Stories Flashcards
1
Q
DOCKER GPU
- COLLABORATIVE
- TECHNICAL
- GTM
A
- Opportunity to sell Docker with Proliant + GPU - $300M
- Worked with partner to containerize workload
- Needed Enterprise support.
- PROBLEM: No GPU support in Docker
- Only 1 container/machine. Direct map. No GPU driver needed.
- Supported use case.
- ENGR: Limited Testing
- HPE: Do the testing
- APPROVED! GTM material with Marketing
2
Q
DISCOVERY APP
A
- Docker methodology for L&S
- Resonate well with Cu.
- Market force WS2008 EOL. MTA needed to get past POC stage
- Team formed to find solution - I was lead from partner angle
- Identified 12 discovery vendors. Narrow to 4. Pick 2
- Obstacle: SA no time
- Facilitated testing: licenses, training, kickstart
- Scorecard: visibility into project - Moved along
- Negotiated agreement framework
SUCCESS! Demo at SKO. Field excited.
Partner make changes
3
Q
NEW APPS
A
- Integrate CI/CD with Docker
- Ironic: Docker synonymous with CI/CD. We only have guides
- Plan: Native integration with Jenkins OSS
- I want to make sure top vendors: Circle, Gitlab, Cloudbees
- PROBLEM: PM no time for other vendors
- PROBLEM: Limited engineering time
- PROBLEM: Definition not clear
- Arranged for weekly sync with PM - Understand project clearly
- Identify top CI/CD vendors: Circle, GitLab
- Float to Circle - They have resources
- PM aware and has plan to work and go out with at least 2 solns’
4
Q
CLOUD INFRA SPEND
A
- Cloud spend grew 5-6x over 3 years from 2-10M
- Need a way to forecast properly - Caused budget issues
- Analyze account/services
- Develop accurate model
- Identify improvements: common instance, RI
- Develop Spot Instance case.
- Negotiated contracts with cloud vendors
- Save over $3M annually
5
Q
NSX-T
A
- Deals dependent on NSX-T integration VODAFONE
- PROBLEM: Complicated. No internal expertise.
- PROBLEM: Attempt in past - not complete
- PROBLEM: No VMW environment
- PROBLEM: VMW not collaborative - Hard to get technical help
ACTION
- Developed VS lab - nested, multi esx, shared storage, multiple networks
- Learnt NSX-T: HOL, reading
- Hired contractor to help out
- Develop relationship with Docker friendly SA
SUCCESS: Working in the lab, document + integration steps
LEARN: Need to fund a team to do something with this complexity
6
Q
Edge/Iot
A
- Want Edge solution. Other companies using Docker Engine at the edge
- Small team formed. I jump in
- Docker EE not suited to handle edge nodes - DIffernt mgmt
- Survey IoT solutions w/ Docker
- Talk to customer - Gather requirements (doverfs, Konica, SML, Siemens)
OUTPUT:
- Story on how EE fits - security, caching
- Partnership with Accenture - EE for model mgmt
- Edge features in roadmap
7
Q
VSAN
A
- VMW entered storage.
- VSAN what is it
- Need large partner to adopt
- Dell worry about SAN business - canibalized by VSAN. Commoditize
- Identify diffentiators - hardware packaging, capacity,
- Showed VSAN use case - specific - Lack features of SANs. Stil valuabl.e
- Higher server ASP
- SUCCESS! Dell ReadyNodes, Flex hardware configs. VSAN success today 7/10 top deals
8
Q
IQT
A
- Agencies looking to adopt Docker
- Long process and had specific features
- Developed QTR meetings
- Got a list of 20+ featture requests
- Map to what we had planned and what was valuable
- Negotiated down to 8 features
SUCESS! Agreed - Delivered. Valued several $M
9
Q
DELL FRM
A
- Dell had unique memory tech allow DIMM failure - high end
- Need support from VMW
- Negotiated exclusivity - only on Dell and VMW for 6 months
- Worked with engineering to deliver code and Dell testing
- SUCCESS: First in market with FRM
10
Q
FIPS/Security
A
- Govt customer require FIPS. GOOG security library not certified
- Docker no resources to work on this
- Work with security team to get architecture - security mux to openssl
- Hired contractor to develop mux and mapping functions
- Contrators to help drive through certification and test
- SUCCESS! Docker engine FIPS certified. Bonus $
11
Q
Conflict at Work
A
HPE ownership
- many people involved
- Sales wanted to play lead role
- Even for technical discussions with some teams
- I had a 1:1 discussing that he should involve me
- No real change
- Let Flex Capacity linger
- Asked for help - I did if he would include from beginning.
- Situation improved but still not great
- He left
12
Q
Disagreement with Boss
A
Docker store
- custom agreements
- hard to track
- go for streamline
13
Q
Disagreement at wotk
A
- MTA acceleration got a lot of interest from sales team
- Everyone had their favourite tool - I vetted each one.
- One sales person in particular was pushing a tool from a large company. He worked there in past
- Pro: Big name Con: Large footprint, traiing, not easy, didnt output everything needed.
- Comparing other solutions, I put it lower in the rank
- Publish all this on Confluence
- Kept pushing. Pitching execs, etc. Taking time from evaluating others.
- Disucssed with him the pro/con
- I arranged for demo - Asked for specific use cases and demos
- Could not do it.
- Resolved the issue
14
Q
Pushed for feature - not much traction
A
- Dell FRM
- Learnings:
15
Q
INTRO STORY
A
- At Docker, responsible for technical alliance: Strategic, Emerging, Marketplace
- Roadmap alignment, integrations, joint solutions to market
- Collaborative projects - Work with PM, Mktg, Engr, Sales
- Prior at VMW managing global OEM
- Focus on Dell adopt VMW tech + program. Drive integrations.
- Large partner - work x-functional across BU
- Become company expert
- Gain trust, excitement: Share direction, roadmap, features, customer insight
- Spur brainstorming - good for identify integrations.
- Before that technical roles at CSCO - Engr manager for few years
- Storage Virt Startups
SUMMARY:
- Use partner experience + engr backgroiund to bring value throug integration + solutions.
- Educate customers/field about these solutions to drive adoption, revenue
