 From London, England, it's theCUBE. Covering Discover 2016 London. Brought to you by Hewlett Packard Enterprise. Now, here's your host, Dave Vellante and Paul Gillis. Cover everybody, we're in London. This is the theCUBE wall-to-wall coverage, three days here at HPE Discover 2016. Dave Chopra is here, he's the vice president at Wipro and he's joined by Maya Barat, the vice president of Strategic Alliances at Hewlett Packard Enterprise. Gentlemen, welcome to theCUBE. Thank you. Good morning. Maya, a lot of people don't know that Wipro and HPE have had, well, I guess HPE before HPE, have had a long partnership, almost two decades. Take us back, describe a little bit about the partnership and how it started and where you've taken it. What are the phases that you've seen in that journey? It's actually a very unique partnership both for HPE and Wipro. I think we are two partners who have grown together as HPE and then as Hewlett Packard Enterprise. It's also, I think, the uniqueness of the partnership is that it's a truly symbiotic partnership over the last 18 years. So there's a lot of give and take between the two organizations. And to me, I think the biggest part about the partnership with Wipro is that we really operate on a set of shared values. When I look at the way Wipro does business, yes, winning is important to Wipro, but it's equally important to them how they win in the marketplace. And that resonates very well with integrity as a HPE value. The other thing to me that's really unique about this partnership and the way it's evolved is really about the trust and respect that we carry for each other between the two organizations. And lastly, just the way we collaborate as one team in front of the customer, I think really sets this apart for a very unique partnership. Dave, can you comment on Wipro's evolution? I think many people would have sort of a legacy impression of Wipro as being an off-shore programming shop. 200,000 people, obviously, you've come a long way since then. How has Wipro evolved from those roots? I think that's a very interesting question. And the answer is very telling in itself. And if you look at the media coverage that Wipro has got in the last at least about one year, after our new CEO has taken over, there is a lot of strategic intent in trying to evolve the company into a more engagement-oriented company, a more digital transformation company than just being an off-shore, centric, rudimentary programming or support company. Not that we are shying away from that business, that remains to be a core of what we do. But just as an example, if you see Chelsea football, and that happens to be one of the cornerstones of the HP and Wipro partnership where we are trying to work together to really change the way fans engage with the football community. And now that's spreading to each and every stadium in the world, right, where the revenue models are just not buying tickets, but it's the whole ecosystem of what comes along with it. That's a reflection of how Wipro is evolving. If you look at the last acquisition we did about a month ago, which is a period, is in the business of cloudification and really taking customers from where they are today and taking them to platforms that help them do their business better. A part of that continues to be offshoring, outsourcing, globalization, as we call it. But a large part of that is really transforming the way those customers serve their end customers. So I would say that's the evolution of Wipro and these probably are two-telling examples, the Perio and the Chelsea Football Club, which should help people here understand how Wipro is transforming itself. Well, Mayor, that begs the question of when would HP bring in a Wipro as opposed to Accenture we just had on theCUBE, or one of your other consulting partnerships? Yeah, so I think the beauty about the Wipro engagement as I was saying, partnership goes back 18 years. We understand what strengths Wipro has. So Wipro is very strong in a couple of industry segments, take it the manufacturing vertical or energy and utilities. We know that Wipro is just cutting edge out there. So when there is a deal going on on the table in any of these segments, we actually make it a point to proactively partner with Wipro very early on. We know that they're the best in the industry in a couple of these segments and that's where the trust and also the relationship of the partnership comes in. What were the sweet spots again, manufacturing utilities? Manufacturing, energy and utilities and the financial services segment. So let's talk about those a little bit. What's happening? You know, you talked about digital transformation. What's happening in those industries? What are you seeing as the big mega trends? If you look at the financial industry, right? And this is not just the major economies of the world which is United States or UK. But if you look at even Latin America, if you look at the broader parts of Europe and now it's bleeding into the Eastern markets, the financial sector is under a pressure that was never before with Brexit happening and now the elections in the United States. If you just look at how the Dow moves, how the NASDAQ moves, how the DAX moves, the variability on those aspects is just mind boggling. Now to support that environment, just think about the infrastructure and the applications that turn at the back. Most of our customers are moving away from branch operations to branchless operations to digital mobility application. And I don't know, last time when I was in a bank trying to submit a check, all of those things are done remotely. It's just very intuitive for a consumer to think about the banking sector, but the amount of infrastructure applications, testing, digital transformation, engagement, GUI setup that happens of and years of planning and execution is a goldmine for partners like Vipro, HP and many, many others in the market space. If you look at the manufacturing world with 3D printing and elimination of, now you have restaurants serving food through robots and I'm sure with Vipro homes we're going to get there soon but the point is that the cost modeling of how the automotive sector or the broader manufacturing sector is set up is transforming itself to again, not only automate how those things are built but also automate the engagement and bring more life to it. So that's the evolution that you see in these sectors and I think it's only possible with cutting edge technology. And then energy obviously changing quite dramatically. Smart planet, smart infrastructure, smart cities. Vipro have in fact was the first one to set up or partner with the government of India in such segments. We have done massive engagements. I don't know if you know there is a gathering of sorts about 10s or 15s of million in India called Kumbh Mela. It happens on a periodic basis I think every four years. And there were losses of life property because it was just uncontrollable footfall. And now with IoT and the smarter engagement last year we won the government award for trying to manage video surveillance and IoT based people management not only to avoid such incidents but if it had happened try to control and narrow down and avoid mass panic attacks. So absolutely, absolutely. Typically in an engagement, who drives the engagement? Does HPE bring in Wipro? Does Wipro bring in HPE? Who tends to be the leader in the... As I said it's a very symbiotic partnership so there are instances where we bring in Wipro into one of our top customers and vice versa there are several instances where Wipro brings in HPE on some of their large leads. So again I said a very symbiotic relationship between the two of us. Dave you were talking about what's going on in India. What are some areas where US companies, European companies should look to India as a leader now as a technology leader? I would say the first and foremost should be in the area of automation. Robotics, manufacturing? I think it is very difficult to box the term automation today. It is all the way from robotics to artificial intelligence to the old school thought of robotic process automation so on and so forth. I think it's going to change the way it has been and it will continue to change the way that we do business. So that's one. And if you really look at the pace at which the outsourcing of the globalization market specifically in infrastructure and applications has been working is a telling story. The second thing would be, and I therefore don't call it an India based phenomena. It's a global phenomena of digital or digitalization not digitization. Where customers, partners and providers like HP or what have you are coming together to form something unique. A Chelsea club is an example. Chelsea football is an example and there are many, many more to that. The third is trying to become more vertically oriented, bring integrated solutions where today the customer will not come and ask for pointed, give me my stuff for less. But it's changed the way I am doing, run the business and change the business and therefore you need a lot more integration of everything that you have under the umbrella of Wipro and NHP to come together and resolve that problem. And last I would say is IP. If you really look at and we at Wipro have figured out a way of remembering it we call it D-I-D-I, which is digital, innovation, IP, domain and automation and intelligence. And if you really look at how these forces are coming together, they are changing the way our customers engage with us and are changing our business model. We don't necessarily have to measure everything by a body of revenue. We can now start to measure ourselves on outcomes and non-linear aspects of growth which are IP-oriented and domain-oriented. All right, Myra, we have to wrap up. Give you the last word. What are the areas that you're going to focus on in the next, say, 12 to 18 months in the partnership? Any levers that you want to churn, things that you want to accelerate and you go to market? Yeah, great question. So just before I go on to the focus areas I just do want to mention that, you know, Wipro is one of those partnerships where we've got excellent props down and bottoms up alignment between the two companies. So our CEOs are completely aligned. The executive sponsor from HPE who is Arun Chandra, the chief operations officer of the Enterprise Group, is extremely aligned with Bala who is the president of their manufacturing and high-tech vertical. And at an execution level, Dave and me are completely aligned. So I think that really augurs well for a world-class partnership. In terms of what I would really like to fast track is just the ability to move faster given the rate at which the world is changing and digital transformation is happening. Just on the way in, Dave and me were talking about how can we just have that ability to move faster than what we're already doing. So I think speed is of essence these days and I really hope that between HPE and Wipro, we are able to move at the pace at which the world is changing. All right, and it's changing fast. Gentlemen, thanks very much for coming on theCUBE. It's great to see you. Thank you. All right, keep it right there, everybody. Paul and I will be back with our next guest. We're live from HPE Discover London, right back. Thank you.