 Live from Las Vegas, it's theCUBE, covering Dell Technologies World 2019. Brought to you by Dell Technologies and its ecosystem partners. Welcome back to Las Vegas, the land of Dell Technology World 2019. I'm Lisa Martin with John Ferrier. We're here with about 15,000 of Dell Technologies customers that include partners, about 5,000 partners. We're welcoming back one of our CUBE alumni, Jason Mundy, Senior Director. Dell Technologies Consulting from Dell EMC. Jason, welcome back to theCUBE. Yeah, it's great to be back. Thank you for having me. So lots of news the last couple of days. Here we are almost at the end of day two, but you know in Vegas is like a time warp. I feel like we just walk in this morning. So everything talking about cloud, hybrid cloud. We have to have this hybrid cloud strategy. One of the things Jeff Clark talked about this morning and the five imperatives is that not only do customers need to build powerful and modern infrastructure so they can harness the power of AI machine workloads for this tremendous and numerous amount of data that's being generated, but they've got to have hybrid cloud strategy for multi-cloud. But to customers, we talk to you all the time, these terms of multi-cloud is challenging to do. It's a fact of a product, a byproduct of many things, right? M&A for example, different acquisitions. What are some of the consulting services and recommendations that you guys in consulting are offering to customers with? How do we manage successfully in this multi-cloud world? Yeah, certainly. So the Dell Technologies Cloud and the VMware Cloud on Dell EMC was incredibly exciting news for us. You know, all the Dell technologies, but also hopefully our customers, I would think so. It's probably the biggest news that came out of here. And you know, the old adage, I hate to sound so cliche, but we talk about IT being about people process and technology, the technology is the easy part. It really is true, especially when it comes to services. And with Dell Technologies Cloud, we just made that technology component so much easier for our customers to be able to consume that infrastructure and get up and running. But the reality is, is to get to a true cloud operating model, there's a number of considerations, right? So, you know, first of all, we actually do need to have a strategy in a roadmap to be able to get there. And many customers already have that. Many customers are, you know, somewhat along the way, but many also need our help, right? They need somebody to help guide them through that. And so we work with many customers to help them develop the actual strategy. We can build out a roadmap. And one of the most important things too is building out a business case, right? Looking at what are the benefits to the business and the costs associated with it? Because it is a significant investment and they're going to their executive teams or the board of directors to look for that funding. So we help many customers do that if they require it. Couple other factors too are the applications and the workloads, because of course it is really all about your workloads and your applications. And then the actual operating model itself, where the people and the process are the hardest part, especially the people, right? Because that involves change and we don't like change. And so we do a lot of work to really help our customers. We'll meet them anywhere along the way in terms of where they are along their strategy or where they might need help. What's the biggest percentage of customers' mix, mix of orientation or posture? Early adopters, you know, bleeding edge to, in the middle of their journey to just starting. How do you guys see the patterns shaping out? You know, ones that are, you know, doing R&D, they're cloud native, they're transforming that kind of bleeding edge. And then ones that are maybe run out of gas or maybe needs to change the tires a little bit or, you know, someone leaves, they need some help along the way. And then the early people are just starting to look at it. What percentage mix do you see? I think probably the majority of our customers are smack dab in the middle. We deal mostly with, you know, legacy types of customers, you know, not the digital natives, right? Who are starting from fresh and, you know, building cloud native applications. But legacy types of customers that are really trying to get there. And many of them have, you know, certain parts of their IT operating in the cloud. They have, you know, multiple public clouds. They might have a private cloud. But actually very few are probably in a true multi-cloud environment. Because that involves, you know, the interconnectivity, right, of all those different clouds. And then, as I said, the hard part is really building out that cloud operating model. And that requires a fundamental shift in how they organize, how they skill the different processes that they build. Jason, what does that mean to a customer when you say cloud operating model? Do their eyes, you know, pop out of their head? Are they excited? What are they, how do they react to that? Because they have all this existing IT. And maybe they have some shadow IT. They've got some Amazon doing some stuff with analytics, who knows? But they kind of are here and they got to get to there. When they say operating model, what does that mean? Common operating model, coding, app development? What is that, how do you define the cloud operating model? Yeah, so it really involves everything. So customers will have their traditional IT organizations, you know, built around technology silos. They're really more focused on the technology and project basis, right? You know, executing IT projects behind the scenes to try to meet the needs of the business. A lot of our customers, you know, most of them obviously are using VMware. So they're starting to get a flavor for what a cloud operating model is. But what it really means is it's to really shift the thinking of IT to be more of a product focused and service oriented organization that is acting like a product management team where you're providing your product to the business, which is, you know, IT as a service. And so you have to have different kinds of roles, right? It's less about the technology. That is still obviously important. But you need to have roles like relationship, managers to work with the business. You need to have portfolio managers. You need to have folks who are managing capacity and developing those services, very much like in a product organization that is, you know, creating a physical product and selling it to the market. So these roles, people, you talked about, and this is what we talk about this all the time. People don't like change. Change is hard, but it's essential, right? Cultural transformation is a driver of all the other transformations. So when you're talking with customers, give us like these enterprise organizations that have been around for a while, like you mentioned. You've got all these different silos of data and people with different perspectives. Something like the news yesterday of Dell Technologies Cloud. What has been some of the perception from those customers in terms of, how is this really going to make things easy for us? I know there were some beta customers. What can you share with us about how maybe Dell Technologies Cloud or even VMware Cloud on Dell EMC is going to help those fragmented organizations even bring the cultures together to leverage that technology to drive that digital transformation? Yeah, certainly. So we've been working with customers for a while, whether it's building out private clouds or building out hybrid clouds. You know, the technology part keeps getting easier. So I think they view this new development, this new platform as a way to really simplify the deployment, implementation, provisioning of the technology piece, so they can focus on that harder part. And that's where they come to us and they'll look for help for, how do I need to design my organization? What types of new processes do I need to set up? And therefore, what kinds of roles and skills do I need to support that while I'm maintaining my legacy environment, my current environment, and I need to move my existing IT people over into that new model? So I think we can sort of eliminate some of the complexities with the technology significantly with this and really focus on those harder elements. I got to ask you a question. Just talking to Michael Dell and Pat Gelsinger on the other set. And one of the things that Pat Gelsinger said about how it was interesting was when I asked about his success at VMware over those transition years was he said he turned headwinds into tailwinds. You know, flipped down, you know, the relationship with cloud goes to Amazon, now they're in Azure. Michael kind of talks about the same kind of thing where, you know, there's new things now coming to bear here at Dell Technology World this year that's kind of simplifying, whether it's partner execution or helping customers have that, I won't say single pane of glass, but single cloud of glass if you will with Dell Cloud. This end to end operating model really is a strategic comparative and advantage for Dell. So I got to ask you, what are you guys looking at that when you look at this show and saying, okay, some things have been announced. How does that directly impact the consulting team? Because I can imagine that your job is going to be accelerated with some of these new things. What are some of the highlights here to show that you see as really going to pop for you in the consulting group? Because, you know, when you've got data centers of service, that's in beta, but still, that's interesting, right? That's turnkey and you've got VxRail and everything. I mean, it seems to be like almost the bundling set up for you guys. What's your take on all this? Exactly, so I think it makes things not only easier for our customers, but it makes things easier for us in the sense that we can focus less on the technology integration piece. And get to that harder part, the operating model, helping the customers figure out what applications and workloads they need to move over and help them with that migration. And it's accelerating the need of customers to move to the cloud. A lot of the research that we started presented this week demonstrated the sense of urgency where customers, they want to move now, it's no longer, yeah, we want to get there, we get a plan, we'll get there eventually. It's like, we need to do it now, how can you help us? So we can then move to that harder part. So we will see increased demand, we'll see increased need for our services and capabilities. You know, in the tech world, I live in Silicon Valley, you hear this term, the glue layer, which is check terms for, you got to build software to kind of glue things together. This component goes with that components, proxy servers, all kinds of weird stuff. And the integration message we're hearing here at Dell Technologies is actually to eliminate all this custom glue layer software where you guys are now integrating it more fine tuned, if you will, within the products, but yet they're still separate. You can get secure work, you can get RSA, you can get some things over here. You had multiple puzzle pieces together there with integration. How is that going to impact you guys? And of that integration strategy, which one do you think is going to be the most popular with customers? Well, there's certainly the need to integrate additional technologies in the customer's environment. They're going to have CMDBs, there's other technologies beyond Dell that we will help them integrate with if they need that. And then certainly we work with our strategically aligned businesses, with RSA, SecureWorks, and partnering with VMware to integrate those other technologies. So I think the, again, it's about, it's sort of, it's like a hierarchy of the level of value of work or the value we can provide back to the customer. So we sort of eliminate some of that baseline work and we're focusing on that more value add. The VMware piece is nice too, you got to like the VMware action there. Absolutely. Yeah, so that's certainly a huge opportunity for us. So helping customers make these strategic decisions about their cloud, multi-cloud strategy, if we think about the data, that is we hear lots of different analogies, data is the new oil, data is gold. Michael, I think yesterday said data is inexhaustible. I always kind of think of it as a catalyst and a reaction that you could use multiple times at the same time. I mean, it's one of those, it's capital for organizations. So when you're talking with customers that say, all right, Jason, help us understand, based on our types of data where we should put it, so that we can get fast access to it, to glean those insights, to be able to stay competitive, to identify new revenue streams, new product streams. What are some of the consultative practices that you guys deliver to help them really look at the data as assets that really can drive business outcomes? Yeah, so we actually have some strong capabilities in the data analytics space. So many of our customers, they understand us. They understand data capital, and they understand that the value that they have from their customer data to all of their product data, and they want to be able to unlock that, they want to be able to monetize it. So we can help them understand, okay, what data do you have? How do you make sense of it? How do you organize it? Let's build an analytics platform where you can start to look at use cases and build out a strategy to take advantage of those use cases and then start to capitalize on it. So we can help them with some of the data engineering, we can help them with some of the data science, we can help them build and implement the actual analytics platforms to take advantage of it. Of course, all built on our hybrid or multi-cloud platforms. So you're a marketing guy, you must have some really killer customer examples that articulate that value beautifully. Share some of those with us. Well, specific names, I'll put aside, but we've helped some customers with incredible fraud detection, right? We had one customer that was actually a power company and they had a number of people stealing power off the grid, but they couldn't really pinpoint, it was an incredibly manual process. We actually helped them build an analytics platform where they could look at and pinpoint where power was being sown off the grid and then they were able to predict where that was going to start happening and they were able to crack down on it and significantly reduce the incidents of that happening and stop it and the savings were tremendous back to the business. What's your impression of the show this year? Thoughts on reaction to the news, the announcements, what's the most important stories being told here? I think the evolution of the product lines which we saw today, some of the new product announcements is exciting, but I think we've really done a great job of connecting that back to the integration of all the technology across Dell Technologies, right? It's with the Unified Workspace announcement yesterday and the Dell Technologies Cloud. I think that is really finally demonstrating, not finally, but really demonstrating in a concrete way, bringing to bear all the power of Dell Technologies and when we start to put it together, the incredible solutions that we're providing our customers. So we've seen a lot of buzz with our customers in the services booth. We've had customers come over and ask us, how do we take advantage of the cloud or can I understand even more about Unified Workspace and how you can help us? It could be a boom for your business, more build-outs. Absolutely. More work to do. Absolutely, it's really going to, it's accelerating customers' demand for those solutions and of course, there was going to be some level of services to go with that. We've heard that spirit of collaboration and integration throughout the last couple of days. Jason, we thank you so much for joining us on theCUBE again, talking about what you guys are doing and consulting and helping customers to really make the right strategic decisions to move their business forward. Thank you so much for joining me. Thank you so much for having me. Really enjoyed it. Our pleasure. For John Furrier, I'm Lisa Martin. You're watching theCUBE live, wrapping up close to our second day of two sets of CUBE coverage. As John says, it's a CUBE canon of content coming at you from Las Vegas. We thank you for watching.