>>Hello, everyone. Welcome to the cubes presentation of the AWS partner showcase. This is season one, episode two. I'm your host, John furry with the cube. I'm joined by two cube alumni as Andy Langston, SVP and GM at Veem and Sabina Joseph, the general manager of technology partners at AWS. We're here talking about speeding the innovation with AWS. Welcome to the show. >>Ready to meet you >>And good to see you, Andy again. >>Great to have you guys back on. I hope you guys are doing well. Great to see both of you Veem. Obviously we've been covering you guys for a long time. You got your VIMANA event coming up in person, which is great. Congrats on the continued success of the company and the product you guys have always been all in on AWS. We've been covering for many, many years. Andy, what's the innovation going on now at Veem? Lots of lots happening, lots going on. What's the new innovation. >>Well, I think, you know, clearly people are in, you know, when we talk to people they're interested in, in ransomware, so ransomware protection, we they're interested in a hybrid cloud hybrid. Um, you know, AWS in particular, we get a lot of interest there. Um, clearly modern data protection, uh, what we're doing in office 365, people are looking at all those things >>And what's the, the platform, uh, approach that you guys have with AWS. You guys have a broad range. It's not just the classic. I call it the green classic solution. That's also a good product. What's some of the new platform advantages you guys got going on with the cloud native with AWS. >>Well, you know, look we are, our strategy is to protect as many AWS services as possible, you know, and, and, you know, from the ECE to EBS, S3, RDS, uh, VMC, and many of the services that they're coming out with. And in many times they come to us and say, Hey, you know, these are important to us. We'd like you to, to support these. So clearly we're, um, we're focused on those, uh, Kubernetes workloads is, is a newer set of workloads on AWS. That we're a very interested, we made an acquisition and have a product called, uh, Kasten that we've been investing in and working with AWS with their, uh, uh, EKS anywhere. So very excited. >>Great. So being on the partnership, you guys, it's growing a lot's going on. Can you tell us more about how Veeam and abs AWS are jointly helping customers? >>Yeah. As, um, as both of, you know, right. Data is exploding. And, uh, that means, you know, we have to keep backing up this data and finding new ways to back up this data because people are stepping away from the traditional backup methods, tape libraries, secondary storage sites and things like that. And they're backing up data into the cloud. And we AWS offers a number of different storage services, data transfer methods and networking solutions, which provide unmatched your ability, reliability, security. And of course, uh, AWS and Veem have been partnering together enough for quite a number of years and the cost effective. And so you mentioned that Veem has on AWS really enables customers to have offsite storage solutions, providing that physical separation between their on premises, primary data, and also utilizing the pay as you go cloud economics. So we have a great collaboration and, you know, beam has a great solution on AWS and they're constantly innovating and providing capabilities for our customers. Just like Andy said, providing as many capabilities for our services to back up, >>Andy, the volume of data I'll say is always the story. Every year, the volume is tsunami of data. It's getting worse it's every day. Um, and as you got more cloud scale, you guys have been doing a lot integration. You guys always have, you have demanding customers, you have a lot of customers actually. So as you leverage Amazon for data protection, the security conversation is front and center these days. Can you give us an update on how you guys are doing, uh, the data protection security in the cloud with AWS? That's, that's, um, that's hot with your customers, >>You know, it's a great, it's a great comment. You know, you've talked about a lot of customers. Veem has over 400,000 customers now it's, it's truly extraordinary when you think about the size and scope and scale. And if you think, uh, my belief is a majority, almost all of them will tear up two and move their data up into the cloud at some point in our, in the next few years. And so we've just, I think we've described the surface and we're moving hack, you know, hundreds of petabytes or more per year up to the cloud at the same time when I make customer executive calls. It's kind of interesting. A lot of times you think they're going to want to talk about backup and disaster recovery. They want to talk about security. And when this first started happening, I thought, Hey, why don't you talk to your security vendor now? >>And what I realized was that data protection is front and center because of the, we just, we just published a study where a number jumped out at me, 71% of the thousands of people that responded said that they had already been a victim of, or had had a ransomware attack. It's a staggering number. And, um, so, you know, when we look at our relationship with Amazon and we look at the integration we've done around what we call cloud during that's moving, are moving data up to object storage. AWS has a capability called immutable data sets. And so that allows you affords you some great protection against ransomware as an example. And that's one of the areas that we're investing in very heavily. And by the way, our mutual customers are backing up and restoring with Veem and we're doing it on AWS and, and, uh, the data volumes are exploding, I think, because of that. Yeah. >>You know, it's interesting. And you made me have a throwback for, you know, 10 years ago, we used to talk about backup and recovery. And you know, the big thing back then was, was the conversation was don't think of backup as a, as a last minute thing, think of it at the front end, it was always kind of an afterthought and a, of the it decision makers. And you mentioned that security comment about call your security vendor. It's almost the scripts has flipped backup and recovery is the security solution. And so it's not, it's not an afterthought. This is 10 years ago. It was the primary message. It's the primary thought. So when you talk about automated tiering, that's kind of a networking thing. It's like, policy-based hearing. I mean, I mean, if you go back 10 years and we're talking, policy-based hearing, you were like, what? So this is a really different dynamic. And I want you guys to comment because this is the, this is the market right now. This is with the flip, the script has flipped. >>Yeah. Sabina. What do you, what, what do you from y'all's perspective kind of in, in your technology, partnerships, storage vendors, Veem security, what, what do you w what do you see? >>Well, I think that there is an interplay here because I think customers are looking at various ways, right? When I look at those five cybersecurity framework, right? First is identifying what you need to protect, protecting it. And then that's a very important step of, out of those five steps is recovery, right? How do you get your business back to normal? But you cannot do that if you are not protecting and backing up your data. And that's where our partnership comes in. Right? So I believe that all of those five stages in the NIST cybersecurity framework kind of go together and be in place nicely into the very critical phase of recovery. Would you agree, Andy? >>I would. You know, and, and I look at, um, you know, when you're doing a recovery and your gut, your secure backups and AWS, it's, it's like your last line of defense, you know, beam and AWS deliver a mutable backups and has three tiers through S3 object lock integration. And I think that's, that's pretty much, you know, even if a ransomware attack is successful, we can, we can ensure that the backup data hadn't been changed and encrypted or deleted. And, uh, that's pretty exciting, you know, for customers and prospects, they're really worried about this. And I think the teamwork and the, the, the partnership between the two companies to build a solution like this is pretty awesome. >>Yeah. Let me, let me just double, double click on that for a second. You mentioned it got a lot of customers. Ransomware does not discriminate with the size of the company. It could be, it could be a hospital school. It could be a big company. Ransomware is bad, and we see that, and it's a great conversation. And how do you take that solution out to the customers? You got hundreds of thousands of customers. So Sabine, I guess the question is, how is this 80 of us in Veem work together? There's this channel first concept you guys are talking about, tell us about how you guys work together, because there's millions of customers who want this, and you guys actually have hundreds of thousands of customers that Veem, how do you get the customers to leverage that, the relationship and what can you bring to them? >>Yeah, I'll give you like four numbers, right? So AWS has millions of customers and we have, um, hundred thousand partners across 150 countries. Now Veem has, as Andy mentioned, right, has over 400,000 customers and 35,000 partners worldwide. So somewhere in these four numbers, we all intersect both of us intersect both on those customers and also on those partners. And one of the initiatives that my team is heavily focused on is triangulating between the partners that Veeam has. We have, and also our technology partnership. And how can we provide value to our customers by bringing together these partners together with AWS Veeam and Veeam is a V it's a hundred percent channel driven business, and they know how to do this. That is why we are heavily partnered with them to see what we can do for our customers through our mutual partner. >>And he wants you to weigh in here, you know, the channel business, it's gotta be easy, it's got to add value. And I got to wrap services around it. That's what partners love. Well, how does this work? How does that work? >>Well, I, I think to extend beyond what, what did take, what Sabina had said is, you know, we have kind of been subsetted. Our partners are the ones that, that do business with AWS and, and which is a exploding number of partners. And so they have a relationship database. We have a relationship at S and we have this solution set that have, are of interest to our customers through these partners. And AWS has customers through these partners. And so a lot of times we'll share, um, information and customers, uh, information on, around, um, how we can kind of go to these customers who are both AWS customers and Veem customers and market, this joint solution protect them from ransomware. >>And how's it been going so far? What's your, what's your assessment? >>It's been fantastic. I think the, I think one of the, the, the real proof points is that we've moved, uh, over a half a petabyte of data, you know, uh, recently up into their cloud. And, uh, you know, that says that people not only are using the solution, but they're, uh, they're actually delivering on it. >>Well, why got you here, Andy, I want to ask you for the, all the people watching the customers, what's the biggest change that's happening in this market right now. Again, I love this shift that we're seeing backup and recovery. Isn't a point solution anymore. It's the solution it's baked in, and everyone's talking about this, it's integrated in, it's not, it's, it's totally front and center. What's the big change that customers should be thinking about now as they move forward. And, uh, obviously ransomware is still front and center. That's not going away anytime soon. What's the big thing to focus on for customers? >>Well, I think, you know, I always say, you know, listen to the customer and focus on what their specific needs are, right? You can assume, obviously in the business war and everybody, everybody has a backup solution. And, uh, so you're not trying to create a market there, but like I said, you know, people are very focused on security. They're focused on cost, they're focus on skillset or lack of skill sets, right? I mean, we have a shortage of skills in the industry. So we try to make our products easy to use. We try to work with our partners, putting AWS to deliver the best solution we can for our customers. And, uh, you know, I think we have the broadest invest, you know, ransomware protection, uh, and recovery in the storage space. And so we're very focused on that, leveraging all of our technologies across the platforms, physical, virtual Kubernetes, uh, type environments. >>And you have this and you get the beam on event coming up and that's going to be good in person. Right. That's a confirmed, >>It's a, it's a, it's a hybrid yet. In-person and virtual. >>Awesome. Great to see you guys in person. So being a, for the folks, watching the Amazon partnerships, as you guys scale up these, these partnerships and take it the next level, what's your, what's your closing comment. Yes. >>Yeah. I also want to say, write something that I should mention, right. We miss also invested in AWS marketplace. So it's not just the direct consulting partners and the partners that I mentioned, the a hundred thousand and 35,000, right. They, customers can also purchase beam on AWS marketplace through consulting partner, private offers. And that's why Viva's embraced many of these aspects to try to help our customers and continue to grow that 400,000 customer base, which is a pretty phenomenal number. >>Yeah. I've always been impressed with beam's customer base and they've got a very loyal base as well. I point that out and give props to the VM team. Andy closing comments for you, the V natives relationship, how would you summarize that? >>I'd say it's fantastic. You know, years ago it started as just a normal technology partnership. You know, now we're an advanced technology partner with storage competency, numerous programs like APN, uh, customer engagement. We're a marketplace seller. And I would say that it's not only that, but, but customers can take advantages of their, um, EDP with AWS to purchase on the marketplace and get credits against that. And our partners can as well. That's a, that's a very important thing because we're seeing more and more interest in that today. Uh, we're a public sector partner with them. We're an ISV accelerate SAS revenue recognition program. We're, we're, uh, I think we're checking a lot of boxes, but really taking advantage of it. The last thing I would say is, uh, I've known Sabina for quite a few years now. And I think it's the people relationships in the two companies that make this work. >>We have a lot of people, a lot smarter than me on the, on the speeds and feeds here. But at the end of the day, um, Sabina has a team of people that work with us on a, on a, almost a daily basis to solve customer problems. Right. We get people calling in all the time. How do I make Veem work on AWS? How do I get AWS solutions to work with theme? And our job is to make it as easy as possible because we both believe, uh, that customers, they say customer first. I always say, customer always are always right, but, but, but, but you know, at the end of the day, that's what makes this >>Yeah. Customer is always right. Customer obsession, working backwards from the customer fucking customer first Sabina. This is really interesting. This is a good point. I just come quick, go back to you real quick. This integration of relationships and also cloud technology integration is a big theme this year, post re-invent. Your thoughts >>Absolutely means, um, uh, to be candid. Uh, one of the goals that me and my team take is how do we bring technology partners together to add more value to our customers in end to end solutions, along with technology partners and consulting partners. So that is a huge focus for us because we need to do that in order to scale, not just for each other, but also for our customers and bring that, bring together meaningful, comprehensive end to end solutions. >>That's awesome. Andy, great to see you. We'll see at Veem on as well, coming up for the Veem show and your conference. You've been conference hybrid conference in person and virtual and digital to be in a great to see you again. Thanks for sharing all the great updates. And this is the season two. It's all about the data and the innovations with AWS. I'm John for your host of the cube season one episode, two of the AWS partner showcase. Thanks for watching.

>> Live from Las Vegas, it's theCUBE covering AWS re:Invent 2018. Brought to you by Amazon Web Services, Intel, and their ecosystem partners. >> And welcome back here on the Sands as we're at the AWS re:Invent day one of our coverage here. We're here Tuesday, Wednesday, and Thursday live here on theCUBE as we continue our coverage from the show. We're Hall D again, if you're in the area, come on by, say hi to Justin Warren and myself. Along with Justin, I'm John Walls. We're joined by Andy Langsam, who's the COO of N2WS. Say Andy, good to see you today. >> Good to see you too. >> Thanks for being here. And Danny Allan, who's the Vice President of Product Strategy at Veeam Software. Danny, good afternoon to you. >> Thank you very much. >> Now we could talk about a lot of things, Canadian citizenship, fractional ownership, a lot of great conversation. So let's talk about data. And of course, the paramount need these days, right? Everybody's got to know I'm alright, I'm secure, I've got this big warm blanket around me. What are the two of you doing to give people with those kind of concerns the ability to sleep at night peacefully, knowing their data's safe? >> Well, you know N2W was founded on the premise of not to worry, that was the founder's vision. And if you could convince somebody that was doing the backup in disaster recovery not to worry, that was a great way to get started. But we're excited today, we've announced N2WS Version 2.4 and it's focused on taking your EC2 snapshots and putting them into S3's storage to lower your cost by up to 40% and 50% and so that's one of the things that we're talking about today. >> Danny. >> Yeah and so if you expand on that, so this is data protection for the cloud and one of the things historically we've focused on as well is data protection in the data center. So that brings the two together and gives you data protection holistically, across wherever your environment happens to be, and goes beyond that, not just data protection but how can I take the data and do more with it? And so we're excited and it seems to be resonating with customers. We have, what, 189% year over year growth on the cloud side. It's just huge, it's a booming business. >> I would assume that you don't have any problem getting people's attention these days, I would assume. >> No we don't, you know, at the booth, it's just amazing, you know, eight, nine thousand sign up batch scans and people all wanting demos and wanting trials of the software. You know, any time you can talk about cost reduction from five cents a gig on EC2's storage to two cents on S3, it's a tremendous savings for our customer base and so they're very excited. We did a survey recently and over 50% of our customers spent over $10,000 a month on storage cost in AWS. So if you think about that and if they can save 40% on that, that's real savings, more than the cost of the software alone. >> Sure. >> Yeah. >> One thing about cloud that often sort of went past people because they were used to the data center and they were used to how they protected their data in the data center. And cloud kind of changed the way that you had to do that and you have think about them in a slightly different way. So clearly N2WS is part of the solution to that. But when you have people who have a bit of data in both of those systems, how do you help them understand which techniques they should use for data which is in the cloud compared to data that's in their data center? Or am I able to just use the same techniques and just go, "You know what? "I'll take care of you and we'll just "turn it on and it'll magically work for you"? >> It's not the same techniques but it's the same platform. And the reason I say that is in the cloud, here in AWS for example, you don't have access to the hypervisor so you can't do a snapshot of the hypervisor, you have to call an API and say, "Gimme a copy of the data." If you're in your own data center, you say, "Take a snapshot of the storage "level or at the hypervisor level." So there's different techniques but at the end of the day, it's still data protection, and with a single platform, that's what's so exciting about this release, Backup and Recovery 2.4, is you have a single platform that you can manage data protection both on and off premises so that you can leverage where is the best place, location, for this workload, and I can protect it across no matter where it chooses to live. >> Yeah, that is something that we've been hearing all day today here at theCUBE is that people are talking about putting their data wherever they want it to live. It could be in the cloud, it could be on their own data site, it could be out at the edge. So whatta you see as the vision, like, where are customers going with this, where do we want to put data? We heard for a long time that we should migrate all of our applications into the cloud. Clearly there are a lot of organizations who are doing that. There are some who have put some things into the cloud and they're actually taking them back out again. >> Sure. >> Where are you seeing customers moving their data around? >> Well, the answer to that, of course, is it depends. There's no single answer for everything. What I say is the cloud is excellent for certain things like variable based workloads or you need a mass amount of compute for a certain amount of time. What people have tried to do sometimes is just lift and shift, take what's on premises and move it to the cloud, and sometimes what ends up happening is they put it back on premises 'cause they realize hey, the cloud's not a charity, they're actually putting in margin there for that brick load. >> They're good. >> So there's use cases for all of this. I think actually what gets exciting is as people design for the cloud, use Lambda and serverless-type functionality, that will become a lot more sticky and so our focus is wherever the customer chooses to run the workload, we're not going to dictate it one way or the other. In fact, one of the great things that we enabled is portability. If you choose to be in point A today, you can move it to point B and back again, so we give that portability that ultimately allows the customer to solve what their business need is. >> You mentioned the customer growth, I think it was like 189% you were saying, is that net new customers to Veeam completely, is that Veeam customers who are growing into using this new product and putting their data in the cloud, where is growth coming from? >> So that growth, that growth has been since we've been acquired by Veeam back in December, it's almost been a year now we were acquired by Veeam and we've been, being acquired has allowed us to focus on the customer and innovation versus going out and raising money from investors as a small company, right? And so we've had 189% growth in our business in terms of revenue since we've been acquired. And it's really accelerating both on the growth side in all sizes of customers. We've got customers recently like Notre Dame and Cardinal Health. And then we have people getting into the cloud, you know, for the very first time and they go to the Amazon Marketplace, they search through the catalog, they find the N2W products, they download it and, well, they provision it and onward they go. >> Yeah, you mentioned Cardinal Health. >> Yep. >> Let's talk about the sector in general. I mean, very unique concerns, obviously, when it comes to whether it's protecting imaging or patient information or whatever it might be. What have you seen in terms of addressing the needs of that sector because obviously this is an area that's growing, there's more capability than ever, and yet our concerns in it are growing with that. So I mean, what do you guys see in that space? >> Yeah so I think, you know, in the health care sector in general, I think what they're really concerned about is the compliance requirements. It's not just backing up the data but it's the requirement that you have a back up and can restore and you can recover from a disaster or from internal hacking or from whatever, an outage, whatever it might be, and if they don't do it, the repercussions are very, very high. And I think that the whole world with GDPRS and things like that are all coming together to dramatically raise the requirement to be more secure than ever and your backup and disaster recovery strategy is paramount to them. They won't be talking about, "We're going to do this." Some customers say, "We're going to do this ourselves, "we'll write our own code." We won't see that in the health care space or the financial space. >> So I see kind of three interesting areas. One is, they typically will have very specific applications like APEC and Meditech that they need you to protect that are aware of that type of application, so that's one part of it. The second is, there's a lot of certifications required to deliver health care services, so you HIPAA and HITECH and, you know, BAA certifications and all these things, and that certainly comes into play when you're talking about the cloud, so you need to have that conversation. And then lastly, ransomware comes up a lot because there's been a lot of ransomware attacks and malware attacks specifically directed at the healthcare industry. So those are the three kind of areas that we have probably the most conversations about. >> Right, yeah malware has been the best advertisement for backup and recovery, ever. It's kind of fabulous, in a way, in a scary way and we don't actually want to encourage this kind of behavior, but for those of us who have lived and breathed backup for awhile, it's like, "Finally, "people can take this seriously." So that's something that people have realized that, okay, I need to have this. What are they looking at next? Where are customers looking to Veeam and to N2WS, what are they looking for you to add next? >> So I'd say the next kind of big step, so to date we've been very much reactive as an industry, right? "Help me protect my data." "Let me get it back" when they recover to the cloud or move from one cloud to another cloud. Now we're getting customers saying, "You have all this data, you understand the context of everything that I own, help me get smarter in my business so that I can drive the business to make decisions more quickly." So, "Give developers a copy of the data "so that they can iterate on it more quickly." "Give a copy of the data to my GDPR experts 'cause "they need to analyze the data and do something with it." And so we're moving away from just being reactive to business needs to being proactive and driving the business forward. And I think where it gets really interesting, as we go down the road and now this is buzz words, I admit, but around machine learning and artificial intelligence, we're actually, we leveraged a lot of the algorithms that are existing in clouds like AWS to help analyze the data and make decisions that they don't even know that they need to make. And that decision could be, "Hey, you need to "run this analysis at two in the morning "'cause the instances are cheaper." That type of predictive analysis helps the customer reduce cost but also drives the business forward. >> Yeah, so how do you move into that kind of advisory space from a more traditional that we'll protect your data. How do, do customers come to you and say, "Actually, you have our data anyway, "why don't you do this for us?" or are you going to customers proactively and saying, "Hey, we can do this for you, "we have access to this data and we can tell you that, "we can provide these insights to you, "would you like some more of this?" Which way does that conversation tend to go? >> It's a bit of a mix, what I'd say is that the data protection face or the storage, you know, the traditional IT person becomes kind of the help desk and then because they've enabled self service recovery, file level recovery, item level recovery, these other areas of the business come in and say, "Hey, can I use that self service to do X and Y?" So it's a new buyer, it's a new constituent, but they're actually looking to IT to enable them to do more stuff with the data. >> Okay, so it's basically, "I want to interact with you "in a similar way that I'm already doing it, "and you've proven your work in this area, "maybe you could do it over here as well." >> Exactly. >> Sounds like a great opportunity for growth. >> And not just on legacy, I mean, one of the interesting things with the N2W software is we enabled, for example, data protection on DynamoDB. So people think of databases and they think SQL Server and Oracle but we can do this, even in cloud RDS-type workloads with DynamoDB, to help them drive cloud hosted workloads faster for the business as well. >> Well, you mentioned Notre Dame, can we have any connections on the playoff ticket situation, can we -- (laughter) >> I wish. >> Just want to make sure. Gentlemen, thanks for being with us and let's get back in maybe three or four weeks, we'll talk about that, okay? >> It'll be great, yeah, it'll be interesting to see who the final four are going to be. >> That's for certain. Thank you both -- >> Thank you. >> Find the information, really enjoyed the conversation. Back with more here from AWS re:Invent, we are live in Las Vegas, Nevada. (electronic music)