most exposed? I think so. I think one place that we think that public cloud is weakened is file, right? File workloads. And one of the things we're trying to do is bring consistent file, whether it's on-prem or across the clouds, through with our cloud storage services in Isilon, and the scale and the throughput that those systems can provide, bringing consistent file services, whether it's NFS and SMB or even HDFS, right? Or the snapshotting capabilities. And as equally as important, that native replication capabilities across these environments. I wonder if we could talk a little bit about some of the organizational changes. The transformation was one of the key takeaways that Andy Jassy was talking about in his three hour keynote yesterday. We've watched for more than a decade now the role of IT compared to the business. And we know that it's not only does IT need to respond to the business, but that data discussion we had better be driving the business because if you're not leveraging your data, your competition definitely will. I want to get your opinion as to just kind of the positions of power and who you're talking to and what are some of the successful companies doing to help lead this type of change? I'll go. I think IT and business are coming together more. The lines are kind of blurring there. And IT's being stretched into new directions now. They have to serve customers with new demand. So, you know, whether it's managing storage arrays or servers or VMware environments, now they've been pushed into things like now managing analytics kind of environments, right? And all the tools associated with that, whether it's Cassandra or a TensorFlow, you know, be able to stretch it and be able to provide the kind of services that the business requires. Yeah, and up the stack too. Yeah, you know, when you talk about the fact that business and IT need to work together, it's kind of like obvious statement, right? What that really means is that there needs to be a way to help organizations get to responding more quickly to what the needs of the business are. It's about agility. It's about the ability to respond quickly. So, you know, you see organizations moving from waterfall process for development to agile and you see that being supported by cloud native architectures and organizations need to take and be able to do that in a way that preserves the investments that they have today. So, most organizations are on this journey from physical to virtual to infrastructure as a service to container as a service and beyond. And they don't want to throw away those investments that they have in existing virtualization and existing skill sets. And so, what we're really doing is helping organizations move to that place where they can adopt cloud native while bringing forward those investments they have in traditional infrastructure. And so, you know, we think that's helping organizations work better together both from a technology and a business perspective. And as far as the kind of people we talk to, I mean, data science is growing and growing. They're becoming data scientists and becoming more part of the conversation. CAO's as well, right? I mean, behind all this again is that data that we keep coming back to. They have to ensure the governance of that data, right? That it's being controlled and it's within compliance. So, we started off the conversation talking about that this was Dell's first year. So, you know, 60, 65,000 here, there's a sprawling ecosystem, you know, one of the largest ones here. What do you want to really, you know, emphasize, give us the final takeaway as to how people should think about Dell technologies in the cloud ecosystem? Yeah, I think, you know, we know our customers want to be able to leverage the cloud. The kind of conversation we have with customers are more around how can I use the cloud to optimize, you know, my business. And that's going to vary on a workload by workload basis. We feel it's our job to arm the customer with the tools they need, right? To be able to, you know, have hybrid cloud architectures, to be able to have the freedom to run the applications where they want, consume infrastructure in the way they want it to be consumed, and we're there for them. Yeah, you know, I think it's really about a couple of things. One is trust and the other one is choice. So, if you think about it, you know, organizations need to move into this cloud world in a way that brings forward those investments that they've made. Dell EMC is the number one provider of hybrid conversion infrastructure, of servers, and we can help organizations understand that cloud operating model and how to bring the private cloud investments that they have today forward to work well with the public cloud investments that they're making clearly. So, it's really about trust and then choice of how they implement. Trust is a big deal, right? Absolutely. I mean, we're the number one storage vendor for a reason, right, our customers trust us with their data. Well, Joe Bob, thank you so much for joining Stu and me on theCUBE, sharing with us what you guys are doing, Dell, AWS. Thanks for having us. The trust and the choice that you're delivering to your customers. We'll see you at Dell Technologies World. We'll see you here next year. All right, you got it. All right, for our guests and for Stu Miniman, I'm Lisa Martin and you're watching theCUBE on day two of our coverage of AWS ReInvent 19. Thanks for watching.