 You guys, you were up on stage with Juniper, and obviously mobility is at the heart of this announcement. It's the mobile life, everyone has mobility. Obviously more outside the US than inside the US. So first, talk about why you're up there. Let's get that out of the way. Why were you up on stage? Tell us what your involvement in the announcement was. Great. British Telecom has multiple plays within the mobility market today. We're both in the consumer space, as well as in the enterprise space. Our relationship with Juniper is multifaceted. We do a lot of work with them from a security perspective in general. And I think that what was important to us, and certainly Juniper was very interested in our story around how do mobile devices translate into an environment where you traditionally think about network security? And what does that mean? As consumers are now becoming prosumers and trying to bring their experience from the consumer space into the enterprise space. And it's a fascinating time because we've now transcended the whole idea of using networks and network security as defining the way that we define security strategies. And now we have the devices that are very much dictating that. And so for us, I think the edge has been very great between what is a consumer who brings a smart device into the corporate environment and how the enterprise wants to deal with those smart devices when they're there. You had mentioned an opportunity. And obviously the kind of common theme here is networks, right? You guys have been in the network business from a consumer standpoint. Obviously enterprises are in the network business. And some say, and rightly so, they're lagging in terms of capabilities, mostly tied to applications. Can you talk about more of that opportunity? You mentioned there's an opportunity for you guys. Now obviously there's a huge consumerization theme going on here. You mentioned that as well. What's the opportunity for you guys now with this kind of environment? To hit that gray area, the blurring? It's very much that way. I mean, I think that the reality here is that BT has very strong in the consumer space, obviously in the UK. From an enterprise perspective, we've actually been in mobility with Mobile Express for well over 15 years. And when you have 1900 to 2000 multinationals that are out there, what's the end user population? They're all consumers, in some way, shape, or form. And so they're the ones that are put in the pressure on the enterprise to allow for more devices to be introduced. So the opportunity for us is to gain that expertise, not only in the consumer space in the UK, but to be able to embrace the smartphone technology, to embrace what's happening with these devices in the enterprise, and offer that as a service. And I think that we see that as sort of a continuum of how we're already offering mobile security for enterprises today. Enterprises are clamoring for solutions. And so for us, the ability to be able to extend that beyond the network and saying, okay, we're in a branch office or a home office, or a label, whatever you want to now say, okay, we're going to give you the freedom now to bring around devices. We're going to give you the ability to be able to offer multiple applications to those end users. That as a service provider provides value to the enterprise. And again, I think it plays very much to the way that we approach enterprises in general today. And Ray Ozzie, who just stepped down from Microsoft, wrote a letter out to his executive staff and directors, basically declaring an end of an error. I mean, it's a pretty easy call to make at this point, right? I mean, mobile is the defining device in everyone. The data capturing off the mobile devices is unprecedented. I mean, literally, voice calls in SMS, the old standards, still exists, but now you have a tsunami of diverse data points. How are you guys approaching the data? I mean, obviously there's innovation opportunities to look at gestural data, look at user data, provide better services. Are you guys taking that data in-house and recycling it out, understanding it? I mean, what's your overall data strategy for your business model? Yeah, I think that from a mobile data perspective, I think that you first have to look at what is it that the device is offering? It's enabling applications for the organization. Organizations today are trying to now comprehend how a smartphone or a smart device translates into what was predominantly a laptop-driven environment before or a PC-driven environment before. Whereas organizations, I think, were sort of looked at smart devices as non-threatening to them. Now there's a sobering reality that in fact they are security threats. So the value that we can bring to an organization is not only looking at the end user and how do we create a simple experience that's able to transcend what kind of access they're using, however they want to get into the network. But from an organizational perspective, provide a simplicity of management information. Because today, we talk to a lot of enterprises that say, okay, I've got four or five different pieces that I'm trying to make into my mobile security strategy today. Across four or five management platforms that translate into four or five subject matter experts they need to have in the organization. That's just not going to cut it. You talk to David over at IBM and he'll tell you that the ratio of security experts that they have in their organization to mobile employees is a fraction. And you look at organizations today. And they're constantly under threat. I can imagine IBM must get pounded. Oh, absolutely. And you guys too as well. Yeah, and I think that the, again, it's the reality, I think there's that sobering reality that smartphones in fact have become sophisticated enough from an application perspective that they can create the same kind of security threats that we've long seen in the PC and the internet environment. And it's interesting to see Juniper. It's interesting perspective because what you really have here is in the old way with the PC revolution, the enterprises that they had to crack the code on security. Sure. And the mobile providers didn't really have that many touch points for access. Yeah, you nailed down all the little touch points you had. Now you have a diverse set of touch points. So kind of bringing them both together seems to be a winning form and both grounded in network security. And I think that it really lends itself looking at the devices themselves. The ability to be able to have the devices amenable to allowing third party components and not relying on the device itself to be secure enough, I think is one of the telling things. It's not going to be just the operating system that's going to secure the environment. It's not going to be the inherent security in the device itself. It's really going to be how an organization looks at the securing of their applications. How do they actually secure their enterprise differently to allow for those 59% of the people who say that, okay, I regularly break into my corporate enterprise using a smart device. I think that's very tough. We were just talking with the Forrester guy earlier about in the old days, we hit a monopoly in standardization, in the wind tail or whatever in monopolies. You don't have that anymore. So there's kind of these different approaches. You kind of have the old school kind of mentality I got to own it and these devices only got to use my black bearer, this approved device versus a more open approach where the network is the key. Is there a right or wrong answer? Is there a preferred approach? Is there a legacy mindset that will have a small percentage share? What's your experience and your opinion on that? I think that we're finally seeing that the paradigm shift away from being able to control the device or define the device to now the policy stage where organizations are now trying to define not only policy from a security or from a way that they want to secure their network but from a human resources perspective that now employees need to be educated about their responsibility when they're bringing these devices into the environment and the more organizations are welcoming of how they're going to create the kinds of baseline security into these devices. The more that they're looking at enterprise security to welcome these other devices that are coming in. There's a lot of parallels to the way that extra nets worked four or five years ago where organizations were saying, okay, we can't control the devices that are coming into our enterprise. So what are we going to do? We're going to set up policies based on network security. We're going to encrypt everything. We're going to put these master blaster firewalls in place and that should secure everything. Well, that's not the case. The nature of devices, the nature of security threats now is too sophisticated for that. Are there any bright spots in your mind down the road in terms of areas that are growing, that are emerging? I mean, I see virtualization is a big part of what we're seeing in the cloud and enabling virtualization on the desktop. I see venture capital is always investing in these new kinds of companies are emerging, data, Hadoop, Cloud Air, et cetera. So is there any bright spots in your mind out there? And yet you're seeing that are really saying that's a lot of prospects with these areas. Oh, I think that the whole smartphone arena, I think that that changes really the way that organizations are going to be thinking about applications is going to change the way that they're thinking about the design of their applications. What excites me is hearing organizations talk in terms of app stores. They're talking in terms of consumer terms of the things that have already changed the way the consumers look at the way that they want to interact with data, the way that they want to communicate with each other. I think that that creates an exciting opportunity that organizations, from a security perspective, they're going to change the way that they design not only the way that they secure their enterprise, but also how they change the design of their applications. That creates a huge opportunity. It allows for organizations to now look at what is the kind of expertise they need to have. And as I said before, this is a journey. There's no enterprises don't have a moment where they say, goodness, that's done. We don't have to worry about security. It's a level set, it's a reset, if you will. It is. And grow with new demands. Absolutely, and that's exactly what we're seeing out there. So I think that just in itself, the organizations that can provide the kind of expertise and provide the reality of what's actually happening out there, they're the ones that are going to the most benefit from the changes. You guys, you're an interesting spot, obviously, because of being having the two client bases and obviously the technology that you're interacting with. What's your advice or opinion and philosophy or angle on the consumerization of IT? In particular, obviously, there's no real debate, consumerization of IT and consumerization of technologies everywhere. How do companies who aren't there yet, who are even not in the first step of the journey, who are old, siloed, ITs, how does a company become a consumer company? Because it's pretty much agreed upon that they got to be like a consumer company. It's not just going to happen. Yeah, so okay, how does a big technology company, like Juniper or like anyone else, or a bank, or financial solution, or a healthcare company, how do they become a consumer company? Well, I think the first thing they need to take a look at, and it's no different than how I think that all organizations that have been successful approach mobility. First, understand the applications. Understand the application environment. What are you trying to do? What is the role of applications in running your business? And the second is where do, where do those applications become mobile threats? And where do they become a mobile benefit for the organization? Are there certain applications you want to make available to them? Then the third aspect is from an overall delivery perspective. How do you want to deliver those applications? And that's where virtualization can come into play for them. Do they want to make those virtualized applications so that they're not having to worry about putting too much intelligence or putting too much control down at the end of the device? And then finally, looking at their overall security, because I think that organizations, I'm seeing that organizations fall into two camps. Either they're two lax with their security and create vulnerabilities for mobile devices coming in, or they're too strict. And they're saying, okay, we've got a variety of controls that we put in place. We're banning the use of smartphones in our environment. I think that's too old-school thinking. That organizations need to be thinking a little bit more about how they can actually embrace these devices and less so about how do I restrict them because people are going to find a way. Is there a proof point you can share with the folks out there about a use case that you're proud of in terms of what you guys have done in your business that has kind of changed the game in this area? Is there anything, I mean, obviously confidential information's out there, but is there anything you could share? I think that one of the things that we've recognized over the years is that delivering technology to enterprises is certainly something that you can build a business on. But being able to sustain that really comes down to what kind of expertise you can bring behind it. We've seen that with Mobile Express, professional services has played a big part in why very large corporations, we're talking about organizations that have 50, 60, 70,000 end users that are mobile. How does that come into their broader enterprise? Being able to bring that kind of expertise to their organization, it's a game changer. It allows for organizations, one, to be able to continue to adapt to the changes that are happening out there, but at the same time allows them to focus on what we want them to focus on, which is on the applications in their business. And I think that you find that most organizations today are very much interested in how they can embrace technology. And at the same time, we want to make sure that there's someone out there that understands how that technology can play into their enterprise. Is cloud and mobile hand and glove, are they together? Not quite yet. You know, I think that virtualization is going to become a response for organizations to how they deal with security. I think that it allows for them the convenience of being able to segment applications and content away from the mobile device. So there's an opportunity there. Yet, I still see that the approach that organizations are taking is they're not quite sure yet what the end user population is that they want to have leveraging these virtualized applications. So I think that we're going to see over time. They're still unsure. They're still kind of boiling out the use cases, right? Right. And there's obviously some technical issues as well. Yeah, the small ones. Especially if you're looking at a global deployment. You know, I think that organizations are, there's still architecture changes that they have to go through in their own applications before they can even look to virtualize them. On the user experience side, as we talked about earlier, you know, there's been, I mean, virtual desktop has been talked about for years. It's next year. This is the year virtual desktop. I mean, it's an edge device. She's talking about mobility. I mean, at VMworld, I mean, we talked a lot about that and they actually change it from VDI to end user computing. I guess that's a good way to position it. But it really is an opportunity for whether, you know, healthcare doctors or whatever. Is that a reality? I mean, is there a long way to go with VDI or virtualization at the desktop? I think that there is, it continues to be niche in terms of the application appeal for it right now. I think that you're finding certain verticals find more of a natural use for it. Again, it comes down to the devices itself and does the device provide for them a platform, a stable platform combined with the access, combined with the security to allow for those applications to work effectively. And I think that there are architecture changes now that are happening within closed environments that are helping organizations to better take advantage of virtual desktop. But I still think that we're a ways away from it being really a mainstream adoption because today, most of the applications that are getting driven by mobile devices today still center around messaging. They still center around, you know, essentially architectures that have been in place for 15, 20 years. So, you know, I think that there is a certain degree. We're here with Mark Patterson from BT, global footprint, been in the business for a long time, sees the changes, recognizes the consumerization trend and applying technology. Content, one of Kevin Johnson's slides talked about obviously devices, you know, any device having the software, but he talked about content. I was a sharing, social networking kind of thing to it. But the content was a big part of his slide. You guys obviously see a lot of content coming in off the mobile devices. What's the internal mindset at BTN or other providers around over the top and these new content sources? You got to harness it. Is data the key? How are you guys looking at that kind of the content model? A long tail of applications coming on? I think that that's exactly, I think that you're finding right now that organizations are struggling with what kind of content they want to control. For example, what's the role of social networking within the enterprise and how far do you go in terms of enabling that? Because that creates a huge vulnerability for an organization if they go too far in terms of being able to embrace consumer-driven content within their environment. I think it creates for organizations, I think we see a resurgence in hosting now because that whole model has changed in the sort of virtualized environment. Where should content be delivered? Where should content actually reside? Where is that single place where it should reside? I think that organizations are trying to do that. Yeah, who owns it, right? Exactly. And so I think that we are seeing with organizations right now that they're increasingly looking to try to move content for the sake of making it available, making sure that it's under control, moving it more into the cloud and less so looking at a model once they just let it go, widespread. I'm getting the wrap-up hook here, but a couple more questions. It was a great conversation. I really enjoy this. It's fantastic. See, cloud and mobile, we'll come together at some point, but compute has been out there. A lot of people are saying, and we've been talking about storage, mainly because you can get compute anywhere. I mean, compute is almost like pork bellies, right? You can get them anywhere, right? But I mean, it's a commodity. So storage isn't a, storage is a different animal. And how are you guys dealing with big data than storage? I mean, you need low latency at the edge. You need robust user experience, but you need access to the storage. Any vision, opinions, or angle on the storage? Again, a lot of what storage is, it's more than just being able to have wide-scale ability to actually have capacity for that. A lot of it has to come with the network design itself. I think that what we're seeing right now, especially as organizations and enterprises are looking at the design of not only security, but more importantly, their backbone networks, the ability to be able to deliver that. I think that that's what's driving so much of the, almost like the replication of the internet model now in the private space. Why is it, why are organizations looking for higher capacity, being able to create more intelligence around how they're actually transmitting this data? I think that there are changes to the way that organizations are designing their core networks so that they can make content more distributed, so that they can make, they can- Scaling out, if you will. Exactly, and I think that for multinationals, the ability to be able to make that available, to be able to look at the nature of how they run their business and what content is relevant to various parts of their business. You do see a degree of segmentation that's happening out there, which is, I think, again- Solid-State drives big innovation, caching layer, et cetera, et cetera. Okay, we're here with Mark Patterson. Really, the big story here is consumerization. BT is obviously a big player in the mobility area and enterprise, they touch the consumer. They have to deliver technology securely. New apps are emerging. Thanks so much for joining us inside theCUBE and we're here at the Juniper event, changing the world forever, the internet forever. Juniper, oh, that's not Juniper. Juniper's defending your mobile device and your mobile life, so couldn't help but dig in the other guys over there. Thanks for coming inside theCUBE, appreciate it. Okay.