Dell EMC Challenges Cisco in SD-WAN
Transcript
hey guys about a few thousand from the CTO of Iser and you're watching more coverage of the world 2019 we're in beautiful San Francisco and I have with me drew Schulte VP of what's the title you your product man identity of the delians you networking business so now that we'd get the formalities out of place big announcements today at vmworld we're seeing the better together story unfold what was not enough is that they share a crusade to me yeah great we actually had two distinct announcements
that we bundled together so let me kind of tackle each one of them independently the first was something we're calling the SD win solution by Dell EMC mmm-hmm so for the past year we've been working closely with the SD LAN team within VMware they came in with the Velo cloud acquisition about a year and a half ago and they're now in the networking security business unit and we've been working with them initially to optimize their hardware so they have these educate ways that they deploy out
to support kind of those endpoints of the wide area network and so we've been working with them on that portfolio for that but the conversations of ought to be something larger than that in terms of us actually packaging up an end and wide area network offered for Dell EMC so in addition to the edge devices that will have the SD win software pre-installed on them we as Dell iam so you're going to get our own dedicated virtual cloud Orchestrator so when we saw the solution will
be responsible for setting up customers in that Orchestrator onboarding their edge devices into that Orchestrator and then behind that Marcus trader will be tapping into the existing worldwide network of virtual gateways that VMware has deployed around the world so all the wide area network connection points it the big public cloud operators the Amazons the azure is the big SAS providers like salesforce.com even like a youtube they've got this huge network of these cloud gateways an over-the-top network that we're going to be able to tap into
so when we go to approach customers in the enterprise space and offer them an SD LAN solution we're bringing the benefits of Dahle MC on the hardware side of the house so they can do that's purpose-built an optimized hardware global supply chain local support o the entire support experience inclusive of getting them on board and into that wide area network and if they have any issues along the way be it Hardware be its software be it's a service that it's running upon del you see is
that single two up to children so we're excited about that one so let's look that's a lot that's one a now it's one yeah don't break whoa whoa whoa Park the second announcement we listened what kind of let's delve into this okay st man isn't hard percent but what is hard is operations in general so as simple as SD win is the solutions on market developed out isn't a very difficult solution to manage but from a operations perspective the one throat to choke thing is kind
of important networks are built around or compromised from a you know technology versus operations piece of around the relationships so like no other part of our industry the big incumbents are stationary and fixed even if the solution the technical solution isn't that great now much of what I just heard is that Dell has introduced what into the relatively new market for Dell Chris the wide area network has not been something that Dell was playing in I don't actually in for a customer I'm deploying a set
of dáil switches and in the campus in the data center kind of where you play so if I hear correctly you guys are entering the win space that's correct not only are you entering the wave space you're going to manage that solution for me yeah in terms of getting you on board the orchestrator and sending you up and activating you in that wide area network now what we're not going to do in unless you want to have that conversation with us is hey here's the priority
for my applications in terms of what I want their various quality of service to be so that when I'm routing my traffic around that wide area network you know I'm putting my business critical apps at the top of that priority and you know streaming YouTube videos somewhere that lower then that's available to the customers once they get into the orchestrator where they can set their own policies and so forth and monitor their performance and look at that but we we also want to have access to
that as well because if a problem does arise if we don't have access to that and the edge devices and everything that's going on in the network then it's really not to your point of comprehensive support model behind that so let's get to kind of the meat of the edge devices themselves correct is this this LaCie or canvas displace my current Windows you'd like literally like most of the SD man solutions most unless you know let's kind of cut to the chinese most of a steal
and solution saying you know what where we are complement you ensure this would be complementary to some business solutions out but no will this solution cannot displace my incumbent Ram provider never provided with missiles yeah very much so and that's a conversation that we're having pretty consistently because a lot of those incumbent when providers the hardware and the service contracts that they have with those customers are actually coming up for renewal and so it's an interesting time of this confluence of events of my service contracts
are coming up for renewal my cloud traffic is exploded I mean just think about the typical company or organization and the amount of time that the employees in that organization or have spent accessing applications that are running either at SAS or in the public cloud I mean think about the time you spend in office 365 the time you spend in workday in a SAS application salesforce.com all of these all shift that's happening in that application space is just writing exponential cloud traffic and so software-defined WAM
provides an on-ramp to get to a much more cost-effective transport mechanism which is broadband and so you know leveraging really expensive dedicated MPLS circuits to stream YouTube videos is probably not a good you know investment of your app X dollars as a 94 business and I think one of the things that can get lost in the conversation around SD win in vendors such as daily MC networking has been this conversation around cloud first models one of the things that I'm dealing with one of my client
with my plan today is that they don't have a data center and they you know and it kind of showed me there whinnies I'm pretty simple in it ask them why don't you SD win well SD man is for companies with data centers and we don't have data centers so I couldn't disagree I couldn't disagree more I look at you you need to realize that their cloud burst but I can't see their multi cloud yes they're not pointing Salesforce you're getting W ass exactly all 365
Google and you want to have a dynamic system that's gonna be able to route and that's the great thing that what we're doing it working with VMware at a packet level of about racket around routing in a flow level like that a packet level to guarantee that you're getting the optimal quality of service that you need whatever it is you're trying to talk to around the world club a cloud be SAS a SSB that's the great story here of really it's about the performance that your
employees are gonna get out of that cloud first application model and you wanted to be productive so we tried to deal in the data we've tried to deal as a desktop you've trusted Dell throughout most of my infrastructure this is a new audience that you're talking to deal doesn't tip me talk even within networking you know you can't have the campus guys we have the data center guys and you have the land guys and there's there kind of thing about tunnel why should a dental rep
get tied in with the wind I'll what's the story like what's the hook yeah yeah to be easy it's real so two things one the ability to move to a mixed model and eventually a full BOTS broadband model you know step one a moving to a mixed model you can probably reduce your land transport cost by 50% we need to do a broadband you could probably get it down 75% we've got the numbers to prove this up and even Dell IT has gone on this journey
over the past year of implementing software-defined LAN and that's the order of magnitude of savings that we're seeing in our transport cost so here who you're calling on when I start dropping down yes second off which is a huge part of me but it's a fixed cost I mean we're writing huge checks every single month right board those circuits right I mean that's that's immediate savings that you can recognize so that's a pretty easy conversation to start with you're talking to anybody and certainly the CFO
if you got his or her ear on that point time the other thing though is peel back the onion though yeah it's a new space to us but like think about what it is that we're doing these edge devices that are being deployed in all these remote offices and branch offices at their core it's an x86 device right that you know we're optimizing for performance we're you know building off of you know standard commodity base you know memory and being a to about you know a
little bit about how to make that really really efficient and we work closely with the software partners in VMware to make sure that we've optimized that configuration to support the appropriate bandwidths that they're going to need to support of those brand sites so it was still playing to kind of our DNA as an infrastructure provider right we're not you know you know fabricating new silicon here right this is basic blocking and tackling for us from a hardware perspective so say - yeah second announcement as if
that wasn't enough we try to like be really really busy here today the second announcement is a product we're calling smart fabric director so this one has been a little bit over a year and it works working again with networking insecurity business unit on this it's a joint development so we actually have Dell EMC and VMware developers writing code for what we announced today and if I were to sum up what we're trying to solve here it's bridging the divide between the physical network and the
virtual network and what I mean by that is if we think about the advancement that came on with virtual networks and VMware NSX being the market leader in this space we made it way easy to manage you know provision a virtual network great insights great visibility analytics but underneath that virtual network there's still this physical underlay yes and it's got a past traffic and it's gonna have congestion it's gonna have a CPU utilization problem is it's gonna have memory overload and it's still an integral part
of the performance of the applications that are running on that virtual network at the end of the day and so what we decided to do as Dell technologies from a better together joint R&D investment this goes trying to tackle this problem how do we bring these two things together so smart that our director does a couple things one it provides a single interface into every switch that said that underlay so we can talk to individual switches but does so under the constructs that I'm trying to
build a lot of fabric right okay and so by building out that fabric I can then present information about the underlay as a fabric northbound northbound in the solutions like you said like do you realize network insight like in a sixty and so it gives me visibility at the overlay level about what's happening at mine under light so this is a real pain so you know we I'm uh I'm torn because I mean I'm a yes excited guy from one point in my career and I
was a network administrator network engineer in another part of my career so you know from the yes excited perspective virtualized everything networking storage if you doesn't matter you know might be standardizing foreign calls and a protocols take care of themselves personalization perspective but in reality of operating the network I've been a network operator the network flaps it does stuff underneath you know packets get drops frames get overrun CPUs get maxed out just the network is a complex beef beach you can't simply virtualize that you can't
simply run a virtualization layer over that and say it's just going to work you know these two servers that are virtualized talking to each other can take different paths even though logically to look like the same to me so how do I troubleshoot that when something goes wrong when everything goes right it's great but when something goes wrong how do I promise you that this is a solution aimed at solving that operational problem bigger you know yeah well said and you know the NIST release that
we're going out with you know the one dot IO is so to speak which we'll be shipping here next month it's really focused on ok I want to deploy a fabric that's optimized for NSX so all those VLAN settings and so forth that you can get wrong and setting up the transport VLANs and some route that you know easy button but just go off and push that out but the evolution of that over time if you think about it now I've got I think you know
the conduit of knowledge is what I call it a between now that physical and the virtual and step one is going to be passing deeper insights in terms of telemetry that's happening in the underlay northbound to be consumed by those VMware applications out there they talked about something called NSX intelligence this week a new product an announcement which is think about a policy engine for NSX is the best way I can describe it based upon my understanding of it but it's not too far of a
stretch to start to think about well if I can pass information about deep insightful information about what's happening in the underlying north and they have a policy engine they can interpret that data and make decisions around what to do with the underlay you know it's it's not too much of a stretch to think about what it is we can go off and do with this and creating a deeply you know harmonized business virtual network that at some level becomes autonomous so what this practice basically allowed
me to do is X questions or profile yeah X questions to the data that previously I just didn't have so if you you know you're a photographer and you shoot raw versus you know to press JPEG you can do stuff if photography you shoot raw that you can't do if with you shoot date thing because it's just more data and you're spinning that telemetry data up so the fabric itself may not present the data in a way that you that you can that you can view
as actual you know information or authority outputs that's the function of a be realized or in effects intelligence in the future except of these tools they can now ask more intelligent questions of the unlined data so that I can better manage my networks yeah exactly wow that is a I gotta admit that's two big announcements and we wish we had two different videos to kind of tackle this cuz that's a lot of data speaking of a lot of it people want to know about the two
different things no portals why don't they go online to find out more about each one or ill networking yeah builds a big companies yeah really dele amc.com slash networking so we've got a full suite of information on the announcements that we've made there this week live inclusive of a video of the general manager of the networking security business unit of VMware and my boss the GM of the networking business unit that deli and see sitting down to jointly explaining some of these offers as well as
a bunch of other collateral out there so deli MC Connell slash networking you know book market check it out lots more information and that provided we had we had the GM of NSP you on the program before we'll provide links super fun guys doesn't really if he stuff with open sourcing switching in the past so VMware is leveraging a lot of that knowledge with now Dale technologies with hardware this is a great example of together story and not being critical kind of the budding up of
this but when Dale acquired VMware and EMC the first thing in export was NSX T on a Dale switch this is a step forward in that direction not quite that but I'm I'm a network think I used to tell them you know a little geeky and excited about that so forgive me that's it for this episode of the CTO notes if you want to follow the conversation hashtag CTO dose one twitter linkedin you can interact with me in the ecosystem around these announcements you think they're
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