 Live from Las Vegas, it's theCUBE. Covering EMC World 2016. Brought to you by EMC. Now, here are your hosts, John Furrier and Dave Vellante. Hey, welcome back, everyone. We are here live at EMC World 2016. This is theCUBE, SiliconANGLE Media's flagship program. We go out to the events and extract the signal from the noise. I'm John Furrier with my co-host Dave Vellante, our next guest is Merit Duckett, who's the Vice President of Enterprise Content Solutions at Metasource. Welcome to theCUBE. Thank you, glad to be here. So you guys are a distributor for Enterprise Content Division. Obviously, we talked to Rowie about Project Horizon being now called LEED. But this is a major demand area in the digital transformation. Content is a big part of how people are engaging with how they discover solutions and ultimately interact with enterprises that are digital. You're customers, customers. So what is that? Well, first of all, about Metasource, what you guys do, your role with EMC, then we can talk about some of the customer challenges. So we've been with EMC and its credit sensors for over 15 years as a distributor for all the Enterprise Content software solutions that are available. We primarily focus on application extender and Captiva. We serve with both the North American market and have recently expanded into Europe with new partnerships in Europe and looking to expand even further. And in content management and then the needs for the buyers has been this mishmash of content systems and collaborative software. What are some of the market dynamics right now that you're seeing from a transformational standpoint, digital transformation, at the end, the customers, your customers' customers' needs? What are they looking for? What's that? What do they want? What do they don't want anymore? You know, it's amazing that they all want to be able to use the content management solutions, right? They have a need for it. But one of the difficulties has been the time to deploy and the disruption that it causes with end users. Because we'll typically sell a solution at an Enterprise level, but the end users, the one, the everyday business casual user, is the one who is, you know, shouldered with making it work. And so we have been through trying to figure out how to make deployments easier, how to make them quicker, more nimble, and of course, easier to use. And when we break that dynamic, we see greater success in deployments of our solutions. Does the word cloud come up in a lot of this kind of countries? Is that a disrupting enabler? Or is it more of SaaS is driving it on demand? Are there pressure points that you're seeing that are forcing people to disable? Is it their own digital transformations? I mean, what are those? And it is, I mean, it's amazing to see how much work there has left to be done in this digital transformation. But our customers are definitely driving to where they don't want to be responsible for the iron and the day-to-day upkeep of systems and cloud and SaaS has been very, very pervasive. Our business model has changed. We were probably 10% SaaS four years ago, and we're now 50-50. So it has grown exponentially on the SaaS side, and we can see that trend to continue. What's your experience with Leap or previously Horizon? Can you share your experience? Yeah, so we've been involved from the beginning. We've had input, you know, being a great EMC partner for the years we have. They engage us into the direction that they want to go in some of their solutions. We got insight on Leap or what was called Horizon and really thought that this could be, and I don't like to use the word revolutionary, but it's a game changer. And the reason being, it changes the dynamic of how we deploy, of how we get users to start using the system. One of the challenges is the training that's involved. Well, we took a look at specific, at training with Leap or in general? When you have like a full-blown Captiva system, there's a lot of steps to be able to use that system effectively. Well, Leap Snap, which allows you to leverage, you know, Captiva expertise, but in a really simple format that casual business users could use. And there's the key. We saw that this would allow it to expand so much quicker, so much easier, and we get quicker acceptance on systems. And so the whole Leap discussion became, how do we change it from being, you know, technology-heavy solutions to apps? So you get deployments faster, you see value faster. That's the key. So people can see the value, rather than going, where's the ROI? We make, they make the investment, and nine months later, we're trying to realize with it, well, with this type of technology, you could actually be there next week. Well, can we unpack that a little bit? So when you go through the business case with your customers, what are they looking at? How are you helping them structure that framework? So what they're looking for is how to start begin, begin the digital transformation, right? Where do they start? And what we try to do is focus them on things that can be achieved in the short term. Yes, there's a bigger vision that's always laid out, but for instance, maybe we go a department at a time instead of at the enterprise level. So we'll tackle something like, what's your accounts payable workflow issues? Number one problem is, capturing those invoices from many locations that are remote. Well, now the discussion of SNAP allows me to get those invoices in the central process into a workflow for approval, digital transformation begins. When we prove that out at a line of business level, we start to see the system go through the entire enterprise. So that's a productivity, supplier satisfaction. Yep, vendor relations. You get, you know, you can recognize cash discounts for early payments. There is a lot that goes with that. So you can actually put in programs and add features into your system that you probably couldn't before. Absolutely. That's part of the process. You know, a lot of our, for many, many years in this business, we did what was called archive systems. So at the end of a business process, we put content into the system, right? And the only time we retrieved it, we would pull it. Well, the new dynamic is to push that content from the minute it hits the mail. This is what, this is like a Facebook effect. Absolutely. Notifications has been newly. Okay, but so now you're, yes. So historically it was, archives has shoved it somewhere. Yep. Maybe you have to go get it someday, maybe not. Exactly. But then this notion of active archive came about. So what's different between what we're talking about with Leap and the so-called active archive? Was Leap living up to the promises of active archive? Well, I think it is because what it does, it gets me the content as soon as it's created or comes into the organization. If I'm getting content, invoices, records at distributed location branches, I no longer have to wait to get that content moving through the organization. And deploying a capture solution enterprise wide with multiple locations has always been a challenge. Snap changes that discussion. Is there still a discussion around defensible deletion and the general counsel coming in saying, hey, get rid of that data after a number of years, et cetera? And so presumably that's the case. What about things like categorizing content? Automatically, automating that categorization at the point of creation, is that achievable today? Because it seems like in order to scale, you've got humans can't do that. How do you handle that problem? So, and there's another, the vision of Snap is where that starts to take hold, right? The number one thing that happens is it not only captures it, but then sends it to the cloud where it is auto-classified. Well, remember that auto-classification is the key to allowing us to do the proper business rounding, the business approvals, the workflows. And how do they do that? Well, they have a team building those templates in the cloud where the vision is going in Snap is what's going to change the entire dynamic for the industry, it's the community. So for instance, an invoice from FedEx is an invoice from FedEx. 100,000 customers get that same format. If we have a community of templates that can classify the FedEx invoice and they're capturing it with a little micro app like Snap but gaining all the power of a Captiva back in in the cloud, that game changes. So you abstract away the complexity of Captiva. Yes. And create a better consumer experience on the front end. Right. This is the heart of the content businesses, customer experience, right? Exactly. So it changes from a technology play to a customer experience play. And that's what the traction is to, plus the SaaS thing is nice, right? Correct. Cloud-based, cloud-based, cloud-based. No software to install, no service to upkeep. Use the system, gain the value, improve your business. All right, so for the naysayers out there that aren't, that are out watching, hey, Mario, bottom line me. Tell me about Leap. Why is it good for me? What's the pitch? The pitch is fast deployment, community-based knowledge that they'll be able to take advantage of without having in-house expertise. So no in-house IT requirements, no in-house training, no in-house expertise required to get all the value of what a company like EMC can deliver. So this community thing's interesting because we love the communities because when you have more community-oriented stuff, the better the quality. Yep. And it's more targeted. So that's kind of a big data world. I mean, when you have this kind of insights being generated, customization, isn't that the nirvana for digital transformation to have more assets, more digital assets available? It is. But remember, if you can't get the assets into the system, which is what Leap is based on, right? Easy to use micro-apps that allow people to ingest and work with the content. Well, that starts the process because we could have all this stuff here ready for the community, but we need people to be out of access. So Rowe, and I was talking about this, this is where it ties together for me if I can for a second. So he's saying, okay, customers want to digitize everything. What we're saying here is, that's essence of what you can do. You can start digitizing your business. Everything. So that's really the value. That's the game changer. Agreed. The rest is all kind of like complex stuff that gets handle automated. That's already pre- And we've been doing that forever, right? And we've been doing a real good job of it. But making it available to more in the cloud and making it accessible, and I think too, you know. It's faster, time to value. Faster, and we do have to address the new employee population, right? The millennials want apps, right? And they're starting to get in those positions now where they're the casual business workers, the AP clerks, the people in personnel, they're heading up departments. And the customers, customers also millennials too, on both sides. Absolutely. Give millennials internal as employees, but also the customers are millennial. Now think about the customer's customers where the interaction comes in, right? Yeah. In a document I need you to look at, I'm a manufacturer, I send it to you with one of these LEAP applications, and now I have a secure channel. We can collaborate together. You need to scan me a signed document. They talked about integrating DocuSign. This is all about the customer experience. And with a company like MetaSource, the customer experience we look for is the end user. What we're helping them with is the digital transformation to their customers in that experience. Blockchain is next. Yeah, the blockchain. Then they find a new guy who's supposedly wrote Bidin' Core, he's an Australian guy. Yeah, Australian guy. But seriously, that technology to be used for an interaction, a contract? Well, it's a new way to do things. I mean, it's a new user. Without a third party verification. Absolutely. Well, this is the thing. Self adjudicated. There's a new user expectation out there, whether they're called millennials or whatever. It's a mobile world, it's fast, it's agile, and it's got to be simple and elegant. Otherwise, it's going to be more of the same. And I think that's where, and when I define LEAPA, what I saw with Rohit presented and what our experience is and what we look forward to offer in the customer base from ECD is that nimbleness, right? That quickness to use in the interface is gorgeous. It's very intuitive, very simple, very little training. Well, and I think the secret is it's the holy grail too. You're on a path of digitizing everything and you don't want to have to hire high skilled labor. You want to make it very easy to get the assets created. You know, in a lot of our customers, they were using very, very high paid in a mortgage industry. They're using underwriters, very expensive, skilled workers to scan, to categorize themselves. We'll take about this. Well, take the quality issue, that's why. Now you pass the snap app to the actual mortgage borrower and say, scan this with your phone. And you got machine learning, you got big data, so all that heavy lifting. Mario, thanks so much for sharing your insights on the new customer experience and the path to digitize everything with Leap from the ECD division. We heard earlier from Rowe. We are here digitizing this video, sharing it with you on theCUBE. I'm John Furrier, Dave Vellante. You're watching theCUBE live at EMC World 2016. It's always fun to come back to theCUBE because the discussion is always interesting.