from Tavern on the Green in Central Park New York it's the to covering Veritas vision solution day brought to you by Veritas welcome back to New York City everybody we're in the heart of Central Park at the Tavern on the Green beautiful location here a lot of customers coming in to see and hear veritas solution days we talked to Scott general earlier about sort of why these solution days very intimate customer events around the world David Moyes is here he's the vice president of software to find storage and appliances at Veritas David thanks for coming on oh thanks for having me you're very welcome so wait appliances you guys were software company what what's going on we are we are a software company and we have been a software company for a very long time and we will continue to be a software company for a very long time but what we find is that you know customers oftentimes they want to deploy software but then they find that there's a lot of additional challenges that come with that there's the maintenance of the actual server infrastructure there's patching of the operating system there's vulnerabilities that show up those additional operational costs sometimes outweigh the benefits of just buying a purpose-built appliance and those purpose-built appliances can sometimes you know how workflows built-in to them that just make them so easy to use that you know one person could potentially operate petabytes of an appliance versus a whole army of people trying to maintain hundreds or thousands of individual servers so you put out a stat this morning which I wasn't aware of you guys have more than half the market I think it was an IDC stat maybe was Gartner more than half the market for integrated the purpose-built backup appliances is that right that's right so for backup appliances purpose-built back of appliances that actually hosts the backup software we have more than 50% market share people have that much trust in the appliances that we build and find that simplicity so compelling that they want to buy it and that form factor from us you know about a decade ago I wrote a piece in the early days of wiki bond talking about services oriented storage and and when we think about software-defined storage what you described today was actually sets of granular services that I can invoke when I need them or not if I don't need them very cloud like I mean I could replace the s in Software Defined with s and services and that's your kind of philosophy and approach isn't it it is in fact what we find is that people want data services on top of that data when you're reporting enterprise data and you protecting exabyte so that apprise data the way the Veritas does having it just sit there and do nothing is is kind of wasteful to a large extent unless you're just waiting for a disaster to occur or data corruption or something like that if we can support to think about what are the governance capabilities lineage audit all of the different things that we could potentially build as services that are then can be downloaded onto that purpose-built backup appliance those all become added value to the customer but you you did what you described was not just another you're not just dropping in another stovepipe appliance you talked about having visibility across the entire portfolio you really stress that a lot you said several times you can't get this from any other backup vendor or any other vendor really talk about that a little bit well what's interesting is that look from the moment that data is actually born from a primary application and then it's protected its protected into a backup solution and then it's probably put into some sort of a storage solution either maybe at a duplication storage solution then it's moved to an even cheaper tier and eventually off to the cloud or somewhere else each of those are disparate if we can actually build a connector framework that can actually extract that information and bring it all together so that we can start to make assertions about hey how did this data flow how did it originate what kind of information do I have do I even need it anymore after seven years should I purge it or should I delete it is it even a risk to my organization to keep it you can only do that when you can make those associations across the lifecycle of that data and so we tracked the data through its entire lifecycle and that's only through the integration of all that product portfolio and that's something that you're not going to see with the small point solutions that are being built by startups and it's even very rare to see in some of the larger companies that build these solutions you know dude I'm glad you mentioned that about getting rid of data because so often today in the in the news media and you here in vendor presentations people talk about keeping data forever yeah that's that's dangerous in a lot of case a lot of general councils out there don't want to keep data forever there's data that you want to delete if in fact you can because of the compliance risks that it brings to your company you don't want to keep working process or some rogue email that floats around the organization get rid of that keep what you have to and get rid of the rest right and then the problem is if you don't know what you have and also you don't know how many places that that data is propagated how can you possibly delete it all we've helped customers in some cases that I'm not going to mention who they are but we've helped them delete up to 50 percent of their data after it's aged out and I've talked to banks before and I've asked them like hey after seven years what do you do with your data they say well we just keep it because we don't know what it was originated for we don't even know what's in it and therefore it's too risky for us to go and delete but at the same time to your point it may be even too risky to keep in some cases especially a liability to keep that deal and what's the what's the technology enable are there is that your catalog you're sort of copy data management self so it's a combination of things the catalog is what helps us understand what we have and where it is and how it's actually moved through that lifecycle and then we have a component called the Veritas information classifier and that component allows us to crack open the data and actually determine what's inside whether it's personally identifiable information social security numbers there's a number of different patterns we can look for actually document types and we can actually tag that data and say hey this data has information that's pertains to a specific individuals so for example if I'm following gdpr rules I can now find out all the data where it's propagated specific to an individual who said now I want all my stuff deleted and that's a very powerful technique so such as the data it's the metadata associated with that taste well that's a that I think it's a unique capability in terms of being integrated into a solution and so that's that's cool I also want to talk about Acme financial services yeah is artificial company or a real company but but an anonymized company that you talked about moving to your system your appliance based system they were able to reduce TCO by 40% shave two thirds of their hardware infrastructure away come back to that is I have sort of a tongue-in-cheek there get rid of tape at least we're possible no new tape I think is what you that's right and then save 20 million dollars a year in reduced downside downtime costs so my tongue and cheek is who everybody remembers the the no hardware agenda of signs you know bhai live in Massachusetts that we used to see those right next to the EMC facilities and you're only a hardware agenda it seems with your appliance is to get rid of hardware is exactly right look we we are actually putting out technology that allows you to take ten heads or ten servers and consolidate it down to two or three to make the total cost of ownership for your product less because at the end of day it's in our benefit right we're a software vendor we want to maintain ourselves as a software vendor we want to take Hardware out of the equation to the extent that's possible but we don't want to do it at the expense of simplicity and so striking that balance is what's most important yeah and and you also have talked about a little you showed a little leg if you will on a road map that's right I'm one of the things that struck me and it's sort of there today but but even more in the future is the ability to scale compute and storage independently and more granular chunks explain what that is and why that's important to customers well you know if you think about it the way that these integrated backup appliances work even back up people just dismiss backup appliances they just grow and grow and grow to a certain capacity they scale up and scale up and at some point the performance just starts to tank and taper off so what if you could actually grow them almost in a node-based architecture think about its compute and storage that you grow together and as you add more compute you add more storage and so that means that I can do more micro services or I can provide better deduplication but my deduplication doesn't slow down when I go from two petabyte to four petabyte because my compute has actually grown in lockstep with my storage you made a big deal about eliminating tape where possible and you also and I want to push it this a little bit talked about the economics of solution relative to tape I was somewhat surprised because the conventional wisdom would say tape is you know pennies on the dollar come here to to disc based solutions how is it that you're able to make that claim well there's a couple of different things that come to play number one is that again through the cloud catalyst capability of net backup we can actually keep data deduplicated before we send it to our disk based solution which means that it stays in some cases 50 to one deduplicated and you're not necessarily gonna get that capability on tape you'd have to rehydrate don't have to rehydrate so if you talk about about pennies well multiply that by 50 because if your data duplicates that much that's the kind of thing you're talking about the second part is the operational cost of actually maintaining tape now if I'm keeping data for seven years thirty years the lifetime of a patient that tape infrastructure age is out and I'm doing tape migrations all the time those are not cheap and sometimes though tape infrastructures not even available anymore the other compatibility is not there that's right the other thing is well the other thing is is the network costs right if you're going to be pushing stuff over the network absolutely your network and your and you pushing bigger things over the network you have more network infrastructure just for the purposes of moving data from one here tier to another tier it's wasteful David talked about the Flex appliance what I took away from that is it sort of allows for services oriented deployment fast migration it allows you to sort of test out new services to see whether or not you like it what what is that what does the customer have to do to exploit that capability today the customer would buy our high-end backup appliance which is the 53:40 they would buy the Flex software which is a software package that allows them to basically augment that's appliance so that it can actually maintain that catalog and then quickly deploy them those services as I showed in the demo in three minutes or less we can deploy a service on from the service catalog in the future you should expect that we should we will begin to build that into all of our appliances that's just the way of doing things it becomes a service-oriented architecture and that catalog is just going to be a natural way of us operating ok I want to also ask you about another capability that you discussed which was your ability to look across the portfolio and identify predictive failures yeah everybody talks about machine intelligence being used you know in that use case IOT you hear about that along what are you guys doing what's unique well you know in some cases what we're doing is not completely unique I mean there are some companies that have done this pretty well they've done it for their own point solutions I think where it gets interesting is when you say look we're not just building a point solution we have a number of different products again for the entire lifecycle of data from the moment it's born and if I can integrate all of the telemetry that I get from those different products I can now start to get predictive about things that might have happened not just at one stage within one product but might happen down the road when I go to move it into my long-term retention as my long-term retention ready for it is it going to impact the performance of my long-term retention solution and so therefore should I think about scaling on my long-term retention solution independent of you know so or ahead of the actual growth of my purpose-built Beco appliance right so it's that portfolio view that makes it so powerful right it's okay two things actually the portfolio view and also the full lifecycle view as well that's right something you've been hitting on not just a point product all right David I know you Jam it a lot of a lot of customer conversations here in New York so I gotta let you go but thanks so much for stopping by the cube appreciate my pleasure I really appreciate your time thank you welcome all right keep it right there everybody you're watching the cube live from Veritas solution days in New York City right in the heart of Central Park we'll be right at right back after this short break [Music]