>> Live from the Computer History Museum, in Mountain View, California. It's the Cube! Covering DevNet Create 2018. Brought to you by Cisco. >> Hey, welcome back everyone. This is the Cube's live coverage here in Mountain View, California, heart of Silicon Valley, at the Computer History Museum for Cisco's DevNet Create. This is their developer eco-system for cloud natives, an extension to their popular and successful DevNet developer programs. A special event, really getting down and dirty on Kubernetes cloud native, and how to create real-time applications on the cloud. I'm John Furrier, my cohost Lauren Cooney, our next guest is Raj Krishna, who's the VP of Product Management with Cisco Meraki, doing some great things here, made a big announcement on stage. Welcome to the Cube, thanks for joining us. >> Thank you for having me, it's a pleasure to be here. >> So, before we jump into the speeds and feeds of some of the real impactful things that you've been doing, with this cool area in cloud, you just had some news on stage, you announced it. You guys are giving away a lot of Benjamins in product. Share the news. Yeah, we're going to be giving away 1.4 million dollars worth of our products, our cloud managed switches. And the reason why we're doing that is because we want to see the ecosystem, we want people to have access to our technology, because they're going to build all kinds of cool and interesting applications that we may not have thought of. So, by giving this gear away, we want to help evangelize, and help promote the ecosystem. >> You guys are creating a nice culture here, I got to say. I give you guys props, the second event you guys have done with DevNet create, where you're really looking at, and aligning with the cloud native developers. You've got things, you've got some hackathons, you've got some team-oriented camps here, but really it's about giving them the enablement, and the tooling to do things. You're not telling people "you need to develop this." You're not jamming stuff down their throat. Talk about the role of that, and what you guys are doing with your product, and how does that fit in? Because IoT comes right to mind for me. You know, new sensors, new things are happening, talk about specifically the things that you guys are offering from a tech standpoint, tools that you offer, and some of the things you expect that might happen. >> Most definitely. So, throughout the years as we've kind of built out a very large-scale cloud management platform, we've realized that the need for external orchestration tools, external monitoring tools, data aggregation tools, is paramount because people want to build not just interesting and cool applications, but they want to build security applications. They want to build data logging applications, analytics applications where they can take data from the infrastructure and then take data from their CRM, their customer resource management systems, and mix and match that data to be able to understand "hey, is there a pattern here, in terms of network traffic and foot traffic in my stores." So, as we've come to terms with this trend, we've been building out a very rich set of API's, that can help you aggregate data, that can help you visualize data, and we realized that that's not enough. So, that's why we've been investing heavily in the ecosystem play. That's why we've actually set up dedicated teams at Meraki. We have a brand new solutions architecture team that is hyperfocused and their sole mission in life is to enable developers. It's to go out and evangelize the technology, but then also have whiteboarding conversations with those developers, give them sample code, show them other sample applications. They've also stood up a brand new application app store where third party developers can have their apps featured, and they can have their apps purchased on their store. >> Take a minute to explain Meraki's role in this ecosystem, because it's a product, it's a switch, but it's not just hardware. Can you just take a minute just to lay it out, what is it, what does it do, and what does it enable? >> Yeah, so the reason why Meraki was so successful and acquired by Cisco was the cloud management aspect of it. The ability to roll out and provision and monitor, manage and scale a network, whether it's wireless, whether it's routing, whether it's switching, whether it's security, and to do that at a gargantuan scale where you have 10,000 sites or 20,000 sites, that was Meraki's bread and butter, but almost by accident what we realized was that would give you a large scale programmable platform, so we built these API's on top, and what we've learned through the years is that this is a massively programmable orchestration layer, right? For being able to program things, being able to extract data at scale-- >> Like what, like program what? >> So, let me give you an example. We have a service provider that we work with in Europe that services a million end customers. And what they do, is they're offering their services, their broadband connectivity services, their VoIP services, and they're also offering Meraki hardware in their web stores. I can go to their web store, and I can click "I want to buy a three year broadband contract, and I want to buy these widgets that come with it, one of those widgets is a Meraki widget." When they click Buy, it makes a series of API calls to the Meraki backend and everything gets provisioned automatically. Not just the Meraki services, but also the service providers own portfolio services, so it's enabled a seamless ordering experience where someone take Meraki, just as one part of the solution, and wrap a bunch of other services around it, and enable provisioning of that, at scale. >> Versus the alternative is ship a box, unpack it, connect to it-- >> Ship a box to a warehouse, unpack it, plug it in-- >> Login command line interface I mean, it's a nightmare, compared to what is is automated. >> Right >> Turnkey. >> Right, exactly. And the way that we really see ourselves fostering this ecosystem and our role in the ecosystem is we're just the platform, we are enabling the platform we want to make the platform easy to use, we want there to be rich documentation, we want there to be a set of API's, we want there to be scripts that we can make available, but really the creativity is going to come from those developers who come on board and solve unique customer problems that we may not have even thought of, so it's about working with those people, and making sure that they have the tools, the knowledge, the expertise and just enabling them. >> So, what would a traditional, kind of, Meraki developer look like? What kind of skills do they need? Do they have to have experience in networking, or app development, or what are you really looking at? >> Yeah, we're getting experience with an entire range of different types of application engineers, you know. People who are more mobile app centric, so we've seen mobile apps that are crafted, that integrate with Meraki beacons to trigger some kind of an action when I walk into a store, so very mobile app centric developers. We've seen a lot of interesting web-centric applications, you know, developers who are proficient in Java script, things like Ruby on Rails, building very rich, front-end visualizations of Meraki data, and then we've seen some even more hardcore networking engineers who really understand bits and bytes and the flows of data coming out of the network to, for example, take a NetFlow feed from our security appliance, and say "hey, this is a threat and I want to create, using this API call that tells me this is a threat, I want to have a tie-in with something like a lightbulb so that lightbulb goes off any time I see a network threat in my environment." So, what's kind of cool and interesting here is I have a range of different types of developers with different types of skillsets, and they're able to enable use cases and applications based off of their area of domain expertise. >> All right, I got to ask the hard question. This is the tough one. Increased surface area increases more potential security threats, malware, I mean there's lightbulbs out that that have, you know, connect to your WiFi, I mean they're basically a PC, you've got a processor in there, so great for malware, to attach to, sit there dormant, get inside the network, this is a huge concern. How do you guys look at the security paradigm for this? >> Yeah, absolutely. And that's why building a large scale network means having security first and foremost in your mind. So, we actually have a very rich set of security products that can help you secure your endpoints, and help you secure your network. So, just giving you an example here: We have a security appliance that actually integrates with Cisco's Talos threat engine. Cisco Talos is a team of hundreds of security researchers, and they're constantly staying up to date with the latest security vulnerabilities, security patches, trojans, malware, etc, etc. If you're running a Meraki security appliance, you have visibility into these real-time threats, and also you can extract that data and visualize it in a third party portal, or you can save it for logging. So, making sure that people are aware of the security threats, making rich tools available to our developer ecosystem that can help protect them against these threats, and then also having a privacy by design mindset when we're building and constructing API's. Let me give you an example. The upcoming laws in Europe, the GDPR laws, going into effect May 25th, we're actually building API's that will help you abide to these laws by letting you delete personally identifying information for a specific client. So, we want to help our customers and our developers be compliant with GDPR for their end users, so if their end users come to them and say "hey, I was connected to this network, but I want to be forgotten now, I want you to delete all my data," they can do that programmatically using an API. So, it's the kind of entire spectrum, right? It's building the awareness, building the product suite, as well as building the tools to help developers build privacy applications as well. >> That's definitely enabling the developer ecosystem, like we were talking about before. Now, what do you think is, when you talk about the industries that you're in, you know, I can see enterprises, retail, and manufacturing, and lots of different areas there, and there's probably service providers examples where they can make a lot of money, working with you guys and adding services to what they deliver to their customers. Where do you see kind of the most growth coming from, or the most interest? >> Yeah, we see the most growth coming from, kind of, a range of customers across the board, to be honest with you. Some of our traditional sweet spot verticals, that we were very strong in were distributed enterprise, retail and education because in these kinds of environments, you often have lean IT teams that want to do a lot more with a lot less. But what we've found is, our historic sweet spot was that kind of mid-market customer, you know, between 100 and 1000 employees, but over time we've been moving more and more up market, because we've been adding enterprise features, we've been really hardening and stabilizing the platform, so that can deliver enterprise networking at scale, and what we're finding now is increasingly more and more interest from that very high end premium segment of customer, you know, the Fortune 1000 companies who are saying "this is interesting for all my branch sites," or "hey, this is interesting for all my distribution centers or all my warehouses," so we're seeing growth across the board, which is why it's such an exciting time to be at Meraki. >> Raj, good luck with everything. Thanks for coming on the Cube, really appreciate it. What's next for you guys as this things evolves? More programmability, more automation? >> More of everything. We're going to be launching more products, we're going to be crafting more API's, we very recently released a new series of HD video surveillance cameras, and we're seeing a ton of very interesting IoT type of applications where those are being used in manufacturing or farming, we're getting interesting API requests for that. So, we're going to be continuing to invest heavily in our portfolio, build out more hybrid products, more software features, as well as more API calls. >> You guys are targeting the developers at the edge, on the cutting edge, pun intended-- [Raj] We hope so. >> Great stuff. IoT certainly a great opportunity for developers, you know, stuff that you couldn't do years ago are possible, certainly with the cloud and IoT, and Cisco's DevNet Create. I'm John Furrier. More live coverage here in Mountain View after this short break. (techno music)

(upbeat electronic music) >> Announcer: Live from Las Vegas, it's theCUBE covering HPE Discover 2017, brought to you by Hewlett Packard Enterprise. >> Okay, welcome back, everyone. We are live here in Las Vegas for theCUBE. (mumbles) check the signal for the noise. I'm John Furrier with David Vellante. We just had Meg Whitman up here, Dave. Our next guest, another CEO, Peter McKay, CEO of Veeam. Welcome to theCUBE. Congratulations on your success, and great party last night. >> Thank you. It's a good party. Veeam always has a good party. So it's been a great event. This has been really action packed from the time we got here yesterday. >> It really speaks to the change of HPE. You guys are a big time sponsor, great booth space here. You presence is here, and you're in that ecosystem and doing very well. Explain for a minute why that's happening, why is Veeam such a prominent role at HPE this year. >> First, I think culturally, the companies really work well together. A lot of our customers, whether it's enterprise or commercial, kind of that mid-tier market, have been asking for more solutions. And we're a part of it. We're the software. HP is the hardware component, and we bring together. And it's really made it easier for our customers to buy a solution versus trying to buy all the pieces and having to pull that together. So it's really worked out well for both organizations as we expand. >> Well, Peter, a couple more zeros to your revenue number and you'll be running a company the size of Meg's soon. Now of course, Veeam brought you in really to the next level. New management, new messaging, we heard a lot of that at VeeamON, one of the things you talked about. What I liked about your messaging at VeeamON is everybody talks about digital transformation. What you did is you pinpointed it around always on availability. I wonder if you could share with our audience and sort of summarize what you were talking about there. >> Yeah, in the software world, we've lived through a lot of transitions, from mainframe, to client-server, to cloud, all the way through. Everybody's going through, as you said, this transformation and the ability for applications or data to be accessible at anytime anyplace. It used to be that everybody backs up. Now it's about recovery. It's about all your apps, and all your data, all your services to be available seven by 24, 365. And so it's no become just like security was earlier when it was kind of an afterthought. Now it's a forethought. Look it, we're pushing more applications. They're more agile. It's going to go down. British Airways, it's been a huge issue. One guy pulls a plug, next thing you know, it's $100 million. So for us, it's now become mission critical, what we do. And that's where this digital transformation, as kids getting older and they're entering this workforce that only know the digital life, want an always on environment. They're not going to be satisfied with a world that is a bad service, where it's down and I have to go to some other spot. So it's this convergence of companies making this transformation and this new group of users that are coming online that only know a digital life. And that's kind of where we see it all coming together for Veeam. >> So that's a great vision. And we've talked in the past about the ascendancy of Veeam is around VMware backup. You're transitioning that messaging into, as you say, recovery and always on availability. It seems like there's a huge market for this intercloud, multicloud management. Your vision there is any combination of use cases, on prem, off prem, bringing it down from SaaS. So I wonder if you could talk about that strategy, that white space, which is really jump ball in the industry right now. >> It is. So for companies today, they have options. They want to have options, right? They want to have the ability. I want to be able to backup and recover from our on premise data, from my internal data center, manage cloud, manage service, or in a public cloud. So I want to be able to back up but also recover from any of those environments and move it. There may be some applications, Office 365, that's in the cloud, but I want to be able to back up and recover on premise. And so it's opened up a lot of flexibility for customers that don't want to have it all on prem that for some of their data, they can put it in the cloud. For some of it, they want to have a very specific service provider that has a security or a vertical expertise, they want to go with them. But either way, they want to be able to access that data anywhere it is on any infrastructure. >> What's the business relationship? What's the connection this year? And just take a minute to describe that for the folks. >> Yeah, no, it's really evolved from a purely technical relationship where all of our technology integrates with all the different HP stack, but it's evolved. As more customers wanted more solutions, they want more of the packaging coming together as a bundle or even appliances, we've been working closer on the go to market side where our partners were kind of pulling these together. And so in November, we announced a global reseller agreement, an OEM agreement with HP that allows HP now and HP partners to resell Veeam as a solution with HP hardware, together or separate, into an HP customer. And so that's been a win for HP because they focus on a data protection solution and always on. >> It's good for the portfolio. I mean they got another club in their bag, so to speak. You guys get a nice pop. >> The brand and their channel, right? And so I think the data protection story and the solutions that HPE can bring together is really compelling. And for us, they've got a broad go to market organization that we can leverage. >> Well, you kind of need each other. I mean you're coming upmarket. I mean the story of Veeam is actually quite amazing. You booked over half a billion dollars, I think 600 million last year. >> Peter: 607, yup. >> Never taken a dime of outside capital, which is outstanding. I guess extensively, want to remain private is sort of the narrative, but you really don't stress about that. >> We're owned by two people. It's pretty simple, and they brought me in to grow a long-term sustainable software company, right? That's my job. That's what I do everyday. What they want to do at some point in time in the future, that's really up to those two. But for me-- >> How does a company go from standing start to over half a billion with no outside capital? >> Great technology. I mean I think from day one, if you've known Veeam, you know that the technology has always been, we use the saying it just works, and our customers will say it. And we have a very loyal customer base. 73 was our score in MPS, which went from 63 to 73. So customer loyalty, strong. Good culture, good company. We've added 1,000 people over the last 12 months. We're going to add another 800 over the next. So good company, good people, 45,000 partners that we've added across the globe. >> And you showed a slide at VeeamON which I want to share with the audience. Again, it was outstanding. It was Workday, Salesforce, and ServiceNow. And essentially, you showed that you're actually going to achieve, on track to achieve a billion faster than those companies. >> Yeah, that's our goal, 2018, to get there, 800 to a billion. I mean that's our internal goal, right? I came in, set a high bar, and we're all working towards that. We're on track. >> And you share that, you're transparent about it, which is kind a unique. >> We did it with our partners and more detail with our partner ecosystem, so they know what we're trying to do and what we're expecting of them, right? Because this is how it has to work. >> You have a shared interest there. Everyone wants that same direction. >> We're 100% channel, right? So it's not like we're taking these deals direct, and we're going to take theirs. >> Oh, you know, the channel, you have to fake the channel once, you're done. You really got to be straight up with them and make them money too. (laughs) >> Just like our customers, our partners are extremely loyal to Veeam. >> All right, I got to ask you, we see a lot at VMworld, and we got that coming up. theCUBE will be there live. Actually, their deal with Amazon points to the hybrid cloud. That's the story here. Hybrid and cloud certainly changed the game on backup recovery, all aspects of storage in the software. What's your vision there? And share with the folks what that means for them as they think about their architectures, the hybrid. >> What it means to VMware? >> No, what it means to the customer who sits there going, "Okay, I've seen all the signals. "I've got VMware. "Now I'm seeing it with Amazon, the relationship, "that's a hybrid cloud path." >> I think up till a little while, up till that announcement, I think it was a lot of the kind of niche use cases, a lot more of the kind of simple workloads were going into Amazon and Azure. But not a lot of the mission critical were kind of moving in that direction yet. With VMware moving to Amazon, it's opened up the door because now, all of them are using vSphere as part of their mission critical apps. So now it's kind of like the door has been opened to moving more of these mission critical into Amazon, which I think was a great move for VMware, great move for Amazon because they want the mission critical. VMware wants to stay, keep everybody on vSphere. And for us, we're extremely close and tied to VMware, and we are moving closer to Amazon. So it's a win for us, and we'll be the first to be in that environment. >> I saw the magician out there on the floor, all these Benjamins, throwing the money around. You guys are doing well. You're making some money for your partners as well on the channels. It's a great strategy. Your observation here at HPE Discover, what's your observation of what's happening here at the event and some of the takeaways? >> So I started my career, a big company, then I did three kind of earlier stage, and then back to big companies, VMware and in here. The line we always use in kind of building a business is focus, focus, focus. And I think what I see is HPE more focused, more focused than ever. It's a tighter message. The vision that they have is so much more clearer. And that's just not my observation. That's the feedback I get from the ecosystem and the customers that we're talking to, that they like it. It allows them to get a much clearer understanding of the HPE direction and where they're going and when they're placing their bets. >> And top three priorities for you guys at Veeam over the course of the next six to 12 months, your goals for the company. >> So we look at it in terms of the pillars. Obviously, the enterprise is a major investment area around the globe, as you said, to go upstream. And so we used to do purely virtual, as you mentioned, and now we do physical. Now we do cloud extension. So we have all that. We think we have the platform for the enterprise. Not to say we don't want to continue to do that, but enterprise is number one. Cloud and obviously, it's having that ability for customers to move workloads anywhere, kind of that orchestration of those workloads. That's a critical initiative for us. And then for me, it's look it, the business is going well. Don't screw it up. Got to keep the S&P going, keep the commercial-- >> Hands on the wheel, hold it straight. >> Do all this other good stuff but don't drop the ball on the other side. What do they say about a doctor? First, do no harm, do no harm to the business and then grow it over here. >> And that's your role and your co-CEO's role, is to really keep that innovation engine going, right? >> Yes. >> I mean near CDP and like you say, bare (mumbles). I mean that's the development track that-- >> And I think you will see us kind of expanding that a little bit and maybe some inorganic. We've acquired, we've accumulated a nice balance sheet that allows us to do some creative things that maybe we'll talk about at the end of the road. We announced one in TWS, which is a company that was in the Amazon marketplace that has opened up some more opportunities for us. We're going to continue to invest and acquire as we go to compliment some of the things that we've been doing very successfully on organic growing. >> David: Amazing. >> Peter McKay, co-CEO of Veeam. Thank you for coming on theCUBE and sharing your insight, and thanks for the commentary. More live coverage from HPE Discover 2017 after this short break. Stay with us. (upbeat electronic music)