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(upbeat music)
>> Narrator: Live from Las Vegas,
its The Cube, covering Dell
Technologies World 2018.

Brought to you by Dell EMC
and it's ecosystem partners.

(soft electronic music)
>> Welcome to The Cube's live coverage
of Dell Technologies World 2018.
I'm Stu Miniman
And this is the second of three days
of wall to wall coverage we have here
at The Sands convention
center and I am thrilled

to welcome to the program,
back to the program,

Michael Dell, who is the
CEO of Dell Technologies.

Michael thank you so
much for having us here

and thanks for joining us on The Cube.
>> Oh, great to be here.
Thank you guys for all the great coverage.
You always do a wonderful job
getting into the technical details
and kind of exploring everything in depth
and we appreciate you
and your team being here.

>> Well thanks so much.
You started off the keynote talking
about the platform for the possible,
said it was 34 years in the making.
Now this is my 15th year at the show
formally known as EMC World.
I'd attended the Dell Show
for a number of years,

so tell us, start with
what's really different now

about the company's all together,
it's renamed now, Dell Technologies World.
Why is this the platform for the possible?
>> I'm kind of amazed and inspired
when I step back and look
at what our customers

are doing with our technology
and we have hundreds of
technical sessions here

where we get in depth as we've always done
at, historically, EMC World,
but we're also taking a broader view
and saying, "Hey, what's
this really all about?"

What's the impact on the world?
This was one of the motivations
for bringing together
Dell and EMC and VMWare,

and Pivotal and the whole family
and it's working.
So we're telling the
story through the eyes

of our customers and it
is really an amazing time

when you think about what's
going on in the world.

We have this incredible platform
that's been built over the last 30 years,
but now there are all these
new enabling technologies

that are going to take it much further
and the domain of information technology
is not the IT department anymore
and we're seeing that in a big way,
so it's a super exciting
time and obviously

we think we're a unique company
across digital transformation,
IT, workforce security

and it's working.
So it's all good, Stu.
>> Michael, one of the
great lines we liked

in the keynote was today
we'll have the most change

that you've ever had in your life,
but compared to what we'll see tomorrow,
it's going to keep changing faster.
When I look at the Dell
Technologies family,

I know a lot has changed.
Pivotal just went through an IPO.
I have to imagine the tax laws changing
in the recent administration has impact.
What's changed since the day one decision
to purchase EMC, the largest
merger in technology history

to today, maybe give us
a little bit of insight

as to what's happening inside
the family that's different.

>> You know, there've
been a lot of reports

about the tax law.
That actually was not much of a change.
Kind of inconsequential change.
It's very good for the
broader industry growth

and kind of broader economic growth
and we're quite excited about that
and so I see it as a net positive.
You know, when we step back
and go back a little bit

in time here to 2009 when
Joe and I first talked

about this idea, 2008-2009.
Wasn't the right time, financial crisis.
We re-started it in 2014,
announced it in 2015.

Here we are four years after
we had the last set of initial discussions
and it's all come together very well.
Look, I mean, the
revenues are much stronger

that we thought.
Business is excellent.
The demand is very strong.
There's a portfolio effect.
I think you're seeing
increasing integration

of the family of businesses,
particularly with VMware
and Dell EMC and Pivotal.

And the relevance of what we are doing
has never been greater
and so we're able to have conversations
with companies that are very different
that we had before.
At the same time this is occurring,
the business leaders and the
chief executives of companies

are waking up to the power of technology,
whether it's because of some
new disruptor showing up

or because they realize that
they have to change and evolve.

Used to be it was just us
folks in the tech world

that were in this fast changing world
where everything was moving very quickly
and we used to, when people
wanted to come work for us,

we'd say, "Hey, how do you
like it when things change?

"How are you dealing with ambiguity?"
If they didn't like it, we'd say,
"Yeah, you probably
shouldn't come work here

"because you won't be happy
"if things are changing all the time."
It's like that in every business now and,
like you said, it's only
going to get faster.

>> Right.
So, wondering if, you look
at the portfolio, Michael.

One of the things since
the EMC acquisition

and it's a pretty broad portfolio.
There's some streamlining
that I understand's happening.

How do you balance the streamlining
with the breadth of portfolio,
make sure you're reaching the customers?
>> There's absolutely some
kind of simplification

and optimization of the expansive set
of capabilities we have.
We also have some incredible platforms
and so what you want to do
is rally around the platforms

and that's exactly what we're doing,
so you'll see us not only create
a very seamless and logical path
for every customer, but rally
around the winning platforms

and you already detect
that as a theme here

at Dell Technologies
World and it's going well.

>> When you look at
your overall portfolio,

wonder if you could talk to some
of the macroeconomic things happening,
on margins that are happening.
If Dave Alonte was here, are we talking
a half of your business is client.
You've got the ISG portfolio.
That transformation of
when Dell went private

and now bringing EMC in, which
allows you to change things.

How do you look at that and
what does Dell look like

when you get to, say, the 2020, 2030?
>> You know, right now it looks great
and I think it'll look
even better in 2020.

What I see is we have positioned ourself
as the essential infrastructure company
and there's a massive
infrastructure build-out

and it's on the edge,
it's a distributed core,
and it's the cloud,

and cloud is not just the public cloud
and everybody's kind of
figured that out now.

We were saying it before it was cool,
So if I think about the
different businesses,

you know Pivotal's doing great
and we don't need to
say too much about that

because it just went
public and we're in a bit

of a quiet period,
but the Pivotal business
is a great business.

VMware is doing fabulously well.
Pat did a great job
yesterday with the keynote

and I think if you watch the keynote,
you see, wow, Dell, Dell
EMC, Pivotal, VMware,

really, really working
together at a very deep level.

And then you go into our client business.
Client business is growing really fast,
but not as fast as our
data center business.

The data center business
is growing even faster,

so we're gaining share.
You'll see it in the first quarter.
We'll gain share in storage,
we'll gain share in servers,

we'll gain share in clients,
and there's a portfolio effect
where customers look across
everything that we're doing

and they say, "Yeah, I don't really want
"to deal with 25 little companies.
"I want to have a bigger relationship
"with Dell Technologies."
So bringing everything together,
putting real effort behind these
big platforms that we have,

and look, we've got some
big new initiatives.

NSX, network virtualization.
You know I'm a big believer in that
and I think this is ultimately bigger
than server virtualization
and we're in an ideal position
with our open networking

and VMware NSX to drive that forward.
>> Michael, both Allison and Jeff
brought some great customer
stories up on stage.

One of the things sometimes
you hear out there

it's like, well, Dell,
they're just an infrastructure company,
and infrastructure, you
know, I care about my data,

I care about my applications.
What's the role of infrastructure
and maybe give us, what does
infrastructure mean to you

when we talk about those
digital transformations

that you're helping
your customers through?

>> Well you sort of go back
to what's the plot here?

And the plot is better outcomes, results,
and success for a business.
Well how do you do that?
Well you do that with data, right?
And people talk about clouds.
Well what are clouds?
The clouds are built on infrastructure.
It's a bit like the internet.
20 years ago we'd say,
hey we have the internet,

we have the internet product strategy,
Vice President of the internet,
internet product division.
Where's all that now?
It's just everywhere.
Cloud, AI, very, very similar.
At the core of all this is the data
and the computer science.
You want to have artificial
intelligence machine learning?

Got to have data, so
that's infrastructure.

AI is eating software
and software is eating hardware,
but AI doesn't run on software.
Software doesn't run on software.
Software runs on hardware,
so you got to put it all together, right?
And that's exactly what we do.
>> Alright, Michael what
learnings have you had

going through this?
I know there was a lot of planning.
We talked to Howard yesterday,
talking about some of the
cultures coming together,

the big survey they did that
like the top five things

across everybody.
It was like, not only were the
top five things in agreement,

but even the order was in agreement,
but have to imagine that
there were some things,

bringing these large companies together.
I might notice that in the keynote so far
it's been all people that
came from the Dell side

that are up on stage.
PowerMax Bob I know is from the EMC side,
but mostly from the Dell side.
What have you learned so far?
How have some of those
cultural pieces come together

and how do you keep a
quite large organization

rallying and focused around
what's an ever-changing

and broad portfolio?
>> You know, it's been a lot of fun,
first of all to have so many
unbelievably talented people

join our company
and that was a real delight
because there's just a wealth
of enormously talented
people now in our company.

Over-communicating, listening,
getting to know them,

understanding their point of view,
and ultimately creating a shared vision
and an aspiring vision for what
we want to do in the future.

And then, of course, when you're winning,
everybody sees it and everybody's excited
and they want to be part of it
and they're engaged and it's working.
So, certainly during the period
before the integration and still today,
we're in the business of technology
and we've got products and services,
but ultimately it's a
people business right?

And the talent comes in and walks out
every single day, so you
got to keep them engaged,

excited, and fortunately we're doing that.
And we're adding a lot more,
so we need a few more
thousand sales people,

so if you're really talented
and you know how to sell stuff,

come join us at Dell Technologies,
because we're hiring more sales people.
>> Well Michael, I think you're
going to get calls there.

On a personal note, I've been
watching on social media.

Everybody's really, you
give your time back.

You spend time.
I know something you really enjoy
is speaking to people,
understanding what's going on,

getting into it,
and for someone, Michael
you created all of this

and you've been there,
just giving your time and getting involved
is impressive.
I've read like every book
that Walter Isaacson's done.

We're going to see a
biography from him about you

some time in the future or?
>> Well look, I think
if you're honored enough

to have a biography by Walter Isaacson,
that's pretty good.
I'll leave that to him.
He's a great one for sure.
Look, I mean, I just think
this is my job right? (laughs)

Our job is to be with our customers,
be with our people, learn, listen.
That's how we become a better company
and I wouldn't know what else to do
if I wasn't doing that.
>> Yeah.
One of the things in your
keynote you spoke about

is helping customers, making it real.
Like in Jeff's keynote,
it was that the business

and the IT are becoming one and the same.
Maybe if you, do you have
any good customer stories

or how are you helping
customers making it real?

>> Yeah I think this
topic of change management

is really important
because let's say you're a customer
and you come to Dell Technologies World
and you see this amazing, dizzying array
of new things and you're like,
"Wow, that sounds great
but how do I do it?"

And so, I'll give you one story.
We met with a large, rather large company,
and they had a situation where
for any number of reasons,

the IT environment was sort of put on hold
for a couple of years.
There were things going on around them
that were beyond their control.
They just really couldn't do anything,
so the environment very quickly atrophied
and they wanted very
quickly to get up to speed

and needed a lot of help
and so we pulled in our
professional services team.

Make no mistake, we're not
trying to replace Accenture

or TCS or something,
but a thin layer of
architecture consulting

to very quickly help them map out
what the new architecture should look like
and then go make it happen.
And of course, we have lots
of partners all over the world

that also are engaged
in helping that happen.

But we're very aware
that change management

is a big topic for a lot of our customers
and we're spending a lot of time
on how do we make it easier,
so make these more ready-made solutions
for the fast track to
the modern data center,

like the VX Rack, VX
Rail, V Block Solution.

>> Yeah, we touched on it briefly,
but that concept of change,
when I talk to customers, one
of the challenges they have

is they learn about something,
they get ramped on it.

By the time they've rolled it out,
there's something else that it's like,
oh wait, maybe I should have waited.
It used to be, oh geez,
I should have started

that project two years ago
and now it feels like,
wait, maybe I should wait

another year because things
are changing so fast,

economics are changing.
How do you work with
customers and, internally,

how does the team manage this
just unprecedented rate of change?
>> I think there's a pretty
massive movement going on

across organizations to be more agile
and it kind of started
in software development,

some technical organizations,
but now you're seeing it spread.
We're certainly working as a company
to do more and more of that
and I think we're living
in a very dynamic world.

First we had the internet
and all the things

that that brought.
Now we have the 5G and the block chain
and autonomous computing
and all kinds of new things
that are being explored out there
and so we have to be highly
adaptable and flexible.

I think companies that
aren't able to do that

are going to have a problem.
We are in a way blessed that we grew up
in a world where if we didn't do that,
we'd have been out of
business a long time ago.

>> Michael, you mentioned crypto.
We've talked to the
VMware and Dell EMC teams

that are starting to look
at those technologies,

do some of the underlying things,
but you're a big investor.
You've made some big
things, everything from,

I think about the radio
frequencies in the sports arena.

What do you think of this whole
crypto, Bitcoin, all that.

What's your take on that
from a personal side?

>> Well look, as a personal investor,
I have almost none of my
money in cryptocurrency,

so I'll be clear about that.
I'm a massive believer
in distributed computing

and block chain, but I don't
have a lot of my money,

or really, in anything to
speak of in cryptocurrency,

so maybe I'm missing out
on the next great investment opportunity.
Don't really know.
I guess we'll find out,
but big believer in distributed
computing and block chain.

>> Yeah I think you'll be
doing okay either way, Michael.

Want to give you the--
>> It's worked out pretty
well so far, so I'm...

>> (laughs) Want to give
you the final world.

There's so much here, over 14,000 people,
lots of tracks.
I've been talking to all my friends.
It's a great nerd fest as I
think some people have said,

so always geeking out.
Give us a final takeaway, what
you hope people walk away,

and what maybe they
understand Dell Technologies

a little better about than they
might not have in the past?

>> Well first, very
grateful for our customers,

for the trust they place in us.
It's really gratifying to see
how the Dell Technologies
capabilities have resonated,

and look, I think a lot of
people are a bit surprised

at all the capability we
have across the company.

That's really the purpose of this event
is to bring it all together,
explain the capabilities we have.
We want them to engage in the hundreds
of technical sessions that we have,
but still come away with,
I wish I could have gone
to some more, right?

And so we have all those online
and for us this is also big ears.
We're listening and we're learning.
We're hearing from our customers
and we're going to go take that back
and bring the next set of innovations
and we want to be the trusted
partner for our customers.

We think there's never been a better time
to be doing what we're doing
and there's a business investment cycle
that's technology-led that's very powerful
and there's no company on the planet
that has the capabilities
Dell Technologies has

across all the four transformations.
>> All right, well Michael Dell,
thank you so much for joining us here.
Really appreciate getting to talk with you
and getting to cover this event.
We have two more days
full of live coverage here

from Las Vegas.
I'm Stu Miniman And
you're watching The Cube.

Thanks Michael.
>> Michael: Great, thanks Stu.
(soft electronic music)
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Michael Dell, Dell Technologies | Dell Technologies World 2018

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Darren 2019 年 1 月 16 日 に公開
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