>> Announcer: Live from Las Vegas,
it's The Cube covering
HPE Discover 2017.
Brought to you by Hewlett
Packard Enterprise.
(techno music)
>> Welcome back, everyone.
We're here live in Las Vegas
for theCube's exclusive
three days of coverage
of HPE Discover 2017.
This is SiliconANGLE's flagship program.
We go out to the events
and extract the signal from the noise.
I'm John Furrier,
and my cohost, Dave Vellante.
Partner in crime here.
Our next guest is Ana Pinczuk,
Senior Vice President,
General Manager, HPE Pointnext,
the new organization
>> Ana: That's correct.
Yeah.
>> John: Anyways, welcome to theCube.
Good to see you again.
>> Thank you.
Really nice to see you as well.
Yeah, excited to be here with you guys.
>> Cube alumni also.
Part of the Grace Hopper Community as well
with women in tech.
Great work there.
Just want to give you props.
>> Ana: Thank you, yeah.
>> Shout out there.
Okay, so you're in the new job here.
You're a seasoned veteran.
>> Ana: Yes.
>> You know the industry.
Your thoughts?
I mean, you're coming in fresh.
>> Ana: Yeah, I'm coming in fresh.
So, first of all, three
whole months here, you know.
So, it's been kind of a whirlwind
since we came onboard.
We announced the new brand.
So HP Pointnext is the new brand
for really our future-facing
services organization, right.
And we've got this great
opportunity, you know?
We've got customers that
are really undergoing
tremendous digital transformation, right,
and they need help,
and we're the arm of HP
that can really help them
through that journey.
All the way from sort of
advice and transform services,
professional services,
like design and implementation services,
and then when we go
to operational support
services as well, so.
>> John: One of the things that
Meg Whitman was talking about,
I want to get your
thoughts and reaction to,
is, she said it's a cleaner
positioning with HPE now.
Because the partner relationships
have always been center.
We had the Chief Channel
Officer on earlier, Denzel.
70 percent of the revenues
comes from partners.
>> Ana: That's right.
>> And so, having Pointnext
the way it's structured
makes it cleanier.
What is she--
Cleaner, for everyone to
understand what's happening.
What does she mean by that?
And give us your perspective.
>> Ana: Yeah.
Well, I'll give you, you know.
Look, before, we had a huge
outsourcing business, right.
And with the DXC business moving off,
we've got the opportunity
to really partner
with the Accentures, the DeLoyds,
the WhitPros, the Tatas
of the world, right?
We provide mostly technology services,
so, to the extent that they go
and they help customers with applications
and really figuring out
their business processes,
then we come together with them
and then figure out how to translate
that business architecture to
the technology architecture
and then how to do that technology
road map for them, right.
So, um, it's really
positioned us much closer
to different kinds of SI's,
both sort of the traditional SI's
as well as other ecosystem partners.
And today, I mean, if you think about
mostly every vertical is
transforming, right, so.
Whether you're in retail or
transportation, et cetera.
And frankly with DXC, you
know, really going off
focusing on outsourcing,
we're still a huge partner
of theirs, you know.
They're a customer of ours.
But at the same time, it opens up
huge opportunities to
go after other verticals
and other solutions as well.
>> Dave: Yeah, it's kind
of a strange TAM expansion
for the core of
Hewlett-Packard Enterprise.
>> Ana: Yeah, it is.
>> You sort of concede
the outsourcing business.
Okay, we're out of that business.
>> Ana: That's right.
>> But now you've got
so many other partners
that really could boost
your core business.
>> Ana: Yeah.
And, you know, um, I mean.
Nobody owns advise and transform, right?
I mean, nobody owns
the whole digital transformation journey.
The opportunity there greatly, sort of,
outweighs the constraints that
we have in that space, right.
And so, you know, it's
really important for us
to go with the Accentures or
the Deloyds, other partners,
and be able to come with them
and provide those solutions to customers.
>> John: Ana, I'd like to get
your thoughts on the trend
and the particular question
if it's going to be around
the cloud transformation,
which is the driver.
You got big data, you've got IOTs,
you have, obviously you have
your hybrid IT solutions here,
but, you know, cloud computing
in general and big data
point to a new set of applications.
Dave and I always comment on theCube
as we go to all these different events
that we're old enough to
remember the 80's and 90's.
>> Ana: You're not that old.
>> The 80's and 90's, the ERP generation.
The mini computer was
a massive opportunity
for service providers.
>> Ana: That's right.
>> You know you had the
big six accounting firms
back in the day.
Now you have thousands of partners.
That was a big movement.
That was a big wave.
>> Ana: It is.
>> This wave is almost bigger than that,
but different.
>> Ana: It is.
>> What's different now
as the new apps come out?
>> Ana: Yeah.
>> John: And we've seen
this movie before in a way.
>> Ana: Yes.
>> John: With the ERPs
of the world and CRMs.
>> Ana: Yeah.
>> John: What's different now with cloud
that makes this bigger,
and what's your thoughts
on this opportunity?
>> Ana: Well, I think, two things for me.
One is--
In fact, over the last couple of days,
we've been talking to a
lot of customers about
not what I would consider traditional,
but even S, you know, SAP HANA, right?
And those migrations.
Those are like, a little bit like,
still the old wave, you know.
With new, sort of a new flavor to it
as people go more into big data
and analytics as well.
But the biggest thing is that,
you know, think about
the world of the future.
Everything's going to
communicate with everything else.
Everything is going to compute, right?
And so, you know, the
patterns of communications
are really shifting, you know, as well.
It used to be very data center, centric,
and those traditional models,
or the old IBM models of the 80's, right.
>> John: Big iron, all the--
>> Ana: Big iron,
everything in the servers
and the data center.
But think about, you know,
your toaster talking to you, you know.
Think about smart meters out there.
Think about your car being really
a roaming, you know, office and
entertainment center, right.
>> John: Yeah.
>> So I think that's
what's really shifting.
It's just the magnitude of data
that's going to be, you know,
computable, in a sense, at the edge,
and that's really helping us think about
whole new different applications
that we didn't have,
you know, back then.
>> Dave: So cloud is
obviously this huge megatrend,
and everybody, I think
Hewlett-Packard Enterprises included,
is trying to substantially mimic
the cloud experience
on-prim, create hybrid.
And it seems like you're having
a great deal of success there,
at least early, some early wins.
The other component of that
is the business model side of things.
>> Ana: Yes.
>> The whole as a service piece of it.
>> Ana: Yes.
>> And as you transition into that,
you know, cloud-like world,
what happens on the business model side?
I mean, we've heard a
lot about flex capacity
and things of that nature,
but it feels like the services business
can transform dramatically
into that model.
I wonder if you can comment on that.
>> No, it's true.
I mean, just think about it.
In the more traditional world,
we've been mostly a product company
with sort of services attached.
You know, you sell a hardware box
and you attach support to it
and some installation services.
We're completely shifting
the model, right?
So we're really services led
and hardware attached, right,
of the model going forward.
And, so that's one thing that's shifting.
And then the business models
are really outcome based.
You know, so, I'll give you an example.
You know, I was talking to a customer,
in fact, earlier this morning,
about providing retail store as a service.
That's a very different model, right.
That means that we're looking
at the whole architecture for them.
We're looking at what value
constitutes in a retail store.
You know, how do they make money.
What that outcome should be, right.
Then how do you deliver that as a solution
on a per, you know, something basis.
Per outcome basis.
So completely shifts the way
that we think about delivering services.
>> Dave: And so has it
become services as a service?
I mean do you go to--
>> Ana: I call it--
Yeah, I mean, I've been
calling it, you know,
experience as a service,
and it is service as a service
or outcome as a service.
I mean, in a sense what
the customer cares about
is the value that they get
out of that thing that you
delivered to them, right.
And so--
>> John: It's important to them.
>> It's important to them.
>> John: It's their business.
>> I think, that's their business.
That's what they care about.
You know, I'll give you an example.
Data is so important.
Backing up your data is really important.
But what the customer cares about
is not whether they have back up,
but it's whether the back up
actually worked, you know.
>> Dave: And can I recover.
>> Ana: And can I recover from it,
restore it, right.
And so, when you think
about that, you know,
experience as a service.
The experience is, gees, you know,
that I get my data backed up
and can I restore or recover from it.
And then that becomes the
outcome that they want.
>> John: Which is the
digital transformation.
I mean, digital transformation
has been around for awhile.
It's been that buzzword.
Certainly center stage here.
But you're talking about
business transformation.
You're talking about really changing
how companies are doing business.
>> Ana: That's correct.
>> John: Chop line revenue
driven by digital services
or digital apps or--
>> That's right, that's right.
>> John: Interfaces, experiences.
Whether it's feeling good or
actually delivering something.
>> Ana: That's right.
And, you know, what's happening.
I mean, think about the retail
store of the future, right.
I mean, you know, you have,
you have a teenage daughter
or a teenage son as I have.
You know, you want to make it really
interesting for them to go into a store
and have a different kind
of experience, right?
And so, you know, location based services,
all these, all these
things that you can enable
in terms of, you know,
helping them buy new things
or getting, you know, I don't know,
some sort of discount when
they go into the store.
Or really seeing what it
looks like when it's on.
You know, those are the
experiences of the future
that are going to make
that retailer relevant,
you know, especially moving on.
>> John: Well, we're going
to have my daughter--
She's down in the front desk.
She's interning for us.
She's a Berkeley student.
Say hi to her.
She's going to come in and tell us
about what she thinks of HPE
as a youngster.
>> Ana: Oh, good.
>> John: But more importantly,
this is a big trend.
I mean, we're seeing--
I want to talk about
the women in tech piece
of what you're involved in
because, you know, we
were having a conversation
at dinner two nights ago that, you know,
people consume technology,
whether they're the end user,
and that word to even exist.
End user, or consumer.
>> Ana: That's right.
>> End user isn't even a word anymore.
>> Ana: Isn't that, yeah--
Who is that?
>> John: Who do we call end user?
>> Ana: I know. Or end thing.
>> John: But people who are--
>> Ana: In the future.
>> We're all connected, right?
>> Ana: That's right.
>> So, so this makes up this--
50 percent of the population's women.
>> Ana: That's right.
>> And they're not making
the products as much,
so the percentage of women in tech
is a big issue.
I know you're, you're
involved with Grace Hopper.
>> Ana: Yes.
>> Your thoughts on women in tech,
because we need more
women building products
or being involved in
the design or something.
>> Ana: Yeah, yeah.
It's a great, as you know,
a great passion area for me.
And we've got about--
You know, if you think about computing,
we've got about 17 percent or 18 percent
of the graduates come out
in computer science, right.
But if you think about
technology in general,
you know, because everything
is going to be digital,
because everything is going to compute,
you now have, for example,
women that are going into tech
that have, sort of, a
real different variety
of backgrounds, right?
I mean, they could be designers,
because your fabrics are
going to be, sort of,
lit up with, you know,
with sensor technologies.
Your knees will be, you know,
will have capabilities
that are computational.
You know, so.
What we're seeing is the opportunity
to open up the space for women
because some of the
things that are out there
that are going to be technology
are going to be much more
interesting generally
to, to women.
>> John: So if I get this right,
you're saying is that it's,
"Okay, we want more people,
more women in software."
Except that's not the restriction.
It should be computer
science, now, is broader.
>> Ana: That's right.
>> John: And in analytics, I mean,
we see a lot of women
who are crushing it and
being great data scientists.
>> Ana: That's right.
>> Bring some creativity
to it or expertise.
>> Dave: In that stat, you said 17 percent
with a degree
and a small, a much smaller percentage
actually enter the
technology field, correct?
>> Yeah, you know, yeah.
What happens, I mean, especially,
we get about 17 to 22 percent or so
that enter the technology field,
but then many of them don't stay.
You know, especially those, you know--
There's attrition as you go up the,
up the chain as well.
>> Okay, so maybe this new dynamic
>> Ana: Yeah.
>> Changes that.
>> Ana: Yeah, well, I mean, I think
the kinds of degrees
that people are getting.
You know, every degree
will have a technology
aspect to it, right?
You're in textiles or
you're in, you know, design.
>> John: Healthcare.
Science, everywhere.
>> Or you're in healthcare.
And, you're in--
Yeah, you know, you're a
doctor, you're a lawyer.
Every degree will have an aspect of tech,
that means, frankly, that
we as a tech industry
have to open up the kinds of
people that we attract, right?
We've got to look for, not
just computer science people,
but people that understand
business processes.
You know, people that
understand industry verticals,
because digital's going
to all these different,
sort of, you know, places.
>> John: And you're an inspiration.
Thanks for all that work.
And we agree.
Science is everywhere now.
>> Ana: Yeah, that's right.
>> And whether it's block chain
or some sort of medical breakthrough,
>> Ana: That's right.
>> You don't have to be
a hardcore programmer.
>> Ana: That's right, that's right.
>> Ana, thanks so much
for coming on theCube.
Really appreciate you
sharing your insight.
>> Thank you.
Thanks for having me.
>> John: Congratulations
on the new opportunity.
>> Yeah, appreciate it.
>> John: And Pointnext
is, points to what's next.
>> The place to be.
That's right.
As I try to tell people.
(laughter)
>> John: It's like dabbing
and pointing at the same time.
Thanks so much, really appreciate it.
>> Ana: Thank you so much.
>> John: I'm John Furrier, Dave Vellante,
live coverage of HPE Discover 2017.
Our 7th year covering HP Discover,
now HPE Discover in it's 2nd year.
Be right back with more live coverage
after this short break.
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