>>from Miami Beach, Florida It's the >>Q covering >>a Cronus Global Cyber Summit 2019. Brought to you by a Cronus. Welcome back to the cubes coverage here in Miami Beach of the Blue Hotel. I'm John Kerry. Hosting the Cube for Cronus is global Cyber. Summit 2019. We're here with the chief marketing officer CMO Guide. Our magnet. Nora. Welcome to the Cube. Thanks for having us. And thanks for coming on. Thank you for talking to me. Not a bad venue. Miami Beach People like it here. It's got a good vibe. >>Yes, a lot of entertainment, actually. For an event perspective, having people in such a nice place is very tough because you have to keep them inside somehow. And you cannot lock their doors. So we have to have really good content. >>People are feeling good. I can see a lot of people smiling people very happy. Congratulations. Take us through the event. Why the event here? What's the main theme? What's the top story that you're telling here at the global Cyber summit? 2019? Sure. So >>way were talking about cyber protection for quite a while. And cyber protection is simple. Terms is combining data protection of cyber security because what we see is happening in the digital world is that traditional data protection, not enough anymore cannot really protect you against all of the threats that you have out there and the number of messages growing. So cyber protection super important and we're developing and selling it for quite a while. But now it is time to keep off really a big push for cyber protection because we have the products that can enable our partners, resellers, service providers, enable and customers and enterprise I t. To deliver seven protection to their work clothes. What we do here at the Summit way, announcing three major things One is a furnace cyber infrastructure, which is a secure, hyper converged infrastructure for running cyber protection. That's external port on the edge workloads because when you run something in the data center, you have the perimeter security. You can protect you with moment. You get out of the data center, you need something really secure and easy to use and also cost efficient because the number of foreclosures growing outside of data center rapidly. So we have this cyber infrastructure way prevented here. Second piece is cyber platform. Cyber is the way for any third party to customize, integrate or extend cyber protection so they can take parts and pieces and integrated into their applications, for they can integrate an application support for customers so they can expand the portfolio of solutions. So that's another picnic. It's a huge thing. No, everybody can integrate cyber protection in any solution and support any type of work. And the third thing going on here is the product, according Cyber Protect, which is basically combination off back up, just a recovery. Cyber security. We have a non to virus. We have anti malware capabilities, but we also have vulnerability assessment, Hatch management, remote management. So it's a combination of multiple tools into one package. So that's really designed for a guy who is already tied off agent for teeth. They don't lots of obligations and doing different things. Tired of managing many things so way, offering them a tool that combines everything that they need to manage outside of the data center. >>You know, I've been really impressed with you guys and do my research for this. Two things jumped out at anyone recover cybersecurity, most from the enterprise space, but also from a data space. You guys have been around for a long time. Great growth, a lot of customers. Great channel relationship with Go to market, which has been successful for you guys in cyber. So cyber security has been your wheelhouse is company, but it's interesting. This theme of the enterprise is coming into focus. So to me, I think it's a huge opportunity. From a market standpoint on the enterprise, you're Tim has traditionally been cyber security. But story is interesting. Your since you're telling an i t story with cyber telling a data story in context to cyber these air coming together, these worlds are here. Talk about that dynamic in the market because that's a market you're targeting specifically. >>So, first of all, a little correction. We do cyber protection, and it's an important difference between several protection of several security, because what we do wait combined data protection so traditional backup disaster recovery file, sink and share all those tools with security. That's vision what is needed for the border protection. So Christ was a traditional data protection company for quite a while, and then we realized that there is this need for security integrated with data protection way started to implement that. So now we're introducing to the market a new type of solution that everybody now recognizes integrated solution between data protection and cyber security. So the market without solution is virtually anybody. But when you talk about the enterprise, the key workloads where you really need that is the edge. So everything outside of the data center edge and end points. And the thing here is that you have just a tiny fraction of all of the devices in your data center. Everything is outside and protecting it, managing it. It's really complicated. That's what we offer now. So you can start protecting those workloads and the edge, what it's like for clothes and >>talk about the product specifically because this platform enabling is interesting. You have a P eyes. You're opening up your developer network of S, V S and M S P's and your customer base. How is that platform going to help that EJ problem and simplify the protection has taken years. >>That helps in a different expects. So in one hand, way as a company would never be able to support all types of work clothes because there's so many different applications and people want to have application and wear protection. So any third party, any eyes via have the expertise with a particular application, they can develop their own workload support so they can support more loads that can support different type of stores. Destinations they can create. Different service is on top off the data so they can process the data. So, for example, they can deliver a malware scanner on top of the back of that will be integrated in the backup solution right so they can extend the platform in that sense. But also it's an opportunity for service providers because full service provided they trying thio differentiate. They all look for something that I will help them to tell the story that they different from the others because the major problem is that if you a service provider you have multiple customers for them, it's very easy to switch to another service providers. So the old for those differentiators and without blood when they can customize they can integrate it with a particular systems and they can focus on specific application. So let's say electronic medical records they can support that for their particular customers. And the customers are going to switch to another provider because they have this customization. And they have a lot of expertise that they can implement through the platform and create a custom my solution, that only them can develop and deliver. So that's That's another aspect of the platform. Only four eyes, these wonderful service providers. Then we talk about resellers and distributors. They can integrate the plot, thicken, integrated with their market places they can. Cell service is directly from the tools that they're building already or the solution marketplace ability. >>Talk about the difference between data protection and cyber protection, because those are kind of now coming together. As you're pointing out target persona for I t. Has been C i o or T buyer on, then you have a C so chief of security from large firms way, Who's buying? Who's using the product, is it? See I owe with staffers in the sea so and because it's like a data protection the old way, it's like, OK, storage, that's the I t. Fire down the list. Five. Storage, both on data protection. That's the old way. The new way is kind of bring it together. Who's that? Is a very good >>question. So I would think about the traditional data center, and we think about the rows of people who work with the data center, their storage guys, working guy, security guys. They may have different goals, different budget. They can be separate. Organization may not even be talking to each other. So selling a combination integrate solution to the data percent. It's complicated, and we've seen that stories many times. C'mon taken very. They try to sell security together. They failed just because it's very difficult to do that. But what we do is we go to the other type of person to the edge guy, the guy who's responsible for the whole infrastructure outside of a data center. Usually it's one team of one person, and they cover everything and they have a problem. They have multiple solution. They have to manage more solutions. You have people, you have to hire more training you have to make, and the reliability of this is just going down because you have to manage multiple tools. Update on different schedules and it's a disaster for a lot of companies. So we go to that guy with the department and tell them, Hey, here's a solution. Now we'll cover most of your knees >>and the number one problem you're solving. What? What's the problem? Statement. Take the high order bid on the promise the >>protection of the device So you protect data application and system that device. Talk >>aboutthe. Range the platform protection. Get the core platform protection infrastructure. Cloud backup. You've got core areas in the model, which one is the most popular in terms of where customers start to rethink their architecture when they start thinking platform versus tools? Because a lot of custom that we talk to and we pull in our community are all in the sea, so specifically are hard core way Don't want another tool way have a lot of tools in the tool shed, so to speak way want to get data horizontally scalable? We don't want to have an enabling platform software, but they have a machine learning and may I be very specific in service is that we use so trying to balance that architecture is what's on there. That's essentially what you guys are doing. So why that's important and why it's important for the customer. >>Exactly. And I I would take a step back here. So a lot of people want to think about protection of data, sleeping in traditional terms, data protection back up. I have a coffee somewhere. So in case something bad happens, I will be able to get back to that coffee. But now people started to understand it's not enough. First of all, they want to get value from the data, so data should be available. It should be fresh, and it should be authentic, So they want to make sure that they have the data they can trust. So the moment the shift from traditional having a coffee to having data that I can use and get Mellie from the data we start thinking about how they can make it work in a way that you always have data available. You don't wasting time, you know, losing anything. And you have a proof that you have that regional data thistles where we play. So we come to them and tell them that simple story. So in the past, you hit by run somewhere for you hit by malware. Attack somebody. A Texas system. You would say, OK, I'll go back to my backup, I'll find those files. I'll recover them. I would hope that they're not too old way offer them is the automatic recovery. They get everything back and they have everything. That was the most fresh data that they need. And we have guarantee that this is the original data they have because what's happening now in the cyber security market? And there were a lot of people Aquino they were talking about it and security experts. Is that the hackers Not on Lee, corrupting a day of stealing your data, the old so mortifying in a way, to influence your decisions. So they do like small, tiny modification, and you're sending your paychecks to somebody else. That's what they basically trying to do all the time. So you have to be able to trust the day of the job. So the moment you think about the chocks enough in the city of the Data, you think, OK, it's not just back up anymore. I need cyber protection. I need something that will actually help me to trust my data. >>You see in the examples everywhere you pointed out visual threats, you know the automation of cyber crime. You're seeing Ransomware. That's killer. And then just personal attacks. This is a really key area. I gotta ask you a question that came up on Twitter the other day. We were talking to folks. This comes up a lot with C. Sosa's well on. This is a quote from acute conversation I had with C. So said, Lookit my environment becoming more complex and costly going up. So that's one killer problem that he has in terms of what he's dealing with his environment. So complexity is going up. You mentioned the edge. It's a big one, right of other things out there wearables and then costs too many vendors, not enough sharing data. So again, this is a very complex and nuanced point. But how did you guys answer that question? So I see it costs. I want cost to go down. I want Plus, he's never gonna go down your abstract thataway. >>Yeah, even more. It's only complexity and cost is also security. More complexity that surfaces. Attack of attack is getting bigger, so you have to find a way to protect it. So answer is integrated type of protection. So what we do. We address five acres of protection and in the digital world, way we call him a Comsat passes safety. You have a copy, you can recover accessibility. You have a copy that you can access when you need it, where you need it. On privacy. You have control where your data is and who can access the data. That authenticity. You have a way to prove that. This is your reach, Dana. And then security. You have protection against external attacks. So we combine it all together into one solution. So you deploy one single agent that will provide backup just recovery. Crossing in. Sure. Hold the service that you need to work with your data Creative copy of the data to share your data, but also its integrated security. So we'll ensure that we passed your system. You have up to date Aly update installed. You have everything up to date. Everything's protected. Then we have an antivirus we have on tomorrow where we have the ability to manage the system. So everything is packed, packaged into one solution. So you don't have multiple agents that are incompatible. Multiple agencies have to update on different schedules multiple people who have to support different types of agents. Everything is combined. So that way we decrease the complexity and then increase the security because security is already integrated. And then the last final piece of the cost is the infrastructure solution that way. So what? We have a current seven infrastructure. It's either a softer applying to heart of our clients that is designed specifically for cyber protection were close, so it can't replace your standard H c I. But it gives you an ability to store data in the mosque obstetrician way. You get our appliance like in the hardware. You have a cheap stories for your secondary data for disaster. Recovery you can do that is to recover that appliance, or you can take our soccer appliance and deployed to commodity hardware. You don't have to buy a very expensive story track. You just deployed to the hard way that you have and use it on there. So that way we sold. It caused problems >>to get multiple options basically on that. Okay, so I gotta ask you the hard question that's going through everyone's mind is okay. I hear this story is too good to be true. Everyone must be. It must be a platform from wars are out there, sees this. They're pandering to customers. What makes you different? Prove that you're valuable to me. Show some evidence Where your differentiation How do you answer the differentiation? What makes you guys different? >>I would say the answer to that is innovation. So everybody has a platform. Everybody's building a glass from I. D. C was proclaiming its in Europe platforms probably three or four years ago. So everybody's talking about it, right? So way do they have the platform about the core differentiation is the innovation that we have Where the first company to use Blockchain for authenticity so we can record way hash coats Oh, files to change And then you can use it to get the verification that you have the original copy of the file in a time step where the 1st 1 to integrate the anti ransomware protection into the back so you don't really have to recover after my run somewhere you get all the files back, it will be the most recent files that you had. So you're getting it all back and it works there, So those innovation they already implemented off platform. So the moment you get a lot from you have all that you need. Old basics. You have user management quarter management so you can deploy and feel for you. Can you? Can? >>Was interesting is you have a holistic view on data, not just narrow view on day that Zach Lights and the I think the integrated is killer customer success. Anecdotal sound bites you can share. What are some of that? Some of feedback you hear from customers on this >>so feedback from customers. The best feedback is that we're hearing from our customers have issues, right? That's the best thing to d'oh. So when things go right with customers happy and you can go online and check out the mosque. Interesting case that >>we have with our scores partnerships because sports of becoming digital so >>everything's difficult depends on data. When you think Formula One isn't data, they lose data, they lose the race, so they have a tremendous amount of data and they have to transfer to a different location to transfer from the track to the headquarters. So we had implemented our cyber protection for a few teams in Formula One and you can just go online and check out that way. Ken Story, Williams Formula One. Great story. They actually tell people how they use it, how it helps them way. Have a bunch of those stories. >>You know, industrial I o. T. Is a huge area. I think you guys have a great opportunity there. People talk about digital threats and getting hacked as individuals. Equipment, machinery can get back to a device on your car. Certainly sports betting on it. Certainly someone's gonna want to manipulate it everything >>now, because we have our separate protects Operation center. We have engineers and security expert watching What's going on. We're collecting feedbacks from our customers and partners. We kill some crazy story all the time. Like what hikers now do. They would have into your email start fortifying your e mails and your documents that you had there because it's digital. There is no trace. You don't really know what was their original documents, so they eventually it will get you to transfer money to wrong account or do something with your assets. You will not going todo and it's just becoming more and more prominent because every digital. Now you don't even have a cocky or a document that's stating how much money you have in your bank. What if you wake up tomorrow instead of $1,000,000? You see $1000 you have no proof that you actually had something else, right? >>Cyber protections of data problem. You guys tackling with creative platform? Yes. Congratulations. Better. Thanks for coming on the Cube. Thanks for your insights. It's a cube jumper. You're watching us here at Miami Beach of the Crows Global Cyber Summit 2019. More coverage after this short break.

>>from Miami Beach, Florida It's the key. You covering a Cronus Global Cyber Summit 2019. Brought to you by a Cronus. >>Hello, everyone. Welcome to the Cube coverage here in Miami Beach Front and Blue Hotel with Cronus Global Cyber Summit 2019 2 days of coverage. Where here, Getting all the action. What's going on in cyber tools and platforms are developing a new model of cybersecurity. Cronus Leader, Fast growing, rapidly growing back in here in the United States and globally. We're here. William Toll, head of product marketing Cronus. Thanks for coming. I appreciate it. >>Thanks, John. I'm excited. You're >>here so way were briefed on kind of the news. But you guys had more news here. First great key notes on then special guest Shark tank on as well. That's a great, great event. But you had some news slip by me. You guys were holding it back. >>So we've opened our A p I, and that's enabling a whole ecosystem to build on top of our cyber protection solutions. >>You guys have a platform infrastructure platform and sweet asserts from backup all the way through protection. All that good stuff as well. Partners. That's not a channel action platforms are the MoD has been rapidly growing. That's 19 plus years. >>And now, with the opening of our AP, eyes were opening the possibility for even Maur innovation from third parties from Eyes V's from managed service providers from developers that want to build on our platform and deliver their solutions to our ecosystem. >>You guys were very technical company and very impressed with people. Actually, cyber, you gotta have the chops, you can't fake it. Cyber. You guys do a great job, have a track record, get the P I. C B Also sdk variety, different layers. So the FBI is gonna bring out more goodness for developers. You guys, I heard a rumor. Is it true that you guys were launching a developer network? >>That's right. So the Cronus developer network actually launches today here in the show, and we're inviting developed officials. That's official. Okay. And they can go to developers that Cronus dot com and when they go in there, they will find a whole platform where they can gain access to forums, documentation and logs, and all of our software development kids as well as a sandbox, so developers can get access to the platform. Start developing within minutes. >>So what's the attraction for Iess fees and developers? I mean, you guys are here again. Technical. What is your pitch developers? Why would they be attracted to your AP eyes? And developer Resource is >>sure it's simple. Our ecosystem way have over 50,000 I t channel partners and they're active in small businesses. Over 500,000 business customers and five million and customers all benefit from solutions that they bring to our cyber cloud solutions >>portal. What type of solutions are available in the platform today? >>So their solutions that integrate P s a tools professional service is automation are mm tools tools for managing cloud tools for managing SAS applications. For example, one of our partners manages office 3 65 accounts. And if you put yourselves in the shoes of a system administrator who's managing multiple SAS applications now, they can all be managed in the Cronus platform. Leverage our user experience. You I s t k and have a seamless experience for that administrator to manage everything to have the same group policies across all of this >>depression. That success with these channel a channel on Channel General, but I s freeze and managed service ROMs. Peace. What's the dynamic between Iess, freeze and peace? You unpack that? >>Sure. So a lot of m s peace depend on certain solutions. One of our partners is Connectwise Connectwise here they're exhibiting one sponsors at at this show and their leader in providing managed to lose management solutions for M s. He's to manage all of their customers, right? And then all the end points. >>So if I participate in the developer network, is that where I get my the FBI's someone get the access to these AP eyes? >>So you visits developer data cronies dot com. You come in, you gain access to all the AP eyes. Documentation way Have libraries that'll be supporting six languages, including C sharp Python, java. Come in, gain access to those documentation and start building. There's a sandbox where they could test their code. There's SD K's. There's examples that are pre built and documentation and guides on how to use those s >>So customer the end. You're in customers or your channel customers customer. Do they get the benefits of the highest stuff in there? So in other words, that was the developer network have a marketplace where speed push their their solutions in there. >>Also launching. Today we have the Cronus Cyber Cloud Solutions portal and inside there there's already 30 integrations that we worked over the years to build using that same set of AP eyes and SD case. >>Okay, so just get this hard news straight. Opening up the AP eyes. That's right. Cronus Developer Network launched today and Cloud Solutions Portal. >>That's right, Cyber Cloud Solutions Portal Inside there there's documentation on all the different solutions that are available today. >>What's been the feedback so far? Those >>It's been great. You know, if we think about all the solutions that we've already integrated, we have hundreds of manage service providers using just one solution that we've already integrated. >>William, we're talking before we came on camera about the old days in this business for a long time just a cube. We've been documenting the i t transformation with clouds in 10 years. I've been in this in 30 years. Ways have come and gone and we talked to see cells all the time now and number one constant pattern that emerges is they don't want another tour. They want a solid date looking for Jules. Don't get me wrong, the exact work fit. But they're looking for a cohesive platform, one that's horizontally scaled that enables them to either take advantage of a suite of service. Is boy a few? That's right. This is a trend. Do you agree with that? What you're saying? I totally agree >>with that, right? It makes it much easier to deal with provisioning, user management and billing, right? Think about a man of service provider and all of their customers. They need that one tool makes their lives so much easier. >>And, of course, on event would not be the same. We didn't have some sort of machine learning involved. How much his machine learning been focused for you guys and what's been some of the the innovations that come from from the machine. I mean, you guys have done >>artificial intelligence is critical today, right? It's, uh, how we're able to offer some really top rated ransomware protection anti malware protection. We could not do that without artificial intelligence. >>Final question for you. What's the top story shows week If you have to kind of boil it down high order bit for the folks that couldn't make it. Watching the show. What's the top story they should pay attention to? >>Top story is that Cronus is leading the effort in cyber protection. And it's a revolution, right? We're taking data protection with cyber security to create cyber protection. Bring that all together. Really? Democratize is a lot of enterprise. I t. And makes it accessible to a wider market. >>You know, we've always said on the Q. Go back and look at the tapes. It's a date. A problem that's right. Needed protection. Cyber protection. Working him, >>Cronus. Everything we do is about data. We protect data from loss. We protect data from theft and we protect data from manipulation. It's so critical >>how many customers you guys have you? I saw some stats out there. Founded in 2003 in Singapore. Second headquarters Whistle in 2000 a global company, 1400 employees of 32 offices. Nice nice origination story. They're not a Johnny come lately has been around for a while. What's the number? >>So five million? Any customers? 500,000 business customers. 50,000 channel partners. >>Congratulations. Thanks. Thanks for having us here in Miami Beach. Thanks. Not a bad venue. As I said on Twitter just a minute ago place. Thanks for Thanks. All right, John. Just a cube coverage here. Miami Beach at the front in Blue Hotel for the Cyber Global Cyber Security Summit here with Cronus on John Kerry back with more coverage after this short break.

>> live from Miami Beach, Florida It's the que covering demon 2019. Brought to you, by the way. >> Welcome back to Miami. Everybody watching the Cube, The leader in live tech coverage. This is Day two of the mon 2019 3 cubes. Third year at V mon, We did New Orleans. We did Chicago last year. Course here at the Fountain Blue in Miami. Great venue for an event like this. I'm Dave a lot. It was my co host, Peter Burroughs. Abba Dabbas. Eye is Adi is here. He's the head of a Charles Russell speech. Liza London based law firm. How about great. Great to see you. Thanks for coming on. Thankyou. So you tell us about this judge. Interesting name. Charles Russell. Speech lease. It was a merger of two firms, Right. Tell us how it all came about. >> Back in 2,014 Charles, loss of species performed for a merger between two different companies. Charles docile and speaks Lee Burcham from a 90 perspective. That was very interesting for the two departments coming together s So we have a limited time period where we had to merge these two companies Two different systems different data centers, different data sets. So it was formed by emerging back in 2,014 for five years on way here today >> that we see this a lot, you know, Emanate goes down. The acquiring company of this sounds like it was a merger. You know, they sort of battle. Okay, who's going toe? Really? Which framework is going to win? Because I'm sure had that conversation. But so to take us through that merger, what it entailed what? What the scenario looked like and how you plan for it. Sure. >> So I was part of the Charles. Also legacy Charles Russell team on, then obviously speaks about. Some had their own team as well. So initially, when we first found out about the merger, it was essential for the two teams to get together to work out. Okay, What systems? You have free mail. What systems you have for document management system playing trump cards. Which is who's got the best system and which way do we wantto move forward? A little. >> Ah, >> so but being a law firm, most law firms around the world and in the UK especially used the same types of software so essentially that from that perspective it was It was it was quite simple. But then way had to work out. How do we How do we go forward with this? Because two different headquarters in the London area. Which office do we move into? Sort of logistics around that. Can we fit in pre merger? It was six. Charles Lawson had sickle. Roughly 600 people, especially birds, had roughly 500 people. So pretty comparable. Yeah, yeah. So working out space logistics was was an issues >> making that even even more complicated, right? Yeah. >> One of the things that's interesting about a law firm, like versus a traditional manufacturer or AW financial services firm that has a lot of very fast right writing systems and have to scale on those lines is a law firms feature very complex dogs, very complex in from out of files, a lot of files that are written. But at the same time, you have to be repurposed to a lot of different work flows very sensitive to external contingent regulatory change. And so you have all of that happening, especially, I mean, two years ago from now on MySpace steak, and it was you're getting into brexit stuff, too, so that also had to be a source of uncertainty. So how has it been combining external regulatory issues the way that technology is being used in law firms and some of the new work clothes that you guys trying to support? And then adding, On top of that, the complexity of bringing these two firm GPR >> GPO itself was It was a year old project for us on. Obviously, we've got offices. The Middle East, but obviously is in the Far East on DH in Central Europe has well, so data logistics or where it sits, is an issue for us as well. So GDP, ours being a big project for us in terms of the merger itself. It was it was very, very difficult for the two I T departments to come together on actually work out. How how do we go to one unified systems? Essentially one doctor man, just in one email system. All of that took a lot of plan in law project management on essentially within the legal press itself. We got doubted in the time frames that we had that we can achieve it on within. I think It was 18 month period. We had merged order, different systems and various offices because speech the Bertram and Time is what I had. Offices in Zurich and Geneva were to merge with different offices together as well. So it was. It was a big, big task for the i T department on the firm itself. >> They're very tight migration deadlines. And and as you started to approach those deadlines you had to worry about, Okay, When we're going to cut over, how do we avoid downtime? How do we make sure that we don't? You know, I have bad data, data, corruption and the like. So how did you plan for that? And how did it go? >> So wait, we're here. C'mon on DH. Veen was It was it was a big part of our migration process. So where we had two different parts of the business Different storage systems, Different actualization system's way used to mean a CZ. The middleman basically, to my great data, from one day to center to another, using swink it. So where there was a large amount of terabytes and terabytes, amount of data way had swing kit available to us using team were able to be to be essentially a love the environments into the swing care and then bring them over to the other side of the business. And vain was essentially part on on top of that, making sure that the data that we were coming that will bring in a cross is true and not corrupt on DH, that using some of their technology is sure backups and stuff like that really, really was essential to, you know, do migration going well >> And was was Wien installed and both organizations at the time? Or was that something that you had to sort of redeploy? >> And yeah, So Legacy Charles also had way was actually myself going back probably eight years ago. Version For a time, I think team had 20,000 customers. So to here >> there were version 10 now 33 150 >> 1,001,000, 4,000 month. >> That makes me proud that we invested in vain when we did good car. So yeah, it was It was a good call from us, and essentially three other side of the business did not have. But then we just wait. Expanded our Venus State to look at both sides and then bring him across on. And then, ever since then, we've grown our vamos state across the world, across all of officers. So >> So how did you do that? So that was that was another migration that had to occur. And did you? You kind of do those simultaneously. Did you do the theme of migration first, and then bring the two systems together? >> Do you seem to do Stouffer special sauce in the migration? >> Yeah. So Veen was essentially a tool that we used to my great data sensors from one data center to another using their backup technology using their replication technology, we were able to replicate all of one side's virtual machines to the other. And then that gave us that gave us the flexibility as well. When when we had the limited down time periods that we've had, they give us the flexibility to actually Circe the business is during these particular ours. We're not gonna be able to You're not gonna have access to these systems because we're going to bring up systems from point A to point B. So veen was essential to them if >> you had to do it over again. If he had a mulligan, what would you have done differently? What what advice might you give to somebody who's trying to go through a similar migration? >> I would say Give your partners and lawyers more realistic time. Pray the time frame that we would get. >> Or don't let them give you an unrealistic time for him. >> Exactly. Yeah, so says ensured that the amount of work it's it's not just day to itself. You know, we're talking network and we're talking security. We're talking, you know, to to similar sized companies coming together. We were very, very limited time frame, consolidating all of their systems into one which is essential for the two parts of the business to collaborate together because, you know, way could have taken our time. We could have got to take this free four years a CE, far as we're concerned. But the fact that we did do it in such a quick time for him and that business to parts of the business from Day one can collaborate much better with each other. So >> we talked a lot about digital business transformation and you know, our approach or our observations on the digital business transformations, the process by which you altar and change your firm to re institutionalize the work. Change your game. Tomato Grover. All governments model as you use data as an asset, so that's affecting every firm everywhere. How's it affecting a law firm and you know your law from specifically on? How is that going to change your stance in your approach to data protection >> Data is incredibly important to unlawful. A zit is to most most organizations, but in terms of, you know, one of one of the things that's quite important in terms of law firms. We work with the financial institutions, so we held information by that. We hold personal data way hold all times of information. Charles Oscar speech leads works with Aware is of law apart from Kunal. So the areas of law that they worked with his vast in terms of the amount of data that we hold and essentially I mean, for us data is the most important thing that runs the firm and having visibility tow our data. How do we How do we work that data? How do we then market based on the data that we have? How do we market ourselves from that data. You know, there might be one area the business that's dealing with a family issue, family law. But then, you know that that could correspond with the litigation issue. You know, how do we work that data? To be to be an advancing to our businesses is extremely important. For >> what? What do you think of the announcements this week? I'm kind of curious. I was liketo ask the practitioners of what they think about. You know what was announced. You had, uh, well, you had the ve made $1,000,000,000. That's kind of fun and cool, but But you had the with the program, which was kind of interesting. The whole ap I look the beam availability orchestrator, where they're really talking about recovering from backups as a host that needed to recover from, you know, a replicated instance. You know, some of the automated testing stuff was kind of interesting. They talked about dynamic documentation, things you saw this week that you'll actually go back and say, Hey, I can apply that to solve a problem. Sure. >> So, essentially, I think I've been a really good question is very relevant to us many of not just ourselves law firm but many of the other law firms around the world are now looking at cloud based services now for us. I mean, this was a big thing five years ago way you know, everyone was talking about public clouds. Us. We're now we're now looking clouds and where basically, we've bean pushed by the vendors themselves to go towards cloudlike Citrix, for example. Their licensing model was based around their services. So is Microsoft in Mike's off? You don't you don't really have, you know, exchange anymore. Within premises you have off 365 A lot of the SAS applications are moving toward the cloud on DH. What wrote me? I had to say doing the keynote in regards to act, too. And how team are trying to be the visionaries in terms of look at that cloud is their next big thing for the next 10 years, offering often a crucial and for businesses like ours who have limited exposure to cloud technologies limited understanding, essentially having a tool that could migrate from one cloud to another. It's fantastic, you know, we've offered, you know I've spoken to, obviously are United directors around the other law firms where I wanted to have gone to the public cloud. But they don't know how to come back in and having a tall that essentially gives you that flexibility to bring it back in house to go form a ws to zoo. Or if there's a particular assess application, for example, that piers better with a W s. But you've got your other application that piers with that particular application is your Why would you want to have in the door? You'll probably want to move into a W eso for us, I think. What? The message coming out of'em on this year has bean really, really helpful for us. >> So So when you started with theme, they had it said 20,000 custom You like the 20001st customer on DIT was coincided with the virtual ization, you know, craze. Do you feel like the team knowing what you know about them, you have a lot of experience with them Consort of Replicate that success in this town intendant and in Act two, >> I think when I first looked at them, Wow, this is really, really simple. It's a bit like an iPhone. You know you given iPhone to your grandmother or to your children, and they have to play with it. And I see the beam as an intuitive piece of software that easy fighting professionals to get on with it, as their slogan said a few years ago. It just works. It does just work. Wear were great advocates of him. It's worked wonders for us. We've acquired smaller businesses using we've managed companies using and when I see you know, when you go to the sessions and you see the intelligence behind their thinking, I think going back to your question I think Wei si oui, si, vamos a strategic partner for us when we see their vision and we believe in their vision, and I think what they're doing in terms of what they working on next few years, I think we're well favor there, and I think, you know, essentially, that's where the most of their business is going to come from, >> where you sit down with, you know, rat mayor over over vodka and he says, Tell me the one thing I could do to make your life you know, easier, better you can't say cut prices s a hellhole. But what would you advise him to >> make my life better >> other than Jim instead of >> yeah, eyes that >> would make you crazy. >> So in terms of a zoo, a technology, >> your business relationship or something, she'd like to see them do that would. I >> think in terms of mergers and acquiring companies, seen license rentals will be a good thing. I know, I know. They give you a valuation license keys, and that's something that you can use. So, for example, if we were to acquire a company that has hundreds of servers and PM's having license rentals for a period of time, able >> to spin it up and spin it down actually allowed >> Exactly. Yeah, that would be an advantage. I think in terms of what you know what they're doing in the marketplace, and a lot of law firms use him. I feel I can't do any more than they are doing now. And in all the years that we've used to be my fingers on eight years now, but we've only had one serious problem, and the way they got that problem, you know the way, the way they communicated to reverse the way they a lot of different teams across the the Europe and the US go involved. I think, you know, in terms of service, in terms of software, in terms of what they what they do for us. I don't think there's anything more to add. Teoh. Right? Maia's vision. >> That's great for their custom of it. Well, thanks so much for coming on. The Cube is not heavy. Really? Thank you very much. You're welcome to keep it right there, buddy Peter, and I'll be back with our next guests right after this short break. We're live from Miami at the front of Blue Hotel. You're watching the Cube from Vienna on 2019 right back.

>> live from Miami Beach, Florida It's the que covering demon 2019. Brought to you, by the way, >> Welcome back to Vima on 2019 in Miami. Everybody, we're here at the Fountain Blue Hotel. This is Day two of our coverage of the Cube, the leader in live Tech. And I'm David Dante with Peter Bors. Pippen. Jay Raj is here. He's the vice president and CEO of Make A Wish America. Just that awesome foundation nonprofit people. Thanks for coming on the Cube. >> Thank you for having me appreciate it. >> So make a wish. Children with wishes and have terminal illnesses. You guys make them come true. It's just a great organizations. Been around for a long time, I think, since the early eighties, right, >> 39 years and going >> years and hundreds of thousands of wishes made. So just how did you get Teo make a wish that all come about >> it? It wasn't interesting journey. I was consulting in I t for multiple big companies. And, you know, two years back, it was through a recruiting channel that I got an opportunity to start some conversations as the CIA and make a wish. Uh, the thing that got me in the opportunity was predominately about enterprises and just to give you a little bit off, make official operations. Make a Wish was Founded and Phoenix, Arizona. And but we also operate a 60 chapters across the United States that it is 60 chapters each of the chapter there 501 C three companies themselves with the CEO and abort. Essentially, it is 60 plus one. The national team kind of managing. All of the chapters are helping the chapters. National does not do any wish. Granting all the wish planning happens to the chapters. But National helps the chapters with the distribution of funding models brand. And thanks for That's a couple of years back in the national board talked about in our dream and mission, which is granting every eligible child the notion ofthe enterprise. You know, working as an enterprise came into four and it being a great piece off providing shared services and thanks for that. So I was brought on board and we took on I would call as the leader today said and dashes dream off. Bringing together all the 60 chapters and the city chapter's essentially are split across 120 locations. So Wade took on a project off. You know, combining our integrating all of their infrastructure needs into one place. And Phoenix without ada, sent a provider. You know, we worked with a partner. Phoenix. Now fantastic partners >> there. We had them on the other day. >> Yep, yep. Yeah, MacLaren. I mean, and the team, they did a great job. And, you know, when we had to move all of the data, everything from the 60 chapters applications everything into a centralized data center, locations that we managed right now from Make a Wish National office and provide a service back to the chapters That gives you a little bit off. You know, from behind the scenes. What happened? >> You provide the technical overview framework for all the 60 chapters. >> It almost sounds like a franchise model. >> It's what we call a Federated model back in the nonprofit. >> But but but but because make a wish is so driven by information. Yep. Both in the application as well as the programs to deliver thie brand promise. And the brand execution has got to be very, very closely tied to the quality of a shared services you provide >> exactly. Exactly. And like I said, the reason I talked about them being a separate companies themselves is you know, as I always say to my 60 CEOs, Ah, I should be able to provide the services because they wanted, because they have a choice to go outside and have their own partner. Another thing for that which they can. But they would want to work with the national team and get my, you know, work through our services rather than having have to because of the very it's A. It's a big difference when it comes to, but I've been lucky on privileged to you have these conversations with the CEO's. When I start talking to them about the need for centralization, the enterprise society assed much, there are questions when he start leading with the mission and the business notion of why we need to do that, it's It's fantastic. Everybody is in line with that. I mean, there's no question, then, as toe Hey, guys, uh, let me do all the Operation Manisha fight and leave it to me and I'll in a handler for you, and I let you guys go to what you do best. which is granting wishes. So then it becomes it doesn't become a question off, you know, should be a shouldn't way. And of course, to back that up. But I was talking to the dean, folks, It just solutions. Like VMware, Veeam. It makes it much simpler even from a cost prospect. You not for me to manage a bigger team s so that I can take those dollars and give it back to the business to grant another wish. So it's it's pretty exciting that >> way. So you set the standards. Okay, here's what you know, we recommend and then you're you're saying that adoption has been quite strong. Yeah, I remember Peter. Don't say easy. I used to run Kitty Sports in my local town in which is small town. And there was, you know, a lot of five or six or seven sports, and I was the sort of central organization I couldn't get six sports to agree that high man is 60 different CEO's. But that's okay. So not easy. But so how were you able to talk leadership or leading as we heard from Gino Speaker today? How were you able to get those guys, you know, aligned with your vision. >> Uh, it's it's been fantastic. I've had a lot ofthe good support from our executive came from a leadership team because leadership is always very important to these big initiatives are National board, which comprises off some of the that stuff best leaders in America and I have the fortune toe be mentored by Randy Sloan, who used to be the CEO of Southwest. And before that, you see a global CEO for, uh, you know, Popsicle. You know, he always told me, but but I mean CIA job. One thing is to no the technology, but completely another thing. Toe building relationships and lead with the business conversation. And so a typical conversation with the CEO about Hey, I need to take the data that you have all the I t things that you have and then me doing it. And then there are questions about what about my staff and the's conversations. Because you know, it's a nonprofit is a very noble, nice feeling, and you wouldn't want the conversations about, you know, being rift and things like that are being reduced producing the staff and thinks of that. But you know as he walked through that and show the benefits of why we doing it. They get it. And they've been able to repurpose many off the I. D functions back in tow, revenue generation model or ofhis granting in our team. And in many cases, I've been ableto absolve some off their folks from different places, which has worked out fine for me, too, because now I have kind of a power user model across the United States through which I can manage all these 120 locations. It's very interesting, >> you know, site Reliable and Engineering Dev Ops talks about thie error budget or which is this notion of doo. You're going tohave errors. You're going to have challenges. Do you want it in the infrastructure you wanted the functions actually generating value for the business? I don't know much about Make a wish. I presume, however, that the mission of helping really sick kids achieve make achieve a wish is both very rewarding, very stressful. He's gotta be in a very emotional undertaking, and I imagine it part of your message them has got to be let's have the stress or that emotional budget be dedicated to the kids and not to the technology >> completely agree. That's that. That's been one of my subjects, as you asked about How is it going about? It's about having the conversation within the context of what we talked about business and true business. Availability of data. You know, before this enterprise project data was probably not secure enough, which is a big undertaking that we're going down the path with cyber security. And you know, that is a big notion, misplaced notion out there that in a non profits are less vulnerable. Nobody. But that's completely untrue, because people have found out that nonprofits do not probably have the securing of walls and were much more weight being targeted nonprofits as a whole, targeted for cyber security crimes and so on and so forth. So some of these that I used to, you know, quote unquote help or help the business leaders understand it, And once they understand they get it, they ableto, you know, appreciate why we doing it and it becomes the conversation gets much more easier. Other What's >> the scope of the size of the chapters is that is a highly variable or there is. >> It is highly variable, and I should probably said, That's Thesixty chapters. We look at it as four categories, so the cat ones are what we call the Big Ice, the Metro New Yorkers and Francisco Bay Area. They're called Category one chapters anywhere between 4 1 60 to 70 staff. Grant's close to around 700 wishes you so as Make a Wish America, we ran close toe 15,600 wishes a year, and cat ones do kind of close to 700 15,600 400 to 700. And then you get into care to scare threes and cat for scat force are anywhere between, you know, given example Puerto Rico or Guam territory there. Cat Force New Mexico is a cat for three staff members Gammas operated by two staff members and 20 volunteers. They grant about 3 2 20 12 to 15 which is a year, so it's kind of highly variable. And then, you know, we talk about Hawaii chapter. It's a great example. They cat once predominate because of the fact that you know, they they do. There's not a lot ofthe wishes getting originated from how I but you know, Florida, California and how your three big chapters with a grand are a vicious ist with a lot of grant, you know, wish granting. So there's a lot off, you know, traffic through those chapters >> so so very distributed on diverse. What's the relationship between data and the granting of wishes? Talk about the role of data. >> Should I? I was say this that in a and I probably race a lot of fibrosis and my first introductory session a couple of years back when I John make a wish with the CEO's uh, when we had the CEO meeting and talk to them about I leaders the days off making decisions based on guts are gone. It has to be a data driven decision because that's where the world is leading to be. Take anything for that matter. So when we talk about that, it was very imperative going back to my project that the hall we had all of the data in one place or a semblance off one single place, as opposed to 60 different places to make decisions based on wish forecast, for example, how many wishes are we going to do? How many wishes are coming in? How's the demand? Was the supply matching up one of the things that we need to do. Budget purposes, going after revenue. And thanks for that. So data becomes very important for us. The other thing, we use data for the wish journeys. Essentially, that's a storytelling. You know, when I you know, it was my first foray into for profit Sorry, nonprofit. And me coming from a full profit is definitely a big culture shock. And one of the things they ask us, what are we selling? Its emotions and story. And that's our data. That is what you know. That's huge for us if we use it for branding and marketing purposes. So having a good semblance off data being ableto access it quickly and being available all the time is huge for us. >> Yeah, and you've got videos on the site, and that's another form of data. Obviously, as we as we know here, okay. And then, from a data protection standpoint, how do you approach that? Presume you're trying to standardize on V maybe is way >> are actually invested in veeam with them for a couple of years right now, as we did the consolidation of infrastructure pieces Veeam supporters with all of the backup and stories replication models. Uh, we're thinking, like Ratmir talked about act one wi be a part of the journey right now, and we're looking at active. What that brings to us. One of the things that you know, dream does for us is we have close to 60 terabytes of data in production and close to another 400 terabytes in the back of things. And, uh, it's interesting when they look about look at me equation, you think about disaster recovery back up. Why do you need it? What? The business use cases case in point. This classic case where we recently celebrated the 10th anniversary ofthe back wish bad kid in San Francisco, we have to go back and get all the archives you know, in a quick fashion, because they're always often requests from the media folks to access some of those. They don't necessarily come in a planned manner. We do a lot of things, a lot of planning around it, but still there are, you know, how How did that come about? What's the story behind? So you know, there are times we have to quickly go back. That's one second thing is having having to replicate our data immediately. Another classic case was in Puerto Rico. There was a natural disaster happened completely. Shut off. All the officers work down. We had to replicate everything what they had into a completely different place so that they could in a vpn, into an access that other chapters and our pulled in to help. They were close to 10 wish families close to 10 which families were stranded because of that. So, you know, gaining that data knowledge of where the family is because the minute of his journey starts. Everything is on us till the witch's journey ends. So we need to make sure everything is proper. Everything goes so data becomes very crucial from those pants >> you're tracking us. I mean, if you haven't been on the make a Wish site is some amazing stories. There I went on the other day. There's a story of ah, of 13 year old girl who's got a heart condition. Who wanted to be a ballerina. A kid with leukemia five years old wants to be a You want to be a chef. My two favorites, I'll share What? It was this kid Brandon a 15 year old with cystic fibrosis. I wanted to be a Navy seal. You guys made that happen. And then there was this child. Colby was 12 years old and a spinal muscular issue. You want to be a secret agent so very creative, you know, wishes that you ran >> way had another wish a couple of years last year in Georgia, where they wish kid wanted to go to Saturn. Yes, yes, it was huge. I mean, and you know the best part about us once we start creating those ideas, it's amazing how much public support we get. The community comes together to make them wish granting process. Great. Now. So I got involved in that. They gave the wish Kato training sessions to make sure that he is equipped when he goes into. And we had a bushel reality company create the entire scene. It was fabulous. So, you know, the way you talk about data and the technology is now some of the things I'm very excited about us usage off thes next Gen technology is like our winter reality to grant a wish. I mean, how cool would that be for granting a wish kid who is not able to get out of the bed. But having able to experience a the Hawaii is swimming. Are being in Disney World enough a couple of days? That's That's another use case that we talked about. That other one is to put the donors who pay the money in that moment off granting, you know, they are big major gift, uh, donors for make a wish. Sometimes we were not able to be part of a fish, but that would be pretty cool if you can bring the technology back to them and you know not going for them. You know pretty much everybody and make the ass through that rather than a PowerPoint or a storytelling, when the storytelling has to evolve to incorporate all of that so pretty excited >> and potentially make a participatory like, say, the virtual reality and then even getting in more into the senses and the that the smells. And I mean this is the world that we're entering the machine intelligence, >> which you still have to have, But you still have to be a functioning, competent, operationally sound organization. There've been a number of charities, make a wish is often at the top of the list of good charities. But there were a number of charities where the amount of money that's dedicated to the mission is a lot less an amount of money, dedicated administration of fundraising, and they always blame it. Systems were not being able to track things. So no, it's become part of the mission to stay on top of how information's flowing because it's not your normal business model. But the services you provide is really useful. Important. >> Sure, let me percent you the business conundrum that I have personally as a 90 leader. It takes close to $10,400 on an average to grant a wish. Uh, and, uh, partly because of me. But being part of the mission, plus me as a 90 leader wanting to understand the business more, I signed up. I'm a volunteer at the local Arizona chapter. I've done couple of expanding myself, and, uh, the condom is, if asked, if you want to go, uh, you know, do the latest and greatest network upgrade for $10,400 are what do you want to, uh, you know and make the network more resilient cyber security and all that stuff. What do you want to go grant? Another wish as a 90 leader probably picked the former. But as a volunteer, I would be like, No, it needs to go to the kid. It's Ah, it's It's an interesting kind of number, you know? You have to find the right balance. I mean, you cannot be left behind in that journey because at many points of time s I talked about it being a cost center. It being a back office. I think those days have clearly gone. I mean, we we evolved to the point where it is making you steps to be a participant b A b a enabler for the top line to bring in more revenues, tow no augment solutions for revenue and things. For that sofa >> rattles the experience or exact role citizens. And in your case, it's the experience is what's being delivered to the degree that you can improve the experience administratively field by making operations cheaper. Great. But as you said, new digital technologies, they're going to make it possible to do things with the experience that we could even conceive of. Five >> wears a classic example. Williams and Beam. I couldn't have taken the data from 60 chapters 120 locations into one single location manageable, and it reduced the cost literally reduce the cost of the 60 instances in one place without technology is like, you know what Sharia virtual machines. And and then to have a backup robust backup solution in a replication off it. It's fantastic. It's amazing >> there. And that's against here. You could give back to the dash chapters and backing, But thanks so much for sharing your story. You Thank you. Thank you. You're welcome. Alright, keep it right there. Buddy. Peter and I were back with our next guest. You watching the Cube live from V mon from Miami? 2019. We're right back. Thank you.