Velocloud Dell EMC Networking Partnership - VMworld
Transcript
hey welcome back to the CTL visor being world 2019 we have Dan Hamilton director of strategic alliances or partnerships and being aware specifically you're working with the dáil team we had drew sawaki shoki shoki on yesterday from Dale talking about the day outside of the housewarm Damascus first off let's go with it now to recap that now what's the big news coming with it do you work share share so that so the big announcement is that Del's launching their own sty an offering as a Friday
it's live and Dell reps can actually quote the offering now and sell to their end customers it's essentially a duplicate of what VMware provides their Bell Club like VMware provides we actually on the VMware side manage the back end of that right they can manufacture that hardware and they sell their customers as though it's a dell product so you know bailout having in the number one position in the market from a market share perspective as well as you know leadership in the Gartner quadrant Dell inherits
both of those things day one of the launch so it's pretty exciting their customer base has been very excited about it and we're looking forward to a great launch of this product so we're gonna get it right after yesterday we talked to Drew and drew was upfront and said you know what this is you didn't use the word rip it replaced but this is basically a ribbon replaced solution this is a data being able to petition 850 to 75% of your land cost that is an
easy door open Wow you know I I'm listening yeah let's go on to that next phase of the conversation okay when is new today it's a new business - Dale raps just sell it directly as the one person for the partnership what are you doing - helping Abel that conversation as bill learns how to sell this to the traditional networking VP of IT infrastructure expand the conversation from the basic day of today sure sure well we're not starting from scratch right I mean no Dell that's
for some time been in the market of enabling be enough and be enough at the edge right if you need to be enough being BNF being virtual network functions okay at the edge rich which is really part of what SD win it is right so as a software based component at the edge it's essentially a V&F and it can enable other okay so it's just a matter of expanding on that and helping them understand that you know in this particular market it's this goes exposed a
bit and we can go in and make a strong case that you know proprietary hardware in the in the in the branch edge is something of the past and going with non proprietary hardware which is you know Dells a leader for that is largely going to replace that that's the trend in the industry right so from that standpoint the the ability to bring a Dell platform in that's ubiquitous that can run multiple VMs that can provide edge compute can provide security elements and etc at the
edge it just goes way beyond what Cisco can provide the day so you know there is a learning curve we have touched I think about 2300 Dell sales reps and their networking team so far on enablement so they're pretty much ready to go and then and then the VMware has a field team that specializes in this technology that is right in the game with the Davos somebody helping them jointly sell so I've found this a really fascinating counselors we see the collapse of IT infrastructure in
general and 86 makes sense for most of the workloads reach support today there's not a whole lot of reason for expect you look like as we look at by FPGAs etc and software abstracting the hardware this seems to gold kind of opposite of that where I can just take software installed on an x86 box or run what did VMware and Dale see together to say you know what we need to hard work partnership versus just maintaining x86 new me Dells he'll sell as easy they could
run Bella pal what what's the value of the partnership so I think you know it's twofold one duck del has long had a virtual edge platform around you city of universal CP device that will run BNSF edge that's always been a part of that is so no Tom's been a part of that and not just Bella pal it was other mattresses that warm that you can put any software-defined wind solutions on that platform and obviously that has worked out well for Dell in the past and
that support model is a little bit different than I think what you guys are saying I can't so I'm sorry go ahead what I was gonna say is that you know they have that virtual edge platform and they've been sawing that for some time and it'll run Bello clouds software running great fully with us back in esteem in service what's unique in this case for this OEM launch is they're actually integrating bare-bones the Bello cloud software on an edge platform and what that does is bring
some other unique elements to this the zero touch insertion for end customers ability to upgrade remotely fully manageable across the board from a single pane of glass so there's some elements to having our software but our bare bones and and our edge compute being available to host additional vnfs there's an additional level of event control and customer value there so it really depends on customer preference a lot goes into what the architecture of the the LAN looks like for a specific customer but they're they're kind
of two two two two different ways to go about it and it's really gonna what's gonna define which direction of customer goes is what they're large so one of the things that you know as we look back on the past demand kind of work started is typically been you know we have some Ethernet some Ethernet drop-off that connected to a to an SD when a box that accepted Ethernet one of the kind of barriers to Espie man has been yeah but if I have to put
that behind IX R or something beginning with that's turning something other than Ethernet what's the point are we solving that problem where has that problem is solved or someone we're solving that problem so that when I mentioned earlier Cisco being vulnerable we see that is R which has been a mainstay for their sales reps in the field there's their rep still love to sell that is our this has been you know propriety I'm sorry all right and you know we can come in with a with
a with a very low profile form factor to the branch we can scale that low profile hardware platform as high as a gig and we can get rid of that is are all together and so that proprietary are leaving the network in a device left that's an edge compute platform that allows you to run different services on it it's just a magic one for me I mean it's just a magical solution and it's a big big disruptive component to what's going on so that was trying
to be extremely disruptive to the same guy and can't get all fair in love war we got Cisco cell servers all right you know with all things are fair but from a an executive networking executives just looking at this video today what's the what's the key argument to say you know what except uh the I know the IT infrastructure VP is kind of nominally your doors and you know have this conversation with deal right what's the what's the what what what gets the networking VP to
answer that call well there's there's tactical benefits and then their strategic right so the tactical benefits are immediate ROI right you're you're immediately got the possibility of taking you know commodity grade or consumer grade bandwidth and instantly making it enterprise ready and there's an immediate ROI behind that the CFO and the organization can immediately see dollar signs right more strategic outlook is you look at the trends going out the market I mentioned getting rid of proprietary hardware that's huge because once you put x86 at the
edge you got a platform that's got a much longer life span you're not gonna have to you know the Cisco hey every three years we're gonna update you those days are gone you're updating software on an edge compute device versus upgrading that Hardware every few years so that's that's very strategic and then the outlook for us long term is you know we built an architecture that's ready to scale massively our gateway infrastructure is what makes this technology very unique you can think of gateways as you
know residing out in the cloud I think of them as on ramps and off ramps to public cloud private cloud multi-cloud so there's thousands of those gateways today they support you know hundreds of gigabits per second in each gateway and there's stateless so that creates a hyper hyper scale model potential for huge customer requirements you know there's things coming down the road like you know real-time applications are becoming more prevalent within the land things like IOT things like you know facial recognition which is a little
bit you know a political topic but they're doing it right things need to happen at the edge very very quickly there's even a concept of cloud at the edge that's coming so the edge compute factor is important for these guys make decisions based on what's going to happen two three years from now so that that edge computers is very very powerful component as well and then there's things like you know security you know security is something that Pat Nelson has been talking about a lot of
Security's broken today envelop Todd brings in a unique architecture where this allows security to be injected at a lot of different points within the network you can inject it all the way to the edge we've got security in the gateways we've got workspace one that covers the edge clients and then we've even got you know integration with NSX that allows what we call the concept we call a client to container which essentially takes you you know for a container through the land right out into the
wind removes kind of that barrier between the two all the way to the edge client our beam RF which is very very secure so security is a big part of that as well you know and then in general the the supportive you know public cloud multi cloud private cloud all of it you know we've got bases covered so we think in terms of where VM works vision is going with regard to how they're gonna embrace cloud and the way to be more cloud foundation to set
up Bell has a key part of that a core component of that right and Dell as part of this launch is gonna be able to play right in the mix of that as well especially with us cover so then I appreciate you coming on and for being we're hosting and sponsoring the CTO dulls and you making the argument for VMware as me went by bill cloud is the proper term I want to deal hardware this to make sure that we talk about ghazal Frankie yesterday and
we had create Connors on earlier today in which we talked about SP when becoming a hyper skill challenge and opportunity so this is all starting to come together as a vision if you want to join the market conversation follow the hashtag hashtag CTO dos on Twitter only again give us some feedback do you think Dale has a realistic opportunity to compete against cystal in the wind space or if it's just stepping a little bit outside of them there they're kind of core competency and the relationship
should stay the same I love to hear your feedback this is the great part about being part of the CTO adviser community talk to you next CTO DOS
