Tobias Grocholl, Bosch & Gil Shneorson, Dell Technologies | Dell Technologies World 2023

Tobias Grocholl, Bosch & Gil Shneorson, Dell Technologies | Dell Technologies World 2023

Show Video

foreign welcome back it's thecube day two end of day two of our coverage of Dell Technologies World Lisa Martin with Dave vellante we have been unpacking some fantastic content a lot of announcements and news yesterday and today as you know we like to bring it from the main stage to the cube stage one of our alumni is back with us to unpack some great announcements that came out this morning Gila schnerson is here SVP and GM Edge portfolio and solutions at Dell great to have you back in person thank you and great to be here again yeah and Toby Gokul did I do it that okay that's fine all right strategic Innovations manager at Bosch welcome gentlemen great to have you thanks for having me Gil some great stuff came out this morning we saw you on the main stage talk to us about Dell native Edge what is it what is unique about it and how is it an advantage for Dell and its customers well native veg is a an edge operation software platform that is um I'm going to help our customers simplify or dramatically simplify optimize and secure their Edge operations entire across their entire edge of State um it is solving two very interesting problems at the same time one is the ability to securely onboard devices with zero touch anywhere in the world and another one is the ability to orchestrate applications to those devices two data centers and two clouds to orchestrate a complete outcome and we put those things together for the first time I think in the industry and and expecting um to add Great Value to our customers so Toby bring us into your world software you search that software and digital Solutions so you're not selling dishwashers although I just bought a Bosch dishwasher one too very quiet but I think they're the best ones I have to say for sure for sure I've had many others believe me I swear in them but so tell take us into your world what what uh sure so basically my role is an Innovations manager so together with our partners and customers I bring groundbreaking solutions to life and we have been part of the Dell Edge design program for um almost a year now our partnership almost spends 20 uh two decades already right in which we have designed solutions for our manufacturing customers that help them optimize their operations and also help them innovate faster and with Native Edge we actually have been part of the journey from a very early stage to this day and exactly exciting news how did it gets get started I mean who sought out whom how'd you meet um was it was a kill was it you sort of scouring the world was because Dell launched this from essentially a white sheet of paper right I mean that's right so if you're asking about Native veg itself it's about a two-year Journey when Michael and the elt decided to take a further look at the edge and the growth and the question we asked was you know are we adding enough value do we have a bigger role to play and we started talking to hundreds of customers one of the advantages of being Dell technology is that if you want to talk to customers it's not that hard you know we have a lot of loyal customers globally and so getting all of this feedback um basically directed us to the point that there is a serious management problem that we decided to solve and you're right because what what Dell management allowed us to do is to take a you know clean sheet and look at all of the different constraints at the edge and design for them in other words the challenges that the edge will never go away but we can make them design points for that future product the second part of this is we started working towards this we were looking for people who are experts and Bosch is definitely an expert in the OT space and so you know we talk about the fact that the edge business is going to bring OT and it together well it first starts with Partnerships like that with people that understand and you should know that when OT people and I.T people get together sometimes even the language doesn't match we say life cycle we mean we can update stuff every week they say life cycle they mean do not change it for the next 25 years it actually means the opposite between those two worlds and so Partnerships like that allow us to understand the needs um and you know hopefully we can we can we can create that bridge for Partnerships and obviously to our joint our customers later on how are Dell and Bosch together helping to reimagine Edge operations for customers what's that talk about how the Technologies together are really helping flip that on the the traditional model on its head yeah so so native Edge edit score is about Edge operations we make it a fine point not to add too much value so we can partner because this there is a core competency that companies have and so if we can get workloads from one place to the other deployed into Edge locations we can do that with everybody but what is that payload what is that application what is that expertise that's where Bosch comes in with their own value and they are the real people who understand the manufacturing environment and so we can take what they do and we can help them facilitate it into Edge devices it's a great solution but Tobias itself definitely I mean if you look at a shop floor nowadays right you see a huge heterogeneity of devices of machines you see uh proliferation of disparate technology at the edge and you see data and application silos which is basically yeah a challenge if you want to create a digital backbone of your factory of the future and we experience that um ourselves and there is a very specific challenge um arising which is how to actually deploy applications throughout the entire Edge State and how to run your life cycle management especially when you have this huge heterogeneity and this is where Native Edge comes into play giving us faster time to Value right helping us innovate faster and also saving resources which is fantastic I I saw I was walking around here and I snapped a picture of this chart it said the edge is opposite of cloud okay and it said and I want to test this it said limited compute most deployments are one to three servers limited network High latency low bandwidth extended outages many sites different than Cloud most must run near many near identical sites Limited T few trained I.T at the edge locations few dedicated to Edge in central I.T accurate description what they get right what they get wrong and what does that mean for you you want to go first go first yeah yeah it's your world right so is that an accurate description of the edge it is I would say yeah okay so why do you need him so basically we want to provide a consistent customer or user experience right and by automating the application deployment or the orchestration of the deployment we give our customers the possibility to actually securely and remotely deploy applications with one single click which is actually unheard of to today right and as said this gives us a much faster time to Value I mean in an Essence we provide the application layer the software layer but Bosch in its core is not a hardware manufacturer or it's not having an application framework like native Edge so I think it absolutely makes sense that we join forces and as you rightly said I mean we are one of the major OT players did you notice you asked a very long question you've got a German person an Israeli person and you got an answer yes well but the answer to that last one you know few it resources is not to bring to hire a bunch of I.T experts it's to it's

to reduce the need for that we say few IP resources but we're kind of doing it in the service what we really mean is is not enough skilled Personnel they could be I.T there could be like for example in Dell manufacturing there's an a manufacturing engineering team um it doesn't have to be I.T but when it comes to you know their remote location their devices the problem with lack of skills is that you have nobody to deploy even troubleshoot imagine something goes wrong in a data center somebody calls and say well please you know download the logs send something to me what are you going to do in the store who is going to be that person that you know goes in and double clicks and just like so we have to assume and part of the design of of native Edge it assumes there is nobody skilled on the other side at all it's a design point and from there if you if you think like that you build it differently because you know you don't have anybody to count on so it's not the lack of I.T but it's a lack

of skilled people on the other end yeah and I think that's what they met in the slide they ran out of PowerPoint space yeah yeah no we say that too but we yeah yeah okay it's in a broader sense what about I mean I know you talk about this all the time the security model because you know buy this maybe it's by Design or maybe it's by default the The Edge has been isolated right it's sort of air gapped yeah right now it's not so how are you addressing that and what's the partnership doing about that so let me give you a concrete example right so Bosch is having this fantastic application which is called AI Shield which is in its core an AI security solution that safeguards Ai and ml models at the edge together with Native Edge it becomes an end-to-end security solution where you basically order a native Edge enabled device from the Dell secure supply chain it's manufactured it's drop shipped it's securely onboarded on the factory floor and then you deploy an application like AI shield on top of it meaning that native Edge secures your infrastructure and we take it one step further we are actually securing or safeguarding your AI assets at the edge so this is this is groundbreaking to be very honest incredibly important as the attack surface just continues to do this and it's amorphous and there's so much vulnerability everywhere being able to help secure the edge is it's it's it's not a nice to have it it's essential it's at the attack surface and it's also the consequences so when you have a security breach in a non-engine environment it might be monetary might be a reputational but in a edge environment it could be human life yeah it's a dead extreme right it could come with contamination of a water facility is is life risky or even you know even imagine a robotic arm that somebody decides to take over and swing where there might be an operator so um security is Lisa you said it is definitely an important thing because it's the number one inhibitor of why people don't do more things at the edge today we talked about this uh you and I and the pre-briefing that you had to make a choice you know do you guys there's so much diversity at the edge and you know in Industry 4.0 and you had to make a choice do you do horizontal and then partner and go deeper into the verticals or you could have gone I guess I guess you could have gone deeper into verticals it seems like an obvious thing now but why did you make that decision and and where is that dividing line between the horizontal and the vertical yeah first of all look we are a horizontal company we are a company that's very good at horizontal and scale and um you know obviously technology and support and services um for us you know and I think we say that a lot these days the ecosystem is important nobody can do it on their own especially security but everything else as well so it was very important for us to add value but not too much value because there are people that are better than us in many many ways so we wanted to stay just you know at just enough value so we can enable other people and partner this was really important for us and and that's um kind of another design guideline we're living by because we want to partner with people that know more than us where it's not our core competency but we're going to do a very good job in what we do know how to do which is you know building Hardware the operating environment and the edge operation software okay so that was a business model Criterion that you set was you know leave enough for the partners to make money yeah leaving I don't think we are the ones living enough I think this is you know just being pragmatic of who knows what and who is an expert um well okay then it's flip that it's it's really identify where you can add value exactly that's because I want to add value to him because if I added value to him then we can add value to an end user add value to him then we could never build together for an end user so you know that's how I look at it I think Dell um is is able to add value to our ecosystem of Partners so we can then go and add more value to our end users so I'm inferring then that you're minimizing the the vertical content but you're enabling that presumably through apis to allow we're not minimizing it but we partner proactively I mean I mean in terms of what comes out of your factory absolutely yeah yeah absolutely yeah okay and that's your commitment long term you're not going to end run these guys and compete obviously even if I wanted to I couldn't yeah well right it's a it's a it's a it's a built-in barrier to entry right so how what's the status of this where are you at I mean you know we use sometimes baseball analogies if you probably maybe I'll start so native Edge itself was announced today um very exciting obviously and um we'll be available um in August we say this summer it's supposed to be August and they'll give it there here and there um and then we're off to the races this um and you know and and our um design Partners have access to it already and so they can see the code now they can actually use it they can design um and building joint solution for customers takes time it doesn't happen overnight you have there's a lot that goes into it you have to really understand you have to really look at the use case you it's like building yet another layer on top and so we just started early that's what we did we started early with the technology that will come out soon and be prepared when when it does come out so that's that's the plan and how will customers be able to buy it native Edge will be bought um on subscription um there is going to be a pricing model that's um you know flexible per device under management um they will buy the hardware based on what they need so a consistent experience but it could be a Gateway or an industrial PC like Optiplex or a server that's done on purpose so we don't have to be cost prohibitive for people for example that they have 50 000 gas stations well they're clearly not going to need a three node cluster of power Edge but they may need you know to do the same within industrial PC so they will buy the hardware and then the license or subscription to manage and obviously when we partner at this point they will buy the value from our partners separately yeah um what we will do with software assets we will then package them in a catalog that can be easily deployed and that's kind of the joint work that we need to do but commercially I think that's going to be separate and I think it could stay like that for a while so we only got to see part of the keynote today but I understand there's this thing about a ice cream and a cow foreign let's start with the ice cream and the cow you're gonna you're gonna wake up my session PTSD now I heard you I mean sorry so somebody put an example of a cow um which is appropriate right there are sensors in farms and so the whole point was that we have sensors all the way from the cow to the uh and then somebody decided to have even more fun and put a cow voice um and I I was lucky to have rehearsed it and heard it before otherwise it would be a big surprise one of our PR people suggested I said that I I wanted to remove it but I wasn't gonna go there but Lauren this is for you this was his idea so that's good thank you for not doing it on stage you know 10 000 people but that's fine for the cube it's good uh but look we had fun I think um that's what's nice about Dell and and you know interaction with our customers is that we are allowing ourselves to have a little fun and be a little human and I for the most part I like it it would have been hard for me not to have that kind of interaction and what's the orange photo I hear this will make you yeah I'll tell you there was kovid we were home and we had an online event and there was a competition and they sent us t-shirts and I I was playing with an iPhone app and I decided to get competitive and so that's a lesson learned for all of the people watching you can never take back something that sent in a digital eater you can never untick and so um somebody found it Jeff decided to use it and but he I understand he asked for permission I didn't ask my permission but wait what are you going to say you can't say no to Jeff right no I I look as I said it's part of the culture is we can get you know to have some fun and be human that's important it was actually a lot of fun last question for both of you as we wrap here or end of day two next for the Dell Bosch partnership what can we expect to hear what can customers expect you talked about availability but what's next for and even more specifically like what are the one of the things that observers like us should be paying attention to along that what's next how should we measure the success well look I think a customer that has a preference for Bosch products and they have a president of Hotel Dell products and they all have choice they might not choose either of us uh may expect that you know a far superior automated experience for their Edge devices installed or managed with an ease of use of deploying Bosch applications to them so an end-to-end stack that can be easily deployed and managed across all of their edger State specifically with manufacturing it's really important because we have a lot of conservative customers because they make things and they can't just stop and experiment and so Partnerships like this gives a lot of um well not just credibility but really shows people that we have partnered with people that understand them that would not take a risk you know if you know you know unnecessary risk and so all of that you know is the ability to support the ability to guarantee that we have we have tested we know what we're doing there's a lot going into um a partnership like that for end users definitely OT I.T convergence right or from shop floor to top floor this is where we are now are working on having validated solution designs right and this is going to be exciting times so I think you should stay tuned to also see some groundbreaking stuff over the next month and years we definitely will be tuned I mean we've been hearing so much about Edge I've been sort of squinting through the data and you know how much is actually in the cloud versus on-prem and the edge just blows everything up in terms of opportunity it is exciting very good congratulations yes congratulations off the ground yes thank you thank you to both of you we look forward to keeping our eyes on this space it sounds like we're just scratching the surface guys thank you so much for joining Dave and me tonight thank you guys thank you for having me again our pleasure for our guest and for Dave vellante I'm Lisa Martin you've been watching thecube's day two coverage of Dell Technologies world live from Las Vegas Dave tomorrow we've got a great lineup of guests we've got Jeff Clark coming on we'll get to break down his keynote from this morning CMO Allison Dew is here Doug Schmidt is here we're going to expand more on the Dell broadcom partnership Lots going on tomorrow you're going to want to be right here starting at 10 A.M Pacific

we'll see you then thank you [Music] foreign

2023-05-29 04:40

Show Video

Other news