 Live from Las Vegas, Nevada. Extracting the signal from the noise. It's theCUBE, covering IBM Edge 2015, brought to you by IBM. Welcome back to Edge, everybody. Edge 2015 is theCUBE. John Callisto is here as the Vice President of Business Development at Glasshouse Systems. John, welcome to theCUBE, good to see you. Thank you, great to be here. So, winning Edge, again, third year in a row, is that right? You guys, Glasshouse continues to get it done, why? Why do you keep winning year after year here? Well, third consecutive year, that's quite an honor, quite a feat, and this one is very special, though. The previous two years were in storage, this one's in power, and it really validates what we've been really investing in, in technical skills, customer awareness of what they're doing with their business, where they want to go, where they want to grow their business, and being able to see that we can compete in a different brand within the IBM portfolio at the highest level, and be successful in executing it at just, number one, demonstrates the capabilities of the company, but also validates where we've invested in. So, that's interesting power. Talk about your relationship with IBM specifically, it relates to power. How long have you been selling power, and why power? You know, we've been a business partner for over 25 years, we were one of the first business partners in the program, headquartered out of Toronto, doing business both in Canada and the US, throughout both countries, and power's been a great platform for us, and we're seeing a resurgence in, it's really growing. If you were to look at trends and directions in the open systems environment five years ago, maybe even sooner, it would only talk about the growth of X86 as a platform, and the demise of everything else, and everything else is tapering off. If you look at current trends and directions today, it's a different chart. It talks about the growth of Linux, and about the decline of Windows, as an open systems operating system. It's gone away from really talking about the hardware, and talking about the operating system. And really that's the benefit of power, because power allows you to run Unix, you know, under AIX, IBMI, but also Linux. And it is probably the most powerful Linux platform, especially in comparison to Intel, that you can have out there. So when you talk about the growth of Linux, then the platform of choice becomes power. Well, it's interesting, you're right. The definition of open has really changed in the last 20 years, hasn't it? Absolutely. Intel used to be the open platform, and now you've got Linux open source, it's running on mainframes, it's running on power. So you feel, if I'm interpreting correctly, that power differentiates you in the market, allows you to differentiate in the marketplace. Absolutely. The Intel X86 basis, there's a lot of noise there, it's kind of commodity. How would you describe the power base? You know, there's still a great business out there for X86, don't get me wrong. But when you start looking at customers who are looking at reducing their software costs, when they're charged on a per core basis, you know, more bang for the buck with power. When they're looking at maximizing their VM utilization, you know, when they're comparing X86 to power, more bang for the buck with power. When they're looking at doing high-performance computing and looking for performance of Hadoop nodes, you know, again, more bang for the buck with power over X86. So when you look at what power brings to the table in today's compute-intensive environment, you know, it swings so much to power that that's the discussion. So IBM talks a lot about this, cams, cloud, analytics, mobile, social, and security. They talk a lot about digital transformation. Talk to us and customers speak. What do customers talk to you about and then maybe we can translate them into the sort of marketing terms. You know, Glasshouse Systems prides itself on being very customer-centric. And really, the basic key is understand what your customer's business is. You know, and understand what their vision is. You know, what do they want to do now? Where do they want to go? And it's not like that 10-point math problem you had in grade school, where you get one point for the answer, you know. You get nine points for showing your work. That's where the rubber meets the road. So we are willing to put in the work with our customers. They recognize that, they value that. And it's not a matter of going in there and just saying, here's the answer. It's not like, you know, again, you use another analogy. It's not like plain jeopardy. You know, you start off with the answer and then you try to figure out what the question is. It's, you know, looking at where they want to go, what they're trying to do, and then applying the best practices, the trends and directions they're going into the industry that apply to uniquely what they're trying to do. And then customize an IBM solution that's going to address that. Not just their needs for today, but also where they want to go in their future so they're not painted into a technical corner. All right, so let's break them down. So cloud, I think I just heard from you, it's a spectrum that depends on the customer. You're going to get some customers that where cloud is a swear word, other customers are like, put it all in the cloud. So what's the state of cloud in your customer base today? I mean, it looks like public cloud's real. It's happening. Public cloud's real. It's growing, we know that. But this notion of private cloud is sort of evolving into this hybrid. So talk about that a little bit. You're seeing public cloud, like I said, the acceptance has been there. You're seeing hybrid clouds, but you're seeing really more and more interest going in private clouds because customers, they want a secure environment. They want an environment that's the run. They don't necessarily want to share. And if that's the case, then you're going to look at a private cloud situation. And they're looking for something that's going to be a little bit more bulletproof than public cloud, that's going to be a little bit more resilient and is going to give them the peace of mind that if they've got socks or HIPAA requirements or any other type of fiduciary requirement that they have, that they're going to get a good night's sleep knowing where their data is and how well it's going to be protected. So John, how does power in cloud affect your business? So look at the announcement of power going into soft layer. We've had discussions with the open power group here. You've got companies like Rackspace and Google talking about how they're going to leverage power. Does that have an impact on your power business just for general awareness in the marketplace or perhaps in a part of the hybrid cloud strategy or curious how that impacts? You have to look at it as private cloud security. That equals Linux. That doesn't equal Windows number one. So if you really want something industrial strength, you're going to really look at Linux as your operating system in a cloud environment. Again, and if you want to have a highly scalable, highly flexible, highly affordable platform, you're going to look at power to run that Linux operating system over x86 and maybe even seeing some Z Linux in that private cloud space for the really big bruises. So we talked about cloud, let's talk about analytics. Big data, big data is a big mean. IBM doesn't actually use that term. They talk about analytics, which is probably good. What are customers doing there? People want to be data driven. Data is the new oil. It's the new source of competitive advantage. All of these sort of terms. How real is that? Very real. I mean, customers don't throw out data. They are worried about the throwing out an asset. They're worried about whether they realize it's an asset or not. They're worried about throwing out something and then having to come back to haunt them in a lawsuit. For whatever reason, customers don't like to throw out data. That has been a great boon to us as we look at customers wanting to do something with that data. They just don't want to sit there. They're looking at it and saying, I've got this asset over there. I know it's worth something. What can I do with it? How can I use that to leverage my business? So you're seeing more and more interest in taking that data, analyzing it, doing different things with it to give them more insights into their business and make them more successful. Let's talk about mobile. When I talk to business technology practitioners, particularly IT practitioners, they tell me they have a love hate with mobile because they're mobile users. I love my mobile device, but it's driving our infrastructure to the breaking point. And so we have to respond to that. So that's the hate part of the love hate. What are you advising customers? What are you seeing in the customer base regarding mobile adoption, obviously huge, but what is it doing to infrastructure? You know, it's putting a lot of thought into where you are today, but it's putting a lot more thought into where you want to be tomorrow. So you want to have a system that's going to be scalable, that's going to be flexible, that's going to take you from where you are today where you may think you know a lot about it to something that could have no limit, or a higher limit than you ever thought of before. I thought it was going to be here, but it's way up here. So you want to have a system that's going to, a hardware infrastructure that's going to take you there. When it really comes down to at the end of the day, infrastructure matters, customers recognize that. They understand that's the key to their success. As a business partner, we get that, and that's why we leverage customized solutions, but also IBM gets it. It's not just a slogan, it really does make a difference because that's what customers are looking for. And it's interesting, I mean the Apple deal with mobile looks like IBM's doing some unique apps as opposed to sort of me too apps, which is great. How about social? You just got this Twitter deal. Social media again, it's one of those, some guys love it, some guys hate it, there's certainly a lot of data being generated. Are there a lot of insights to go with that? There are, and it's, you know, you're going to find things that, as you move forward in time, people are going to get things out of social media that they never thought possible before. It's just a matter of having all that data, and then utilizing it and exploiting it to a company's advantage. All right, so we're getting the high sign here, so I wonder if you could sort of put a bow on edge 2015. You guys, winning edge again, so congratulations on that. Thank you. And as the trucks pull away, what's the bumper sticker on the back of the truck from your perspective? Once again, it's a great conference. The 2015 version is better than the 2014, and that's always great when you move from forward. And we're just great to be a part of it, we're happy to be an IBM business partner and really value not only what we get from them, but also the value that they recognize in us and how they treat us as a business partner. John Calisto, Glasshouse Systems, well-known experts, congratulations on the win and all the success. Look forward to seeing you in the future. Thank you so much. All right. Keep it right there, everybody, we'll be back. This is theCUBE, we're live from Edge 2015. Stu Miniman, Dave Vellante, right back.