 Live from Las Vegas, it's theCUBE. Covering Dell Technologies World 2019. Brought to you by Dell Technologies and its ecosystem partners. Hi, Lisa Martin with theCUBE. Live day three of theCUBE's double set coverage of Dell Technologies World 2019. I'm with Student Miniman and we've got one alumni back. We've got Gil Schnurz and Senior Vice President and General Manager of the X-Rail. Gil, welcome back. Thank you, nice to be back. And it's Joe and Tal. You brought Nivroth, the CTO of Hadell Insurance, one of your successful customers. Niv, it's great to have you on the program. Thank you, great to be here. So, Niv, let's start with you. Give our audience an understanding of Hadell Insurance, where you're located, what it is that you do, and then we'll get into why you think Dell EMC is so fantastic. Hadell Insurance is an insurance company doing a life, non-life insurance. Very wide portfolio of business products and the insurance and investments in Israel. More than 5,000 employees and 3 million customers managing around 240 billion shackles in 2018. So it's a very innovative company to work in. So, Niv, interesting. Dell has a podcast, and I'm just giving a little plug here because at the gym this morning, the latest episode by Walter Isles talks about transformation going on in the insurance business. Some people think, oh, insurance has been around for a long time, I mean, back to the Roman era when they had some of this, but today, insurance is changing fast. Can you just at a macro level give us, what are some of the changes and stresses on the company and how's that impact your job? You know, it's funny you mentioned that in 2015, our CEO has declared an innovative program named Recalculating Routes. The purpose of the strategic plan was to take a rail from traditional insurance company to more digital transform, data transform. We as a rail has a brokers, the brokers are our sales persons, but once the customer ended the sales part, the onboarding part, he wanted a very more innovative service after that. The post-service part is very hard in insurance and we are investing a lot to make the post-service customer experience very, very advanced. We talk a lot about customer insurance. At every, sorry, customer insurance. Well, that's important too. Customer experience is what the word I was going for. It's essential, right? Because in 2019, customers of any type of product or service have so much choice. So talk to us from looking through that lens of delivering an outstanding customer experience. Obviously, your sales folks need to have innovative technology to deliver that outstanding customer experience, but when a company says we've got to transform digitally, we've got to stay ahead of the market and delight our customers, where do you start? Talk to us about maybe a phased approach that you're taking to digital transformation. Digital transformation is all about how customer experience feel like in your environment. So if a person entering your website and trying to do some post-service and running into some old, fashionable process that is very hard to him, and it's really fascinating to do that. So, and actually, if I look about what our approach about it, we're thinking about the digital transformation. We're thinking about how to take the onboarding part for our workers, the post-service for our customers to make the process, the services we are offering to our customers as easy as possible to just consume it. All right, so, Gil, let's bring you into the discussion here. You know, I think back, converged infrastructure, hyper-converged infrastructure, you've been riding the rocket ship that is VxRail. You know, digital transformation wasn't the leading use for that when we started. It was simplification, you know, driving that wave of virtualization. You know, we've heard VxRail everywhere in the discussion this week. You know, it was like, oh, all of these different cloud pieces, what's underneath them, VxRail? Help us connect the dots, the transformations that your customers are going, you know, where VxRail and the new solutions built with VxRail help enable your customers. Yeah, thanks to, you know, we talk about a digital transformation a lot. Reality is that many of the customers, not all of them are transformative, like Horell Insurance, right? Many of them look at HCI and VxRail as their next simple tech refresh. They see the agility, they see the economical benefits. But there is a growing majority of customers who look to this as transformational. And so that's where you see HCI and VxRail specifically in our case starting to grow beyond being an infrastructure for workloads to be an infrastructure for their hybrid cloud and multi-cloud environment. So what's so exciting about this show is because we've been, you know, we've been very successful and we were growing very fast, but by putting this building block in many of our customers' data centers, they've made the choice that will enable them to now embark on a more transformational strategy. And I think we demonstrated in the last two days that hybrid cloud is here and it's sellable, operational, it's, and with VxRail and the integration with VMR Cloud Foundation and the ability to add and burst into a cloud move workloads, it's here and it's now. I think that's what's nice about this whole thing. All right, so Gil, it's great for you to say it, even as an analyst, as media organization for us to say it, but what we love is you brought a customer here to tell us the reality as to, you know, where cloud fits into your overall discussion. You know, I would love your feedback as to what Gil's saying, what's the reality in your world and the impact on your org. I would connect the previous question to this one because it's like, it's very running on questions about it. So, you know, you're some of the customers, your expectation about the company is to do every operation from everywhere, a very easy way. And you know, the mobility and the digital transformation itself, all the mobile applications, all the things that's taking the customer experience to the next level, it really took the organization to a phase that I need to understand how to scalable the systems. So, in this journey, when you're looking about digital transformation, you must have an infrastructure that supports the scalability, the elasticity, the availability that the customer demands. You don't think of yourself, you enter in some e-commerce or big e-commerce customer and they will set you on the application. Sorry, sir. We currently offline do management reasons or maintenance reasons. That's the thing in 2019 you will not think about and it's not be acceptable. So, to do a scalability, our multi-cloud strategy in a role is to have an infrastructure free environment, to focus on the service applications and not to focus on the infrastructure management part. That's the big concerns of our IT teams was how to, to all day to care about support and metrics and compatibility and maintenance. And when you go into the private cloud environment, the private cloud environment, that's that VxRail on the bathrooms and Vimo Cloud Foundation on the top, allow the rail is to start the journey to a phase that said, okay, we're going to our infrastructure free roadmap. Tell us about the outcomes that, for example, go back to what we were talking about, your brokers who need to be able to deliver any service. I imagine they're out in the field sometimes with customers depending on the types of services that they need to deliver. What has been some of the feedback or maybe the outcomes for the brokers? Are they able to do their jobs faster, deliver quotes faster to customers? What are some of the exciting outcomes that you're seeing as a result of the infrastructure that Dell EMC is helping you to establish? You know, part of the diggers as a formation, we're talking about microservice and a lot of old virtual machines, I'm saying that. So service applications on the path was virtual machine, now your microservice is, why are you microserviceing it? Because in 8 a.m., perhaps there is 20 person that's selling your policies, but perhaps on the 11 after some TV show said something about the rail, you can have thousands of customers entering to your website. So how you can support that? So again, brokers need the tools to support the operation, the sales operations, and the customers need the tools to support the post service for themselves, how to claim, how to do claims, how to do more preventive aspects of insurances. So basically, again, when you're looking about what exciting is, the reality that I'm seeing a process of a customer and he's saying, wow, that was easy. So we're taking the digger transformation to make our customer experience better. All right, Gil, help us zoom out a little bit. We talked to one customer here, but the business overall, you know, joint product development between Dell EMC and the VMware teams is something that we think was transformational and helped accelerate the HCI growth. What are some of the big drivers? You know, what's changed in the business? And, yeah, give us the overall update. Yeah, look, I think that when we discovered that working together pays off through our joint leadership and through examples like VxRail and others, we started looking at every part of the business and how collaboration could enable us to add even more value. And, you know, value translates into finances and there's a very strong interest. And so this recent innovation we've introduced with integration with Cloud Foundation, people don't realize how much work goes into integrating two products. Regardless, even between one company, you're talking about engineers' co-location. You're talking about joint sprints. You're talking about test-fest design workshop, customers' interaction. And so, but you know what I mean, it pays off. You deliver a new outcome that didn't exist before. Now with VCF and VxRail, you can have a full lifecycle management of the entire VMware stack and the entire hardware stack, drivers, firmware and everything, lifecycle together. That's a very, very impressive outcome and it's ready now. And I really think that the shift is going to be more than just HCI. People are going to start embracing the full stack because they can, because we're simplifying it. In addition to that, I think it's important to understand or I would like the people to know that the other way we're taking the HCI stack and the full stack is into much more intelligence. So machine learning and predictability all the way eventually to remediation. And so in this show, we introduced the analytical consulting engine for VxRail and we put it out there as a field try, as an early access. The thought processes, we have a very large amount of intelligent customers that could tell us where they need this to take in. What's exciting about it is that every product these days is trying to be intelligent. Because we have a full stack, we have a lot of context, a lot of things we could correlate. So we're very excited about this and we're hoping that our customers will participate in that design. I'm sure HRIL will as soon as we can give it to them the access. And not only full stack, but making it much more intelligent. I think it's going to be a very exciting year till next time we speak. Yeah, Hralli, have a seat. Yeah, they'll say about it. You know, customers ask us as an organization, understand that public cloud allowed us to be infrastructure free. And now they said, okay, some workloads are good for public cloud and some workloads are good for private cloud. And the multi-cloud approach that VM Cloud Foundation gives us, the infrastructure free, to just focus on the services. You need to understand the manageability of traditional infrastructure is very cost effective, it's very cost effective. Why? You need to manage, you need to support it. You need to upgrade the framer, the buyers, the drivers and all the time to be concerned about if everything is supportable, how you do that all the job. And again, once you're taking the VxRail as a hardware platform for that and the VM Cloud Foundation as a software, you're getting a complete lifecycle that assists you to just focusing about to be a service broker, just add new services to the existing environment. Well, Niv, thank you so much for stopping by theCUBE and sharing with Stu and me where you guys are on this digital transformation journey, the successes you've achieved so far with Dell EMC. Gil, again, always great to have you on the program and we can't wait to hear more next year. Maybe Ace is going to give us some really insightful insights that will be groundbreaking. I believe so, thank you very much. Yes, first Stu Miniman, I'm Lisa Martin. You're watching us on theCUBE live from day three of our coverage of Dell Technologies World. Thanks for watching.