>> Narrator: Live from Las Vegas, Nevada, it's theCUBE covering Accelerate 2017 brought to you by Fortinett. Now, here are your hosts, Lisa Martin and Peter Burris. >> Hi, welcome back to theCUBE. We are SiliconANGLE's flagship program where we go out to the events and extract the signal from the noise. Today, we are with Fortinet at their 2017 Accelerate event in Las Vegas. I'm your host, Lisa Martin, and I'm joined by my cohost, Peter Burris. We are fortunate right now to be joined by George Moore. George is the technology, excuse me, the CSO for Microsoft Azure who is a big technology alliance partner for Fortinet. George, welcome to theCUBE. >> Nice to have you, thank you. >> We are excited to have you on. You are, as you mentioned, the CSO at Azure, but you are the CSO for all of the Azure computer services. You are one of the founders of the Azure engineering team from back in 2006, and we were talking off-line. You hold over 40 patents in things like security deployment, interactive design, et cetera. You are a busy guy. >> I am, yes. (laughing) >> One of the things we have been talking about with our guests on the show today, and a great topic that was in the general session was about the value of data, and how do businesses transform to digital businesses. The value in that data has to be critical. I'd love to get your take on as businesses have to leverage that data to become more successful or to become successful as digital businesses, we know the security of the perimeter is not the only thing. It needs to be with the data. What is Azure doing to secure the cloud for your customers, and how do you help them mitigate or deal with the proliferation of mobile devices and IOT devices that they have that are connecting to their networks? >> Digital disruption is affecting everybody, and it is a huge thing that many companies are struggling to understand and to adopt to their business models, and to really leverage what digital can do for them, and certainly we are doing in the public cloud with Azure helps that significantly. As you mentioned, there is just a proliferation of devices, a proliferation of data, so how do you have defense in depth so you don't have perimeter-based security, but you actually have defense in depth at every level, and at its heart, it really falls down to how do you do encryption at rest, how do you secure the data encrypted? Who holds the keys for the data? What is the proliferation of the keys? How did the controls manage for that? Of course, of the data is encrypted, you really want to be able to do things upon it. You want to be able computer over it. You want to be able to queries, analytics, everything, so there's the question of how to securely exchange the keys? How do you make sure that the right virtual machines are running, the right computers running at the time to do the queries? That's the set of controls and security models and services that we provide in Azure that makes it super easy for customers to actually use that. >> Azure represent what's called the second big transformation for Microsoft where the first one might have been associated with Explorer, those amazing things that Microsoft did to transform itself in the 1990s and it seems to be going pretty well. How is security facilitating this transformation from a customer value proposition? >> Security is absolutely the number one question that every customer has whenever they start talking about the cloud, and so we take that very, very seriously. Microsoft spends over billion dollars a year on all of our security products all up. We have literally armies of people who do nothing every day but wake up and make sure that the product is secure, and that really boils down to two big pieces. One is how do we keep the platform secure from the security control that we have ourselves in the compliance ADA stations and everything to make sure that when customers bring their workloads to us, they are in fact kept secure. Second is a set of security controls that we provide the customers so they can actually secure their workloads, integrate their security models with whatever they're running on premise, and have the right security models, ADA stations, multifactor authentication, identity controls, et cetera for their own workloads. >> Security is very context specific. I'm not necessarily getting into a conversation about industry or whatnot, but in terms of the classifications of services that need to be provided, we were talking a little bit about how some of the services that you provide end being part of the architecture for other services within the Azure cloud. Talk a little bit about how you envision security over time evolving as a way of thinking about how different elements of the cloud are going to be integrated and come together in the role that security is going to play in making that possible and easy. >> You are absolutely right. Azure is composed of, right now, 80 some-odd different services and there's definitely a layering where for example, my components around the compute pieces are used by the higher order of services around HD insight and some of the analytic services and such, and so the security models we have in place internally for compute in turn are used by those higher order services, and the real value we can provide is having a common customer-facing security model for customers, so there is a common way by which they can access the control plane, do management operations upon these services, how they can access the endpoints of the services using a common identity model, a common security model, role-based access control, again, from a common perspective, logging, auditing, reporting, so all this has to be cohesive, correct, and unified so that customers aren't facing this tumultuous array of different services that speak different languages, so to speak. >> We are here at Fortinet Accelerate 2017. Tell us how long Microsoft Azure and Fortinet have been working together, and what are you most excited about with some of the announcements from Fortinet today? >> Microsoft and Fortinet partnership has been going on for quite some time. Specifically in Azure space we've been doing two different, two major thrusts around integration with the Azure Security Center which is a set of services that we have within Azure that provides turnkey access to many, many different vendors including Fortinet as one of our primary partners, and Fortinet also has all their products in Azure marketplace so that customers can readily in a turnkey manner use Fortinet next generation firewalls and such as virtual machines, incorporate those directly within their workloads, and have a very seamless billing model, a very seamless partnership model, a very seamless go-to-market strategy for how we jointly promote, jointly provide the services. >> One of the things that one of our guests was talking with us about today was really about it's an easy sell, if you will, at the C-level to sell the value of investing in the right infrastructure to secure environments. Looking at that in correlation to the fact that there's always historically been a challenge or concerned with security when it comes to enterprises moving workloads to the cloud, I'm curious about this easy-sell position that cyber security and the rise of attacks brings to seeing the adoption of more enterprise workloads. We are seeing numbers that are going to show, or predicting that north of 85% of enterprise workloads will be in the cloud by 2020. How much is Microsoft Azure seeing the fact that cyber security attacks are becoming more and more common, hitting some pretty big targets, affecting a lot of big names. How much are using that as an impetus to and maybe drive that adoption higher and higher from an enterprise perspective? >> Absolutely, I see that everyday. I give many, many talks to the C-level, to CSOs, CEOs, et cetera, and I can say in many industries like the banking industry, financial sector, 18 months ago banks did not have any interest in public cloud. Is just like, "Thank you, we have no interest in cloud," but recently there has been the dawning realization that Azure and the public cloud products are in fact, in many cases, more secure than what the banks and other financial industry sectors can actually provide themselves because we are providing huge amounts of investments from an ongoing basis that we can actually provide better security, better integrated security than what they can afford on premise, so as a result, we are seeing this now, literally, stampede of customers coming to us and saying, "Okay, I get it. "You can actually have a very, very "highly secure environment. "You can provide security controls "that can go well above and beyond "whatever I could do on premise, "and it's better integrated "than what I could ever pull together on premise." >> One of the reasons for that is because of the challenge of finding talent, and you guys can find a really talented person, bring them in, and that person can build security architectures for your cloud that then can be served, can be used by a lot of different customers, so what will be the role of or how will this need for talent in the future, what would be the role for how people engage your people, client's people engage your people to ensure that that people side and moves forward, and how do you keep scaling that is you scale the cloud? >> Certainly people are always the bottleneck in virtually every industry, and specifically within the computing space. The value that we are seeing from customers is that the people that they had previously on premise who were working to secure the base level common infrastructure are now freed because they don't have to do that work. They can do other interesting things at the application level and move their value added further up the stack which means I can innovate more rapidly, they can add more features more quickly, because they are not having to worry about the lower-level infrastructure pieces that are secured by Azure, so we are seeing the dawning realization that we are moving to this new golden age where there is higher degree of agility with respect to innovation happening at the application level, because remember, applications have to be, if you are having a compliant workload, if you are having PCI compliance within the credit card industry for example, you have to have the entire application and its infrastructure part of the compliance boundary, so that means when you are building that app, you have to give your auditors the complete stack for them to pass that. If you are only having to worry about this much as opposed to that much, then the amount of work that you can do, the amount of integration, the amount agility, the amount of innovation you can do at that level is many orders of magnitude higher, so you really see that the value that a lot of customers are having here is that their talented people can be put to use on more important higher order business-related problems as opposed to lower-level infrastructure level issues. >> Let's talk about that for second because one of the things that we see within our research is that the era of cloud as renting virtual machines is starting to transition as people start renting applications, or applications as services that they themselves can start putting together. Partly the reason why that's exciting is because it will liberate more developers. It brings more developers into the process of creating value in the cloud, but as they do that, they now have visibility, or they are going to be doing things that touch an enormous set of resources, so how do you make security easier to developers in Azure? >> The key is that we can do high degrees of integration at the low level between these very services. >> Peter: It goes back to that issue of a cascading of your stuff up into the other Azure services. >> Absolutely, I mean think about it, we sat on top a mountain of information. We have analytics and log files that know about virtually everything that's happening in the cloud, and we can have machine learning, we can have intelligence, we can have machine intelligence and such, that can extract signals from noise that would otherwise be impossible to discover from a single customer's perspective. If you have a low and slow attack by some sort of persistent individual, the fact that they are trying the slow and low attack means that we are able to pull that signal out and extract that information that would not be really physically possible, or economically possible for most companies to do on premise. >> Does this get embedded to some of the toolkits that we are going to use to build these next-generation cloud-based apps? >> It gets embedded into the toolkits, but it also gets embedded at the set of services like the Azure Security Center. A single pane of glass that's integrated with the products from Fortinet and others where the customer can go and have a single view across all their work was running within Azure and get comprehensive alerts and understanding about the analytics that we are able to pull out and provide to those customers. >> What's next? >> Security is an ever evolving field, and the bad guys are always trying new things, so the work that is really happening, a lot of the innovation that's happening is within the analytics, machine learning space around being able to pull more log files out, being able to refine the algorithms and basically being able to provide more AI to the logs themselves so that we can provide integrated alerts, like for example, if you have a kill chain of an individual coming in attacking one of your product, and then using that to the lateral mobility to other products, or other services within your product, we can pull this together in a common log. We can show to customers here's the sequence of this one individual that across three, or four, or five different services. You have top level disability, and we can give you then guidance to say if you insert separation of duties between these two individuals, then you could've broken that kill chain. We can do proactive guidance to customers to help them secure their own workloads even if they necessarily initially were not deployed in a necessarily most secure manner. >> George, we just have a couple of minutes left, but I'd like to get your perspective. You showed a tremendous amount of the accomplishments that Azure has made in public cloud and in security. What are the opportunities for partners to sell and resell Azure services? >> Absolutely. Microsoft has historically always worked incredibly well with partners. We have a very large partner ecosystem. >> Peter: It's the biggest. >> Is the biggest, exactly. Okay, I don't want to brag too much, yes. (laughing) >> That's what I'm here for, George. >> We see specifically in the security space that partners are increasingly, around 40% of their revenue increasingly is coming from cloud-based assets, cloud-based sales. We are setting up the necessary partner channels and partner models where we can make sure that the reseller channels and our partners are an integral part of our environment, and they can get the necessary revenue shares, and we can give them the leads on how the whole system evolves. Absolutely we believe that partners are first and foremost to our success, and we are making deep, deep, deep investments in the partner programs to make that possible. >> Well George, we wish you and Microsoft Azure continued success as well as your partnership with Fortinet. We thank you so much for taking the time to join us on theCUBE today. >> Thank you. >> And for my cohost, Peter Burris, I'm Lisa Martin. Stick around, we will be right back on theCUBE.

>> Live from Orlando, Florida it's theCUBE. Covering Microsoft Ignite. Brought to you by Cohesity and theCUBE's ecosystem partners. >> Welcome back, everyone, to theCUBE's live coverage of Microsoft Ignite here in Orlando. I'm your host Rebecca Knight along with my cohost Stu Miniman. We are joined by Sai Mukundan. He is the Director of Product Management, Cloud Solutions at Cohesity. Thanks so much for coming on the show. >> Thanks, Rebecca, thanks. So nice to have you guys here at the Cohesity booth. >> And thank you for hosting us, I should say, yes. >> Absolutely, it's been wonderful. >> So we already had you colleague Lynn Lucas on this morning, she was terrific. And she gave us a high level vision of the news. Why don't you break it down for us. Explain to our viewers exactly what Cohesity was announcing here at Ignite. >> Sure. So, broadly speaking, we announced three things this morning. The first one, we've seen a lot of customers, Optic Office 365, in fact, that's one of the first or initial use cases of how they adopt Microsoft's solutions more off as a service. So the ability to now backup and recover old 365 has come up quite a bit in our customer conversations. So we announced a solution that will be available shortly, so customers can leverage the same Cohesity platform that we had up until now to also backup and recover old 365. So that was number one. Number two was around Azure Databox. So, this is a relatively new offering from Azure. It was up until now, it was in preview, and now it's going GA. So the fact that we can now integrate with Azure Databox as a means for customers to move data from on-premise to Azure, a great initial seeding for long term retention. And the fact that we integrate seamlessly with that, that was the second piece of the news. And then the third one is really around a hybrid Cloud message in the margin. Really, hybrid, I know-- Stu, you like to refer to it more as it's an operational model. It's not about what the Cloud is but it's more of an operation model. And in that model, customers are always looking to leverage it for disaster recovery purposes. And their ability to fade over to Azure and then bring it back on-premise, fade back, that capability is the third underpinning of the announcement this morning. >> And Sai, one of the challenges that we have is, if we look at Cloud and say it's an operating model. Well, the challenge we have is it really is a multi-cloud world. If you look especially here in the Microsoft ecosystem, absolutely, start with Office 365. Microsoft pushed a lot of customers to the SAS model. I have my data center, I'm probably modernizing things there, and then I have the public cloud. Well, when I look at my data, I want to be able to manage and interact and leverage my data no matter where it lives. So, that's where-- I said Microsoft lives in all those places, and it sounds like your integrations are going to help customers span and get their arms around their data and leverage their data no matter where it lives. >> Yeah, I particularly like the use of the word span, because as you may know, we call our underlying distributor file system the spanifest. (laughing) Right? So the idea is that it spans on-premise Cloud, and your point, multi-cloud as well. So the ability to use the same platform, and that's really what drives customers today. When you look at what are the three aspects of our solution that they like, I would say one is the scale ability. The fact that they can start small and then scale as their environment grows, that's important. The second is around, everything plays around automation, API driven, API first architecture, right. And the fact that we are policy based, API driven really really resonates with them. And the third one is the simplicity and ease of management. I mean, you can build all these solutions, but at the end of the day, it has to be simple for customers to consume. And that's something that really resonates with prospects, partners, and customers we talk to. >> Sai, wondering on the Azure Databox, if you could help unpack that a little. We have some Microsoft guests on, Jeffery Snover walked us through. There's a couple of different versions of them. Some are for data movement, some of them there will be really kind of edge, compute, and AI capabilities there. Which ones do Cohesity use, what do you see is the use cases that you'll be playing in? >> Sure, so before I go into the solution and the use case. I think one of the key aspects of why that announcement is important for us, is it also shows the kind of engagement and close technology partnership that we have established with Microsoft, Azure, right. The fact that we are one of their launch partners, both during the preview and now in the GA timeframe. It's important for both customers and partners, because that gives them a good, sort of, understanding that we are there in establishing thought leadership. We are there in working closely with Microsoft in this case, along with other technology partners out there. Just coming back to the solution itself, there are a couple of flavors of Databox. So the one that we have done extensive integration with is Databox. There's another version offered, which is called the Databox Edge, which also has Compute in it. But the idea here, the use case is really around when customers are looking at Cohesity, there is backup and recovery that they can do from on-premise. But Azure and Azure Blob Storage in particular becomes a seamless extension for long term retention. Now, there are a few customers, and I can relate to several who asked, "Hey, I have a large enough "data set that needs to be seeded initially." And obviously the network becomes a bottle neck in that case. So with Databox, the ability to now transfer the data into your on-prem, like you get the Databox shipped to your on-premise, get it loaded, true Cohesity. Seamlessly get it hydrated in our Azure account, and from that point on we only send the changes or the incremental data. So that is really appealing to both customers, as well as partners who are really engaged in these migration projects in some cases. >> I'm really interesting what you're talking about with the thought leadership and your approach to partnerships, because Microsoft selecting Cohesity as a partner, it's a real stamp of approval for Cohesity, a real validation that this company's for real. How do you then think about who you will partner with? Particularly if the company is, say, only five years old or pretty new to the space or maybe not as well known. >> I think one of the things that Mohit Aron, and he's a pioneer in the spirit systems and is the founder of Cohesity. One of the things that he established, right from the get go is the ability for the product to scale, scale on-premise, but also that the Cloud has to be very seamless. It's a natural extension of what the architecture is intended to do or achieve. And so that kind of made it easier for us on the product team to figure out who is it that we need to partner with. Azure is obviously a leader in that space, particularly over the last few years. I want to go back to something that was mentioned in the keynote yesterday. It's not a know it all, but it's a learn it all, right. The learning that we have had as we have grown Cohesity and the product has grown and as we acquired customers and talked to prospects is they want to work with the likes of Microsoft Azure, leverage the infrastructure that they have to offer. So we started there. We said if customers are asking for it, we do it and we learn along with them on why and what the use cases are. And it started with, going back to my earlier comment, long term retention. And now, as an extension to that, with the hybrid cloud where not only storage, but leveraging disks, leveraging Azure Compute, that's now become an extension of what we started off with. And so we have Azure DataPlatform Cloud Edition, which is Cohesity running on Azure. So I would say how we made the decision in this case, A. the product and the foundation really set that for us, but B., more importantly, the customers really asking for it and asking for that integration made it easier for us to determine that, hey we absolutely need to partner with the cloud renders. >> Sai, I'd like to build off of that, the customers and what they're asking for. This is a very large ecosystem here. To be honest, we know that Azure, Microsoft is a big player in Cloud, when I look at this show, Azure's a piece of the overall discussion. So, I was a little surprised. Not that we're hearing more about Azure here, but, it's because if you look at just order magnitude, how many customers Microsoft has on Windows and Office, obviously that's going to dwarf customer adopts in general. Where are your customers when the talk about Cloud adoption, your customers? Do you find them more in a Windows customers in their own data center versus Azure? What are your customers doing and adoption of Cohesity Cloud products in general? >> So if you look at the typical on ramp of customers, more often than not, at least I would say over the last couple of years, our customers have typically started with the on-premise. Because their immediate pain point was the platform can do a lot of things. Customers are always looking to also solve that immediate pain point while looking into the future. So the immediate pain point was really around how do I make my backup and data protection systems, first of all, simple, efficient, and less fragmentation. And while I'm doing that, how can I then potentially invest in the platform that is capable of doing more. And that's something that Cohesity offered in the on-premise world. And as a natural extension to that, as both from the bottoms up, as storage admins and backup admins started looking at leveraging Cloud or Azure in particular for as an extension of their storage infrastructure, as well as from the top down. You know, more of like the business decision makers and the CIOs driving that mandate of, hey, I want you to think about Cloud first and have that mindset. I think it really appealed to them. Because now they could start leveraging Azure Blob, again, back to that long term retention, legal hold, compliance standpoint. And then building off of that, building off of that to do test dev. We have a great feature, it's called Cloud Spend. The ability to take some of the on-premise infrastructure. And your earlier questions too, we have seen customers both VMware, Windows Hyper-v environments. Believe it or not, some customers still have physical systems. And the fact that Cohesity can take care of all that in the on-prem world, while seamlessly helping them adopt Cloud is really the kind of customers that we have seen in this journey that we have taken along with our customers and partners. >> Well this is theCUBE's first time at Ignite. I know you're relatively new to Ignite. >> I'm even surprised about that. I would think you guys would have made a number of appearances, but I'm glad it's the first time and it's at the Cohesity booth, so wonderful. >> We're so excited, but what are some of the things you're going to take back with you from this conference? >> I think for me, this conference, as has any other such conference in particular, it's really the excitement. You go back and you reflect on the last three, four days you spend here, and it's about all the great conversations that we have had with customers, prospects, and partners. Secondly, we heard a session earlier this morning, a Cohesity session, we had Brown University join us. And then there's going to be another one tomorrow. We're going to have UPenn and HKS. We are working on your alma mater Cornell, by the way, Stu. So we'll get them soon. >> Excellent, excellent. Go Big Red. >> So the fact that we have all these sessions and some really great attendance. And attendance from folks who are yet to embrace the Cohesity solutions. So it's great for us to get our message out. >> Getting the word out. >> Get our word out there. And I would say the last thing for us is also showcasing to Microsoft here in particular, the fact that we have this big presence here and the excitement it's having is a great message to the Microsoft executives and the leadership team that we work with as well to show more love, we already have enough that we get attention from them. But this is more of a validation for them to say there's more that we should be doing and could be doing with Cohesity. So I think those are probably the three things I'll walk away with and build on what we learned from Ignite here. >> Excellent, well thank you so much, Sai, for coming on the show. It was great having you here. >> Thanks, likewise. >> I'm Rebecca Knight for Stu Miniman, we will have more at theCUBE's live coverage of Microsoft's Ignite in just a little bit. (techno music)