 My name is Dan Havens, I'm the Senior Vice President of Sales for Ormucco and today my partner in crime is Jason Krilich. We will be doing an overview of the company and we'll do a bit of a demo. I want to thank the people that came yesterday. We got a huge turnout. Our booth happens to be about 17 paces to your left over here and we were able to create a couple of strategic relationships out of the conversations yesterday. So whoever said the OpenSec Summit couldn't provide immediate ROI was mistaken. So appreciate that. We're hoping for similar traction today so feel free to come on out. The agenda today is going to look a little bit, we're going to go history challenges, economics and a demo. Now I know I sound a little bit like an infomercial and yesterday I got some feedback on that. I'm not doing the chamois here but I do typically speak at about 400 words a minute so I apologize in advance but we are very excited about what we have. I do feel a little bit like we have lightning in a bottle. Yes I do have sales in my title so I'll apologize for all of that but there's actually real code behind this. This does prove a real solution out in the field and again we're incredibly excited about it. Some history on the company. We've been around for a while so 2008 we actually started out as a telco. In 2011 we transitioned into a managed service provider with our specialty being gaming. So anybody in the crowd that has kids with an Xbox or you play an Xbox it's a very good chance that you're in one of our data centers playing. This cut our teeth in a space with a hugely demanding customer base. In 2013 we decided to go into the actual operating system we were using and make that our product so we don't think of ourselves now as a managed service provider we are a software company. Our goal here is to go to manage service providers or enterprises. Anybody that is trying to address this cloud problem and give them a solution they can turn on this year and a matter of fact give them a solution they can turn on next month and either make money or try to reel back in some of the loss of control that we've seen the public clouds cause today. We have a premier turnkey solution and I'm going to use the word hybrid. I'll define the cloud as we see it because I think if you went to every booth here you'd get a slightly different taste. The perspective that I'm coming from is cloud is not a destination it is a delivery model. People do not put their data in Amazon because they want it to sit in Seattle. They go to Amazon because it's easy because it's right now it's elastic I can pay as I go when my project's done I can turn it off. That's the concept of cloud it sounds glorious but it's not easy to do. The challenge is most of the workloads in enterprise today cannot go to the public cloud. So we cut our teeth we've made a great living by going around to the countries around the world and selling to territories that are underserved by the bigs. Here in America the money is made on the enterprise side where it can't leave and go to that public cloud. That's where everybody in this room comes in trying to build a foundation. We've spent four million man hours building our product on top of OpenStack to make a truly turnkey easy to use as your stack like AWS stack like whatever metaphor you want to use solution that you can turn on either monetize capturing your customers or give your employees a glorious experience. The current challenge is hybrid now this too is an abuse term in our space the company that probably has done the best job of capturing this message I dare I say in this building is Microsoft. Microsoft has this a sure thing it's not cheap but it's certainly a public cloud they have also had the concept coming of Azure stack which is code for I have to address inside the data center what can't leave the cage what can't leave in some cases what can't leave the country now you might say as a sales guy why on earth would you bring up a competitor in your slide in our space competition helps actually we get a lot of mileage off of just that Azure stack like message I will always argue that without a competitor you don't really have a space I use the term yesterday but I'll use it again there is no Luke Skywalker without a Darth Vader without Darth Vader Luke Skywalker would be nothing more than a hot shot rocket ship jockey and white jammies who is working his sister so I also would argue that there is there is no Popeye without a Brutus without Brutus Popeye be nothing more than a vegetarian sailor who likes anorexic chicks but anyway I digress we all need our competition and we have we have Azure stack for that four five one the research now I can go through all the words on this slide but 66 64 57 no matter who you use we've had some McKinsey studies to no matter who you use there is a large number of enterprise class workloads that have to go somewhere and be I'm treated in the new service model and that is private clouds sometimes I can be even considered a poisonous word but delivered in that model you'll see a coming now many of these companies are going to stand it up themselves or they're going to look to you whether you're managed service provider here's what we have found out in the field if you're a reseller and you are selling boxes and software oftentimes your customers raising their hand and saying I don't want a box this time I want this workload taking care of I want it to go somewhere resellers are finding very quickly that they can resell this appliance that we have so that that customer can stand up the cloud of their own now the importance is our economics and I'll talk about that in a second first off the economics of doing this many people have tried to write this this is not an easy lift it's big capex it's a lot of time unless this is going to be your core business I would urge against it most often people figure out sooner than later be really good at what you do and partner the difference if you're a really good host or stay hosted if you're really good at software stand software if you try to do both most companies don't do quite so well in that space we are that software vendor we do not host this I do not want to host this and compete with you if you're in the enterprise I want to provide this turnkey my models are set up in a cloud model I don't get paid my teams don't get paid until you're using it and getting full value or making money on the system now many hosters even some internal IT departments are rifling workloads out to amateur and Azure and AWS if you're a managed service provider and you're sending those out you have to do that because your customers are saying hey I'm going to need this and if you say no to it you may lose some of the workloads that you're managing old-school some of the old VMware workloads and so forth the problem is you're sending your customer down the street now I'm not saying that there aren't going to be customers of years that are going to say I must have this go to AWS but if you have an alternative tomorrow morning with your brand on it that is half the price and in the privacy of your own cage and it also has the sex appeal because a lot of executives want to hear these words runs with containers and on OpenStack that's a ringer so you get to check a very large box there the fun part is below VMware is everywhere we see it everywhere when you have this running and it becomes a safe place we normally come in under the guys of cloud people want the facelift and they want cloud but once we're there the pure economics of our platform being chosen on OpenStack we start to see company start to migrate those VM workloads and we can actually see 35% capture meaning 35% discount so that either goes in a managed service providers pocket or it becomes more value back to the customer but bottom line is that's very compelling why do those migrations not happen quicker because OpenStack is a little scary I've heard bad things it's a little wobbly it's a little when it's running live in the data center and you've moved your second workload over greed takes over the entire enterprise takes them by the way our managed hoster all of a sudden goes into a migration practice and they've created it yet another revenue stream from that again once it appears safe those savings become overwhelming or Moco turnkey fully managed we manage it up to the operation layer the savings it's automated again I'm just going to use the Azure like or AWS like if you've used either one it is the same type of experience except from the privacy of a cage you know by the way just because we pitch private we love private because we're the only ones that do that well but that does not mean you can't go public it does not mean you can't go hybrid we have many companies that are bursting into a public version of this exact same control here are the economics straight out of the gate quantity one OpenStack gives us an enormous advantage but right out of the gate quantity one I can be nearly 50% cheaper than an AWS or an Azure and again if you're just doing a public and there are countries that can stand up a public cloud and they're making a killing at this I would argue if you're in the United States that game has probably been one but going after the private workloads that is the next decade that's what we're challenged with when you can come in with those economics and say the words privacy of your own cage you have a story that is very difficult to resist now I've been all words most sales guys are I want to show you the product anybody that's interested would love to talk to you and more detail over at the booth and we can point you to any one of our public customers where you can actually go use this system live and don't have to take a word for it last note hoping to get a couple of you to come over anybody whose feet are being put to sleep by your current employer we're hiring we're growing leaps and bounds we're actually hiring worldwide and we love open stackers so at a minimum come by shake our hand introduce yourself thank you. Thanks down my name is Jason Krilich and I'm going to walk you through our UI here what you're seeing is our partners and what we've built and basically what we build is a single sign on multi-cloud solution this is my data center in London multi-language this solution is allowing me to switch between data centers with a single UI that's what I'm doing right here I'm going to switch from London to jump to another cloud and now I'm a jumped in another cloud here up in Montreal so the important thing here to understand is that our challenges is always with billing the partners that we come to they have a challenge with their public cloud billing we create a private cloud billing solution that we build by project. You think about projects in a way that are showing you here I take these projects and I can manage them. I can manage these projects and I can assign users with different admin privileges along with all of the nodes I have that you see here are putting me in a place where I can build this particular project right now. So I dive in here. I want to manage this project. I can invite people to it and then of course I can take the personas and the privileges and assign them to a team. So once that team has that project I can get to a point where I can start to manage it and manage its billing cycle or metering. So if you're a service provider that's going to be a bill that you provide or if you're an enterprise company that's metering. So what you're seeing here is all the software defined network routers security all the things that we do including object storage that you're going to see here which is powered by Seth. We can create block storage and object storage. And right now I'm in the middle of making one right now. So when you think about the services that you want to provide as a service provider you start thinking about the templates that you want to make with this platform or if you think about as an enterprise company have a team of developers you build projects you also build applications those applications that you can build via OpenStack can run in our cloud. We support the popular applications that you can run bill and provision. When I get to a point of actually diving into a VM we get down and we get very granular right now this is some metering that we can see with this particular VM its IO its performance. I can get to the point where I can actually resize this image while it's paused. There's been some customers that come to us and said that would be a great feature to have. We built that early on. This is part of the work that we've done. One of the things when we're managing all these images we can get to a point where we understand that we're at a place where I can start seeing all my images here on the right. I'm confirming my resized image right now. And of course I'm going to take a snapshot of it because I'm working on a project and create a snapshot. I can use it at another time. To redeploy it. I can also get to a position here. I believe yet I can get to my console view what we all actually do our work our day to day work and dive into my machine here. Load the console view SSH into it and have the ability to work in any environment. Whether I'm in any location in any data center in any stack that throughout the globe or a Moco has a presence and of course I can take all my VMs I can delete them all I can restart them. It's simple. That's what we've done here is to take all the feedback from developers and IT departments and make how do we make a simple solution. We're able to do that very efficiently with a lot of hard work with our development team. And to kind of wrap things up here that's what makes open stack so much fun for us. We've taken the core foundation of all this code and added 13 core services that's proprietary to us. That's what makes this so special. So we're really excited about that. You may want to talk about sure. Sure. One of our partners if I like so. So important that normally our initial conversation are the table stakes people want compute and they want storage. But what's important is we can see from the advanced class there are a number of enterprises are well down this path and they're running applications of all different sorts through this. We have a mechanism for applications third party ISV is even customized fees to be able to self customize bill to put themselves to be consumable by this platform. Now HPE was an early on strategic partner of ours and they created or at least beach headed this concept of cloud 28. It started in Europe is become its own standalone consortium but it is basically ISV's partners third parties hosters. It originally came together to address data sovereignty but now it has become this giant beast of companies where you would go and try to find what are the applications for my needs and how do I run them. We have to be one of the charter members and the platform for that but it's an important to note that the applications are constantly coming into that ecosystem because those applications want to be consumed by you the enterprise or you the service provider. The fact that you have a platform that can actually provision and build those and run those what that means the simple value prop to that is if you start with this even if you just start with simple compute and storage for your employees or for your customers. You still have that insurance policy of all these other values when you're ready to add them because I assure you if you're managed service provider you're going to want to start creating bundles that give you competitive advantage addressing different applications and so forth you're going to have clients who are going to say this is specific app that I want put in this system this is all set up for that and again that's just kind of a sneak peek into some of the advanced class folks that are using this system but it's important as you evaluate strategies to deal with this so we're coming up on two minutes to go I appreciate you giving us your attention and again I would welcome you all were right here around the corner would welcome you all to come by we can do something more in depth or at a minimum we can set up a time with you and again if you're if you're interested in seeing it from a career standpoint we would love to have that conversation too so thank you very much I appreciate your time and attention.