(inspiring music) >> Announcer: theCUBE presents HPE Discover 2022. Brought to you by HPE. >> Welcome back to theCUBE's coverage of HPE Discover 2022, from the Venetian in Las Vegas, the first Discover since 2019. I really think this is my 14th Discover, when you include HP, when you include Europe. And I got to say this Discover, I think has more energy than any one that I've ever seen, about 8,000 people here. Really excited to have one of HPE's longstanding partners, Veeam CTO, Danny Allen is here, joined by David Harvey, Vice President of Strategic Alliances at Veeam. Guys, good to see you again. It was just earlier, let's see, last month, we were together out here. >> Yeah, just a few weeks ago. It's fantastic to be back and what it's telling us, technology industry is coming back. >> And the events business, of course, is coming back, which we love. I think the expectations were cautious. You saw it at VeeamON, a little more than you expected, a lot of great energy. A lot of people, 'cause it was last month, it was their first time out, >> Yes. >> in two years. Here, I think people have started to go out more, but still, an energy that's palpable. >> You can definitely feel it. Last night, I think I went to four consecutive events and everyone's out having those discussions and having conversations, it's good to be back. >> You guys hosted the Storage party last night, which is epic. I left at midnight, I took a picture, it was still packed. I said, okay, time to go, nothing good happens after midnight kids. David, talk about the alliance with HPE, how it's evolved, and where you see it going? >> I appreciate it, and certainly this, as you said, has been a big alliance for us. Over 10 years or so, fantastic integrations across the board. And you touched on 2019 Discover. We launched with GreenLake at that event, we were one of the launch partners, and we've seen fantastic growth. Overall, what we're excited about, is that continuation of the movement of the customer's buying patterns in line with HPE's portfolio and in line with Veeam. We continue to be with all their primary, secondary storage, we continue to be a spearhead position with GreenLake, which we're really excited about. And we're also really excited to hear from HPE, unfortunately under NDA, some of their future stuff they're investing in, which is a really nice invigoration for what they're doing for their portfolio. And we see that being a big deal for us over the next 24 months. >> Your relationship with HPE predates the HP, HPE split. >> Mmm. >> Yes. >> But it was weird, because they had Data Protector, and that was a quasi-competitor, or really not, but it was a competitor, a legacy competitor, of what you guys have, kind of modern data protection I think is the tagline, if I got it right. Post the split, that was an S-curve moment, wasn't it, in terms of the partnership? >> It really was. If you go back 10 years, we did our first integration sending data to StoreOnce and we had some blueprints around that. But now, if you look what we have, we have integrations on the primary side, so, 3PAR, Primera, Nimble, all their top-tier storage, we can manage the snapshots. We have integration on the target side. We integrate with Catalyst in the movement of data and the management of data. And, as David alluded to, we integrate with GreenLake. So, customers who want to take this as a consumption model, we integrate with that. And so it's been, like you said, the strongest relationship that we have on the technology alliance side. >> So, V12, you announced at VeeamON. What does that mean for HPE customers, the relationship? Maybe you guys could both talk about that. >> Technology side, to touch on a few things that we're doing with them, ransomware has been a huge issue. Security's been a big theme, obviously, at the conference, >> Dave: Yeah, you bet. and one of the things we're doing in V12 is adding immutability for both StoreOnce and StoreEver. So, we take the features that our partners have, immutability being big in the security space, and we integrate that fully into the product. So a customer checks a box and says, hey, I want to make sure that the data is secure. >> Yeah, and also, it's another signification about the relationship. Every single release we've done has had HPE at the heart of it, and the same thing is being said with V12. And it shows to our customers, the continual commitment. Relationships come and go. They're hard, and the great news is, 10 years has proven that we get through good times and tricky situations, and we both continue to invest, et cetera. And I think there's a lot of peace of mind and the revenue figures prove that, which is what we're really excited about. >> Yeah I want to come back to that, but just to follow up, Danny, on that immutability, that's a feature that you check? It's service within GreenLake, or within Veeam? How does that all work? >> We have immutability now depending on the target. We introduced the ability to send data, for example, into S3 two years ago, and make it immutable when you send it to an S3 or S3 compatible environment. We added, in Version 11, the ability to take a Linux repository and make it, and harden it, essentially make it immutable. But what we're doing now is taking our partner systems like StoreOnce, like StoreEver, and when we send data there, we take advantage of an API flag or whatever it happens to be, that it makes the data, when it's written to that system, can't be deleted, can't be encrypted. Now, what does that mean for a customer? Well, we do all the hard work in the back end, it's just a check box. They say, I want to make it immutable, and we manage how long it's immutable. Because if you made everything immutable forever, that's hugely expensive, right? So, it's all about, how long is that immutable before you age it out and make sure the new data coming in is immutable. >> Dave: It's like an insurance policy, you have that overlap. >> Yes. >> Right, okay. And then David, you mentioned the revenue, Lou bears that out. I got the IDC guys comin' on later on today. I'll ask 'em about that, if that's their swim lane. But you guys are basically a statistical tie, with Dell for number one? Am I getting that right? And you're growing at a faster rate, I believe, it's hard to tell 'cause I don't think Dell reports on the pace of its growth within data protection. You guys obviously do, but is that right? It's a statistical tie, is it? >> Yeah, hundred percent. >> Yeah, statistical tie for first place, which we're super excited about. When I joined Veeam, I think we were in fifth place, but we've been in the leader's quadrant of the Gartner Magic- >> Cause and effect there or? (panelists laughing) >> No, I don't think so. >> Dave: Ha, I think maybe. >> We've been on a great trajectory. But statistical tie for first place, greatest growth sequentially, and year-over-year, of all of the data protection vendors. And that's a testament not just to the technology that we're doing, but partnerships with HPE, because you never do this, the value of a technology is not that technology alone, it's the value of that technology within the ecosystem. And so that's why we're here at HPE Discover. It's our joint technology solutions that we're delivering. >> What are your thoughts or what are you seeing in the field on As-a-service? Because of course, the messaging is all about As-a-service, you'd think, oh, a hundred percent of everything is going to be As-a-service. A lot of customers, they don't mind CapEx, they got good, balance sheet, and they're like, hey, we'll take care of this, and, we're going to build our own little internal cloud. But, what are you seeing in the market in terms of As-a-service, versus, just traditional licensing models? >> Certainly, there's a mix between the two. What I'd say, is that sources that are already As-a-service, think Microsoft 365, think AWS, Azure, GCP, the cloud providers. There's a natural tendency for the customer to want the data protection As-a-service, as well for those. But if you talk about what's on premises, customers who have big data centers deployed, they're not yet, the pendulum has not shifted for that to be data protection As-a-service. But we were early to this game ourselves. We have 10,000, what we call, Veeam Cloud Service Providers, that are offering data protection As-a-service, whether it be on premises, so they're remotely managing it, or cloud hosted, doing data protection for that. >> So, you don't care. You're providing the technology, and then your customers are actually choosing the delivery model. Is that correct? >> A hundred percent, and if you think about what GreenLake is doing for example, that started off as being a financial model, but now they're getting into that services delivery. And what we want to do is enable them to deliver it, As-a-service, not just the financial model, but the outcome for the customer. And so our technology, it's not just do backup, it's do backup for a multi-tenant, multi-customer environment that does all of the multi-tenancy and billing and charge back as part of that service. >> Okay, so you guys don't report on this, but I'm going to ask the question anyway. You're number one now, let's call you, let's declare number one, 'cause we're well past that last reporting and you're growin' faster. So go another quarter, you're now number one, so you're the largest. Do you spend more on R&D in data protection than any other company? >> Yes, I'm quite certain that we do. Now, we have an unfair advantage because we have 450,000 customers. I don't think there's any other data protection company out there, the size and scope and scale, that we have. But we've been expanding, our largest R&D operation center's in Prague, it's in Czech Republic, but we've been expanding that. Last year it grew 40% year on year in R&D, so big investment in that space. You can see this just through our product space. Five years ago, we did data protection of VMware only, and now we do all the virtual environments, all the physical environments, all the major cloud environments, Kubernetes, Microsoft 365, we're launching Salesforce. We announced that at VeeamON last month and it will be coming out in Q3. All of that is coming from our R&D investments. >> A lot of people expect that when a company like Insight, a PE company, purchases a company like Veeam, that one of the things they'll dial down is R&D. That did not happen in this case. >> No, they very much treat us as a growth company. We had 22% year-over-year growth in 2020, and 25% year-over-year last year. The growth has been tremendous, they continue to give us the freedom. Now, I expect they'll want returns like that continuously, but we have been delivering, they have been investing. >> One of my favorite conversations of the year was our supercloud conversation, which was awesome, thank you for doing that with me. But that's clearly an area of focus, what we call supercloud, and you don't use that term, I know, you do sometimes, but it's not your marketing, I get that. But that is an R&D intensive effort, is it not? To create that common experience. And you see HPE, attempting to do that as well, across all these different estates. >> A hundred percent. We focus on three things, I always say, our differentiators, simplicity, flexibility, and reliability. Making it simple for the customers is not an easy thing to do. Making that checkbox for immutability? We have to do a lot behind the scenes to make it simple. Same thing on flexibility. We don't care if they're using 3PAR, Primera, Nimble, whatever you want to choose as the primary storage, we will take that out of your hands and make it really easy. You mentioned supercloud. We don't care what the cloud infrastructure, it can be on GreenLake, it can be on AWS, can be on Azure, it can be on GCP, it can be on IBM cloud. It is a lot of effort on our part to abstract the cloud infrastructure, but we do that on behalf of our customers to take away that complexity, it's part of our platform. >> Quick follow-up, and then I want to ask a question of David. I like talking to you guys because you don't care where it is, right? You're truly agnostic to it all. I'm trying to figure out this repatriation thing, cause I hear a lot of hey, Dave, you should look into repatriation that's happened all over the place, and I see pockets of it. What are you seeing in terms of repatriation? Have customers over-rotated to the cloud and now they're pullin' back a little bit? Or is it, as I'm claiming, in pockets? What's your visibility on that? >> Three things I see happening. There's the customers who lifted up their data center, moved it into the cloud and they get the first bill. >> (chuckling) Okay. >> And they will repatriate, there's no question. If I talk to those customers who simply lifted up and moved it over because the CIO told them to, they're moving it back on premises. But a second thing that we see is people moving it over, with tweaks. So they'll take their SQL server database and they'll move it into RDS, they'll change some things. And then you have people who are building cloud-native, they're never coming back on premises, they are building it for the cloud environment. So, we see all three of those. We only really see repatriation on that first scenario, when they get that first bill. >> And when you look at the numbers, I think it gets lost, 'cause you see the cloud is growing so fast. So David, what are the conversations like? You had several events last night, The Veeam party, slash Storage party, from HPE. What are you hearing from your alliance partners and the customers at the event. >> I think Danny touched on that point, it's about philosophy of evolution. And I think at the end of the day, whether we're seeing it with our GSI alliances we've got out there, or with the big enterprise conversations we're having with HPE, it's about understanding which workloads they want to move. In our mind, the customers are getting much smarter in making that decision, rather than experimenting. They're really taking a really solid look. And the work we're doing with the GSIs on workplace modernization, data center transformation, they're really having that investment work up front on the workloads, to be able to say, this works for me, for my personality and my company. And so, to the point about movement, it's more about decisive decision at the start, and not feeling like the remit is, I have to do one thing or another, it's about looking at that workflow position. And that's what we've seen with the revenue part as well. We've seen our movement to GreenLake tremendously grow in the last 18 months to two years. And from our GSI work as well, we're seeing the types of conversations really focus on that workload, compared to, hey, I just need a backup solution, and that's really exciting. >> Are you having specific conversations about security, or is it a data protection conversation still, (David chuckles) that's an adjacency to security? >> That's a great question. And I think it's a complex one, because if you come to a company like Veeam, we are there, and you touched on it before, we provide a solution when something has happened with security. We're not doing intrusion detection, we're not doing that barrier position at the end of it, but it's part of an end-to-end assumption. And I don't think that at this particular point, I started in security with RSA and Check Point, it was about layers of protection. Now it's layers of protection, and the inevitability that at some point something will happen, so about the recovery. So the exciting conversations we're having, especially with the big enterprises, is not about the fear factor, it's about, at some point something's going to occur. Speed of recovery is the conversation. And so for us, and your question is, are they talking to us about security, or more, the continuity position? And that's where the synergy's getting a lot simpler, rather than a hard demark between security and backup. >> Yeah, when you look at the stock market, everything's been hit, but security, with the exception of Okta, 'cause it got that weird benign hack, but security, generally, is an area that CIOs have said, hey, we can't really dial that back. We can maybe, some other discretionary stuff, we'll steal and prioritize. But security seems to be, and I think data protection is now part of that discussion. You're not a security company. We've seen some of your competitors actually pivot to become security companies. You're not doing that, but it's very clearly an adjacency, don't you think? >> It's an adjacency, and it's a new conversation that we're having with the Chief Information Security Officer. I had a meeting an hour ago with a customer who was hit by ransomware, and they got the call at 2:00 AM in the morning, after the ransomware they recovered their entire portfolio within 36 hours, from backups. Didn't even contact Veeam, I found out during this meeting. But that is clearly something that the Chief Information Security Officer wants to know about. It's part of his purview, is the recovery of that data. >> And they didn't pay the ransom? >> And they did not pay the ransom, not a penny. >> Ahh, we love those stories. Guys, thanks so much for coming on theCUBE. Congratulations on all the success. Love when you guys come on, and it was such a fun event at VeeamON. Great event here, and your presence is, was seen. The Veeam green is everywhere, so appreciate your time. >> Thank you. >> Thanks, Dave. >> Okay, and thank you for watching. This is Dave Vellante for John Furrier and Lisa Martin. We'll be back right after this short break. You're watching theCUBE's coverage of HPE Discover 2022, from Las Vegas. (inspiring music)

>>Hi, this is Dave Volonte. We're winding down Day two of the Cubes coverage of Vim on 2022. We're here at the area in Las Vegas. Myself and Dave Nicholson had been going for two days. Everybody's excited about the VM on party tonight. It's It's always epic, and, uh, it's a great show in terms of its energy. Danny Allen is here. He's cto of in his back. He gave the keynote this morning. I say, Danny, you know, you look pretty good up there with two hours of sleep. I >>had three. >>Look, don't look that good, but your energy was very high. And I got to tell you the story you told was amazing. It was one of the best keynotes I've ever seen. Even even the technology pieces were outstanding. But you weaving in that story was incredible. I'm hoping that people will go back and and watch it. We probably don't have time to go into it, but wow. Um, can you give us the the one minute version of that >>long story? >>Sure. Yeah. I read a book back in 2013 about a ship that sank off Portsmouth, Maine, and I >>thought, I'm gonna go find that >>ship. And so it's a long, >>complicated process. Five >>years in the making. But we used data, and the data that found the ship was actually from 15 years earlier. >>And in 20 >>18, we found the bow of the ship. We found the stern of the ship, but what we were really trying to answer was torpedoed. Or did the boilers explode? Because >>the navy said the boilers exploded >>and two survivors said, No, it was torpedoed or there was a German U boat there. >>And so >>our goal was fine. The ship find the boiler. >>So in 20 >>19, Sorry, Uh, it was 2018. We found the bow and the stern. And then in 2019, we found both boilers perfectly intact. And in fact, the rear end of that torpedo wasn't much left >>of it, of course, but >>data found that wreck. And so it, um, it exonerated essentially any implication that somebody screwed >>up in >>the boiler system and the survivors or the Children of the survivors obviously appreciated >>that. I'm sure. Yes, Several >>outcomes to it. So the >>chief engineer was one >>of the 13 survivors, >>and he lived with the weight of this for 75 years. 49 sailors dead because of myself. But I had the opportunity of meeting some of the Children of the victims and also attending ceremonies. The families of those victims received purple hearts because they were killed due to enemy action. And then you actually knew how to do this. I wasn't aware you had experience finding Rex. You've >>discovered several of >>them prior to this one. But >>the interesting connection >>the reason why this keynote was so powerful as we're a >>team, it's a data conference. >>You connected that to data because you you went out and bought a How do you say this? Magnanimous magnetometer. Magnetometer, Magnetometer. I don't know what that >>is. And a side >>scan Sonar, Right? I got that right. That was >>easy. But >>then you know what this stuff is. And then you >>built the model >>tensorflow. You took all the data and you found anomalies. And then you went right to that spot. Found the >>wreck with 12 >>£1000 of dynamite, >>which made your heart >>beat. But >>then you found >>the boilers. That's incredible. And >>but the point was, >>this is data >>uh, let's see, >>a lot of years after, >>right? >>Yeah. Two sets of data were used. One was the original set of side scan sonar >>data by the historian >>who discovered there was a U boat in the area that was 15 years old. >>And then we used, of >>course, the wind and weather and wave pattern data that was 75 years old to figure out where the boiler should be because they knew that the ship had continued to float for eight minutes. And so you had to go back and determine the models of where should the boilers >>be if it exploded and the boilers >>dropped out and it floated along >>for eight minutes and then sank? Where was >>that data? >>It was was a scanned was an electronic was a paper. How did you get that data? So the original side scan sonar data was just hard >>drive >>data by the historian. >>I wish I could say he used them to >>back it up. But I don't know that I can say that. But he still had >>the data. 15 years later, the >>weather and >>wind and wave data, That was all public information, and we actually used that extensively. We find other wrecks. A lot of wrecks off Boston Sunken World War Two. So we were We were used to that model of tracking what happened. Wow. So, yes, imagine if that data weren't available >>and it >>probably shouldn't have been right by all rights. So now fast forward to 2022. We've got Let's talk about just a cloud >>data. I think you said a >>couple of 100 >>petabytes in the >>cloud 2019. 500 in, Uh, >>no. Yeah. In >>20 2200 and 42. Petabytes in 20 2500 Petabytes last year. And we've already done the same as 2020. So >>240 petabytes >>in Q one. I expect >>this year to move an exhibit of >>data into the public cloud. >>Okay, so you got all that data. Who knows what's in there, right? And if it's not protected, who's going to know in 50 60 7100 years? Right. So that was your tie in? Yes. To the to the importance of data protection, which was just really, really well done. Congratulations. Honestly, one of the best keynotes I've ever seen keynotes often really boring, But you did a great job again on two hours. Sleep. So much to unpack here. The other thing that really is. I mean, we can talk about the demos. We can talk about the announcements. Um, so? Well, yeah, Let's see. Salesforce. Uh, data protection is now public. I almost spilled the beans yesterday in the cube. Caught myself the version 12. Obviously, you guys gave a great demo showing the island >>cloud with I think it >>was just four minutes. It was super fast. Recovery in four minutes of data loss was so glad you didn't say zero minutes because that would have been a live demos which, Okay, which I appreciate and also think is crazy. So some really cool demos, Um, and some really cool features. So I have so much impact, but the the insights that you can provide through them it's VM one, uh, was actually something that I hadn't heard you talk about extensively in the past. That maybe I just missed it. But I wonder if you could talk about that layer and why it's critical differentiator for Wien. It's >>the hidden gem >>within the Wien portfolio because it knows about absolutely >>everything. >>And what determines the actions >>that we take is the >>context in which >>data is surviving. So in the context of security, which we are showing, we look for CPU utilisation, memory utilisation, data change rate. If you encrypt all of the data in a file server, it's going to blow up overnight. And so we're leveraging heuristics in their reporting. But even more than that, one of the things in Wien one people don't realise we have this concept of the intelligent diagnostics. It's machine learning, which we drive on our end and we push out as packages intervene one. There's up to 200 signatures, but it helps our customers find issues before they become issues. Okay, so I want to get into because I often time times, don't geek out with you. And don't take advantage of your your technical knowledge. And you've you've triggered a couple of things, >>especially when the >>analysts call you said it again today that >>modern >>data protection has meaning to you. We talked a little bit about this yesterday, but back in >>the days of >>virtualisation, you shunned agents >>and took a different >>approach because you were going for what was then >>modern. Then you >>went to bare metal cloud hybrid >>cloud containers. Super Cloud. Using the analyst meeting. You didn't use the table. Come on, say Super Cloud and then we'll talk about the edge. So I would like to know specifically if we can go back to Virtualised >>because I didn't know >>this exactly how you guys >>defined modern >>back then >>and then. Let's take that to modern today. >>So what do you >>do back then? And then we'll get into cloud and sure, So if you go back to and being started, everyone who's using agents, you'd instal something in the operating system. It would take 10% 15% of your CPU because it was collecting all the data and sending it outside of the machine when we went through a virtual environment. If you put an agent inside that machine, what happens is you would have 100 operating systems all on the same >>server, consuming >>resources from that hyper visor. And so he said, there's a better way of capturing the data instead of capturing the data inside the operating system. And by the way, managing thousands of agents is no fun. So What we did is we captured a snapshot of the image at the hyper visor level. And then over time, we just leverage changed block >>tracking from the hyper >>visor to determine what >>had changed. And so that was modern. Because no more >>managing agents >>there was no impact >>on the operating system, >>and it was a far more >>efficient way to store >>data. You leverage CBT through the A P. Is that correct? Yeah. We used the VCR API >>for data protection. >>Okay, so I said this to Michael earlier. Fast forward to today. Your your your data protection competitors aren't as fat, dumb and happy as they used to be, so they can do things in containers, containers. And we talked about that. So now let's talk about Cloud. What's different about cloud data protection? What defines modern data protection? And where are the innovations that you're providing? >>Let me do one step in >>between those because one of the things that happened between hypervisors and Cloud was >>offline. The capture of the data >>to the storage system because >>even better than doing it >>at the hyper visor clusters >>do it on the storage >>array because that can capture the >>data instantly. Right? So as we go to the cloud, we want to do the same thing. Except we don't have access to either the hyper visor or the storage system. But what they do provide is an API. So we can use the API to capture all of the blocks, all of the data, all of the changes on that particular operating system. Now, here's where we've kind of gone full circle on a hyper >>visor. You can use the V >>sphere agent to reach into the operating system to do >>things like application consistency. What we've done modern data protection is create specific cloud agents that say Forget >>about the block changes. Make sure that I have application consistency inside that cloud operating >>system. Even though you don't have access to the hyper visor of the storage, >>you're still getting the >>operating system consistency >>while getting the really >>fast capture of data. So that gets into you talking on stage about how synapse don't equal data protection. I think you just explained it, but explain why, but let me highlight something that VM does that is important. We manage both snapshots and back up because if you can recover from your storage array >>snapshot. That is the best >>possible thing to recover from right, But we don't. So we manage both the snapshots and we converted >>into the VM portable >>data format. And here's where the super cloud comes into play because if I can convert it into the VM portable data format, I can move >>that OS >>anywhere. I can move it from >>physical to virtual to cloud >>to another cloud back to virtual. I can put it back on physical if I want to. It actually abstracts >>the cloud >>layer. There are things >>that we do when we go >>between clouds. Some use bio, >>some use, um, fee. >>But we have the data in backup format, not snapshot format. That's theirs. But we have been in backup format that we can move >>around and abstract >>workloads across. All of the infrastructure in your >>catalogue is control >>of that. Is that Is >>that right? That is about >>that 100%. And you know what's interesting about our catalogue? Dave. The catalogue is inside the backup, and so historically, one of the problems with backup is that you had a separate catalogue and if it ever got corrupted. All of your >>data is meaningless >>because the catalogue is inside >>the backup >>for that unique VM or that unique instance, you can move it anywhere and power it on. That's why people said were >>so reliable. As long >>as you have the backup file, you can delete our >>software. You can >>still get the data back, so I love this fast paced so that >>enables >>what I call Super Cloud we now call Super Cloud >>because now >>take that to the edge. >>If I want to go to the edge, I presume you can extend that. And I also presume the containers play a role there. Yes, so here's what's interesting about the edge to things on the edge. You don't want to have any state if you can help it, >>and so >>containers help with that. You can have stateless environment, some >>persistent data storage, >>but we not only >>provide the portability >>in operating systems. We also do this for containers, >>and that's >>true if you go to the cloud and you're using SE CKs >>with relational >>database service is already >>asked for the persistent data. >>Later, we can pick that up and move it to G K E or move it to open shift >>on premises. And >>so that's why I call this the super cloud. We have all of this data. Actually, I think you termed the term super thank you for I'm looking for confirmation from a technologist that it's technically feasible. It >>is technically feasible, >>and you can do it today and that's a I think it's a winning strategy. Personally, Will there be >>such a thing as edge Native? You know, there's cloud native. Will there be edge native new architectures, new ways of doing things, new workloads use cases? We talk about hardware, new hardware, architectures, arm based stuff that are going to change everything to edge Native Yes and no. There's going to be small tweaks that make it better for the edge. You're gonna see a lot of iron at the edge, obviously for power consumption purposes, and you're also going to see different constructs for networking. We're not going to use the traditional networking, probably a lot more software to find stuff. Same thing on the storage. They're going to try and >>minimise the persistent >>storage to the smallest footprint possible. But ultimately I think we're gonna see containers >>will lead >>the edge. We're seeing this now. We have a I probably can't name them, but we have a large retail organisation that is running containers in every single store with a small, persistent footprint of the point of sale and local data, but that what >>is running the actual >>system is containers, and it's completely ephemeral. So we were >>at Red Hat, I was saying >>earlier last week, and I'd say half 40 50% of the conversation was edge open shift, obviously >>playing a big role there. I >>know doing work with Rancher and Town Zoo. And so there's a lot of options there. >>But obviously, open shift has >>strong momentum in the >>marketplace. >>I've been dominating. You want to chime in? No, I'm just No, >>I yeah, I know. Sometimes >>I'll sit here like a sponge, which isn't my job absorbing stuff. I'm just fascinated by the whole concept of of a >>of a portable format for data that encapsulates virtual machines and or instances that can live in the containerised world. And once you once you create that common denominator, that's really that's >>That's the secret sauce >>for what you're talking about is a super club and what's been fascinating to watch because I've been paying attention since the beginning. You go from simply V. M. F s and here it is. And by the way, the pitch to E. M. C. About buying VM ware. It was all about reducing servers to files that can be stored on storage arrays. All of a sudden, the light bulbs went off. We can store those things, and it just began. It became it became a marriage afterwards. But to watch that progression that you guys have gone from from that fundamental to all of the other areas where now you've created this common denominator layer has has been amazing. So my question is, What's the singer? What doesn't work? Where the holes. You don't want to look at it from a from a glass half empty perspective. What's the next opportunity? We've talked about edge, but what are the things that you need to fill in to make this truly ubiquitous? Well, there's a lot of services out there that we're not protecting. To be fair, right, we do. Microsoft 3 65. We announced sales for us, but there's a dozen other paths services that >>people are moving data >>into. And until >>we had data protection >>for the assassin path services, you know >>you have to figure out how >>to protect them. Now here's the kicker about >>those services. >>Most of them have the >>ability to dump date >>out. The trick is, do they have the A >>P? I is needed to put data >>back into it right, >>which is which is a >>gap. As an industry, we need to address this. I actually think we need a common >>framework for >>how to manage the >>export of data, but also the import of data not at a at a system level, but at an atomic level of the elements within those applications. >>So there are gaps >>there at the industry, but we'll fill them >>if you look on the >>infrastructure side. We've done a lot with containers and kubernetes. I think there's a next wave around server list. There's still servers and these micro services, but we're making things smaller and smaller and smaller, and there's going to be an essential need to protect those services as well. So modern data protection is something that's going to we're gonna need modern data protection five years from now, the modern will just be different. Do you ever see the day, Danny, where governance becomes an >>adjacency opportunity for >>you guys? It's clearly an opportunity even now if you look, we spent a lot of time talking about security and what you find is when organisations go, for example, of ransomware insurance or for compliance, they need to be able to prove that they have certifications or they have security or they have governance. We just saw transatlantic privacy >>packed only >>to be able to prove what type of data they're collecting. Where are they storing it? Where are they allowed to recovered? And yes, those are very much adjacency is for our customers. They're trying to manage that data. >>So given that I mean, >>am I correct that architecturally you are, are you location agnostic? Right. We are a location agnostic, and you can actually tag data to allowable location. So the big trend that I think is happening is going to happen in in this >>this this decade. >>I think we're >>scratching the surface. Is this idea >>that, you know, leave data where it is, >>whether it's an S three >>bucket, it could be in an Oracle >>database. It could be in a snowflake database. It can be a data lake that's, you know, data, >>bricks or whatever, >>and it stays where >>it is. And it's just a note on the on the call of the data >>mesh. Not my term. Jim >>Octagon coined that term. The >>problem with that, and it puts data in the hands of closer to the domain experts. The problem with that >>scenario >>is you need self service infrastructure, which really doesn't exist today anyway. But it's coming, and the big problem is Federated >>computational >>governance. How do I automate that governance so that the people who should have access to that it can have access to that data? That, to me, seems to be an adjacency. It doesn't exist except in >>a proprietary >>platform. Today. There needs to be a horizontal >>layer >>that is more open than anybody >>can use. And I >>would think that's a perfect opportunity for you guys. Just strategically it is. There's no question, and I would argue, Dave, that it's actually >>valuable to take snapshots and to keep the data out at the edge wherever it happens to be collected. But then Federated centrally. It's why I get so excited by an exhibit of data this year going into the cloud, because then you're centralising the aggregation, and that's where you're really going to drive the insights. You're not gonna be writing tensorflow and machine learning and things on premises unless you have a lot of money and a lot of GPS and a lot of capacity. That's the type of thing that is actually better suited for the cloud. And, I would argue, better suited for not your organisation. You're gonna want to delegate that to a third party who has expertise in privacy, data analysis or security forensics or whatever it is that you're trying to do with the data. But you're gonna today when you think about AI. We talked about A. I haven't had a tonne of talk about AI some >>appropriate >>amount. Most of the >>AI today correct me if you think >>this is not true is modelling that's done in the cloud. It's dominant. >>Don't >>you think that's gonna flip when edge >>really starts to take >>off where it's it's more real time >>influencing >>at the edge in new use cases at the edge now how much of that data >>is going to be >>persisted is a >>point of discussion. But what >>are your thoughts on that? I completely agree. So my expectation of the way >>that this will work is that >>the true machine learning will happen in the centralised location, and what it will do is similar to someone will push out to the edge the signatures that drive the inferences. So my example of this is always the Tesla driving down the road. >>There's no way that that >>car should be figuring it sending up to the cloud. Is that a stop sign? Is it not? It can't. It has to be able to figure out what the stop sign is before it gets to it, so we'll do the influencing at the edge. But when it doesn't know what to do with the data, then it should send it to the court to determine, to learn about it and send signatures back out, not just to that edge location, but all the edge locations within the within the ecosystem. So I get what you're saying. They might >>send data back >>when there's an anomaly, >>or I always use the example of a deer running in front of the car. David Floyd gave me that one. That's when I want to. I do want to send the data back to the cloud because Tesla doesn't persist. A tonne of data, I presume, right, right less than 5% of it. You know, I want to. Usually I'm here to dive into the weeds. I want kind of uplevel this >>to sort of the >>larger picture. From an I T perspective. >>There's been a lot of consolidation going on if you divide the >>world into vendors >>and customers. On the customer side, there are only if there's a finite number of seats at the table for truly strategic partners. Those get gobbled up often by hyper >>scale cloud >>providers. The challenge there, and I'm part of a CEO accreditation programme. So this >>is aimed at my students who >>are CEOs and CIOs. The challenge is that a lot of CEOs and CIOs on the customer side don't exhaustively drag out of their vendor partners like a theme everything that Saveem >>can do for >>them. Maybe they're leveraging a point >>solution, >>but I guarantee you they don't all know that you've got cast in in the portfolio. Not every one of them does yet, let alone this idea of a super >>cloud and and and >>how much of a strategic role you can play. So I don't know if it's a blanket admonition to folks out there, but you have got to leverage the people who are building the solutions that are going to help you solve problems in the business. And I guess, as in the form of >>a question, >>uh, do you Do you see that as a challenge? Now those the limited number of seats at >>the Table for >>Strategic Partners >>Challenge and >>Opportunity. If you look at the types of partners that we've partnered with storage partners because they own the storage of the data, at the end of the day, we actually just manage it. We don't actually store it the cloud partners. So I see that as the opportunity and my belief is I thought that the storage doesn't matter, >>but I think the >>organisation that can centralise and manage that data is the one that can rule the world, and so >>clearly I'm a team. I think we can do amazing things, but we do have key >>strategic partners hp >>E Amazon. You heard >>them on stage yesterday. >>18 different >>integrations with AWS. So we have very strategic partners. Azure. I go out there all the time. >>So there >>you don't need to be >>in the room at the table because your partners are >>and they have a relationship with the customer as well. Fair enough. But the key to this it's not just technology. It is these relationships and what is possible between our organisations. So I'm sorry to be >>so dense on this, but when you talk about >>centralising that data you're talking about physically centralising it or can actually live across clouds, >>for instance. But you've got >>visibility and your catalogues >>have visibility on >>all that. Is that what you mean by centralised obliterated? We have understanding of all the places that lives, and we can do things with >>it. We can move it from one >>cloud to another. We can take, you know, everyone talks about data warehouses. >>They're actually pretty expensive. >>You got to take data and stream it into this thing, and there's a massive computing power. On the other hand, we're >>not like that. You've storage on there. We can ephemeral e. Spin up a database when you need it for five minutes and then destroy it. We can spin up an image when you need it and then destroy it. And so on your perspective of locations. So irrespective of >>location, it doesn't >>have to be in a central place, and that's been a challenge. You extract, >>transform and load, >>and moving the data to the central >>location has been a problem. We >>have awareness of >>all the data everywhere, >>and then we can make >>decisions as to what you >>do based >>on where it is and >>what it is. And that's a metadata >>innovation. I guess that >>comes back to the catalogue, >>right? Is that correct? >>You have data >>about the data that informs you as to where it is and how to get to it. And yes, so metadata within the data that allows you to recover it and then data across the federation of all that to determine where it is. And machine intelligence plays a role in all that, not yet not yet in that space. Now. I do think there's opportunity in the future to be able to distribute storage across many different locations and that's a whole conversation in itself. But but our machine learning is more just on helping our customers address the problems in their infrastructures rather than determining right now where that data should be. >>These guys they want me to break, But I'm >>refusing. So your >>Hadoop back >>in their rooms via, um that's >>well, >>that scale. A lot of customers. I talked to Renee Dupuis. Hey, we we got there >>was heavy lift. You >>know, we're looking at new >>ways. New >>approaches, uh, going. And of course, it's all in the cloud >>anyway. But what's >>that look like? That future look like we haven't reached bottle and X ray yet on our on our Hadoop clusters, and we do continuously examine >>them for anomalies that might happen. >>Not saying we won't run into a >>bottle like we always do at some >>point, But we haven't yet >>awesome. We've covered a lot of We've certainly covered extensively the research that you did on cyber >>security and ransomware. Um, you're kind of your vision for modern >>data protection. I think we hit on that pretty well casting, you know, we talked to Michael about that, and then, you know, the future product releases the Salesforce data protection. You guys, I think you're the first there. I think you were threatened at first from Microsoft. 3 65. No, there are other vendors in the in the salesforce space. But what I tell people we weren't the first to do data capture at the hyper >>visor level. There's two other >>vendors I won't tell you they were No one remembers them. Microsoft 3 65. We weren't the first one to for that, but we're now >>the largest. So >>there are other vendors in the salesforce space. But we're looking at We're going to be aggressive. Danielle, Thanks >>so much for coming to Cuba and letting us pick your brain like that Really great job today. And congratulations on >>being back >>in semi normal. Thank you for having me. I love being on all right. And thank you for watching. Keep it right there. More coverage. Day volonte for Dave >>Nicholson, By >>the way, check out silicon angle dot com for all the written coverage. All the news >>The cube dot >>net is where all these videos We'll we'll live. Check out wiki bond dot com I published every week. I think I'm gonna dig into the cybersecurity >>research that you guys did this week. If I can >>get a hands my hands on those charts which Dave Russell promised >>me, we'll be right back >>right after this short break. Mm.

(upbeat music) >> We're back at VeamON 2022, at the Aria in Las Vegas. You're watching The Cube. My name is Dave Vellante, and I'm here with my co-host, David Nicholson. Danny Allan here is the Chief Technical Officer at Veeam. And he's joined by Ope Bakare who's the Chief Technical Officer at HBC Dave. One of the few companies that's older than my home. >> Unbelievable. >> Ope. >> That's right. >> Danny, great to see you. Thanks for coming on. It's true by the way. 1670, we're going to learn more about HBC. But I wonder, Danny, if you could set it up. The kind of topic of this discussion here is hybrid cloud, we've got a pretty interesting use case, give us the high level, what should we be focused on here? >> So lots of customers today focused on digital transformation and moving into the cloud, everyone talks about that, I can take my workload and move into the cloud. And one of the interesting things that we saw originally was, you know, I'll just lift it and move it over there. That's not necessarily the best model for the cloud. So you see people doing that. What I actually think is really interesting, and I know Ope has been very focused on is actually transforming the application so that works most effectively in the cloud model. >> So Ope, maybe give us the background on HBC, for folks who aren't familiar with the company and your role there. >> Sure, so HBC is 350, somewhat years old. It's the oldest corporation that's continually existed in North America. I have the privilege to serve as the chief technology officer there. And, you know, HBC is a company that has innovation kind of baked into its core DNA. We have to keep reinventing ourselves, otherwise, we get stagnant and we get left behind. Clearly, we're still around so--. >> So far so good. >> We must be doing something right. But kind of pivoting to what you were saying earlier, you know, our journey to the cloud was multifaceted. Some of it was to improve the pace of innovation, some of it was to improve on quality. So you know, we have typical data center technologies, and, you know, we had some of the typical issues you would have, right, so some older equipment, you know, failures, etc, etc. When you're in the cloud, a lot of that is just managed for you. Again, it's about what I talked about this morning, it's about moving your team up the value chain, towards creating value, right? So you start with the managing of core basic infrastructure, and you start consuming them as services. The interesting thing is, as you mentioned, for the vast majority of people, your first foray into the cloud, is pick up all those virtual machines that you had on-prem, and put them in the cloud. And that's great, you get, immediately you get a better, possibly a better or more available under a cloud platform there. But you're just barely scratching the surface. You don't really get into cloud until you start consuming cloud native services, until you go serverless, you go stateless with containers in Kubernetes, you can use platforms like, you know, Kafka for streaming your data, as opposed to, you know, constructing cumbersome, easy to break data pipelines and all that. So it's a very interesting pivot. And I think a lot of people sometimes struggle with going past that first step, they have the VMs, it's familiar to what they're used to. But for us, we had a digital transformation in the works. We were replatforming from a legacy platform, some of you may know, Blue Martini. But we were moving to a more modern, more flexible platform that was really suited to accelerate our omni channel strategy. Thank goodness we did because the pandemic came around and proved it exactly correct. >> Good timing. >> Yeah, so that's really what happened for us, that actually forced us forward in the cloud journey. >> So Alan Nance, who was at the time, he was like a CIO slash CTO at Philips. And he said to me, if you just lift and shift to the cloud, this is early days of cloud, he said, he's not going to change your operational model. The company, if you want to save billions, you got to change that operational model. But listening to what Ope just said, Danny, what does that mean, from your perspective, I mean, cloud native, and what does that do for your business? >> Well, cloud native,. The benefit of the cloud, of course, makes completely portable, and it's elastic, you can scale almost infinitely, and you don't have to build it. However, the hard part is not the technology. I always say the hard part is the process, you actually have to rewrite your applications to take advantage of all the things in the cloud. And that is not an easy thing. So what we're seeing a lot in the industry across our customer base, is when they have a greenfield opportunity, a new project, they always start in the cloud. We're not seeing a lot of, hey, am going to completely modernize my applications, because that's expensive. It's already built. And so customers will sometimes pick that up and move it to the cloud. And sometimes they'll actually move it back on premises, because the cost model isn't there. But I do think in the long term, if you're looking at four or five years, all the new applications will be designed for a cloud native experience. What that means is written in containers, with container orchestration, you know, seamlessly orchestrating the entire portfolio and data lifecycle. >> So Ope. >> Spot on. >> Translate that into what actually happened at HBC. So as Danny said, we're not going to just going to move everything into the cloud, we've got a hybrid setup, maybe some of the new stuff. What did you do? You have the, your back end systems, your database kind of protected that? How did you go about this omni channel journey? >> So, you know, for us, you know, by the way, that was completely spot on. You know, it's not a fallacy to really examine some cost, because we all have to, we'll have to live in the real world, right? We understand that there are budgets, and there are limits to what we can accomplish within a fiscal year. So you look at an application that's already built, that's already fulfilling the business purpose for which for which it was built. What's the value in immediately going and taking it all apart and containerizing it? If there is a small or easy lift, sure, it might be worth it. But if it's a major system that you have to rewrite, the ROI is just not there, right? So a lift and shift model in that scenario, kind of makes sense. But what you said earlier is exactly what we did. When we had an opportunity again, with the omni channel strategy, we're looking to strengthen our digital arm. And so we were moving from our legacy platform to this new one. And that required us to do a bunch of work. So we had to modernize some of our services, we had to change some of our data, our data process, how we stream data into and out of the e-commerce platform. And all of that actually provided sort of almost a groundswell of support for all of this transformative works. Apologies, for all this transformative work we had to do. So it totally made sense in that case, we actually were able to kill two birds with one stone, really transform and go cloud native, at the same time as deprecating a bunch of legacy technologies that to be perfectly frank didn't really have much of a place in the cloud. >> So many questions. I hope, go. >> Yeah, so it's interesting, because when you talk about that sort of journey to cloud that you're on, sometimes people will ask the question, well, how long before everything is in the cloud? And often the answer is, if you look at what's called the vanishing point, where the two sides of the highway come together, off in the distance, it's like, that's, that's when it'll happen. But as you get closer to that point, it gets further away. So if you had to categorize it in terms of a percentage of where you are now, and then an aspiration over time, how would you categorize that? >> So I have the pleasure of telling you that we are probably at about, I'd say 90% in the cloud? >> Oh, wow, okay. >> We were very aggressive about it. And frankly, I think, you know, first of all, I have the privilege to lead an amazing team. And they did everything possible to make this real. We had a goal, and it was focusing on our customers, being customer obsessed, really. And for us, data centers just didn't make sense in that world. So all we did was work towards how do we deprecate these legacy technologies? How do we consolidate and then move them to the cloud as quickly as possible? So for us 90%, and we're going even even further. Is that last 10% worth it, to go for that? I mean, you know, what's the, you know, you get to that marginal return? >> I really think the next 5% will be worth it, the last five we're not going to pursue and here's why. So think about, you know, we talked about really low latency things that need to be physically in the building. So we have a bunch of, we have a whole lot of fulfillment and distribution centers, right? Those, in some cases, we have automation equipment that really requires low latency connectivity to physical equipment. Moving that to the cloud, is not really a high value proposition. If you think about, you know, large corporate presences, there are some pieces of technology that you could move to the cloud. But again, latency in the customer, the users experience might be compromised as a result. If there's no value, really, to moving that into the cloud, why would you do it? >> And wouldn't you have to freeze the application in order to move it into the cloud or not for these 10% or 5%, or not necessarily? >> Not necessarily. In many cases, we have applications that are built in a distributed fashion so that you can take, you know, some percentage of it, move it to the cloud, validate it over there, and then move the rest of it-- >> You could build some kind of abstraction layer, okay. So the million dollar question is, what does Veeam have to do with all this? >> Well, so Veeam has been for quite some time now, our data protection engine. You know, when I talk about moving people up the value stack, I don't take that lightly. For me, you know, having engineers do things like and please forgive me for a second here, but do things like backups, to me that's, it's a hard requirement, but it's not really high value for me. So if I can get a platform that can use policies, can use tags can operate natively in the cloud. And once you have it running, you can set it and forget it, other than your periodic, you know, business continuity to DR Tests. You know, that's the dream scenario. And we've achieved that largely. We still have some legacy systems that are not on vignette. But that's something that's going to change over the next, let's call it 18 or so months. >> So did you evolve as Veeam evolved? How long have you been in this role? I apologize-- >> I've been with HBC for three years now. >> Okay, so now, Veeam goes, well, I remember I first saw Veeam at a VMUG. I'm like VMware, I was just brilliant, right? Of course, we all say that. Now, but you saw Veeam's ascendancy through virtualization, and then it took a while, but then all of a sudden, bare metal, the first in SAS, great cloud strategy. Now the first in I don't know if I can say that. Scratch that. We will talk to you about that tomorrow. Someone will come here. >> Someone else will come here. At VeeamON. So, from what you know, about HBC, did you kind of follow that Veeam strategy, they were just sort of there as you migrate it to the cloud, SAS, you know, Microsoft 365, etc? >> Yeah, so we actually started using Veeam in a very limited capacity quite some time ago, mostly to protect on-prem virtualized workloads. And that was, you know, that was really the limit. And, you know, my team had been used Veeam, in my previous role when I worked for a large healthcare provider, health care company in the states. So I was pretty familiar with Veeam as a platform, I was very familiar with the journey. I think that you know, more than many other, most of their competition, they've made the transition into the cloud first world, far more successfully. If you think about the policy engine, the automatic tearing, by age, as well as some of the cloud tagging, and the full integration with the native capabilities in AWS and Azure, it's been a dream scenario for us. >> You and I have talked about this Danny, and a lot of your competitors, especially early on the cloud, they wrap their stack in, you know, to container, or Kubernetes, it's shoved it in the cloud, which is really hosted on prem app. You guys didn't do that. I mean, I pushed you on this a number of times. What did you do? >> Every time there's a modern infrastructure, we say, how can we actually apply data protection, modern data protection to that infrastructure, specifically. We don't try and take what already exists. And Veeam started at this. If you think back when we first started, everyone was doing agents. And if you took an agent, put it on a hypervisor, and you'd 100 of them running at the same time, you would kill your production system. So we said, we'll take a snapshot at the hypervisor level. And then when storage arrays came up with snapshots, let's take advantage of that. When we went to the cloud, we said let's take advantage of the API's rather than trying to put an agent in there. And so every time we encounter a new infrastructure, we say, how do we take advantage of what that infrastructure is bringing? >> We're going to dig into more of this tomorrow. But I don't want to steal from the HBC story. Let me ask you about, you talked about, we talk a lot about digital transformation and modernization. And, of course, COVID was like a force march to digital, we all sort of realize this. What do you see Ope, that's now permanent? Whether it's, you know, security, data protection, and how you're thinking about modernization? What are those practices that are now best practices that will become permanent? >> Well, the obvious one that kind of hits up hits us all in the face is remote work. For the past, let's call it two ish years, my team has been almost completely remote. And as a result, you know, we've been able to show that, for us, it worked just fine. There were some teething pains as we all did >> It was like Y2K. Wasn't it? Hey, the world didn't end. >> It became a non factor very quickly, why? Because for most technology organizations were too used to working outside of normal hours. So it wasn't a stretch really to extend a logic to just working, you know, working remotely permanently. That said, you know, one of the things that for us, and I'm going to deviate away from the technology side for a second, one of the things that is really critical for us is we're trying to make sure that we respect people's work-life balance. As we have colleagues who work from home, you know, today, it's very easy to roll out of bed in the morning, you know, put your zoom suit on, and you know, where you're wearing your shorts, and all that and just work the whole day and then around like five to 7 P.M. or whatever, you sign off and you just realized, I just spent way more time working than I probably would have if I were going to the office. That's you know, it's a great productivity-- >> With no breaks. >> With no breaks, right? And there's no button, no water cooler moments or whatever. But, you know, we're trying to, we're trying to come up with various ways to respect people's, you know, work-life balance. Interestingly enough, we actually have a law that is going to effect in early June, in Ontario, where there will be a right to disconnect. So outside of normal working hours, you will be required to disconnect from your employees unless it is an operational issue, or some other pertinent emergency that requires them to engage. So, I think that's going to become the new norm as we go forward. Coming back to technology, I think just looking at the last two years, I don't know if you've noticed the same thing, but the pace of innovation seems to have picked up a tick. And I think that is going to become the new normal. You're going to see a lot of people challenging status quo a lot of sacred, a lot of sacred cows are going to get, you know, get, you know put out to pasture. And I think that's a good thing for our industry, it's going to quicken the pace of innovation. And it's also going to make people more thoughtful about where they place their bets, I think. You know, the other thing, this is the last one, dollars and cents. If you think about the pandemic, when it first started, we all had to take a breath, because instantly, a whole lot of industries just paused, right? And when that happened, you know, you had no revenue coming in. You had, it was whoa, what are we doing here? And I think that also sharpened our focus, when it came to making some some decisions. You know, we all had to deal with, you know, in some cases, furloughs and some cases reductions. Thankfully, we're all back to back to normal now. But where you place your bets financially, it's going to drive a lot of technology decision in investing, right? So I think that's going to be a larger part of our kind of landscape going forward. >> So that last point about innovation, Danny, it's got to be music to your ears, because your, the premise, you're saying, behind Veeam, is you look at the next trend and then modernize, you put meaning behind modern data protection. It's not just a tagline. You gave a couple of good examples. But talk a little bit more about, you know, what Ope just said and what that means to you guys? >> Well, at a technology level, I always talk about three things being part of modern data protection. One is, around the security, everyone working from home, there's intellectual property going into the home on the endpoint in Microsoft Teams, in all the collaboration tools, that needs to be protected. And actually, we're seeing because of the rise in ransomware, cyber insurance is actually requiring data protection for that. So a big part of modern data protection is all about the security of the environment. The second is cloud acceleration. We want customers to move to the cloud. I love sitting here quietly listening to him tell the story of what they're doing, because it's perfect. That is the story that we want from our customers moving to the cloud. And we don't want to stop that in any way. In fact, all of our licensing models go to market, support set cloud acceleration. And then the last thing is, of course, data protection. If they're going to do that, you own that data, you need to protect it on any cloud and on every cloud. And so our focus around modern data protection is those three things. Ransomware protection, cloud acceleration and modern data protection >> In an environment that is not bespoke, I presume, we're going to talk about Supercloud tomorrow. But right, but this idea that instead of going to, I don't know, if you run on Google, AWS, Azure, whatever, but instead of going there and doing your thing, and going over here and doing your on-prem, but you want a consistent experience across all your estates, whether it's on-prem and the cloud, eventually out to the edge, we're going to talk about that tomorrow, too. Is that a fair premise? >> It is. I mean, operational consistency is absolutely crucial for my team to succeed. I mean, think about running multiple different tools for data protection, it just creates a whole lot of interaction, let's call it that has friction. And ultimately, with anything and technology, wherever there's friction, you're going to have problems eventually, and you're going to have varying levels of skill in the team. Suppose you have part of your data protection team, you lose one or two people to COVID for a week, right? And you have a DR test. And it's so happens that these are the experts at FUBAR software, that is your data protection platform. The people that you may have on-prem, available may not have the right skills. I mean, unifying that stuff and actually running them out of the same ethos, really. I think that creates operational consistency that is so valuable for us to be successful. There was one thing I wanted to bring up, just hearing what you said earlier. Zero trust, I think is going to become part of our industry baseline as well. Zero trust approaches to network connectivity to tooling so that you stop dealing with traditional VPN. >> Tho nication >> Tho nication It just, that's where we're going as well. So apologies but-- >> No, not at all, it was a buzzword before the pandemic. >> It was but it's actually-- >> Now, it's a mandate. >> It's kind of, it's come back and become actually useful. >> If people are trying to, okay, what does this really mean? What does this mean to our organization? Exciting times, you know, the thing is, there's a lot of unknowns, right? And we certainly saw that with COVID. So how do you as a technologist deal with, you know, it used to be we would automate the known. This industry is built on that, right? How are you approaching what you don't know, from a technology, infrastructure and process standpoint? >> So I'm going to, everyone watching, everyone turn their videos off, when it's, I'm going to give them a secret, it's the people. The people are the secret sauce. If you surround yourself with amazing people, curious people, you can solve any problem. I again, like I said, I have the privilege of leading this team. And we have some amazing thinkers and problem solvers. If you set them to task and give them the right support as a leader, they will accomplish anything. And so for me, having a robust and just really diversely skilled team allows us to attack any problem, I have zero, I have zero worries about the future of state of technology, I have absolute confidence, we'll be able to engage, master and exploit whatever technologies come our way or any other challenges that actually happened to you know, be in our path as well. >> We hear this a lot in The Cube people process technology. Technology, figure itself out and get the good people you can get the right process and win. >> Absolutely. >> Ope, Danny, thanks so much for coming on The Cube. Danny, we'll see you tomorrow. Tomorrow afternoon Danny's coming back and we're going to dig into a lot of this stuff and double click on it. Appreciate your time. >> Absolutely. >> Thank you. >> This is Dave Vellante, for David Nicholson. You're watching The Cube's coverage VeamON 2022. From the Aria, in Las Vegas. This is day one. Keep it right there. (enchanting music)

[Music] veeam is the most trusted provider of backup solutions recovery solutions data management solutions for modern data protection veeam loves working with the cube because the cube is one of the platforms that gets the message out there to the broadest audience it's not just the data center audience not just the cloud audience it's the entire it market and the reach of your platform and the way that you cut data into segments it's so powerful for all it companies especially veeam i always love working with the cube at a personal level but veeam as a company does as well couldn't recommend it enough and what i like is having friendly conversations about where the industry is going not where we are but where is the industry going and we always get those really smart great questions about that when we're on the cube i think that every person at the conference this year at aws re invents needs to be thinking about where the industry is going and to partner with the most trusted provider of backup solutions and that is veeam so very excited to be here and thank you for your help in evangelizing this message in a single word there's so many words i oh can i go with four simple flexible reliable powerful those are the four words that define beam

(innovative music) >> Welcome back to theCUBE's continuous coverage of AWS re:Invent 2021. My name is Dave Vellante, and we are running one of the industry's most important and largest hybrid tech events of the year. Hybrid as in physical, not a lot of that going on this year. But we're here with the AWS ecosystem, AWS, and special thanks to AMD for supporting this year's editorial coverage of the event. We've got two live sets, two remote studios, more than a hundred guests on the program. We're going really deep, as we enter the next decade of Cloud innovation. We're super excited to be joined by Danny Allan, who's the Chief Technology Officer at Veeam, and James Kirschner who's the Engineering Director for Amazon S3. Guys, great to see you. >> Great to see you as well, Dave. >> Thanks for having me. >> So let's kick things off. Veeam and AWS, you guys have been partnering for a long time. Danny, where's the focus at this point in time? What are customers telling you they want you to solve for? And then maybe James, you can weigh in on the problems that customers are facing, and the opportunities that they see ahead. But Danny, why don't you start us off? >> Sure. So we hear from our customers a lot that they certainly want the solutions that Veeam is bringing to market, in terms of data protection. But one of the things that we're hearing is they want to move to Cloud. And so there's a number of capabilities that they're asking us for help with. Things like S3, things like EC2, and RDS. And so over the last, I'll say four or five years, we've been doing more and more together with AWS in, I'll say, two big categories. One is, how do we help them send their data to the Cloud? And we've done that in a very significant way. We support obviously tiering data into S3, but not just S3. We support S3, and S3 Glacier, and S3 Glacier Deep Archive. And more importantly than ever, we do it with immutability because customers are asking for security. So a big category of what we're working on is making sure that we can store data and we can do it securely. Second big category that we get asked about is "Help us to protect the Cloud-Native Workloads." So they have workloads running in EC2 and RDS, and EFS, and EKS, and all these different services knowing Cloud-Native Data Protection. So we're very focused on solving those problems for our customers. >> You know, James, it's interesting. I was out at the 15th anniversary of S3 in Seattle, in September. I was talking to Mai-Lan. Remember we used to talk about gigabytes and terabytes, but things have changed quite dramatically, haven't they? What's your take on this topic? >> Well, they sure have. We've seen the exponential growth data worldwide and that's made managing backups more difficult than ever before. We're seeing traditional methods like tape libraries and secondary sites fall behind, and many organizations are moving more and more of their workloads to the Cloud. They're extending backup targets to the Cloud as well. AWS offers the most storage services, data transfer methods and networking options with unmatched durability, security and affordability. And customers who are moving their Veeam Backups to AWS, they get all those benefits with a cost-effective offsite storage platform. Providing physical separation from on-premises primary data with pay-as-you-go economics, no upfront fees or capital investments, and near zero overhead to manage. AWS and APM partners like Veeam are helping to build secure, efficient, cost-effective backup, and restore solutions using the products you know and trust with the scale and reliability of the AWS Cloud. >> So thank you for that. Danny, I remember I was way back in the old days, it was a VeeamON physical event. And I remember kicking around and seeing this company called Kasten. And I was really interested in like, "You protect the containers, aren't they ephemeral?" And we started to sort of chit-chat about how that's going to change and what their vision was. Well, back in 2020, you purchased Kasten, you formed the Veeam KBU- the Kubernetes Business Unit. What was the rationale behind that acquisition? And then James, I'm going to get you to talk a little bit about modern apps. But Danny, start with the rationale behind the Kasten acquisition. >> Well, one of the things that we certainly believe is that the next generation of infrastructure is going to be based on containers, and there's a whole number of reasons for that. Things like scalability and portability. And there's a number of significant value-adds. So back in October of last year in 2020, as you mentioned, we acquired Kasten. And since that time we've been working through Kasten and from Veeam to add more capabilities and services around AWS. For example, we supported the Bottlerocket launch they just did and actually EKS anywhere. And so we're very focused on making sure that our customers can protect their data no matter whether it's a Kubernetes cluster, or whether it's on-premises in a data center, or if it's running up in the Cloud in EC2. We give this consistent data management experience and including, of course, the next generation of infrastructure that we believe will be based on containers. >> Yeah. You know, James, I've always noted to our audience that, "Hey AWS, they provide rich set of primitives and API's that ISV's like Veeam can take advantage of it." But I wonder if you could talk about your perspective, maybe what you're seeing in the ecosystem, maybe comment on what Veeam's doing. Specifically containers, app modernization in the Cloud, the evolution of S3 to support all these trends. >> Yeah. Well, it's been great to see Veeam expands for more and more AWS services to help joint customers protect their data. Especially since Veeam stores their data in Amazon S3 storage classes. And over the last 15 years, S3 has helped companies around the world optimize their work, so I'd be happy to share some insights into that with you today. When you think about S3 well, you can find virtually every use case across all industries running on S3. That ranges from backup, to (indistinct) data, to machine learning models, the list goes on and on. And one of the reasons is because S3 provides industry leading scalability, availability, durability, security, and performance. Those are characteristics customers want. To give you some examples, S3 stores exabytes the data across millions of hard drives, trillions of objects around the world and regularly peaks at millions of requests per second. S3 can process in a single region over 60 terabytes a second. So in summary, it's a very powerful storage offering. >> Yeah, indeed. So you guys always talking about, you know, working backwards, the customer centricity. I think frankly that AWS sort of change the culture of the entire industry. So, let's talk about customers. Danny do you have an example of a joint customer? Maybe how you're partnering with AWS to try to address some of the challenges in data protection. What are customers is seeing today? >> Well, we're certainly seeing that migration towards the Cloud as James alluded today. And actually, if we're talking about Kubernetes, actually there's a customer that I know of right now, Leidos. They're a fortune 500 Information Technology Company. They deal in the engineering and technology services space, and focus on highly regulated industry. Things like defense and intelligence in the civil space. And healthcare in these very regulated industries. Anyway, they decided to make a big investment in continuous integration, continuous development. There's a segment of the industry called portable DevSecOps, and they wanted to build infrastructure as code that they could deploy services, not in days or weeks or months, but they literally wanted to deploy their services in hours. And so they came to us, and with Kasten K10 actually around Kubernetes, they created a service that could enable them to do that. So they could be fully compliant, and they could deliver the services in, like I say, hours, not days or months. And they did that all while delivering the same security that they need in a cost-effective way. So it's been a great partnership, and that's just one example. We see these all the time, customers who want to combine the power of Kubernetes with the scale of the Cloud from AWS, with the data protection that comes from Veeam. >> Yes, so James, you know at AWS you don't get dinner if you don't have a customer example. So maybe you could share one with us. >> Yeah. We do love working backwards from customers and Danny, I loved hearing that story. One customer leveraging Veeam and AWS is Maritz. Maritz provides business performance solutions that connect people to results, ensuring brands deliver on their customer promises and drive growth. Recently Maritz moved over a thousand VM's and petabytes of data into AWS, using Veeam. Veeam Backup for AWS enables Maritz to protect their Amazon EC2 instances with the backup of the data in the Amazon S3 for highly available, cost-effective, long-term storage. >> You know, one of the hallmarks of Cloud is strong ecosystem. I see a lot of companies doing sort of their own version of Cloud. I always ask "What's the partner ecosystem look like?" Because that is a fundamental requirement, in my view anyway, and attribute. And so, a big part of that, Danny, is channel partners. And you have a 100 percent channel model. And I wonder if we could talk about your strategy in that regard. Why is it important to be all channel? How to consulting partners fit into the strategy? And then James, I'm going to ask you what's the fit with the AWS ecosystem. But Danny, let's start with you. >> Sure, so one of the things that we've learned, we're 15 years old as well, actually. I think we're about two months older, or younger I should say than AWS. I think their birthday was in August, ours was in October. But over that 15 years, we've learned that our customers enjoy the services, and support, and expertise that comes from the channel. And so we've always been a 100 percent channel company. And so one of the things that we've done with AWS is to make sure that our customers can purchase both how and when they want through the AWS marketplace. They have a program called Consulting Partners Private Agreements, or CPPO, I think is what it's known as. And that allows our customers to consume through the channel, but with the terms and bill that they associate with AWS. And so it's a new route-to-market for us, but we continue to partner with AWS in the channel programs as well. >> Yeah. The marketplace is really impressive. James, I wonder if you could maybe add in a little bit. >> Yeah. I think Danny said it well, AWS marketplace is a sales channel for ISV's and consulting partners. It lets them sell their solutions to AWS customers. And we focus on making it really easy for customers to find, buy, deploy, and manage software solutions, including software as a service in just a matter of minutes. >> Danny, you mentioned you're 15 years old. The first time I mean, the name Veeam. The brilliance of tying it to virtualization and VMware. I was at a VMUG when I first met you guys and saw your ascendancy tied to virtualization. And now you're obviously leaning heavily into the Cloud. You and I have talked a lot about the difference between just wrapping your stack in a container and hosting it in the Cloud versus actually taking advantage of Cloud-Native Services to drive further innovation. So my question to you is, where does Veeam fit on that spectrum, and specifically what Cloud-Native Services are you leveraging on AWS? And maybe what have been some outcomes of those efforts, if in fact that's what you're doing? And then James, I have a follow-up for you. >> Sure. So the, the outcomes clearly are just more success, more scale, more security. All the things that James is alluding to, that's true for Veeam it's true for our customers. And so if you look at the Cloud-Native capabilities that we protect today, certainly it began with EC2. So we run things in the Cloud in EC2, and we wanted to protect that. But we've gone well beyond that today, we protect RDS, we protect EFS- Elastic File Services. We talked about EKS- Elastic Kubernetes Services, ECS. So there's a number of these different services that we protect, and we're going to continue to expand on that. But the interesting thing is in all of these, Dave, when we do data protection, we're sending it to S3, and we're doing all of that management, and tiering, and security that our customers know and love and expect from Veeam. And so you'll continue to see these types of capabilities coming from Veeam as we go forward. >> Thank you for that. So James, as we know S3- very first service offered in 2006 on the AWS' Cloud. As I said, theCUBE was out in Seattle, September. It was a great, you know, a little semi-hybrid event. But so over the decade and a half, you really expanded the offerings quite dramatically. Including a number of, you got on-premise services things, like Outposts. You got other services with "Wintery" names. How have you seen partners take advantage of those services? Is there anything you can highlight maybe that Veeam is doing that's notable? What can you share? >> Yeah, I think you're right to call out that growth. We have a very broad and rich set of features and services, and we keep growing that. Almost every day there's a new release coming out, so it can be hard to keep up with. And Veeam has really been listening and innovating to support our joint customers. Like Danny called out a number of the ways in which they've expanded their support. Within Amazon S3, I want to call out their support for our infrequent access, infrequent access One-Zone, Glacier, and Glacier Deep Archive Storage Classes. And they also support other AWS storage services like AWS Outposts, AWS Storage Gateway, AWS Snowball Edge, and the Cold-themed storage offerings. So absolutely a broad set of support there. >> Yeah. There's those, winter is coming. Okay, great guys, we're going to leave it there. Danny, James, thanks so much for coming to theCUBE. Really good to see you guys. >> Good to see you as well, thank you. >> All right >> Thanks for having us. >> You're very welcome. You're watching theCUBE's coverage of 2021 AWS re:Invent, keep it right there for more action on theCUBE, your leader in hybrid tech event coverage, right back. (uplifting music)

>>Okay. Now we're going to dig into the data landscape and cloud of course. And talk a little bit more about that with drew Allen. He's a managing director at Accenture drew. Welcome. Great to see you. Thank you. So let's talk a little bit about, you know, you've been in this game for a number of years. Uh, you've got a particular expertise in, in, in data and finance and insurance. I mean, you think about it within the data and analytics world, even our language is changing. You know, we don't say talk about big data so much anymore. We, we talk more about digital, you know, or, or, or data-driven when you think about sort of where we've come from and where we're going, what are the puts and takes that you have with regard to what's going on in the business today? >>Well, thanks for having me. Um, you know, I think some of the trends we're seeing in terms of challenges and puts some takes are that a lot of companies are already on this digital transformation journey. Um, they focused on customer experience is kind of table stakes. Everyone wants to focus on that and kind of digitizing their channels. But a lot of them are seeing that, you know, a lot of them don't even own their, their channels necessarily. So like we're working with a big cruise line, right. And yes, they've invested in digitizing what they own, but a lot of the channels that they sell through, they don't even own, right. It's the travel agencies or third-party real sellers. So having the data to know where, you know, where those agencies are, that that's something that they've discovered. And so there's a lot of big focus on not just digitizing, but also really understanding your customers and going across products because a lot of the data has built, been built up in individual channels and in digital products. >>And so bringing that data together is something that customers that have really figured out in the last few years is a big differentiator. And what we're seeing too, is that a big trend that the data rich are getting richer. So companies that have really invested in data, um, are having, uh, an outside market share and outside earnings per share and outside revenue growth. And it's really being a big differentiator. And I think for companies just getting started in this, the thing to think about is one of the missteps is to not try to capture all the data at once. The average company has, you know, 10,000, 20,000 data elements individually, when you want to start out, you know, 500, 300 critical data elements, about 5% of the data of a company drives 90% of the business value. So focusing on, on those key critical data elements is really what you need to govern first and really invest in first. And so that's something we tell companies at the beginning of their data strategy is first focus on those critical data elements, really get a handle on governing that data, organizing that data and building data products around >>That data. You can't boil the ocean. Right. And so, and I, I feel like pre pandemic, there was a lot of complacency. Oh yeah, we'll get to that. You know, not on my watch, I'll be retired before that, you know, it becomes a minute. And then of course the pandemic was, I call it sometimes a forced March to digital. So in many respects, it wasn't planned. It just ha you know, you had to do it. And so now I feel like people are stepping back and saying, okay, let's now really rethink this and do it right. But is there, is there a sense of urgency, do you think? >>Absolutely. I think with COVID, you know, we were working with, um, a retailer where they had 12,000 stores across the U S and they had didn't have the insights where they could drill down and understand, you know, with the riots and with COVID was the store operational, you know, with the supply chain of they having multiple, uh, distributors, what did they have in stock? So there are millions of data points that you need to drill down, down at the cell level, at the store level to really understand how's my business performing. And we like to think about it for like a CEO and his leadership team of like, think of it as a digital cockpit, right? You think about a pilot, they have a cockpit with all these dials and, um, dashboards, essentially understanding the performance of their business. And they should be able to drill down and understand for each individual, you know, unit of their work, how are they performing? That's really what we want to see for businesses. Can they get down to that individual performance to really understand how their businesses and >>The ability to connect those dots and traverse those data points and not have to go in and come back out and go into a new system and come back out. And that's really been a lot of the frustration where does machine intelligence and AI fit in? Is that sort of a dot connector, if you will, and an enabler, I mean, we saw, you know, decades of the, the AI winter, and then, you know, there's been a lot of talk about it, but it feels like with the amount of data that we've collected over the last decade and the, the, the low costs of processing that data now, it feels like it's, it's real. Where do you see AI fitting in? Yeah, >>I mean, I think there's been a lot of innovation in the last 10 years with, um, the low cost of storage and computing and these algorithms in non-linear, um, you know, knowledge graphs, and, um, um, a whole bunch of opportunities in cloud where what I think the, the big opportunity is, you know, you can apply AI in areas where a human just couldn't have the scale to do that alone. So back to the example of a cruise lines, you know, you may have a ship being built that has 4,000 cabins on the single cruise line, and it's going to multiple deaths that destinations over its 30 year life cycle. Each one of those cabins is being priced individually for each individual destination. It's physically impossible for a human to calculate the dynamic pricing across all those destinations. You need a machine to actually do that pricing. And so really what a machine is leveraging is all that data to really calculate and assist the human, essentially with all these opportunities where you wouldn't have a human being able to scale up to that amount of data >>Alone. You know, it's interesting. One of the things we talked to Mick Halston about earlier was just the everybody's algorithms are out of whack. You know, you look at the airline pricing, you look at hotels it's as a consumer, you would be able to kind of game the system and predict a, they can't even predict these days. And I feel as though that the data and AI are actually going to bring us back into some kind of normalcy and predictability, uh, w what do you see in that regard? >>Yeah, I think it's, I mean, we're definitely not at a point where when I talk to, you know, the top AI engineers and data scientists, we're not at a point where we have what they call broad AI, right? Where you can get machines to solve general knowledge problems, where they can solve one problem, and then a distinctly different problem, right? That's still many years away, but narrow AI, there's still tons of use cases out there that can really drive tons of business performance challenges, tons of accuracy challenges. So, for example, in the insurance industry, commercial lines, where I work a lot of the time, the biggest leakage of loss experience and pricing for commercial insurers is, um, people will go in as an agent and they'll select an industry to say, you know what, I'm a restaurant business. Um, I'll select this industry code to quote out a policy, but there's, let's say, you know, 12 dozen permutations, you could be an outdoor restaurant. >>You could be a bar, you could be a caterer, and all of that leads to different loss experience. So what this does is they built a machine learning algorithm. We've helped them do this, that actually at the time that they're putting in their name and address, it's crawling across the web and predicting in real time, you know, is this address actually, you know, a business that's a restaurant with indoor dining, does it have a bar is an outdoor dining, and it's that that's able to accurately more price the policy and reduce the loss experience. So there's a lot of that you can do, even with narrow AI that can really drive top line of business results. >>Yeah. I like that term narrow AI because getting things done is important. Let's talk about cloud a little bit because people talk about cloud first public cloud first doesn't necessarily mean public cloud only, of course. So where do you see things like what's the right operating model, the right regime hybrid cloud. We talked earlier about hybrid data help us squint through the cloud landscape. Yeah. >>I mean, I think for most right, most fortune 500 companies, they can't just their fingers and say, let's move all of our data centers to the cloud. They've got to move, you know, gradually. And it's usually a journey that's taking more than two to three plus years, even more than that in some cases. So they're half they have to move their data, uh, incrementally to the cloud. And what that means is that, that they have to move to a hybrid perspective where some of their data is on premise and some of it is publicly on the cloud. And so that's the term hybrid cloud essentially. And so what they've had to think about is from an intelligence perspective, the privacy of that data, where is it being moved? Can they reduce the replication of that data? Because ultimately you like, uh, replicating the data from on-premise to, to the cloud that introduces, you know, errors and data quality issues. So thinking about how do you manage, uh, you know, uh, on-premise and public cloud as a transition is something that Accenture thinks, thinks, and helps our clients do quite a bit. And how do you move them in a manner that's well-organized and well thought about? >>Yeah. So I've been a big proponent of sort of line of business lines of business becoming much more involved in, in the data pipeline, if you will, the data process, if you think about our major operational systems, they all have sort of line of business context in them. Then the salespeople, they know the CRM data and, you know, logistics folks. There they're very much in tune with ERP. I almost feel like for the past decade, the lines of business have been somewhat removed from the, the data team, if you will. And that, that seems to be changing. What are you seeing in terms of the line of line of business being much more involved in sort of end to end ownership if you will, if I can use that term of, uh, of the data and sort of determining things like helping determine anyway, the data quality and things of that nature. Yeah. >>I mean, I think this is where thinking about your data operating model and thinking about ideas of a chief data officer and having data on the CEO agenda, that's really important to get the lines of business, to really think about data sharing and reuse, and really getting them to, you know, kind of unlock the data because they do think about their data as a fiefdom data has value, but you've got to really get organizations in their silos to open it up and bring that data together because that's where the value is. You know, data doesn't operate. When you think about a customer, they don't operate in their journey across the business in silo channels. They don't think about, you know, I use only the web and then I use the call center, right? They think about that as just one experience. And that data is a single journey. >>So we like to think about data as a product. You know, you should think about a data in the same way. You think about your products as, as products, you know, data as a product, you should have the idea of like every two weeks you have releases to it. You have an operational resiliency to it. So thinking about that, where you can have a very product mindset to delivering your data, I think is very important for the success. And that's where kind of, there's not just the things about critical data elements and having the right platform architecture, but there's a soft stuff as well, like a product mindset to data, having the right data, culture, and business adoption and having the right value set mindset for, for data, I think is really, >>I think data as a product is a very powerful concept. And I think it maybe is uncomfortable to some people sometimes. And I think in the early days of big data, if you will, people thought, okay, data is a product going to sell my data, and that's not necessarily what you mean. You mean thinking about products or data that can fuel products that you can then monetize maybe as a product or as a, as, as a service. And I like to think about a new metric in the industry, which is how long does it take me to get from idea of I'm a business person. I have an idea for a data product. How long does it take me to get from idea to monetization? And that's going to be something that ultimately as a business person, I'm going to use to determine the success of my data team and my, my data architecture is, is that kind of thinking starting to really hit the marketplace. >>I mean, I insurers now are working, partnering with, you know, auto manufacturers to monetize, um, driver usage data, you know, on telematics to see, you know, driver behavior on how, you know, how auto manufacturers are using that data. That's very important to insurers, you know, so how an auto manufacturer can monetize that data is very important and also an insurance, you know, cyber insurance, um, are there news new ways we can look at how companies are being attacked with viruses and malware, and is there a way we can somehow monetize that information? So companies that are able to agily, you know, think about how can we, you know, collect this data, bring it together, think about it as a product, and then potentially, you know, sell it as a service is something that, um, company, successful companies are doing >>Great examples of data products, and it might be revenue generating, or it might be in the case of, you know, cyber, maybe it reduces my expected loss. Exactly. And it drops right to my bottom line. What's the relationship between Accenture and cloud era? Do you, I presume you guys meet at the customer, but maybe you could give us some insight as to yeah. So, >>Um, I I'm in the executive sponsor for, um, the Accenture cloud era partnership on the Accenture side. Uh, we do quite a lot of business together and, um, you know, Cloudera has been a great partner for us. Um, and they've got a great product in terms of the Cloudera data platform where, you know, what we do is as a big systems integrator for them, we help, um, you know, configure and we have a number of engineers across the world that come in and help in terms of, um, engineer architects and install, uh, cloud errors, data platform, and think about what are some of those, you know, value cases where you can really think about organizing data and bringing it together for all these different types of use cases. And really just as the examples we thought about. So the telematics, you know, um, in order to realize something like that, you're bringing in petabytes and huge scales of data that, you know, you just couldn't bring on a normal, uh, platform. You need to think about cloud. You need to think about speed of, of data and real-time insights and cloud errors, the right data platform for that. So, um, >>That'd be Cloudera ushered in the modern big data era. We, we kind of all know that, and it was, which of course early on, it was very services intensive. You guys were right there helping people think through there weren't enough data scientists. We've sort of all, all been through that. And of course in your wheelhouse industries, you know, financial services and insurance, they were some of the early adopters, weren't they? Yeah, >>Absolutely. Um, so, you know, an insurance, you've got huge amounts of data with loss history and, um, a lot with IOT. So in insurance, there's a whole thing of like sensorized thing in, uh, you know, taking the physical world and digitizing it. So, um, there's a big thing in insurance where, um, it's not just about, um, pricing out the risk of a loss experience, but actual reducing the loss before it even happens. So it's called risk control or loss control, you know, can we actually put sensors on oil pipelines or on elevators and, you know, reduce, um, you know, accidents before they happen. So we're, you know, working with an insurer to actually, um, listen to elevators as they move up and down and are there signals in just listening to the audio of an elevator over time that says, you know what, this elevator is going to need maintenance, you know, before a critical accident could happen. So there's huge applications, not just in structured data, but in unstructured data like voice and audio and video where a partner like Cloudera has a huge role apply. >>Great example of it. So again, narrow sort of use case for machine intelligence, but, but real value. True. We'll leave it like that. Thanks so much for taking some time. Thank you.

>>Welcome back to Vienna on 2021 you're watching the Cube and my name is Dave Volonte. You know, the last 10 years of cloud, they were largely about spinning up virtualized compute infrastructure and accessing cheap and simple object storage and some other things like networking. The cloud was largely though a set of remote resources that simplify deployment and supported the whole spate of native applications that have emerged to power the activity of individuals and businesses the next decade, however, promises to build on the troves of data that live in the cloud, make connections to on premises applications and support new application innovations that are agile, iterative, portable and span resources in all in all the clouds, public clouds, private clouds, cross cloud connections all the way out to the near and far edge. In a linchpin of this new application development model is container platforms and container orchestration, which brings immense scale and capability to technology driven organizations, especially as they have evolved from supporting stateless applications to underpinning mission critical workloads as such containers bring complexities and risks that need to be addressed, not the least of which is protecting the massive amounts of data that are flowing through these systems. And with me to discuss these exciting and challenging trends or Danny Allen, who's the ceo of in and Niraj Tolia, the president at Kasten Bivins gentlemen welcome to the cube. >>Thank you delighted to be here with you Dave. >>Likewise, very excited to be a Dave. >>Okay, so Danny big M and a move. Great little acquisition. You're now seeing others try to make similar moves. Why what did you see in cast in? What was the fit? Why'd you make that move? >>Well, I think you nailed it. Dave's. We've seen an evolution in the infrastructure that's being used over the last two decades. So if you go back 20 years, there was a massive digital transformation to enable users to be self service with digital applications. About 2000 or so, 2010, everything started being virtualized. I know virtualization came along before that but virtualization really started to take off because it gave return on investment and gave flexibility all kinds of benefits. But now we're in a third wave which is built on containers. And the amazing thing about containers is that as you said, it allows you to connect multi cloud, hybrid cloud the edge to the core. And they're designed for the consumption world. If you think about the cloud, you can provision things deep provisions things. That's the way that containers are designed the applications and so because they're designed for a consumption based world because they are designed for portability across all of these different infrastructures, it only made sense for us to invest in the industry's leading provider of data protection for kubernetes. And that of course is costume, >>there's some garage, I mean take us back. I mean, you know, container has been around forever. But then, you know, they started to, you know, hit go mainstream and and and and at first, you know, they were obviously ephemeral, stateless apps, kind of lightweight stuff. But but you at the time you and the team said, okay, these are gonna become more complex microservices. Maybe so micro, but you had to have the vision and you made a bet uh maybe take us back to sort of how you saw that and where where's containers have have come from? >>Sure. So let's rewind the clock right. As you said, containers, old technology in the same way virtualization started with IBM mainframes, right, containers in different forms have been around for a while. But I think when the light bulb went off for me was very early days in 2015 when my engineering team, a previous company started complaining. And the reason they were complaining about different other engineering groups and the reason they were complaining was because the right things, things were coming together sooner. We're identifying things sooner. And that's when I said, this is going to be the next wave of infrastructure. The same way watch a light virtualization revolutionized how people built deployed apps. We saw that with containers and in particular in those days we made that bet on commodities. Right? So we said from first Principles and that's where you know, you had other things like Docker, swarm esos, etcetera and we said community, that's going to be the way to go because it is just so powerful and it is, you know, at the end of the day, what we all do is infrastructure. But what we saw was that containers optimizing for the developer, they were optimizing for the people that really build applications, deliver value to all of their and customers. And that is what made us see that even though the initially we only saw stateless applications state will was going to happen because there's just so much momentum behind it And the writing for us at least was on the wall. And that's how we started off on this journey in 2017. >>What are the unique nuances and differences really in terms of protecting containers from a, from a technical standpoint, what what's different? >>So there are a couple of subtle things. Right again, the jokers, you know, I say, is that I'm a recovering infrastructure person have always worked in infrastructure systems in the past and recovering them. But in this case we really had to flip things around right. I've come at it from the cloud disks volumes. VMS perspective, in this case to do the right thing by the customer needed a clean slate approach of coming out from the application down. So what we look at is what does the application look like? And that means protecting, not just the stuff that sits on disk, what your secrets in networking information, all those hundreds of pieces that make up a cloud native application and that involves scale challenges, work, visualisation challenges for admins, KPI So all of that shifts in a very dramatic way. >>So Danny, I mean typically VM you guys haven't done a ton of acquisitions, uh, you've grown organically. So now you, you, you poppin cast in, what does that mean for you from a platform perspective? You know, IBM has this term blue washing when they buy a company did you green wash cast and how did that all work? And again, what does what does it mean from the, from the platform perspective? >>Well, so our platform is designed for this type of integration and the first type of integration we do with any of our technologies because we do have native technologies, if you think about what we do being back up for AWS for Azure, for G C p, we have backup for Acropolis Hyper Visor. These are all native purpose built solutions for those environments and we integrate with what we call being platform services. And one of the first steps that we do of course is we take the data from those native solutions and send it into the repository and the benefit that you get from that is that you have this portable, self describing format that you can move around the vein platform. And so the platform was already designed for this Now. We already showed this at demon. You saw this on the main stage where we have this integration at a data level but it goes beyond that beam platform services allows us to do not just day one operations, but day two operations. Think about um updating the components of those infrastructures or those software components that also allows reporting. So for example you can report on what is protected, what's not protected. So the platform was already designed for this integration model. But the one thing I want to stress is we will always have that stand alone product for kubernetes for uh you know, for the container world. And the reason for that is the administrator for Kubernetes wants their own purpose build solution. They want it running on kubernetes. They want to protect the uniqueness of their infrastructure. If you think about a lot of the container based systems there, They're using structured data. Non structured data. Sure. But they're also using object based storage. They're using message queues. And so they have their nuances. And we want to maintain that in a stand alone product but integrated back into the Corvin platform. >>So we do these we have a data partner called GTR Enterprise Technology Research. They do these quarterly surveys and and they have this metric called net score is a measure of spending momentum and for the last, I don't know, 8, 10, 12 quarters the big four have been robotic process automation. That's hot space. Cloud obviously is hot and then A I of course. And but containers and container orchestration right up there. Those are the Big four that outshine everything else, even things like security and other infrastructure etcetera. So that's good. I mean you guys skating to the puck back in 2015 rush, you've made some announcements and I'm and I'm wondering sort of how they fit into the trends in the industry. Uh, what what's, what's significant about those announcements and you know, what's new that we need to know about. >>Sure. So let me take that one day. So we've made a couple of big interesting announcement. The most recent one of those was four dot release after casting by women platform, right? We call it kitten and right. We've known rate since a couple of weeks colonial pipeline ransom. Where has been in the news in the US gas prices are being driven up because of that. And that's really what we're seeing from customers where we are >>seeing this >>increase in communities adoption today. We have customers from the world's largest banks all the way to weakly connected cruise ships that one could burn. It is on them. People's data is precious. People are running a large fleet of notes for communities, large number of clusters. So what we said is how do you protect against these malicious attacks that want to lock people out? How do you bring in mutability so that even someone with keys to the kingdom can't go compromise your backups and restores, right? So this echoes a lot of what we hear from customers and what we hear about in the news so well protected that. But we still help through to some of the original vision behind cast. And that is, it's not just saying, hey, I give you ransomware protection. We'll do it in such an easy way. The admin barely notices. This new feature has been turned on if they wanted Do it in a way that gives them choice right. If you're running in a public cloud, if you're running at the edge you have choice of infrastructure available to you and do it in a way that you have 100% automation when you have 100 clusters when you deploy on ships, right, you're not going to be able to have we spoke things. So how do you hook into CHED pipelines and make the job of the admin easier? Is what we focused on in that last >>night. And and that's because you're basically doing this at the point of writing code and it's essentially infrastructure as code. We always talk about, you know, you want to you don't want to bolt on data protection as an afterthought, but that's what we've done forever. Uh This you can't >>so in fact I would say step before that day, right are the most leading customers we work with. Right to light up one of the U. S. Government's largest contractors. Um Hey do this before the first line of code is written right there on the scalp cloud as an example. But with the whole shift left that we all hear the cube talks a lot about. We see at this point where as you bring up infrastructure, you bring up a complete development environment, a complete test environment. And within that you want to deploy security, you want to deploy backup your to deploy protection at day zero before the developer in so it's the first line of cordon. So you protected every step of the journey while trying to bolt it on the sound. Seemingly yes, I stitched together a few pieces of technology but it fundamentally impacts how we're going to build the next generation of secure applications >>Danny, I think I heard you say or announced that this is going to be integrated into Wien backup and replication. Um can you explain what that took? Why? That's important. >>Yeah. So the the timeline on this and when we do integrations from these native solutions into the core platform, typically it begins with the data integration, in other words, the data being collected by the backup tool is sent to a repository and that gives us all the benefits of course of things like instant recovery and leveraging, de doop storage appliances and all of that step to typically is around day to operations, things like pushing out updates to that native solutions. So if you look at what we're doing with the backup for AWS and Azure, we can deploy the components, we can deploy the data proxies and data movers. And then lastly there's also a reporting aspect to this because we want to centralize the visibility for the organization across everywhere. So if your policy says hey I need two weeks of backups and after two weeks and I need weekly backups for X amount of time. This gives you the ability to see and manage across the organization. So what we've demonstrated already is this data level integration between the two platforms and we expect this to continue to go deeper and deeper as we move forward. The interesting thing right now is that the containers team often is different than the standard data center I. T. Team but we are quickly seeing the merge and I think the speed of that merging will also impact how quickly we integrate them within our platform. >>Well I mean obviously you see this for cloud developers and now you're bringing this to any developers and you know, if I'm a developer and I'm living in an insurance company, I've been, you know, writing COBOL code for a while, I want to be signed me up. I want to get trained on this, right? Because it's gonna I'm gonna become more valuable. So this is this is where the industry is headed. You guys talk about modern data protection. I wondered if you could you could paint a picture for us of sort of what what this new world of application development and deployment and and data protection looks like and how it's different from the old world. >>Mhm. So I think that if you mentioned the most important word, which is developer, they come first, they are the decision makers in this environment, the other people that have the most bull and rightly so. Oh, so I think that's the biggest thing at the cultural level that is, developers are saying this is what we want and this is what we need to get the job done, we want to move quickly. So some of the things are let's not slow them down. Let's enable them, let's give them any P I to work with. Right? No. Where in bulk of production, use will be api based versus EY base. Let's transparently integrate into the environment. So therefore protection for security, they need zero lines have changed code. Mm So those are some of the ways we approach things. Now when you go look at the requirements of the developers, they said I have a Ci cd pipeline to integrate into that. I have a development pipeline to integrate into that. I deploy across multiple clouds sometimes. Can you integrate into that and work seamlessly across all those environments? And we see those category of us coming up over and over again from people. >>So the developer rights once and it doesn't have to worry about where it's running. Uh it's got the right security, there are a protection and those policies go with it, so that's that's definitely a different world. Um Okay, last question. Uh maybe you guys could each give your opinion on sort of where we're headed, uh what we can expect from the the acquisition, the the integration, what should we look forward to and what should we pay attention to? >>Well, the one obvious thing that you're going to see is tremendous growth on the company's side and that's because Kubernetes is taking off cloud is taking off um SaAS is taking off and so there's obvious growth there. And one of the things that were clearly doing is um we're leveraging the power of of, you know, a few 1000 sales people to bring this out to market. Um, and so there is emerging of of sales and marketing activities and leveraging that scale. But what you shouldn't expect to see anything different on is this obsessive focus on the product, on quality, on making sure that we're highly differentiated that we have a product that the company that our customers and companies actually need no garage. >>Yeah. So I'll agree with everything down, he said. But a couple of things. Excite me a lot. Dave we've been roughly eight months or so since acquisition and I particularly love how last what in this quarter have gone in terms of how we focuses on solving customer problems. All right. So we'll always have that independent support for a cloud date of customers, but I'm excited about not just working with the broadest side of customers and as we scale the team that's going to happen, but providing a bridge to all the folks that grew up in the virtualization world, right? Grew up in the physical wall of physical service, etcetera and saying, how do we make it easy for you to come over to this new container Ization world? What is the on ramps bridging that gap serving as the on ramp? And we're doing a lot of work there from the product integration and independent product features that just make it easy. Right? And we're already seeing feel very good feedback for that from the field right now. >>I really like your position. I just dropped my quarterly cloud update. I focused, I look at the Big Four, the Big Four last year, spent $100 billion on Capex. And I always say that is a gift to companies like yours because you can be that connection point between the virtualization crowd, the on prem cloud, any cloud. Eventually we'll be, we'll be more than just talking about the Edge will actually be out there, you know, doing real work. Uh, and I just see great times ahead for you guys. So thanks so much for coming on the cube explaining this really exciting new area. Really appreciate it. >>Thank you so much. >>Thank you everybody for watching this day. Volonte for the Cube and our continuous coverage of the mon 2021, the virtual edition. Keep it right there. >>Mm mm mm

>>Hi lisa martin here with the cubes coverage of demon 2021. I've got to alumni joining me. Please welcome back to the cube Danny. Alan beam's ceo Danny. It's great to see you. >>I am delighted to be here lisa. >>Excellent brian Schwartz is here as well. Google director outbound product management brian welcome back to the program. Uh >>thanks for having me again. Excited to be >>here. Excited to be here. Yes, definitely. We're gonna be talking all about what Demon google are doing today. But let's go ahead and start Danny with you. Seems vision is to be the number one trusted provider of backup and recovery solutions for the, for for modern data protection. Unpack that for me, trust is absolutely critical. But when you're talking about modern data protection to your customers, what does that mean? >>Yeah. So I always, I always tell our customers there's three things in there that are really important. Trust is obviously number one and google knows this. You've been the most trusted search provider uh, forever. And, and so we have 400,000 customers. We need to make sure that our products work. We need to make sure they do data protection, but we need to do it in a modern way. And so it's not just back up and recovery, that's clearly important. It's also all of the automation and orchestration to move workloads across infrastructures, move it from on premises to the google cloud, for example, it also includes things like governance and compliance because we're faced with ransomware, malware and security threats. And so modern data protection is far more than just back up. It's the automation, it's the monitoring, it's a governance and compliance. It's the ability to move workloads. Um, but everything that we look at within our platform, we focus on all of those different characteristics and to make sure that it works for our customers. >>One of the things that we've seen in the last year, Danny big optic in ransom were obviously the one that everyone is the most familiar with right now. The colonial pipeline. Talk to me about some of the things that the team has seen, what your 400,000 customers have seen in the last 12 months of such a dynamic market, a massive shift to work from home and to supporting SAS for clothes and things like that. What have you seen? >>Well, certainly the employees working from home, there's a massive increase in the attack surface for organizations because now, instead of having three offices, they have, you know, hundreds of locations for their end users. And so it's all about protecting their data at the same time as well. There's been this explosion in malware and ransomware attacks. So we really see customers focusing on three different areas. The first is making sure that when they take a copy of their data, that it is actually secure and we can get into, you know, a mutability and keeping things offline. But really taking the data, making sure it's secure. The second thing that we see customers doing is monitoring their environment. So this is both inspection of the compute environment and of the data itself. Because when ransomware hits, for example, you'll see change rates on data explode. So secure your data monitor the environment. And then lastly make sure that you can recover intelligently is let us say because the last thing that you want to do if you're hit by ransomware is to bring the ransomware back online from a backup. So we call this security cover re secure, restore. We really see customers focusing on those three areas >>And that restoration is critical there because as we know these days, it's not if we get hit with ransomware, it's really a matter of when. Let's go ahead now and go into the google partnership, jenny talked to me about it from your perspective, the history of the strength of the partnership, all that good stuff. >>Yeah. So we have a very deep and long and lengthy relationship with google um, on a number of different areas. So for example, we have 400,000 customers. Where do they send their backups? Most customers don't want to continue to invest in storage solutions on their premises. And so they'll send their data from on premises and tear it into google cloud storage. So that's one integration point. The second is when the running workloads within the clouds. So this is now cloud native. If you're running on top of the google cloud platform, we are inside the google America place and we can protect those workloads. A third area is around the google vm ware engine, there's customers that have a hybrid model where they have some capacity on premises and some in google using the VM ware infrastructure and we support that as well. That's a third area and then 1/4 and perhaps the longest running um, google is synonymous with containers and especially kubernetes, they were very instrumental in the foundations of kubernetes and so r K 10 product which does data protection for kubernetes is also in the google America place. So a very long and deep relationship with them and it's to the benefit of our customers. >>Absolutely. And I think I just saw the other day that google celebrated the search engine. It's 15th birthday. I thought what, what did we do 16 years ago when we couldn't just find anything we wanted brian talked to me about it from Google's perspective of being partnership. >>Yeah, so as Danny mentioned, it's really multifaceted, um it really starts with a hybrid scenario, you know, there's still a lot of customers that are on their journey into the cloud and protecting those on premises workloads and in some senses, even using beams capabilities to move data to help migrate into the cloud is I'd say a great color of the relationship. Um but as Danny mentioned increasingly, more and more primary applications are running in the cloud and you know, the ability to protect those and have, you know, the great features and capabilities, uh you know, that being provides, whether it be for GCB er VM where you know, capability and google cloud or things like G k e R kubernetes offering, which has mentioned, you know, we've been deep and wide in kubernetes, we really birthed it many, many years ago um and have a huge successful business in, in the managing and hosting containers, that having the capabilities to add to those. It really adds to our ecosystem. So we're super excited about the partnership, we're happy to have this great foundation to build together with them into the future. >>And Danny Wien launched, just been in february a couple of months ago, being backup for google cloud platform. Talk to us about that technology and what you're announcing at them on this year. >>Yeah, sure. So back in february we released the first version of the VM backup for G C p product in the marketplace and that's really intended to protect of course, i as infrastructure as a service workloads running on top of G C p and it's been very, very successful. It has integration with the core platform and what I mean by that is if you do a backup in G C P, you can do you can copy that back up on premises and vice versa. So it has a light integration at the data level. What we're about to release later on this summer is version two of that product that has a deep integration with the VM platform via what we call the uh team service platform, a PS themselves. And that allows a rich bidirectional uh interaction between the two products that you can do not just day one operations, but also day to operations. So you can update the software, you can harmonize schedules between on premises and in the cloud. It really allows customers to be more successful in a hybrid model where they're moving from on premises to the cloud. >>And that seems to be really critically important. As we talk about hybrid club all the time, customers are in hybrid. They're living in the hybrid cloud for many reasons, whether it's acquisition or you know, just the nature of lines of business leveraging their cloud vendor of choice. So being able to support the hybrid cloud environment for customers and ensure that that data is recoverable is table stakes these days. Does that give them an advantage over your competition Danny? >>It does. Absolutely. So customers want the hybrid cloud experience. What we find over time is they do trend towards the cloud. There's no question. So if you have the hybrid experience, if they're sending their data there, for example, a step one, step two, of course, is just to move the workload into the cloud and then step three, they really start to be able to unleash their data. If you think about what google is known for, they have incredible capabilities around machine learning and artificial intelligence and they've been doing that for a very long time. So you can imagine customers after they start putting their data there, they start putting their workloads here, they want to unlock it into leverage the insights from the data that they're storing and that's really exciting about where we're going. It's, they were early days for most customers. They're still kind of moving and transitioning into the cloud. But if you think of the capabilities that are unlocked with that massive platform in google, it just opens up the ability to address big challenges of today, like climate change and sustainability and you know, all the health care challenges that we're faced with it. It really is an exciting time to be partnered with Google >>Ryan. Let's dig into the infrastructure in the architecture from your perspective, help us unpack that and what customers are coming to you for help with. >>Yeah. So Danny mentioned, you know the prowess that google has with data and analytics and, and a, I I think we're pretty well known for that. Uh, there's a tremendous opportunity for people in the future. Um, the thing that people get just right out of the box is the access to the technology that we built to build google cloud itself. Just the scale and, and technology, it's, you know, it's, it's a, you know, just incredible. You know, it's a fact that we have eight products here at google that have a billion users and when you have, you know, most people know the search and maps and gmail and all these things. When you have that kind of infrastructure, you build a platform like google cloud platform and you know, the network as a perfect example, the network endpoints, they're actually close to your house. There's a reason our technology is so fast because you get onto the google private network, someplace really close to where you actually live. We have thousands and thousands of points of presence spread around the world and from that point forward you're riding on our internal network, you get better quality of service. Uh the other thing I like to mention is, you know, the google cloud storage, that team is built on our object storage. It's uh it's the same technology that underpins Youtube and other things that most people are familiar with and you just think about that for a minute, you can find the most obscure Youtube video and it's gonna load really fast. You know, you're not going to sit there waiting for like two minutes waiting for something to load and that same under underlying technology underpins GCS So when you're going to go and you know, go back to an old restore, you know, to do a restore, it's gonna load fast even if you're on one of the more inexpensive storage classes. So it's a really nice experience for data protection. It has this global network properties you can restore to a different region if there was ever a disaster, there's just the scale of our foundation of infrastructure and also, you know, Danny mentioned if we're super proud about the investments that google has made for sustainability, You know, our cloud runs on 100% renewable energy at the cloud at our scale. That's a lot of, that's a lot of green energy. We're happy to be one of the largest consumers of green energy out there and make continued investments in sustainability. So, you know, we think we have some of the greenest data centers in the world and it's just one more benefit that people have when they come to run on Google Cloud. >>I don't know what any of us would do without google google cloud platform or google cloud storage. I mean you just mentioned all of the enterprise things as well as the at home. I've got to find this really crazy, obscure youtube video but as demanding customers as we are, we want things asAP not the same thing. If you know, an employee can't find a file or calendar has been deleted or whatnot. Let's go in to finish our time here with some joint customer use case examples. Let's talk about backing up on prem workloads to google cloud storage using existing VM licensing Danny. Tell us about that. >>Yeah. So one of the things that we've introduced at beam is this beam, universal licensing and it's completely portable license, you can be running your workloads on premises now and on a physical system and then you can, you know, make that portable to go to a virtual system and then if you want to go to the cloud, you can send that data up to the work load up to the cloud. One of the neat things about this transition for customers from a storage perspective, we don't charge for that. If you're backing up a physical system and sending your your back up on premises, you know, we don't charge for that. If you want to move to the cloud, we don't charge for that. And so as they go through this, there's a predictability and and customers want that predictability so much um that it's a big differentiating factor for us. They don't want to be surprised by a bill. And so we just make it simple and seamless. They have a single licensing model and its future proof as they move forward on the cloud journey. They don't have to change anything. >>Tell me what you mean by future proof as a marketer. I know that term very well, but it doesn't mean different things to different people. So for means customers in the context of the expansion of partnership with google the opportunities, the choices that you're giving customers to your customers, what does future proof actually delivered to them? >>It means that they're not locked into where they are today. If you think about a customer right now that's running a workload on premises maybe because they have to um they need to be close to the data that's being generated or feeding into that application system. Maybe they're locked into that on premises model. Now they have one of two choices when their hardware gets to the end of life. They can either buy more hardware which locks them into where they are today for the next three years in the next four years Or they can say, you know what, I don't want to lock into that. I want to model the license that is portable that maybe 12 months from now, 18 months from now, I can move to the cloud and so it future proof some, it doesn't give them another reason to stay on premises. It allows them the flexibility that licensing is taken off the table because it moves with you that there's zero thought or consideration and that locks you into where you are today. And that's exciting because it unlocks the capabilities of the cloud without being handicapped if you will by what you have on premises. >>Excellent. Let's go to the second uh use case lift and shift in that portability brian. Talk to us about it from your perspective. >>Yeah, so we obviously constantly in discussions with our customers about moving more applications to the cloud and there's really two different kind of approach is the lift and shift and modernization. You know, do you want to change and run on kubernetes when you come to the cloud as you move it in? In some cases people want to do that or they're gonna obviously build a new application in the cloud. But increasingly we see a lot of customers wanting to do lift and shift, they want to move into the cloud relatively quickly. As Danny said, there's like compelling events on like refreshes and in many cases we've had a number of customers come to us and say look we're going to exit our data centers. We did a big announcement Nokia, they're gonna exit 50 data centers in the coming years around the world and just move that into the cloud. In many cases you want to lift and shift that application to do the migration with his little change as possible. And that's one of the reasons we've really invested in a lot of enterprise, more classic enterprise support type technologies. And also we're super excited to have a really wide set of partners and ecosystem like the folks here at Wien. So the customers can really preserve those technologies, preserve that operational experience that they're already familiar with on prem and use that in the cloud. It just makes it easier for them to move to the cloud faster without having to rebuild as much stuff on the way in. >>And that's critical. Let's talk about one more use case and that is native protection of workloads that run on g c p Danny. What are you enabling customers to do there? >>Well? So we actually merged the capabilities of two different things. One is we leverage the native Api is of G C p to take a snapshot and we merge that with our ability to put it in a portable data format. Now. Why is that important? Because you want to use the native capabilities of G CPU want to leverage those native snapshots. The fastest way to recover a file or the fastest way to recover of'em is from the G C p snapshot. However, if you want to take a copy of that and move it into another locale or you want to pull it back on premises for compliance reasons or put it in a long term storage format, you probably want to put it in GCS or in our portable storage format. And so we merge those two capabilities, the snapshot and back up into a single product. And in addition to that, one of the things that we do, again, I talked about predictability. We tell customers what that policy is going to cost them because if for example a customer said, well I like the idea of doing my backups in the cloud, but I want to store it on premises. We'll tell them, well if you're copying that data continually, you know what the network charges look like, What the CPU and compute charges look like, What do the storage costs looks like. So we give them the forecast of what the cost model looks like even before they do a single backup. >>That forecasting has got to be key, as you said with so much unpredicted things that we can't predict going on in this world the last year has taught us that with a massive shift, the acceleration of digital business and digital transformation, it's really critical that customers have an idea of what their costs are going to be so that they can make adjustments and be agile as they need the technology to be. Last question Bryant is for you, give us a view uh, and all the V mon attendees, what can we expect from the partnership in the next 12 >>months? You know, we're excited about the foundation of the partnership across hybrid and in cloud for both VMS and containers. I think this is the real beginning of a long standing relationship. Um, and it's really about a marriage of technology. You think about all the great data protection and orchestration, all the things that Danny mentioned married with the cloud foundation that we have at scale this tremendous network. You know, we just signed a deal with SpaceX in the last couple of days to hook their satellite network up to the google cloud network, you know, chosen again because we just have this foundational capability to push large amounts of data around the world. And that's you know, for Youtube. We signed a deal with Univision, same type of thing, just massive media uh, you know, being pushed around the world. And if you think about it that that same foundation is used for data protection. Data protection. There's a lot of data and moving large sets of data is hard. You know, we have just this incredible prowess and we're excited about the future of how our technology and beans. Technology is going to evolve over time >>theme and google a marriage of technology Guys, thank you so much for joining me, sharing what's new? The opportunities that demand google are joined me delivering to your joint customers. Lots of great step. We appreciate your time. >>Thanks lisa >>For Danielle in and Brian Schwartz. I'm Lisa Martin. You're watching the cubes coverage of Lehman 2021.

(upbeat music) >> 2020 was the most unpredictable year of our lives, a forced shutdown of global economies left everyone have the conclusion that the tech industry spending would decline and of course it did, but you'd hardly know it if you watch the stock market and the momentum of several well-positioned companies. Those firms that had products and services that catered to the pivot to work from home, SAS based solutions were focused on business resiliency and cloud saw huge growth. The forced match to digital turned a buzzword into reality overnight, where if you weren't a digital business, you were out of business. And one of the companies participating in that growth trend was Veeam. Veeam virtual is scheduled to take place on May 25th and 26th. And it's one of our favorite physical events and the Cube will be there again as a virtual participant. One of our traditions prior to VeeamON has always been to bring in an executive into the Cube and talk not only about what to expect at the show, but what's happening in the market. And with me is many times Cube alum Danny Allan is the chief technology officer at Veeam. Danny welcome is always great to see you. >> I am delighted to be here again. Disappointed it's virtual, but excited to talk with you. >> Yeah, me too. You know, it's coming. It's getting jabbed but you know, you look at the surprises here. I mean, look at the chip shortage, you know everybody thought, Oh, well stop ordering chips. I mean furniture, et cetera, cars. And it's just kind of crazy. What was your expectation going into the pandemic and what did you actually see looking back? >> Well, it's funny, you never know what's going to happen. And for the first few weeks I would say there's a lot of disruption because all of a sudden you have people who've been going into an office for a long time, working from home and you know, from an R&D perspective at Veeam those people weren't used to working from home. So there's a lot of uncertainty I'll say for the first three or four weeks but what very quickly picked up was the opportunity. I'll say to focus more specifically on delivering things for our customers. And one of the things obviously that just exploded was use of digital technologies like Slack and Microsoft teams. And as you say, Veeam was well positioned to help customers as they move towards this new normal, as they say. >> So what were some of the growth vectors that you guys saw specifically that were helping your customers going to get get through this time? >> Yeah well, people always associate Veeam with knowing data protection for the virtual environment but two things really stood out last year as our emerging markets. One was Office365, and I think that's due to the uptake of Microsoft teams. I mean, if you look at the Microsoft results, you can see that people are doing SaaS. And we were very well positioned to take advantage of that. Help customers move towards collaborating online. So that was a huge growth vector for us. And the second one was cloud. We had more data moving to cloud than ever before in Veeam history. And that continues on into 2021. >> You guys, well, yeah, let's talk more about that set SAS piece of your business. You were very early on in terms of SAS data protection. You kind of had to educate the market. People are like, well, why do I need to back up my SAS doesn't the cloud provider do that? And then you sort of you had to educate, so it was you were early and but it's really paid off. Maybe talk about how that trend has benefited some of your customers. >> Yeah. So if you go back four years, we didn't even have data protection for Office365. And over the last four years, we've emerged into the market leader the largest in protection for Office365. And as you say, it was about education. Early on people knew that they needed to protect exchange when they ran it on premises. And when they first went to the cloud there was this expectation of, Hey Microsoft or my provider will do that for me. And very quickly they realized that's not the case and there's still the same threats. It might not be hardware failure, but certainly misconfiguration or deleted items or ransomware in 2021, sorry, 2020 was massive. And so we do data protection for Exchange, for SharePoint online, for one drive, and most recently for Microsoft teams. And so that data protection obviously helps organizations as they adopt Office365 and SaaS technologies. >> I sent him my last breaking analysis. When you look at the ETR data, Veeam has been really steady. You know, some competitors spike up and come down, others, you know, maybe aren't doing so well or the larger established players don't have as much momentum. It just seems like Veeam even though you cross the billion dollar revenue mark, you've been able to keep that spending momentum up. And I think it's, I would observe it's a function of your ability to identify that the waves and ride those waves and anticipate them. We just talked about SAS, talked about virtualization. You were there cloud, we'll talk about that more as well, plus your execution. It seems like since the acquisition by insight you guys have continued to execute. I wonder if you could help the audience understand how do you think about the phases that Veeam has gone through in its ascendancy and where you're headed? >> Yeah. And so I look at it as three things, it's having the right product, but it's not just enough to have the right product, the right product it's the right timing and it's the right execution. So if you think about where Veeam started, it was all in data protection for vSphere, for the hypervisor. And that was right at the time when VMware was taking off and the modernized data center was being virtualized. And so that helped us grow, I'll say into a $600 million company, but then about four years ago, we see the ascendancy of SaaS and specifically Office365. And so, you know, we weren't first to market but I would argue the timing with the best product, with the right execution has turned that into a massive a very significant contribution to our bottom line. And then actually the third wave through 2020 is the adoption of cloud. We moved last year, 242 petabytes into cloud storage and already in the first quarter of 2021, we've moved to 100 petabytes. So there's this massive adoption or migration of data into the cloud. And Veeam has been positioned with the right product, at the right time, with the right execution, to take advantage of that. >> So I wonder if you could help us quantify that IDC data you know, the IDC did a good job quantifying the market. Maybe you could share with us sort of your position there, maybe some of the growth that we're seeing. Can you add some color to that? >> Yeah. We have some very exciting results from the recent IDC report. So in the second half of 2020, we saw 17.9% year over year growth in our revenue. That was actually triple the closest competitor. And our sequential growth was over 21%. So massive growth and all of that is in the second half of the year, 563 million in revenue. So over a billion dollar company. So these aren't just, you know, 20% growth on small numbers. This is on a very significant number. And we see that continuing forward, we'll be announcing some things I'm sure at VMR coming up in a few weeks here, but that trend continues. And again, it's the right product, right time, with the right execution. >> Cloud continues to roll on. You're seeing, you know, solid weather. If you add them all up the big four 30 plus percent growth you're seeing Azure, even higher growth. You know, AWS is huge, Google growing, Google cloud, probably in the 60 to 70% range. So cloud still hot, it's kind of gone mainstream but there's still feels like there's a long way to go there. What's happening in cloud? You guys, again, leaning in, riding that wave. What can you tell us? >> We are leaning in, you're going to see some things coming up at Veeam related to that. But two things I would say, one is we're in the marketplace of all three of the major hyperscalers. So there's a Veeam backup for AWS, Veeam backup for Azure, and a Veeam backup for GCP. And not only is there products that are purpose-built for those clouds in the marketplace, all three of them have integrations to the core Veeam platform. And so this isn't just standalone products while it is in the marketplace, it's integrated into the full strategy around modern data protection for the organizations. And so I am thrilled about some of the things that we're going to be showing in there but we're leaning in very closely with those. We think we're in early days, like I say maybe first, second year, and it will be the next decade as they truly emerge into their dominant position. But even more than cloud if you asked me what I get excited about looking forward certainly cloud adoption is massive, but Kubernetes, that's what's enabling some of the models of both on-prem and cloud hosted. And we're clearly doing some things there as well. >> So I'm glad you brought that up because I think the first time I ever sort of stumbled into a company that was actually doing data protection for containers was out of a VeeamON event. It was one of your exhibitors. And I was like, Hmm, that's an interesting name. And yeah, of course he ended up buying the company. But so, you know, it's funny, right? Because containers have been around forever. And then when you started to see Kubernetes come to for, containers are really ephemeral they really didn't, you know, they weren't persistent but they didn't have state, but that's changing. I wonder if you could give us your perspective as to how you're thinking about that whole space. >> I truly believe that the third big wave of technology transformation, the first was around physical systems and mainframes and things. And then we went into the virtualized era. I think that the third world is not the cloud. I actually think it is containers. Now why containers? Because as you mentioned, Dave, they're a femoral, they're designed for the world of consumption. Everything else is designed for you, install it. And then you build to the high watermark. The whole thing about containers is that they're a femoral and they're built for the consumption model. The other thing about containers is that they're highly portable. So you can run it on premises with OpenShift but then you can move it to GKE or HKS or EKS or any of the big cloud platforms. So it definitely aligns with organization's desire to modernize and to choose the infrastructure of best choice. Now, at the same time, the reason why they haven't taken off I would argue as quickly as they could have is because they've been really complex, in early days the complexity of containers was very difficult, but the model, the platform or ecosystem is evolving, they are becoming more simple. And what is happening is IT operations teams are now considering the developer, their customer and they're building self-service models for the developers to be more productive. So I think of this as platform apps and certainly backup and security is a part of this but it is moving and we're seeing traction actually faster than it would have predicted in early 2020. >> Yeah. We've been putting forth this vision of a layer that abstracts the complexity of the underlying clouds whether it's on prem, across clouds, eventually the edge and containers are linchpin to enabling that. Let's talk about VeeamON 2021. Show us a little leg, give us a preview. >> So we always come with the excitement and we always come with showing a sneak peek of what's to come. So certainly we're going to celebrate some of the big successes. We brought version 11 to market earlier this year that had security capabilities around ransomware type, continuous data protection it at a whole lot of things. So we're going to celebrate some of the products have already recently launched but we're also going to give a sneak peek of what's coming over 2021. Now, if you ask me what that is, we talk an awful lot about cloud. So you should expect to see things around Veeam backup for AWS and Azure and GCP. You should expect to see things around our Kubernetes data protection with our casting Cape 10 product, you should expect to see evolution of capabilities with our SaaS data protection with Office365. So we're going to give a sneak peek of lots of things to come. And as always, we bring lots of innovation to the market. It's not just another checkbox theme has always said, how can we do it differently? How can we do a better? And then we're going to show that to our customers at VeeamON. >> Well, we're always super excited to participate in the Veeam community. We've always had a lot of fun. They're great events. Yes, it's virtual, but you guys always have an interesting spin on things and make it fun. It's May 25th and 26th. It starts at 9:00 AM Eastern time. You go to Veeam V-E-E-A-M.com and sign up, make sure you do that and check out all the content. The Cube of course will be there. I will be interviewing executives, customers, partners. There's tons of content for practitioners. And, you know, as always you guys got the great demos and always a few surprises. So Danny, really looking forward to that and really appreciate your time and the Cube today. >> Thank you, Dave. >> All right. And thank you for watching. This is Dave Vellante for the Cube. Again, May 25th and 26th 9:00 AM. Eastern time, go to veeam.com and sign up. We'll see you there. (upbeat music)

>>from around the globe. It's the Cube with digital coverage of AWS reinvent 2020 sponsored by Intel, AWS and our community partners. >>Welcome to the cubes coverage of AWS reinvent 2020. The digital version I'm Lisa Martin and I have a couple of Cuba alumni joining me from Wien. We've got Danny Allen. It's C T O and S VP of product strategy And Dave Russell, VP of Enterprise Strategy, is here as well. Danny and a Welcome back to the Cube. >>Hi, Lisa. Great to be here. >>Hey, Lisa. Great to be here. Love talking with this audience >>It and thankfully, because of technologies like this in the zoom, were still able to engage with that audience, even though we would all be gearing up to be Go spending five days in Vegas with what 47,000 of our closest friends across, you know, and walking a lot. But I wanted Thio. Danny, start with you and you guys had them on virtually this summer. That's an event known for its energy. Talk to me about some of the things that you guys announced there. And how are your customers doing with this rapid change toe? work from home and this massive amount of uncertainty. >>Well, certainly no one would have predicted this the beginning of the year. There has been such transformation. There was a statement made earlier this year that we've gone through two years of transformation in just two months, and I would say that is definitely true. If you look both internally and bean our workforce, we have 4400 employees all of a sudden, 3000 of them that had been going into the office or working from home. And that is true of our customer base as well. There's a lot of remote, uh, remote employ, mental remote working, and so that has. You would think it would have impact on the digital systems. But what it's done is it's accelerated the transformation that organizations were going through, and that's been good in a number of different aspects. One certainly cloud adoption of clouds picked up things like Microsoft teams and collaboration software is certainly picked up, so it's certainly been a challenging year on many fronts. But on the on the other hand, it's also been very beneficial for us as well. >>Yeah, I've talked to so many folks in the last few months. There's silver linings everywhere. There's opportunity everywhere. But give our audience standing an overview of who them is, what you do and how you help customers secure their data. >>Sure, so VM has been in the backup businesses. What I'll say We started right around when virtualization was taking off a little before AWS and you see two left computing services on DWI would do back up a virtual environments. You know, over the last decade, we have grown into a $1 billion company doing backup solutions that enable cloud data management. What do you mean by that? Is we do backup of all kinds of different infrastructures, from virtual to cloud based Assad's based to physical systems, You name it. And then when we ingest that data, what we do is we begin to manage it. So an example of this is we have 400,000 customers, they're going back up on premises. And one of the things that we've seen this year is this massive push of that backup data into S three into the public cloud and s. So this is something that we help our customers with as they go through this transformation. >>And so you've got a team for a ws Cloud native solution. Talk to me a little bit about that. And how does that allow business is to get that centralized view of virtual physical SAS applications? >>Yeah, I think it all starts with architecture er and fundamentally beams, architectures. ER is based upon having a portable data format that self describing. So what >>does >>that mean? That means it reduces the friction from moving data that might have been born on premises to later being Stan Shih ated in, say, the AWS cloud. Or you can also imagine now new workloads being born in the cloud, especially towards the middle and end of this year. A lot of us we couldn't get into our data center. We had to do everything remotely. So we had to try to keep those lights on operationally. But we also had to begin to lift and shift and accelerate your point about silver linings. You know, if there is a silver lining, the very prepared really benefited. And I think those that were maybe a little more laggards they caught up pretty quickly. >>Well, that's good to hear stick big sticking with you. I'd love to get your perspectives on I t challenges in the last nine months in particular, what things have changed, what remains the same. And where is back up as a priority for the the I T folks and really the business folks, too? >>Yeah, I almost want to start with that last piece. Where? Where's backup? So back up? Obviously well understood as a concept, it's well funded. I mean, almost everybody in their right mind has a backup product, especially for critical data. But yet that all sounds very much the same. What's very, very different, though? Where are those workloads? Where do they need to be going forward? What are the service level agreements? Meaning that access times required for those workloads? And while we're arguably transitioning from certain types of applications to new applications, the vast majority of us are dead in the middle of that. So we've got to be able to embrace the new while also anchoring back to the past. >>Yeah, I'm not so easily sudden, done professionally or personally, Danny, I'd love to get your perspective on how your customer conversations have changed. You know, we're executives like you, both of you are so used to getting on planes and flying around and being able Thio, engage with your customers, especially events like Vermont, and reinvent What's the change been like? And from a business perspective, are you having more conversations at that business? Little as the end of the day. If you can't recover the data, that's the whole point, right? >>Yeah, it is. I would say the conversations really have four sentiments to them. The first is always starts with the pandemic and the impact of the pandemic on the business. The second from there is it talks about resource. We talked about resource management. That's resource management, both from a cost perspective. Customers trying to shift the costs from Capex models typically on premises into Op X cloud consumption models and also resource management as well. There's the shift from customers who are used to doing business one way, and they're trying to shift the resources to make it effective in a new and better way. I'd say the third conversation actually pivots from there to things like security and governance. One of the interesting things this year we've seen a lot of is ransomware and malware and attacks, especially because the attack surface has increased with people working from home. There is more opportunity for organizations to be challenged, and then, lastly, always pivots where it ends up his digital transformation. How do I get from where I used to be to where I want to be? >>Yeah, the ransomware increase has been quite substantial. I've seen a number of big. Of course you never want to be. The brand garment was head Carnival Cruise Line. I think canon cameras as well and you're talking about you know you're right, Danny. The attacks are toe surfaces, expanding. Um, you know, with unprotected cloud databases. I think that was the Facebook Tic Tac Instagram pack. And so it's and also is getting more personal, which we have more people from home, more distractions. And that's a big challenge that organizations need to be prepared for, because, really, it's not a matter of are we going to get a hit? But it's It's when, and we need to make sure that we have that resiliency. They've talked to us about how them enables customers toe have that resiliency. >>Yeah, you know, it's a multilayered approach like you know, any good defensive mechanism. It's not one thing it's trying to do all of the right things in advance, meaning passwords and perimeter security and, ideally, virtual private networks. But to your point, some of those things can fail, especially as we're all working remotely, and there's more dependence on now. Suddenly, perhaps not so. I t sophisticated people, too. Now do the right things on a daily basis and your point about how personal is getting. If we're all getting emails about, click on this for helpful information on the pandemic, you know there's the likelihood of this goes up. So in addition to try and do good things ahead of time, we've got some early warning detection capabilities. We can alert that something looks suspicious or a novelist, and bare bears out better investigation to confirm that. But ultimately, the couple of things that we do, they're very interesting and unique to beam are we can lock down copy of the backup data so that even internal employees, even somewhat at Amazon, can't go. If it's marked immutable and destroy it, remove it, alter it in any way before it's due to be modified or deleted, erased in any way. But one of the ones I'm most excited about is we can actually recover from an old backup and now introduce updated virus signatures to ensure we don't reintroduced Day zero threats into production environment. >>Is it across all workloads, physical virtual things like, you know, Microsoft or 65 slack talked about those collaboration tools that immune ability, >>so immune ability. We're expanding out into multiple platforms today. We've got it on on premises object storage through a variety of different partners. Actually, a couple dozen different partners now, and we have something very unique with AWS s three object lock that we you can really lock down that data and ensure that can't be compromised. >>That's excellent, Danny, over to you in terms of cloud adoption, you both talked about this acceleration of digital business transformation that we've all seen. I think everyone has whiplash from that and that this adoption of cloud has increased. We've seen a lot of that is being a facilitator like, are you working with clients who are sort of, you know, maybe Dave at that point you talked about in the beginning, like kind of on that on that. Bring in the beginning and we've got to transform. We've got to go to the cloud. How do you kind of help? Maybe facilitate their adoption of public health services like AWS with the technologies that the off first? >>Yeah, I'd say it's really two things everyone wants to say, Hey, we're disrupting the market. We're changing everything about the world around us. You should come with us. Being actually is a very different approach to this one is we provide stability through the disruption around you. So as your business is changing and evolving and you're going through digital transformation, we can give you the stability through that and not only the stability through that change, but we can help in that change. And what I mean by that is if you have a customer who's been on premises and running the workloads on premises for a long while, and maybe they've been sending their backups and deaths three and flagging that impute ability. But maybe now they want to actually migrate the workloads into E. C to weaken. Do that. It's a It's a three step three clicks and workflow to hit a button and say send it up into Easy to. And then once it's in AWS, we can protect the workload when it's there. So we don't just give the stability in this changing environment around us. But we actually help customers go through that transformation and help them move the workloads to the most appropriate business location for them. >>And how does that Danny contending with you from a cost optimization perspective? Of course, we always talk about cost as a factor. Um, I'm going to the cloud. How does that a facilitator of, like, being able to move some of those workloads like attitude that you talked about? Is that a facilitator of cost optimization? Lower tco? I would imagine at some point Yes, >>Yes, it is. So I have this saying the cloud is not a charity right there later in margin, and often people don't understand necessarily what it's going to cost them. So one of the fundamental things that we've had in being back up for a W s since the very beginning since version one is we give cost forecasting and it's not just a rudimentary cost forecasting. We look at the storage we looked compute. We looked at the networking. We look at what all of the different factors that go into a policy, and we will tell them in advance what it's going to cost. That way you don't end up in a position where you're paying a lot more than you expected to pay. And so giving that transparency, giving the the visibility into what the costs of the cloud migration and adoption are going to be is a critical motivator for customers actually to use our software. >>Awesome. And Dave, I'm curious if we look at some of the things trends wise that have gone on, what are you seeing? I t folks in terms of work from home, the remote workers, but I am imagine they're getting their hands on this. But do you expect that a good amount of certain types of folks from industries won't go back into the office because I ts realizing, like more cost optimization? Zor Hey, we don't need to be on site because we can leverage cloud capabilities. >>Yeah, I think it works, actually, in both directions least, I think we'll see employees continue to work remotely, so the notion of skyscrapers being filled with tens of thousands of people, you know, knowledge workers, as they were once called back in the day. That may not come to pass at least any time soon. But conversely to your point everybody getting back into the data center, you know, from a business perspective, the vast majorities of CEO so they don't wanna be in the real estate business. They don't wanna be in the brick and mortar and the power cooling the facilities business. So >>that was >>a trend that was already directionally happening. And just as an accelerant, I think 2000 and 20 and probably 2021 at least the first half just continues that trend. >>Yeah, Silicon Valley is a bit lonely. The freeways there certainly emptier, which is one thing. But it is. It's one of those things that you think you could be now granted folks that worked from home regardless of the functions they were in before. It's not the same. I think we all know that it's not the same working from home during a pandemic when there's just so much more going on. But at the same time, I think businesses are realizing where they can actually get more cost optimization. Since you point not wanting to manage real estate, big data centers, things like that, that may be a ah, positive spin on what this situation has demonstrated. Daddy Last question to you. I always loved it to hear about successful customers. Talk to me about one of your favorite reference customers that really just articulates beams value, especially in this time of helping customers with so many pivots. >>Well, the whole concept of digital transformation is clearly coming to the forefront with the pandemic. And so one of my favorite customers, for example, ducks unlimited up in Canada. They have i ot sensors where they're collecting data about about climate information. They put it into a repository and they keep it for 60 years. Why 60 years? Because who knows? Over the next 60 years, when these sensors in the data they're collecting may be able to solve problems like climate change. But if you >>look at it >>a broader sense, take that same concept of collection of data. I think we're in a fantastic period right now where things like Callum medicine. Um, in the past, >>it was >>kind of in a slow roll remote education and training was on kind of a slow roll. Climate change. Slow roll. Um, but now the pandemics accelerating. Ah, lot of that. Another customer, Royal Dutch Shell, for example. Traditionally in the oil and petrochemical industry, their now taking the data that they have, they're going through this transformation faster than ever before and saying, How do I move to sustainable energy? And so a lot of people look at 2020 and say, I want how does this year? Or, you know, this is not the transformation I want. I actually take the reverse of that. The customers that we have right now are taking the data sets that they have, and they're actually optimizing for a more sustainable future, a better future for us and for our Children. And I think that's a fantastic thing, and being obviously helps in that transformation. >>That's excellent. And I agree with you, Danny, you know, the necessity is the mother of invention. And sometimes when all of these challenges air exposed, it's hard right away to see what are the what are the positives right? What are the opportunities? But from a business perspective is you guys were talking about the beginning of our segment, you know, in the beginning was keeping the lights on. Well, now we've got to get from keeping the lights on, too. Surviving to pivoting well to thriving. So that hopefully 2021 this is good as everybody hopes it's going to be. Right, Dave? >>Yeah, absolutely. It's all data driven and you're right. We have to move from keep the lights up on going the operational aspect to growing the business in new ways and ideally transforming the business in new ways. And you can see we hit on digital transformation a number of times. Why? Because its data driven, Why do we intercept that with being well? Because if it's important to you, it's probably backed up and held for long term safekeeping. So we want to be able to better leverage the data like Danny mentioned with Ducks Unlimited. >>And of course, as we know, data volumes are only growing. So next time you're on day, you have to play us out with one of your guitars. Deal >>definitely, definitely will. >>Excellent for Dave Russell and Danny Allen. I'm Lisa Martin. Guys, thank you so much for joining. You're watching the Cube

>>From around the globe. It's the cube with digital coverage of Veem on 2020 brought to you by beam. >>Hi buddy. Welcome back to Veem on 2020. My name is Dave Vellante and you're watching the cubes coverage of EMR. This is the first time we've done it. Virtual VIMANA. We've got the, the Veem power panel, bill large and CEO, Jim Kruger, the CMO, Danny Allen. Who's the CTO and senior vice president product strategy. All I have been on earlier guys. Great to see you. Thanks for coming back. digging out of the power panel. Appreciate it. Good. Thank you. Okay. I want to start off a bill. you're going to get a business update, you know we've so I talk a lot about COVID. We can go back to that, but you guys, Mmm. You know, as a private company, you divulge more information. Yeah. Then most private companies. And we appreciate that as an independent guys, if you would bring up that, that one slide, you know, you shared this publicly well earlier. >>I mean, you guys are in a, okay. Billion in revenue now, 21% annual recurring revenue growth. We're going to 75,000 customers, 97% year on year increase in your universal, uh, license bookings. Mmm. Everything seems to be happening. Bill. What, uh, what can you tell us? Well, we had eight. Yeah. We had a great first quarter also that we kicked off where we had, or a transaction with, um, insight venture partners, which, and written the middle of a right in the middle of that quarter. At the end of it, we had that activity that went on, I think would have disrupted, did the business. It didn't land for Q1, really excited about that. We announced our growth, so that here recently, uh, pumped into our row pumped into our second quarter. We, we managed to transition everybody out of offices. We probably add seven per cent of our work for 75% of our work course. >>It needs to move. Yeah, they did that. We had a fantastic April. We're having a very good may. So it's just a great start, uh, with a great customer base. So I'm really excited about it. Okay. You mentioned insight. We obviously covered that. Mmm. Boarded on that. Okay. Insight. They like growth, you know, not like the old school, private equity, you know, suck money out. They want growth options down the road, personality. Maybe it's a rule of 40 rule, you know, the type of company. So that's gotta be exciting, uh, for you guys and your employees. Yeah. I think it's pretty exciting. We've been around a few of us. Who've been around the insight team since 2002. So, uh, a very well known a group of individuals to us. Yeah. Uh, they are focused in the software space and know the infrastructure space really well. >>Uh, my triple that hour, um, our lead on the insight team and his, um, his staff is that's move into, as we move into it, stepping up and moving into our Andrew very revenue focus versus part of a total contract. Bye. Nice. A nice resource to have for things that we might want to do in the future related acquisitions. So we're really excited about it. I mean, if I'm in VC right now, I'm looking at SAS, I'm looking and the software I'm looking for companies that have a, uh, an annual recurring revenue model I'm looking for adoption then. Okay. Okay. And those kinds of cases. Yeah. Do you guys fit that bill? Yeah. There may be a larger size and obviously the early stage startup, but that's kind of the profile of the the company that you want to invest in, in the 2020s, isn't it? >>Absolutely. And I'd also say it's the kind of company we want to invest in, in the future as we go forward to bring in new technologies and expand markets, addressable market, uh, back to comments, we had discussions owner, what's it look like in 2030? And it's like, yeah. Places we're heading. Yeah. Okay. So Danny, Pat Gelsinger is famous on the cube for saying that, look, if you don't ride the waves, can it be yup. Driftwood. So what are the mega trends that you guys are riding, uh, today and that you're seeing in the future? Good. We'll keep you ahead of the pack. Well, we clearly talk a lot about cloud data management. So act two for us is not just moving from perpetual licensing to subscription and evolving with American at a business level. It's also at a technical level. And so we invested heavily, as you know, we demoed earlier today, Veeam backup for office three six, five version. >>Hi, an important point act two for us is not just product. There's also product delivery. That's version, hi of a relief of a product to chemo three years ago. So the backup profits, three 65, we showed you Veem backup for AWS. And you saw from Anton as well, uh, supporting Google cloud storage and supporting all of the major, um, providers. So for us to not just ride the wave, but actually be ahead of everyone else it's to embrace cloud data management and give the customers what they really need. Well, I think you guys are in a unique position too. I mean, you know, if you're, if you, you guys obviously sell on prem, but if you're, there are not prem infrastructure, the company that really living on box margins, um, you know, you can talk the cloud talk, but it's not necessarily a tailwind. Where are you guys? >>So Danny, how is cloud, wait, how cloud is it tailwind of, you know, versus some of the other legacy players? Well, Veem has always been, we always highlight simple, flexible, reliable, but one of the, the parts of flexible of course, is being software defined. And we've been software defined from the very beginning. And if you're in a world where you have to go take a box, plug it into the data center and rack and stack it and do hi, okay. Be there physically. You're not going to survive in this type of environment. So being software defined help desk, not only when the data center, but to help our customers as they go through that evolution. Okay. On prem too, maybe just storing backups in the cloud to actually running their workloads in the cloud. >>Well, so Jim, I want to, I want to turn it to you sort of, I'm thinking about the Veeam brand. Uh, I, we talked earlier about how you guys have always punched above your weight, famous parties and sofa, but now billion dollars now entering a new era. Oh, wait. Yeah. It's ironic that we're now doing virtual events. Okay. No big giant party this year, but I feel like, I mean, you guys are what 14 year old company now. Okay. Kind of growing up your three and your colleagues are bringing, you know, lots of adult supervision. How should we think about, okay. Okay. The or V brand going forward. Yeah, no, I think the, the beam brand is critically important because, uh, there's just a, such a strong affinity and connection with customers. And I think one of the challenges as you get larger and go from 1 billion to 2 billion, a lot of companies miss the beat relative to staying connected to their customers. >>And that's something that we're putting a tremendous amount of focused on that first slide that you see, you flashed up no 91% customer satisfaction, the 75 net promoter score, which is three and a half times industry average. I think our key to success is, is not only bringing great products, the market, but looking at the holistic picture relative to supporting customers and customer satisfaction, which is a key driver of the company. Uh, well, it will help us to continue to build on the brands and, and have, you know, the, the best brand in the market. Well, I w I want to come back to, is the good, the marketing was in the, the panel. I mean, you think about digital. We feel like the war is going to be one in digital in the next a decade. I take the, you pick the GNC example and you think about just even the term, like customer relationship management, you know, we all use CRM systems. >>Yeah. I'm not sure I want to a relationship. Okay. GNC, but I do know this, I want a good deal. Right. If they're going to make me an offer, I'm going to, I'm going to look at that. And, Oh, these other brands, uh, that's digital that is having infrastructure and data, that's obviously protected to be able to offer that at the right time. Awesome. Versus if they can take advantage of it and have the candles. I wonder if you could talk about it, what you see as a, a marketing pro just in terms of digital and, and that customer intimacy. Yeah. Yeah. So, so I think it it's a multifaceted, I think one of the key things that, that, again, Veeam does, that's different than other, uh, companies is that we, we have a direct connection with our customers. So yeah, in our head of product management sends out an update every Sunday, and it goes into quite a bit of detail around sort of how to deploy this, how to deploy that. >>Oh, really? Yeah. Creating a digital journey for the customer from a marketing perspective, because yeah. Like within any situation, no, you, you don't want to talk to a salesperson right off the bat because you know, they're going to try to sell you. Uh, so you want to do something investigation, you need the, the contents and information to help you move along that journey until you get to the point where, okay, now it's time, I've kind of narrowed it down and I need to talk to someone to give me some more information. So I look at, you know, one of the key differentiators of Veem is, is that digital promise, uh, which I think from the founding of the company that rattler put into place, uh, here it is as forward. And when we continue to put a lot of focus on that digital experience, which I think gives us definitely a leg up on the competition. >>So bill, you got to place bets as the CEO. I'm interested in where you're placing bets. I mean, you've yeah. Okay. Some pretty substantial investments in the, your partner, a network. Oh, you've got some big names partners that are okay, you're moving a lot of products, you know, through those guys, obviously your heritage as a company is, is okay. Technical development. Uh, you, you are very successful sales organization, but where are you placing your chips on the table these days? And maybe especially in the context of, of this pandemic, if anything changed in your thinking. Yeah. Well, the vets will always be placed on the product side of it. Yeah. That's a, that's a big products. You go partners and you go our employees and those are the big bets that will make, what are we doing on the partner side work, continuing yeah. Pretty aggressive activity and making sure these partners have a simpler place as I've discussed. >>Yeah. Before to do business with them. It's more challenging the larger unit. Yeah. Yeah. But yeah, we'll keep that focus on it. The product offering has been, again, always go back to any of our taglines. It just works, but it's in the lab, we're going to win. We're going to win that technical decision a process. And then we're putting it up pretty big bets on our employee base. We're all over the world. 4,300. Yeah. The, uh, I think the decisions we have, like a lot of companies have moving forward are going to be, where are you going to work from? You're going to work from that home office. Are you're going to combine it back into the office or are you going to not, you're just going to do, you know, you're going to go back the way things are. I don't think that's going to happen at all. >>So, so best will always be on bringing good product to market technical decisions. So let's, let's talk to Andy about the product. Um, I mean, you've, by saying you've grown up, you've gone from yeah. Relatively narrow yup. Portfolio to now expanding a lot of different use cases, many, many, you know, several different clouds on prem hybrid. Yeah. Et cetera. Mmm. How do you ensure it, Danny, from, uh, from, uh, product stamp, right. That you don't just get a, a collection of point product that you actually have yep. Platform that even, you know, for instance, your licensing model very easily bored. Yeah. That notion, um, how, how do you ensure that you're more of a platform if you will, than just that a bunch of selection of product, the answer to that would be focused maniacal focus. So it's interesting that you brought up licensing. So one of the things that we're very focused on is making that licensing can move across all these different types of infrastructure. >>So no, the universal license allows you to do that. You can move a workload from physical to virtual, to cloud, to back, um, the application services call with, uh, with his hang the license. But we also do that product level too. One of the interesting things that we've been focused on is it's something internally, we call it the Veeam integration platform that enables you to have a central common control playing across the entire organization. But yet you can deploy in the need of environments that make the most sense. So if you think about what we showed you earlier today with beam backup rate Ws, you're running on a, an interface that you deploy out of the AWS marketplace, but that product actually integrate back into Veem availability suite. So that's true of being backup for AWS, Roger being backup from Nutanix. Every time we, we add a new one capability platform, whether it's fast or virtual or wow, we make sure that it's still cause that central connection to the main control plane. >>And that's why we call this five data management, because it gives you that data management cross all of these different infrastructures. Okay. It's clearly not easy to do, but the focus that we have put on this result, then our customers, the class. Okay. Ultimately, so I want to ask you guys about culture, Jim, a start with you. I mean, a lot of people obviously, sorry, averted or asking, I'm still going to have parties. Uh, you got your two founders and sort of, you know, set good, you know, rat mirror would always be right there in the mix lap. Last one to leave, uh, you know, very hard charging and that's kind of steep. the Veem culture, but I'm interested in, and if, if there's been any sort of discernible change, as you get bigger and bigger, how you're able to maintain that culture, you know, w what are some of the things that you want to, I want to keep, and maybe some of the things that you want to evolve. >>Yeah, no great question. And I think culture is, um, I'm a big believer. Yeah. That culture can really differentiate a company in the marketplace. And I think themes culture, uh, in the past has really done that effectively. And I think that's, you know, it shows in the success of the company. So I definitely see it as, you know, as my job, along with the rest of the executive team continued to, to carry that torch forward. Uh, one of the things that I learned coming to beam was, was really winning the hearts and minds of, of the, the, you know, the customers that you're serving. And so that, that can be anything from a party, uh, being totally open to your customers, listening to your customers. I've given them different channels to give you a feedback and just being a company that's easy to do business with. I think it's critically important. And those are some of the key things from a cultural perspective. Uh, that's how we want to carry forward. You mentioned car charging, absolutely being, being aggressive in the marketplace, uh, but bringing solutions to market that really hit the sweet spot. Oh. Relative to customer need, I think is again, one of the, the cultural pieces and that maniacal focus on customer satisfaction, which is absolutely key. >>So, uh, well, I, I wonder bill, if you could comment, maybe in this context, you know, part of your job of course, is Tam expansion traditionally been a, a European based company moving. So the U S I'm curious as to what effect that will have both culturally, you know, and on Tam as well. You're extremely successful, uh, in, in overseas. Oh, of course. So there's maybe even more penetration within the U S and obviously, you know, throughout the call, we've certainly talked a lot about cloud, but maybe your thoughts on it. Okay. Yeah, no, thanks very much. Hopefully you see no impact on culture, in the sense of our move from a European headquarters to a U S headquarters. We definitely felt it important to bring it and U S headquarters in place. We now have moved all us shareholders. Uh, so it's really our culture, but built on yeah. >>Core values back in 2012, that really the everything else branches off of innovate and iterate it's about everybody sells. We clearly add that yeah. A goal for everyone in the company and yeah. And the fact that we also want to win. So we'll fight hard to win bringing it to the U S okay. A lot of our competitors are based in the U S we think we can put up, uh, even though we've got great numbers against all our competitors, we'll even bring the fight much harder. Now that we're in the United States as a headquarter place, change nothing else internationally, globally. So Danny, every I'll five or seven years or so, you know, Gartner or IDC or whomever, but the service is that we just did a survey. Yeah. X percent of the customers are going to rethink their backup. That is in the next 24 months. >>You see that literally every half a decade. Um, so w w what's what's the driving that now, I mean, certainly cloud is a, is it which factor? Sure. Edge. We're going to be talking about the edge for the next many, many years. And then, and it's really going to start to drive revenue at some point kind of like the cloud was 10 years ago. Uh, but so talk about how you guys sort of stay relevant in that conversation and what customers should be about in terms of those transitions. Well, you know, every customer says I'm going to reevaluate my backup solution five or seven years, but the reality is what's happened. Yeah. Industry itself goes through transition. So we go from physical to virtual and as they go to virtual, for example, they say, Hey, I can't use my legacy providers. So I'm going to choose a new one. >>They choose Veeam. And then of course, we go to cloud and we're going to go to containers and we're going to go to edge. And every time he goes through those iterations, there is an opportunity four, the next generation of wow. Form, uh, to emerge. And so beam's focus here is to make sure that we're ahead of those trends to make sure we're thinking ahead of our customers. So right now, for example, you know, I, I spent an hour in order to, in the amount of time thinking about cloud and containers so that when the customer gets there, when they get the edge, when they get through all of these things, but they have a data management platform that protects them. And step one is always going to be the same. I always say the step one for, for every iteration of infrastructure is just ingest the data because you need to protect it. >>It's only after you protected and begin to manage it, be integrated into the business. Can you be into unleashed, but we go through this cycle over and over again. And ultimately it's the, it's the, the vendor, it's the partner that is most trusted, that wins as Jim alluded to our NPS scores for themselves, our customer base. Great, sorry, uh, self our, our intimacy with the customers. Great. Awesome. So, yeah, as long as we keep that close connection, then we think we're well positioned to the lead as we go through the next iteration of infrastructure. Okay. Let's talk about the competition, Danny. Let's stay with you. Okay. Okay. You've got some, well-funded not even startups anymore. Know the companies that are kind of going after the base. You've got a huge install base okay. Of legacy companies. I mean, I think it's easier for, for some of those guys to attack, you know, sort of a box space, the solution, you guys are more software, but I'm sort of interested in, in your take Danny on the shiny new toys and that have obviously have momentum in the marketplace. >>Yeah. You know, the, the shiny new toys, they come out with a solution that is very packaged up and black box. You can't actually, uh, customize it very much for the user need. And that's, we don't believe that that's going to work in the longterm. And the reason I say that, okay, the pandemic we're in, if you can't go into the data center to rack and stack a box, if you can't actually working with the infrastructure that's already in place, then you're not positioned to work well in the longterm. And, and so we have this unfair advantage we've been around for over a decade. We integrate with over 45 different it's storage vendors. That's not including the wild vendors, you know, all of our partners. And so we do have an unfair advantage with a history of all of these integrations, but, but that flexibility is really what our customers need. >>They don't want to be law into the data center. They don't know two, three years from now, their strategy might change. They might say, take the workload, moving to the cloud. And so if your whole focus is on selling your customers, something that I used them to their data center, that in itself is a challenge. And being software defined we're, we're well positioned to make future for any evolutions that happen in the market. Okay. So we're in a good place. I'm, you know, well, knock on wood, but I think we're going to keep going. Yeah. That's an interesting answer. Not one that I expected. Okay. Got it. Makes sense. In the context. Good QA we had with Andy Jassy a while ago. Yeah. Kind of pushing them on, you know, the zillion API APIs. And he basically had a similar answer. Obviously cloud services is different, but essentially saying, we don't know where the market's going. >>So we want to have very granular roll. Yeah. You're kind of a primitive level, uh, so that we have that flexibility and maybe there's trade off, you know, sometimes just in terms of what you called out of the box, but it's a very handy Jessie like answer, it sort of strikes me. Hm. Well, it's certainly true that the, you know, customers don't know a year from now, uh, they've been using that hardware, but a year from now two years from now, we run into another market impediment. They might want that money back. They might want, you might want flexibility to expand into it, different geography or take advantage of it, the advantage of the elasticity of the cloud and buying a piece of hardware. Just the very fact that you buy hardware that essentially ties you into that hardware, at least three years, probably being software defined. >>You can continue to reuse and leverage all the assets that you've already had committing to a lock-in okay. Period of time. So, so from a, from a marketing standpoint, Jim strategy, brand customer intimacy, what sure you're ready. Well, Dan, you already talked a little bit about it in terms of, uh, you know, kind of the, the three cornerstones of, of, of how we think our simplicity, flexibility and reliability. And, you know, as bill talked about, you know, when, when we get into now into a customer, and if they're testing us out trial in us out nine times out of 10, we're going to win, uh, because they see, they see those three key things and those three key things, uh, we hear on a daily basis from our customers and how important that is. So we continue to build out on each of those, uh, the challenges, keeping it simple. >>And that's an area that we have to continue to focus on. Uh, but I think those are the key differentiators for us going forward. I think the flexibility piece as the integration with all the storage, our ecosystem of partners, well, we have, I think, close to 40 partners that are sponsoring, uh, the on here. Uh, so that's a, that that's a key differentiator because we, we work with basically everybody we're agnostic, uh, and again, just easy to do business with an, a true partner. Okay. I got it. I got one more question for Danny and then I want to, I want to ask, well, it was, but okay. Guys, feel free to chime in on this one as well. But some of the things we haven't talked about, well, Danny, uh, containers protecting containers, uh, the edge, you know, these are all sort of emerging opportunities. >>I know you've got some, yes. You know, on the container side, the edge is early days. There's, you know, whole new models of, you know, potentially a lot of data going to be, we created unclear how much it's going to have to be persisted, but certainly would that much data, you know, the IDC forecasts, a lot of it's going to have to be. So your thoughts on some of those other emerging trends that we haven't talked. Okay. Well, the key to this segment of America are our partners. Trust us. We're thinking about this ahead of when they will actually need it. And you're right. I think we're early days in containers. I think we're early days in edge. We don't know, you know, we have a partner ducks unlimited where they're storing data for 60 years, use it from IOT sensors and they keep it for 60 years because they don't know in the future, if that data is going to be relevant. >>And so our focus is to make sure that we're ahead of our customer base in terms of thinking of it. And then yeah, making sure that our platform supports what they need as they need it. You want to be careful about going too far in advance sometimes in the industry to hear about, you know, people who are talking about magic 60 Dustin's solving, okay. Crazy problems that our customers don't actually have. We're very pragmatic. We want to make sure that problems that we're addressing that are platform fundamentally addresses where they are today. And then also be in those discussions with them about where they're going to be tomorrow. Well, maybe some of that magic pixie dust go, go into the COVID vaccine. That would be good. >>They'll bring us home. So, you know, the virtual forklifts are breaking down, came on 2220. What are the big takeaways from Europe? Your first Vivaan as CEO, we've been to many, um, you know, I know, but w what are the big takeaways as the, as the virtual trucks are pulling away? Yeah. Thanks very much for asking that question. We, uh, you know, we did do our first VM on, in 2014, and I can still remember when rat came, I mean said, let's, let's do this. And it's like, Oh, you've got it. Excuse me. This is going to cost a fortune. Why would we ever end? And then he's obviously right. It continues to be right. So, Hey, the story about Veem is gross. And when you're growing, you got funds available. People interested you to innovate. You mentioned containers. Danny did also at Kubernetes and, you know, we've got our forensic cast and that are here with us. >>And yeah, those are all important relationships and will continue to develop relationships. Yes. Cool., uh, we've supported, we've got great customers. we have a gross engine. We're going to continue that we don't plan on being comfortable with where we are. We'll continue to enter it in, go after it. Mmm. Additional Tam, but we'll also take care of that core base we came from. So I'm really excited about yeah. And a lot of great breakout sessions. Uh, I keep, um, right. Yeah. Coobernetti's was on, there was a lot of great ones. I did like the one though. And it was like, fall in love with tape all over again. So when I first saw that they brought it, I went running from my age, correct dates and my John Fogarty NCCR, I found one. Uh, so, uh, had to get readjusted to not. So in any event, I do think we like to have a lot of fun. >>You'll see that we get back. Yeah. Yeah. See where we go. As far as the virtual versus it, an onsite. Yeah. A in the future, we landing on site when, and if so, you'll and you're there. You'll cool. We'll be at the party. Yeah, indeed. And I, but I do think there's going to be some learnings that we carry forward and, you know, I think for awhile and maybe even perfect quite a long time, there'll be some kind of hybrid going on with the same deliver, delivering a hybrid world. Guys. Thanks so much for coming to the cube, making this a successful power panel. It was really a pleasure having you. Great. Thanks for having me. Thanks. Thank you for watching everybody. This is Dave Volante for the cube. Keep it right. There are tenuous coverage, the mom, 2024, right back.

(upbeat music) >> From around the globe, it's theCUBE. With digital coverage of VeeamON 2020. Brought to you by Veeam. >> Hi everybody, we're back. This is Dave Vellante, and you're watching theCUBE's continuous coverage of VeeamON 2020. Veeam Online 2020. And Danny Allen is here, he's the CTO and Senior Vice President of Product Strategy and he's joined by Anton Gostev, who's the Senior Vice President of Product Management. Gentlemen, good to see you again. Wish we were face-to-face, but thanks for coming on, virtually. >> Thanks Dave for having us. >> Always love being on with you. Thank you. >> So Danny, I want to start with you. In your keynote, you talked to, about great quote by Satya Nadella. He said "We basically compress two years of digital transformation in two months." And so, I'm interested in what that meant for Veeam but also specifically, for your customers and how you help. >> Yeah, I think about that in two different ways. So digital transformation is obviously the word that he used. But I think of this a lot about being remote. So in two months, every organization that we're ourselves included, has gone from, in person operations going into the office doing things to enabling remote operations. And so, I'm working from home today, Anton's working from home today. We're all working from home today. And so remote operations is a big part of that. And it's not just working from home, it's how do I actually conduct my operations, my backup, my archiving, my hearing, all of those things remotely. It's actually changed the way organizations think about their data management. Not just operations from the sense of internal processes, but also external processes as well. But I think about this as remote offering. So organizations say, "How can I take where we are today "in the world and turn this into competitive advantage? "How can I take the services that I offered today, "and help my customers be more successful remotely?" And so, it has those two aspects to it remote operations, remote offerings. And of course, all driven by data which we backed. >> So Anton, you know there's a saying "It's better to be lucky than good." And I say, "It's best to be lucky and good." So Danny was talking about some of the external processes, a lot of those processes were unknown. And people kind of making them up as they went along, with things that we've never seen before. So, I wonder if we could talk about your product suite, and how well you were able to adapt to some of these unknown. >> Well it's more customers using our product in creative ways. But, one feedback we got most recently in our annual user survey is that like, one of the customers was using tape as the off-site backups. And they had a process where obviously someone had to physically come to the office, pick up the exporter tapes and put them on the truck and move them some off-site location. And so this basically, the process was completely broken with COVID because of lockdown. And in that particular country, it was a stricter on the ground than in most and they were physically unable to basically leave the home. So they basically looked at, Luckily they upgraded already to version 10. And they looked at what version 10 has to offer. And then we're able to switch from using tape to fully automating this off-site backup and going directly to the public cloud to object storage. So, they still have the same off-site backups that, effectively air-gapped because of the first house you provide in virtual time for mutable backups. As soon as they created that they automatically ship to object storage, completely replacing this manual off-site process. So I don't know how long it will take them, if not COVID, to move to this process. Now they love it because it's so much better than what they did before. That's amazing. >> Yeah I bet, there's no doubt. That's interesting, that's an interesting use case. Do you see, others use cases that popped up. Again, I was saying that these processes were new. I mean, and I'm interested in from a product standpoint, how you guys were able to adapt to that. >> Well, another use case that seems to be on the rise is that the ability for customers to deploy the new machines to procure new hardware is severely limited now. Not only their supply chain issues, but also again, bring something into your data center. You have to physically be there and collaborate with other workers and doing installing the, whatever new hardware you purchase. So, we see a significant pick up of the functionality where that, we had in the product for a while, which we called direct resorts to cloud. So we support taking any backup, physical virtual machine. And restoring directory into cloud machine. So we see really the big uptick of migration, maybe a lot of migrations, maybe, not necessarily permanent migrations, but when people want to basically this, some of the applications start to struggle on their sources and they're unable to update the underlying hardware. So what they do is that they schedule the downtime, and then migrate, restore that latest backup into the cloud and continue using the machine in the cloud on much more powerful hardware. That's a lifesaver for them obviously in this situation. >> Yeah so the cloud, Danny is becoming a linchpin of these new models. In your keynote you talked about your vision. And it's interesting to note, I mean, VeeamON, last year, you actually talked about, what I call getting back to the basic of, backup, you kind of embrace backup, where a lot of the new entrants are like, "No no backup's, just one small part, it's data management." And, so I'd love to get your thoughts on that. But the vision you laid out was, backup and cloud data management. Maybe you could, unpack that a little bit. >> Yeah, the way I think about this is step one, in every infrastructure, it doesn't matter whether you're talking about on-prem or in the cloud. Step one is, to protect your data. So this is ingesting the data, whether be backup, whether it be replication, whether it be, long term retention. We have to do that, not only do we have to do that, but as you go to new cycles of infrastructure, it happens all over again. So, we backed up physical first and then virtual, and then we did, cloud and in some ways, containers we're going towards, we're not going backwards but people who are running containers on-prem so we always go back to the starting point of protect the data. And then of course, after you protect it then you, want to effectively begin to manage it. And that's exactly what Anton said. How do you automate the operational procedures to be able to make this part of the DNA of the organization and so, it doesn't matter whether it's on-prem or whether it's in the cloud, that protection of data and then the effective management and integration with existing processes, is fundamental for every infrastructure and will continue to be so into the future, including the cloud. And it's only then when you have this effective protection and management of it, can you begin to unleash the power of data, as you look out into the future, because you can reuse the data for additional purposes, you can move it to the optimal location, but we always start with protection and management of the data. >> So Anton, I want to come back to you on this notion of cloud being a portion of that, when you talk about security people say you layer, how should we think about the cloud? Is it a another layer of protection? And then Danny just said, "It doesn't really matter whether it's on-prem "or in the cloud, it well, it doesn't matter "if you can ensure the same experience." If it's a totally different experience well then it's problematic though. I wonder if you could address, both the layers. Is cloud just another layer and is the management of that, actually, how do you make it, quote, unquote, "Seamless"? I know it's an overused word, but from a product name? >> Well, for larger customers, it's not necessarily a new challenge, because it's rare when the customer had a single data center. And they had this challenge for always. How do I manage my multiple data centers with a single pane of glass? And, I will say public cloud does not necessarily mean that some new perspective in that sense. Yeah, maybe it even makes it easier because you no longer have to manage the physical aspect, the most important aspect of security, which is physical security. So someone else manages it for you and probably much better than most companies could ever afford. In terms of security answer, so then data center. But as far as networking security and how those multiple data centers interact with each other, that's essentially not a new challenge. It is a new challenge for smaller customers for SMBs that are just starting. So they have their own small data center, small world and now they are starting to move some workloads into the cloud. And I would say the biggest problem there is networking and VeeamON, sure provides some free tools to call Veeam PN to make it easier for them to make this step of, securing the networking aspect of public cloud and the private property also that they are in now as workloads move to the cloud, but also keeping some workloads on-prem. >> The other piece of cloud Danny, is SaaS. You weren't the first you were one of the first to offer SaaS back up particularly for Office 365. And a lot of people just, I think, rely on the SaaS vendor, "Hey, they've got me covered. "They've got me backed up", and maybe they do have them backed up, but they might not have them recovered. How is that market shaping up? What are the trends that you're seeing there? >> Well, you're absolutely right Dave. That the, focus here is not just on back up, but on recovery, and it's one of the things that Veeam is known for we don't just do the backup, but we have an Explorer for Exchange , an Explorer for SharePoint, an Explorer for OneDrive. You saw on stage today we demoed the Explorer for Microsoft Teams. So, it's not just about protecting the data, but getting back the specific element of data that you need for operations. And that is critically important. And our customers expect to need that. If you're depending on the SaaS vendor themselves to do that, and I won't, be derogatory or specific about any SaaS vendor, but what they'll often do is, take the entire data set from seven days ago, we'll say, and merge it back into the current data set. And that just results in, a complete chaos of your inbox, if that's what they're merging together. So having specific granularity to pull back that data, exactly the data you need when you need it, is critical. And that's why we're adding it, and the focus on Microsoft Teams now obviously, is because, as we have more intellectual property, in collaboration tools for remote operations, exactly what we're doing now, that only becomes more critical for the business. So, when you think about SaaS for backup, but we also think about it for recovery. And one thing that I'll credit Anton and the product management team for, we build all of this in-house, We don't give this to a third party to build it on our behalf because you need it to work and not only need it to work, but need it to work well, that completely integrated with the underlying cloud data management platform. >> So Anton, I wonder if I could ask you about that. So, from a recovery standpoint, there's one thing, is Dan was saying, you've got to have the granularity, you've got to be able to have a really relatively simple way to recover. But because it's the cloud, there's, latency involved and how are you from a product standpoint, dealing with, making that recovery as consistent and predictable and reliable as you have for a decade on-prem. >> So you mean recovery in the cloud or back to on-prem? >> Yeah, so, recovery from data that lives in the cloud. >> Okay. So basically, the most important feature of any cloud is the price of whatever you do. So, whenever we design anything, we always look at the costs even more than anything else. But, it in turn always translates into better performance as well. To give you example, without functionality where we can take the on-prem backup and make a copy in the public object storage for disaster recovery purposes, so that for example, when a hacker or ransomware wipes out your, entire data center, you have those backups in the cloud, and you can restore from them. So when you perform the restore from cloud backups, we are actually smart enough to understand that, we need to pull that and this in that block from the cloud backup, but many of those blocks actually shared with backups in another machines that are in your own prem backup repository. So we do this on the fly analysis, and we say, instead of pulling the 10 terabyte of the entire backup from the cloud, we can actually pull only 100 gigabytes off unique blocks. And the rest of the blocks we can take from on-prem repositories that have still survived the disaster. So, not only reduces the cost 20 times or whatever. The performance, obviously, of restoring from on-prem data versus pulling everything from the cloud through the internet links is dramatic. So again, we started from the cost, how do we reduce the cost of restore, because, that's where cloud vendors quote, unquote, "Get you." But in the end, it resulted in much better performance as well. >> Excellent, Anton as well in your keynote, you talked about the Veeam availability suite, gave a little sneak preview. You talked about continuous data protection. Cloud Tier, NAS recovery, which is oftentimes very challenging. What should we take away from that sneak peek? >> Three main directions basically, The first is Veeam CGP is we keep investing a lot in on-prem, data Protection, disaster recovery. VMware is a clear leader of on-prem virtualization. So, we keep building these, new ways to protect your web VMware with lower RPOs and RTOs that were never possible before with the classic snapshotting technologies. So that's one thing we keep investing on-prem. Second thing, we do major investments in the cloud in object storage specifically, from that regards, again, put a couple keynote in Google Cloud support. And we're adding the ability to work with coldest tier of object storage, which is Amazon Glacier Deep Archive or Microsoft Azure Blob Storage, archive tier. So that's the second big area of investment. And third, instant recovery Veaam has always been extremely well known for its instant recovery capabilities. And this race is going to be the biggest in terms of new instant recovery capabilities, that were introduced as many as three new major companies with capabilities there. (mumbles) >> So, Danny, I wonder if I could ask you. I'm interested in how you go from product strategy to actual product management and bring things to market. I mean, in the early days, Veeam. Very, very specific to virtualization. That of course, with the Bare-metal, you got a number of permutations and product capabilities. How do you guys work together in terms of assessing the market potential, the degree of difficulty, prioritizing, how does that all come to your customer value? >> Well, first of all, Anton and I, spend a lot of time together on the phone and collaborating just on a weekly basis about where we're going, what we're going to do. I always say there's four directions that we look at for the product strategy and what we're building. You look behind you, you have a, we have 375,000 customers and so those are the tail winds that are pushing you forward. We talked to them on all segments. What is it that you want? I say we look left and right, the left who are alliances. We have a rich ecosystem of partners and channel that we look to collect feedback from. Look right, we look out at the competitors in this space, what are they doing to make sure that we're not missing anything that we should be including and then look forward. Big focus of Veeam has always been not just creating check boxes and making sure that we have the required features but innovation. And you saw that on stage today when Anton was showing the NAS Instant Recovery in the database instant recovery and the capabilities that we have, we have a big focus on, not just checking a box but actually doing things better and differently than everyone else in the industry and that serve to see incredibly well. >> So I love that framework. But so now when you think about this pandemic, you look behind your customers have obviously been affected, your partners have been affected. Let's put your competitors to the side for a minute, we'll see how they respond. But then looking forward, future, as I've said many times, we're not just going back to 2019. We're new decade and really digital transformation is becoming real, for real this time around. So as you think about the pandemic and looking at those four dimensions, what initial conclusions are you drawing? >> Well, the first one would be that that Veeam is well positioned to win, continue to win and to win into the future. And the reason for that I would argue, is that we're software defined. Our whole model is based on being simple to use obviously, but software defined and because of the pandemic, as Anton said, can't go into the office anymore to switch your tapes from one system to another. And so being software defined set this apart positions as well for the future. And so make it simple, make it flexible. And ultimately, what our customers care about is the reliability of this end to the credit of research and development and Anton theme is, "We have product that as everyone says, it just worked". >> So Anton I wonder if I could ask you kind of a similar question. How has the pandemic affected your thinking along those dimensions and maybe some of your initial thinking on changes that you'll implement? >> Yes, sorry I wanted to add exactly on that. I will say that pandemic accelerated our vision becoming the reality. Basically, the vision we had and, I said a few years ago, one day that Veeam will become the biggest storage vendor without selling a single storage box. And this is just becoming the reality. We support a number of object storage providers today. Only a few of them actually track the consumption that is generated by different vendors. And just for those few who do track that and report numbers to us. We are already managing over hundreds of petabytes of data in the cloud. And we only just started a couple of years ago with object storage support. So that's the power of software defined. we don't need to sell you any storage to be eventually the biggest storage player on the market. And pandemic is clear accelerated that in the last three months we see the adoption, it was already like a hockey stick, but it's accelerating further. Because of the issues customers are facing today. Unable to actually physically go back to the office, do this backup handling the way they normally do it. >> Well guys, it's been really fun the last decade watching the ascendancy of Veeam, we've boarded on it and talked about it a lot. And as you guys have both said things have been accelerated. It's actually very exciting to see a company with, rich legacy, but also, very competitive with some of the new products and new companies that are hitting the market. So, congratulations, I know you've got a lot more to do here. You guys have been, for a private company, pretty transparent, more transparent than most and I have to say as an analyst, we appreciate that and, appreciate the partnership with theCUBE. So thanks very much for coming on. >> Thank you, Dave. Always a pleasure. >> Thanks Dave. >> All right, and thank you for watching everybody. This is Dave Vellante for theCUBE in our coverage of VeeamON 2020. Veeam Online. Keep it right there, I'll be right back. (upbeat music)

>> Narrator: From around the globe its theCUBE with digital coverage of Veeamon 2020, brought to you by Veeam. >> Hi everybody, this is Dave Vellante. We're here with a preview of Veeamon 2020. Danny Allan, CTO of Veeam, Danny I wish we were face to face, man, but great to see you online. >> Great to see you as well. This is the next best thing, right? >> It is, I mean, you know, Veeamon has been a great conference for the last several years, we've attended with theCUBE. But let's get into it. You know, COVID-19 obviously shifts to virtual, but there's a lot of things going on, I'm sure in your business, a lot of talk about business resiliency. How has the pandemic sort of affected Veeam and how you're managing the business? Well, it certainly impacted the entire industry. It actually, one of the interesting things that has happened, of course, is that you used to get on an airplane, fly to the customer, shake their hand, and close the deal. That obviously isn't happening. That's the external side of it. The internal side of it is, you know, everyone went into an office, we had a culture, especially in inside sales and support, people going into offices and obviously we had to close them. The downside is we lose some of that model that we've had in the past, but the upside, the bright side of this is we've been doing fantastic, in fact, the numbers that we have achieved are the same as if COVID-19 hadn't hit. Now, I attribute that to a few different things. One is that, you know, we have a broad spectrum of customers, 375,000 across all segments across all industries. And while it's still early in the year, who knows what's going to happen? What I can say is that from a business results standpoint, it's been good. From a product strategy standpoint, which is where I sit of course, it's actually been better than good because we actually have the opportunity to focus a little bit more, perhaps, than we have in the past to speaking to customers and delivering on things that are harder to do when you're on airplanes all the time. >> Well, I mean, we've been reporting on theCUBE that it's really a story of the haves and have nots. I mean, my take away there is had it not been for COVID-19, maybe the numbers would even be higher. At the same time, though, the whole, like I said, business resiliency, work from home, people really thinking about data protection has really come to the fore. So some of the other trends, obviously, that are tailwinds: cloud, data, the whole notion of multicloud. I'm sure we're going to hear a lot about this at the Veeamon virtual. >> Yeah, so as you know, our objective is to be the most trusted provider of backup solutions that deliver cloud data management. And so, there's a big focus on cloud where we certainly think of cloud, of course, as the big three hyper scalers of AWS, Azure, and Google, and you're going to hear announcements about all three of those and products that continue to enhance your capabilities there. But it's also our partners. We have in our virtual solutions lab, we actually have 30 partners there, but we have a huge stable, if you will, or partner ecosystem of Veeam cloud service providers, and we're excited that they're going to be there, as well. And we're highlighting some of their innovations. >> Yeah, I mean, we're dropping a breaking analysis this week on cloud. All three of those cloud suppliers you mentioned have a lot of momentum behind, you know, their businesses right now. Pandemics, not pandemics, but downturns have always been good for cloud and I think this is no change. So, give us a little, you know, glimpse as to what we're going to hear from a product standpoint at Veeamon 2020. >> Well a few different, exciting things. In the past, as you know, we launched Veeam backup for AWS, that was our first cloud native solution. We just recently launched Veeam backup for Microsoft Azure, and you're going to see iterations on those products demoed live on stage by the legendary Anton Gostev, and always the fan favorite Rick Vanover. So you're going to see demos of those. You're also going to see the first foray into partnerships with Google, as well, Google Cloud Platform. If you combine all those hyper scalers right now, they did, I think a little over 67 billion last year, in 2019, and obviously the compound annual growth rate is projected to go to 375 billion. So we're going to highlight some of the capabilities that we've introduced in the last few months and over the rest of 2020 with them. >> Well and you're right, you mean we just reported, we just saw, you know, first quarter earnings reports. You got AWS as a $38 billion business growing in the mid-30s. You got, you know, Azure and Google growing faster from a smaller base but still enormous, many many billions. You also have hands on labs. There's two days, June 17th and June 18th, so, you know, check it out, go sign up. But you've got hands on labs that you're bringing to the virtual experience. >> Yeah, so we're doing 20 break-in sessions, 10 live sessions, and that's exciting. But, actually, for the first time, and it was based on demand, we're doing what we call a Veeam-a-thon, and that's going to bring 20 to 30 live sessions where, actually, users can come and collaborate live with the experts. And one of the things about a virtual event, of course, is that this opens it up globally for people to come and register for free, but they can actually interact on an ongoing basis over those two days with the experts from Veeam. So, while some people are disappointed that we can't be there face to face, we're still going to have the legendary party, but we're also doing some of these Veeam-a-thons and live interactions, which is a new opportunity for us. I think it's exciting. >> Well you better make sure you have your auto scaling on. Danny, I'm seeing some of these virtual conferences get so many people. We just saw one on twitter with so much demand it went down. I'm sure you guys got your infrastructure together. So, bring us home. You know, why should I attend Veeamon 2020? >> Well, everyone knows Veeam for its high energy, its exciting conferences, lots of announcements. We have partners there with us on stage. This is taking it to the next level. We're taking that same conference that is exciting, lots of energy, we're doing it online, which brings it to a global market, and we're not decreasing the energy. In fact, we're still having that legendary party. We're still doing all those massive announcements. And so, this just is a next generation, I would argue, of where the industry is going. And we're excited to be there with our partners. >> So very exciting time for Veeam. Blockbuster Acquisition in January. Congratulations to Danny, to you, and very excited for Veeamon. Check it out, June 17th and 18th, a great thing, typical Veeam, right? It just works, you go there, it's not like a huge exam, just a few things you got to enter, email and a couple other things, boom, registration's simple. Danny thanks so much for helping us with this preview, really appreciate it. >> Thank you very much Dave, always a pleasure, and happy to speak with you. >> All right stay safe everybody, this is Dave Vellante for theCUBE and we'll see you next time. (Calm music)

>> Narrator: From around the globe, it's theCUBE. With digital coverage of VeeamON 2020. Brought to you by Veeam. >> Hi everybody, welcome back to VeeamON 2020. My name is Dave Vellante, and you're watching theCUBE's coverage of VeeamON. This is the first time we've done Virtual VeeamON. We've got the Veeam power panel, Bill Largent, CEO, Jim Krueger, the CMOs, Danny Allen who's the CTO and Senior Vice President Product Strategy. All have been on earlier, guys great to see you. Thanks for coming back and digging out of the power panel. Appreciate it. >> Good. >> Thank you Dave. >> I'm glad to be here. >> Thank you Okay, I want to start off, Bill, get a business update. We've so I talk a lot about COVID. We can go back to that, but you guys, as a private company, you divulge more information, than most private companies. And we appreciate that as an independent but guys, if you would bring up that one slide. You shared this publicly a little earlier. I mean, you guys are a billion in revenue now, 21% annual recurring revenue growth, 375,000 customers, 97% year on year increase in your universal license bookings. Everything seems to be happening, Bill. What what can you tell us? >> Well we had a great first quarter also that we kicked off where we had our transaction with insight venture partners, which right in the middle of that quarter, at the end of it, we had that activity that went on, that one might think would have disrupted the business, it didn't, we had our plan for Q1, really excited about that. We announced our growth saw that here recently. We're really pumped into our second quarter. We managed to transition everybody out of offices. We probably had 75% of our workforce move. Yeah, they did that. We had a fantastic April. We're having a very good May. So it's just a great start with a great customer base. So I'm really excited about it. >> Yeah, you mentioned insight. We obviously covered that and reported on that. Insight, they like growth, not like the old school private equity, suck money out. They want growth, they want options down the road (mumbles) Maybe it's a rule of 40 rule, the type of company. So that's got to be exciting for you guys and your employees. >> Yeah, I think it's pretty exciting. Few of us have been around the insight team since 2002. So a very well known group of individuals to us. They are focused in the software space and know the infrastructure space really well. My triple that hour our lead on the insight team and his his staff is that's a move into, as we move into it, stepping up and moving into our very revenue focus versus part of a total contract. But nice resource to have for things that we might want to do in the future related acquisitions. So we're really excited about it. >> I mean, if I'm in VC right now, I'm looking at SaaS, I'm looking and it's software, I'm looking for companies that have an annual recurring revenue model I'm looking for adopting of products and those kinds of of KPI's and you guys fit that bill Maybe a larger size and obviously in the early stage startup but that's kind of the profile of the the company that you want to invest in 2020s, isn't it? >> Absolutely, and I'd also say it's the kind of company we want to invest in, in the future as we go forward to bring in new technologies and expand markets. Addressable market back to comments, we had discussions on, what's it look like in 2030? And it's like, okay, those are we're heading. >> So Danny, Pat Gelsinger is famous on theCUBE for saying that, look, if you don't ride the waves, can it become driftwood. So what are the mega trends that you guys are riding today and that you're seeing in the future? We'll keep you ahead of the pack. >> Well, we clearly talk a lot about cloud data management. So act two for us is not just moving from perpetual licensing to subscription and evolving with American at a business level. It's also at a technical level. And so we invested heavily, as we demoed earlier today, Veeam backup for Office 365 version 5. An important point act two for us is not just product. There's also product delivery. That's version 5 of a release of a product to that came out three years ago. So the backup for office 365, we showed you Veeam backup for AWS. And you saw from Anton as well supporting Google cloud storage and supporting all of the major cloud providers. So for us to not just ride the wave, but actually be ahead of everyone else it's to embrace cloud data management and give the customers what they really need. >> Well, I think you guys are in a unique position too. I mean, if you guys obviously sell on-prem, but if you're they're an on-prem infrastructure company, really living on box margins you can talk the cloud talk, but it's not necessarily a tailwind for you guys? So Danny, how is cloud, right how cloud is it tailwind for Veeam versus some of the other legacy players, >> Well, Veeam has always been, we always highlight simple, flexible, reliable, but one of the, the parts of flexible of course, is where it's being software defined. And we've been software defined from the very beginning. And if you're in a world where you have to go take a box, plug it into the data center and rack and stack it and be there physically. You're not going to survive in this type of environment. So being software defined help us, not only when the data center, but to help our customers as they go through that evolution. On-prem too, maybe just storing backups in the cloud, actually running the workloads in the cloud and protecting there. >> Well, so Jim I want to turn it to you sort of thinking about the Veeam brand. we talked earlier about how you guys have always punched above your weight, famous parties and so forth, but now billion dollars now entering a new era. It's ironic that we're now doing virtual events. So no big giant party this year, but I feel like, I mean, you guys are what, 14-year old company now, and kind of grown up you three and your colleagues are bringing you lots of adult supervision. How should we think about the VeeamON or Veeam brand going forward? >> Yeah, no, I think the Veeam brand is critically important because there's just such a strong affinity and connection with customers. And I think one of the challenges as you get larger and go from 1 billion to 2 billion, a lot of companies miss the beat relative to staying connected to their customers. And that's something that we're putting a tremendous amount of focus on that first slide that you flashed up no 91% customer satisfaction, a 75 net promoter score, which is three and a half times industry average. I think our key to success is not only bringing great products, the market, but looking at the holistic picture relative to supporting customers and customer satisfaction, which is a key driver of the company. well, it will help us to continue to build on the brands and have the best brand in the market. >> Well, what I want to come back to is the marketing whiz in the panel. I mean, you think about digital. We feel like the world is going to be one in digital in the next a decade. I take the pick the GNC example. And you think about just even a term like customer relationship management, we all use CRM systems. I'm not sure I want a relationship GNC, but I do know this, I want a good deal, right. If they're going to make me an offer, I'm going to look at that and these other brands, that's digital that is having infrastructure and data That's obviously protected to be able to offer that at the right time, for the right customer, so that they can take advantage of it and have the right candles. I wonder if you could talk about what you see as a marketing pro just in terms of digital and that customer intimacy. >> Yeah so I think it it's a multifaceted, I think one of the key things that again Veeam does that's different than other companies is that we, we have a direct connection with our customers. So in our head of product management sends out an update every Sunday, and it goes into quite a bit of detail around sort of how to deploy this, how to deploy that. And really creating a digital journey for the customer from a marketing perspective, because yeah, like within any situation, you don't want to talk to a salesperson right off the back because you know, they're going to try to sell you. So you want to do something investigation, you need the contents and information to help you move along that journey until you get to the point where, okay, now it's time, I've kind of narrowed it down and I need to talk to someone to give me some more information. So I look at one of the key differentiators of Veeam is that digital experience which I think from the founding of the company that Rattler put into place has carried us forward. And when we continue to put a lot of focus on that digital experience, which I think gives us definitely a leg up on the competition. >> So bill, you got to place bets as the CEO. I'm interested in where you're placing bets. I mean, you've made some pretty substantial investments in your partner network. You've got some big names partners that are okay, you're moving a lot of products through those guys, obviously your heritage as a company is steep. And technical development you are very successful sales organization, but sir, where are you placing your chips on the table these days? And maybe especially in the context of this pandemic, if anything changed in your thinking. >> Yeah, well the bets will always be placed on the product side of it. That's a big, so your products. You go partners and you go our employees and those are the big bets that will make, what are we doing on the partner side we're continuing pretty aggressive activity and making sure these partners have a simpler place as I've discussed before to do business with them. It's more challenging the larger we get. But yeah, we'll keep that focus on. The product offering has been a again, always go back to any of our taglines. It just works, put us in the lab, we're going to win. We're going to win that technical decision a process. And then we're putting it up pretty big bets on our employee base, we're all over the world 4,300. The I think the decisions we have, like a lot of companies have moving forward are going to be, where are you going to work from? You're going to work from that home office. So you're going to combine it back into the office or are you going to not, you're just going to yeah. Do you're going to go back the way things are. I don't think that's going to happen at all. So take bets will always be on bringing good product to market like technical decisions. >> So let's, let's talk to Andy about the product. I mean, you've I saying you've grown up, you've gone from yeah relatively narrow portfolio to now expanding a lot of different use cases, many several different clouds on-prem hybrid, et cetera. How do you ensure it, Danny, from product standpoint That you don't just get a, a collection of point product, but you actually have a platform that even, for instance, your licensing model very easily. support that notion, how do you ensure that more of a platform, if you will, then just the, a bunch of selection of product, >> The answer to that would be focused maniacal focus. So it's interesting that you brought up licensing. So one of the things that we're very focused on is making that licensing can move across all these different types of infrastructure. So the universal license allows you to do that. You can move a workload from physical to virtual, to cloud, to back the application services call with a single license. But we also do that product level too. One of the interesting things that we've been focused on is it's something internally, we call it the Veeam integration platform that enables you to have a central common control playing across the entire organization. But yet you can deploy in the need of environments that make the most sense. So if you think about what we showed you earlier today with beam backup rate AWS, you're running on an interface that you deploy out of the AWS marketplace, but that product actually integrate back into Veeam availability suite. So that's true of being backup for AWS, Roger being backup from Nutanix. Every time we add a new one capability platform, whether it's fast or virtual or cloud, we make sure that it's still cause that central connection to the main control plane. And that's why we call this five data management, because it gives you that data management cross all of these different infrastructures. It's clearly not easy to do, but the focus that we have good on this result, then our customers, ultimately, >> So I want to ask you guys about culture, Jim, I start with you, I mean, a lot of people, obviously story averted, or asking this theme, still going to have parties you got your two founders and sort of set good. Ratt would always be right there in the mix lap. Last one to leave very hard charging and that's kind of steep in the Veeam culture, but I'm interested in, and if there's been any sort of discernible change, as you get bigger and bigger, how you were able to maintain that culture, what are some of the things that you want to keep, and maybe some of the things that you want to evolve. >> Yeah, no great question. And I think culture is I'm a big believer. Yeah. That culture can really differentiate a company in the marketplace and I think themes culture in the past has really done that effectively. And I think that's it shows in the success of the company. So I definitely see it as as my job, along with the rest of the executive team to continue to, to carry that torch forward. one of the things that I learned coming to Veeam was, was really winning the hearts and minds of the customers that you're serving. And so that can be anything from a party being totally open to your customers, listening to your customers, I've given them different channels to give you a feedback and just being a company that's easy to do business with. I think it's critically important. And those are some of the key things from a cultural perspective that's how we want to carry forward. You mentioned car charging, absolutely being aggressive in the marketplace. but bringing solutions to market really hit the sweet spot Relative to customer need, I think is again, one of the cultural pieces and that maniacal focus on customer satisfaction, which is absolutely key. >> So well, I wonder Bill, if you could comment, maybe in this context part of your job of course, is an expansion traditionally been a European based company moving So the US I'm curious as to what effect that will have both culturally and on Tam as well. You're extremely successful in, in overseas. Oh, of course, so there's maybe even more penetration within the US and obviously throughout the call, we've certainly talked a lot about cloud, but maybe your thoughts on it. >> Okay, Well, thanks very much. Hopefully you see no impact on culture, in the sense of our move from a European headquarters to a US headquarters. We definitely felt it important to bring it a us headquarters in place. We now have moved all us shareholders. our culture is really the built on core values that we develop back in 2012, that really the everything else branches off of innovate and iterate it's about everybody sells. We clearly add that yeah. A goal for everyone in the company and the fact that we also want to win. So we'll fight hard to win bringing it to the US okay. A lot of our competitors are based in the US we think we can even though we've got great numbers against all our competitors, we'll even bring the fight much harder. Now that we're in the United States as a headquarter place, change nothing else internationally, globally. >> So Danny, every I'll five or seven years or so Gartner or IDC or whomever without a service is that we just did a survey that yeah. X percent of the customers are going to rethink their backup strategies in the next 24 months. You see that literally every half a decade. so, well what's, what's the driving that now. I mean, certainly cloud is it which factor edge we're going to be talking about the edge for the how many years, and then, and it's really going to start to drive revenue at some point kind of like the cloud was 10 years ago. but so talk about how you guys sort of, are they relevant conversation and what customers should be thinking about in terms of those transitions? >> Well every customer says I'm going to reevaluate my backup solution every five or seven years, but the reality is what's happened. Yeah. Industry itself goes through transition. So we go from physical to virtual and as they go to virtual, for example, they say, Hey, I can't use my legacy providers. So I'm going to choose a new one. They choose Veeam. And then of course, we go to cloud and we're going to go to containers and we're going to go to edge. And every time he goes through those iterations, there is an opportunity for the next generation of platform to emerge. And so beam's focus here is to make sure that we're ahead of those trends to make sure we're thinking ahead of our customers. So right now, for example I spent an in order to in amount of time thinking about cloud and containers so that when the customer gets there, when they get the edge, when they get do all of these things, but they have a data management platform that protects them. And step one is always going to be the same. I always say the step one for every iteration of infrastructure is just ingest the data because you need to protect it. It's only after you protected and begin to manage it, be integrated into the business. Can you be into unleashed, but we go through this cycle over and over again. And ultimately it's the, the vendor, it's the partner that is most trusted, that wins as, as Jim alluded to our NPS scores for themselves, our customer base, right, sorry self our intimacy with the customers. Great. Awesome. So as long as we keep that close connection, then we think we're well positioned to the lead as we go through the next iteration of infrastructure. Okay. Let's talk about the competition, Danny. >> Let's stay with you. Okay. You've got some, well-funded not even startups anymore. Okay. Companies that are kind of going after the base, you've got a huge install base okay Of legacy companies. I mean, I think it's easier for, for some of those guys to attack sort of a box space, the solution, you guys are more software, but I'm sort of interested in take Danny on why the shiny new toys and that have obviously have momentum in the marketplace. >> Yeah, the shiny new toys, they come out with a solution that is very packaged up and black box. You can't actually customize it very much for the user need. And that's, we don't believe that that's going to work in the longterm. And the reason I say that, okay, the pandemic we're in, if you can't go into the data center to rack and stack a box, if you can't actually working with the infrastructure that's already in place, then you're not positioned to work well in the longterm. And, and so we have this unfair advantage we've been around for over a decade. We integrate with over 45 different storage vendors. That's not including the wild vendors all of our partners. And so we do have an unfair advantage with a history of all of these integrations, but that flexibility is really what our customers need. They don't want to be law into the data center. They don't know two, three years from now, their strategy might change. They might say, take the workload, moving to the cloud. And so if your whole focus is on selling your customers , something that I used them to their data center, that in itself is a challenge. And being software defined we're well positioned to make future for any evolutions that happened in America. Okay. So we're in a good place. I'm well, knock on wood, but I think we're going to keep going. >> Yeah. That's an interesting answer. Not one that I expected, but it's to make sense in the context with a QA we had with Andy Jassy a while ago. I was Kind of pushing them on the zillion APIs. And he basically had a similar answer. Obviously cloud services is different, but essentially saying, we don't know where the market's going. So we want to have very granular role at You're kind of a primitive level so that we have that flexibility and maybe there's a trade off sometimes just in terms of what you called out of the box, but it's a very handy Jessie like answer, it sort of strikes me. >> Well, it's certainly true that the customers don't know a year from now they've been using that hardware, but a year from now two years from now, we run into another market impediment. They might want that money back. They might want, you might want flexibility to expand into it, different geography or take advantage of the elasticity of the cloud and buying a piece of hardware. Just the very fact that you buy hardware that essentially ties you into that hardware, at least three years, probably being software defined, you can continue to reuse and leverage all the assets that you've already had committing to a lock-in period of time. >> So from a, from a marketing standpoint, Jim strategy, brand customer intimacy, what you're in. >> Well, Dan, you already talked a little bit about it in terms of kind of the, the three cornerstones, of how we think our simplicity, flexibility, and reliability. And as bill talked about when we get into now into a customer, and if they're testing us out trial and us out nine times out of 10, we're going to win because they see those three key things and those three key things we hear on a daily basis from our customers and how important that is. So we continue to build out on each of those the challenges, keeping it simple. And that's an area that we have to continue to focus on. but I think those are the key differentiators for us going forward. I think the flexibility piece is the integration with all the storage, our ecosystem of partners. Well, we have I think close to 40 partners that are sponsoring the Amman here. so that's a, that's a key differentiator because we work with basically everybody we're agnostic. and again, just easy to do business with an, a true partner. >> I got it. I got one more question for Danny, and then I want to ask bill to close, but okay. Guys, feel free to chime in on this one as well. But some of the things we haven't talked about about money , Danny containers, protecting containers the edge these are all sort of emerging opportunities. I know you've got some, yes, on the container side, the edge is early days. There's whole new models of computing potentially a lot of data going to be, we created, okay. Unclear how much is going to have to be persistent, but certainly would that much data the IDC forecasts, a lot of it's going to have to be. So your thoughts on some of those other emerging trends that we haven't talked. >> Well, the key to this segment of America are our partners Trust us. We're thinking about this ahead of when they will actually need it. And you're right. I think we're early days in containers. I think we're early days in edge. We don't know we have a partner ducks unlimited where they're storing data for 60 years. Use it from IOT sensors, keep it for 60 years because they don't know in the future, if that data is going to be relevant. And so our focus is to make sure that we're ahead of our customer base in terms of thinking of it, and then making sure that our platform supports what they need as they need it. You want to be careful about going too far in advance. Sometimes in the industry you hear about people who are talking about magic 60, Dustin's solving Crazy problems that our customers don't actually have. We're very pragmatic. We want to make sure that problems that we're addressing that are platform fundamentally addresses where they are today. And then also be in those discussions with them about where they're going to be tomorrow. >> Well, maybe some of that magic pixie dust go into the COVID vaccine. That would be good. They'll bring us home. So the virtual forklifts are breaking down, came 20, 20. What are the big takeaways from Europe? Your first VeeamON as CEO, but what are the big takeaways as the virtual trucks are pulling away? >> Yeah. Thanks very much for asking that question. We you know, we did do our first VM on, in 2014, and I can still remember when Ratner came to, I mean, let's do this. And it's like, Oh, you've got it. Excuse me. This is going to cost a fortune. So why would we ever end? And then he's obviously a right. It continues to be right. So I hate the story about Veeam is gross. And when you're growing, you got funds available. People interested you to innovate. You mentioned containers. Danny did also at Kubernetes and we've got our forensic cast and that are here with us. And yeah, those are all important relationships and will continue to develop relationships and . But why Veeam we've supported, we've got great customers for it. We have a gross engine, we're going to continue that we don't plan on being comfortable with where we are. We'll continue to enter in, go after it. Additional Tam, but we'll also take care of that core base we came from. So I'm really excited about, we had a lot of yep. A lot of great breakout sessions. I keep right. Okay. K was on, there was a lot of great ones. I did like the one though. And it was like, fall in love with tape all over again. So when I first saw that they brought it, I went running from my age, correct tapes and my John Fogarty NCCR I've found one. so had to get readjusted to not. So in any event, I do think, Nope. We like to have a lot of fun. You'll see that we get back See where we go as far as the virtual versus an onsite in the future, we landing on site when, and if so, you'll, and you're there you'll, you will be at the party. >> Yeah, indeed. And I, but I do think there's going to be some learnings that we carry forward and I think for awhile and maybe even perfect quite a long time, there'll be some kind of hybrid going on with the seem to live in a hybrid world. Guys thanks so much for coming to theCUBE and making this a successful power panel. It was really a pleasure having you. >> Great. >> Thanks for having me. >> Thanks. >> Thank you for watching everybody. This is Dave Vellante for theCUBE. Keep it right here. There are tenuous coverage, the VeeamON 2020, right back. (slow instrumental music)

(upbeat music) >> From around the globe, it's theCUBE. With digital coverage of VeeamON 2020. Brought to you by Veeam. Everybody, we're back. This is Dave Vellante, and you're watching theCUBE's continuous coverage of VeeamON 2020. Veeam Online 2020. And Danny Allen is here, he's the CTO and Senior Vice President of Product Strategy and he's joined by Anton Gostev, who's the Senior Vice President of Product Management. Gentlemen, good to see you again. Wish we were face-to-face, but thanks for coming on, virtually. >> Thanks Dave for having us. >> Always love being on with you. Thank you. >> So Danny, I want to start with you. In your keynote, you talked to, about great quote by Satya Nadella. He said "We basically compress two years of digital transformation in two months." And so, I'm interested in what that meant for Veeam but also specifically, for your customers and how you help. >> Yeah, I think about that in two different ways. So digital transformation is obviously the word that he used. But I think of this a lot about being remote. So in two months, every organization that we're ourselves included, has gone from, in person operations going into the office doing things to enabling remote operations. And so, I'm working from home today, Anton's working from home today. We're all working from home today. And so remote operations is a big part of that. And it's not just working from home, it's how do I actually conduct my operations, my backup, my archiving, my hearing, all of those things remotely. It's actually changed the way organizations think about their data management. Not just operations from the sense of internal processes, but also external processes as well. But I think about this as remote offering. So organizations say, "How can I take where we are today "in the world and turn this into competitive advantage? "How can I take the services that I offered today, "and help my customers be more successful remotely?" And so, it has those two aspects to it remote operations, remote offerings. And of course, all driven by data which we backed. >> So Anton, you know there's a saying "It's better to be lucky than good." And I say, "It's best to be lucky and good." So Danny was talking about some of the external processes, a lot of those processes were unknown. And people kind of making them up as they went along, with things that we've never seen before. So, I wonder if we could talk about your product suite, and how well you were able to adapt to some of these unknown. >> Well it's more customers using our product in creative ways. But, one feedback we got most recently in our annual user survey is that like, one of the customers was using tape as the off-site backups. And they had a process where obviously someone had to physically come to the office, pick up the exporter tapes and put them on the truck and move them some off-site location. And so this basically, the process was completely broken with COVID because of lockdown. And in that particular country, it was a stricter on the ground than in most and they were physically unable to basically leave the home. So they basically looked at, Luckily they upgraded already to version 10. And they looked at what version 10 has to offer. And then we're able to switch from using tape to fully automating this off-site backup and going directly to the public cloud to object storage. So, they still have the same off-site backups that, effectively air-gapped because of the first house you provide in virtual time for mutable backups. As soon as they created that they automatically ship to object storage, completely replacing this manual off-site process. So I don't know how long it will take them, if not COVID, to move to this process. Now they love it because it's so much better than what they did before. That's amazing. >> Yeah I bet, there's no doubt. That's interesting, that's an interesting use case. Do you see, others use cases that popped up. Again, I was saying that these processes were new. I mean, and I'm interested in from a product standpoint, how you guys were able to adapt to that. >> Well, another use case that seems to be on the rise is that the ability for customers to deploy the new machines to procure new hardware is severely limited now. Not only their supply chain issues, but also again, bring something into your data center. You have to physically be there and collaborate with other workers and doing installing the, whatever new hardware you purchase. So, we see a significant pick up of the functionality where that, we had in the product for a while, which we called direct resorts to cloud. So we support taking any backup, physical virtual machine. And restoring directory into cloud machine. So we see really the big uptick of migration, maybe a lot of migrations, maybe, not necessarily permanent migrations, but when people want to basically this, some of the applications start to struggle on their sources and they're unable to update the underlying hardware. So what they do is that they schedule the downtime, and then migrate, restore that latest backup into the cloud and continue using the machine in the cloud on much more powerful hardware. That's a lifesaver for them obviously in this situation. >> Yeah so the cloud, Danny is becoming a linchpin of these new models. In your keynote you talked about your vision. And it's interesting to note, I mean, VeeamON, last year, you actually talked about, what I call getting back to the basic of, backup, you kind of embrace backup, where a lot of the new entrants are like, "No no backup's, just one small part, it's data management." And, so I'd love to get your thoughts on that. But the vision you laid out was, backup and cloud data management. Maybe you could, unpack that a little bit. >> Yeah, the way I think about this is step one, in every infrastructure, it doesn't matter whether you're talking about on-prem or in the cloud. Step one is, to protect your data. So this is ingesting the data, whether be backup, whether it be replication, whether it be, long term retention. We have to do that, not only do we have to do that, but as you go to new cycles of infrastructure, it happens all over again. So, we backed up physical first and then virtual, and then we did, cloud and in some ways, containers we're going towards, we're not going backwards but people who are running containers on-prem so we always go back to the starting point of protect the data. And then of course, after you protect it then you, want to effectively begin to manage it. And that's exactly what Anton said. How do you automate the operational procedures to be able to make this part of the DNA of the organization and so, it doesn't matter whether it's on-prem or whether it's in the cloud, that protection of data and then the effective management and integration with existing processes, is fundamental for every infrastructure and will continue to be so into the future, including the cloud. And it's only then when you have this effective protection and management of it, can you begin to unleash the power of data, as you look out into the future, because you can reuse the data for additional purposes, you can move it to the optimal location, but we always start with protection and management of the data. >> So Anton, I want to come back to you on this notion of cloud being a portion of that, when you talk about security people say you layer, how should we think about the cloud? Is it a another layer of protection? And then Danny just said, "It doesn't really matter whether it's on-prem "or in the cloud, it well, it doesn't matter "if you can ensure the same experience." If it's a totally different experience well then it's problematic though. I wonder if you could address, both the layers. Is cloud just another layer and is the management of that, actually, how do you make it, quote, unquote, "Seamless"? I know it's an overused word, but from a product name? >> Well, for larger customers, it's not necessarily a new challenge, because it's rare when the customer had a single data center. And they had this challenge for always. How do I manage my multiple data centers with a single pane of glass? And, I will say public cloud does not necessarily mean that some new perspective in that sense. Yeah, maybe it even makes it easier because you no longer have to manage the physical aspect, the most important aspect of security, which is physical security. So someone else manages it for you and probably much better than most companies could ever afford. In terms of security answer, so then data center. But as far as networking security and how those multiple data centers interact with each other, that's essentially not a new challenge. It is a new challenge for smaller customers for SMBs that are just starting. So they have their own small data center, small world and now they are starting to move some workloads into the cloud. And I would say the biggest problem there is networking and VeeamON, sure provides some free tools to call Veeam PN to make it easier for them to make this step of, securing the networking aspect of public cloud and the private property also that they are in now as workloads move to the cloud, but also keeping some workloads on-prem. >> The other piece of cloud Danny, is SaaS. You weren't the first you were one of the first to offer SaaS back up particularly for Office 365. And a lot of people just, I think, rely on the SaaS vendor, "Hey, they've got me covered. "They've got me backed up", and maybe they do have them backed up, but they might not have them recovered. How is that market shaping up? What are the trends that you're seeing there? >> Well, you're absolutely right Dave. That the, focus here is not just on back up, but on recovery, and it's one of the things that Veeam is known for we don't just do the backup, but we have an Explorer for Exchange , an Explorer for SharePoint, an Explorer for OneDrive. You saw on stage today we demoed the Explorer for Microsoft Teams. So, it's not just about protecting the data, but getting back the specific element of data that you need for operations. And that is critically important. And our customers expect to need that. If you're depending on the SaaS vendor themselves to do that, and I won't, be derogatory or specific about any SaaS vendor, but what they'll often do is, take the entire data set from seven days ago, we'll say, and merge it back into the current data set. And that just results in, a complete chaos of your inbox, if that's what they're merging together. So having specific granularity to pull back that data, exactly the data you need when you need it, is critical. And that's why we're adding it, and the focus on Microsoft Teams now obviously, is because, as we have more intellectual property, in collaboration tools for remote operations, exactly what we're doing now, that only becomes more critical for the business. So, when you think about SaaS for backup, but we also think about it for recovery. And one thing that I'll credit Anton and the product management team for, we build all of this in-house, We don't give this to a third party to build it on our behalf because you need it to work and not only need it to work, but need it to work well, that completely integrated with the underlying cloud data management platform. >> So Anton, I wonder if I could ask you about that. So, from a recovery standpoint, there's one thing, is Dan was saying, you've got to have the granularity, you've got to be able to have a really relatively simple way to recover. But because it's the cloud, there's, latency involved and how are you from a product standpoint, dealing with, making that recovery as consistent and predictable and reliable as you have for a decade on-prem. >> So you mean recovery in the cloud or back to on-prem? >> Yeah, so, recovery from data that lives in the cloud. >> Okay. So basically, the most important feature of any cloud is the price of whatever you do. So, whenever we design anything, we always look at the costs even more than anything else. But, it in turn always translates into better performance as well. To give you example, without functionality where we can take the on-prem backup and make a copy in the public object storage for disaster recovery purposes, so that for example, when a hacker or ransomware wipes out your, entire data center, you have those backups in the cloud, and you can restore from them. So when you perform the restore from cloud backups, we are actually smart enough to understand that, we need to pull that and this in that block from the cloud backup, but many of those blocks actually shared with backups in another machines that are in your own prem backup repository. So we do this on the fly analysis, and we say, instead of pulling the 10 terabyte of the entire backup from the cloud, we can actually pull only 100 gigabytes off unique blocks. And the rest of the blocks we can take from on-prem repositories that have still survived the disaster. So, not only reduces the cost 20 times or whatever. The performance, obviously, of restoring from on-prem data versus pulling everything from the cloud through the internet links is dramatic. So again, we started from the cost, how do we reduce the cost of restore, because, that's where cloud vendors quote, unquote, "Get you." But in the end, it resulted in much better performance as well. >> Excellent, Anton as well in your keynote, you talked about the Veeam availability suite, gave a little sneak preview. You talked about continuous data protection. Cloud Tier, NAS recovery, which is oftentimes very challenging. What should we take away from that sneak peek? >> Three main directions basically, The first is Veeam CGP is we keep investing a lot in on-prem, data Protection, disaster recovery. VMware is a clear leader of on-prem virtualization. So, we keep building these, new ways to protect your web VMware with lower RPOs and RTOs that were never possible before with the classic snapshotting technologies. So that's one thing we keep investing on-prem. Second thing, we do major investments in the cloud in object storage specifically, from that regards, again, put a couple keynote in Google Cloud support. And we're adding the ability to work with coldest tier of object storage, which is Amazon Glacier Deep Archive or Microsoft Azure Blob Storage, archive tier. So that's the second big area of investment. And third, instant recovery Veaam has always been extremely well known for its instant recovery capabilities. And this race is going to be the biggest in terms of new instant recovery capabilities, that were introduced as many as three new major companies with capabilities there. (mumbles) >> So, Danny, I wonder if I could ask you. I'm interested in how you go from product strategy to actual product management and bring things to market. I mean, in the early days, Veeam. Very, very specific to virtualization. That of course, with the Bare-metal, you got a number of permutations and product capabilities. How do you guys work together in terms of assessing the market potential, the degree of difficulty, prioritizing, how does that all come to your customer value? >> Well, first of all, Anton and I, spend a lot of time together on the phone and collaborating just on a weekly basis about where we're going, what we're going to do. I always say there's four directions that we look at for the product strategy and what we're building. You look behind you, you have a, we have 375,000 customers and so those are the tail winds that are pushing you forward. We talked to them on all segments. What is it that you want? I say we look left and right, the left who are alliances. We have a rich ecosystem of partners and channel that we look to collect feedback from. Look right, we look out at the competitors in this space, what are they doing to make sure that we're not missing anything that we should be including and then look forward. Big focus of Veeam has always been not just creating check boxes and making sure that we have the required features but innovation. And you saw that on stage today when Anton was showing the NAS Instant Recovery in the database instant recovery and the capabilities that we have, we have a big focus on, not just checking a box but actually doing things better and differently than everyone else in the industry and that serve to see incredibly well. >> So I love that framework. But so now when you think about this pandemic, you look behind your customers have obviously been affected, your partners have been affected. Let's put your competitors to the side for a minute, we'll see how they respond. But then looking forward, future, as I've said many times, we're not just going back to 2019. We're new decade and really digital transformation is becoming real, for real this time around. So as you think about the pandemic and looking at those four dimensions, what initial conclusions are you drawing? >> Well, the first one would be that that Veeam is well positioned to win, continue to win and to win into the future. And the reason for that I would argue, is that we're software defined. Our whole model is based on being simple to use obviously, but software defined and because of the pandemic, as Anton said, can't go into the office anymore to switch your tapes from one system to another. And so being software defined set this apart positions as well for the future. And so make it simple, make it flexible. And ultimately, what our customers care about is the reliability of this end to the credit of research and development and Anton theme is, "We have product that as everyone says, it just worked". >> So Anton I wonder if I could ask you kind of a similar question. How has the pandemic affected your thinking along those dimensions and maybe some of your initial thinking on changes that you'll implement? >> Yes, sorry I wanted to add exactly on that. I will say that pandemic accelerated our vision becoming the reality. Basically, the vision we had and, I said a few years ago, one day that Veeam will become the biggest storage vendor without selling a single storage box. And this is just becoming the reality. We support a number of object storage providers today. Only a few of them actually track the consumption that is generated by different vendors. And just for those few who do track that and report numbers to us. We are already managing over hundreds of petabytes of data in the cloud. And we only just started a couple of years ago with object storage support. So that's the power of software defined. we don't need to sell you any storage to be eventually the biggest storage player on the market. And pandemic is clear accelerated that in the last three months we see the adoption, it was already like a hockey stick, but it's accelerating further. Because of the issues customers are facing today. Unable to actually physically go back to the office, do this backup handling the way they normally do it. >> Well guys, it's been really fun the last decade watching the ascendancy of Veeam, we've boarded on it and talked about it a lot. And as you guys have both said things have been accelerated. It's actually very exciting to see a company with, rich legacy, but also, very competitive with some of the new products and new companies that are hitting the market. So, congratulations, I know you've got a lot more to do here. You guys have been, for a private company, pretty transparent, more transparent than most and I have to say as an analyst, we appreciate that and, appreciate the partnership with theCUBE. So thanks very much for coming on. >> Thank you, Dave. Always a pleasure. >> Thanks Dave. >> All right, and thank you for watching everybody. This is Dave Vellante for theCUBE in our coverage of VeeamON 2020. Veeam Online. Keep it right there, I'll be right back. (upbeat music)