>>the cloud is evolving, you know, it's no longer just a set of remote services access through a public cloud Rather it's expanding to on premises to multiple premises across clouds and eventually out to the edge. The challenge for customers is how to treat these locations as one the opportunity for technology companies is to make that as simple as possible from an operational perspective. Welcome to this cube program. We're featuring pure storage and its latest innovations and bringing infrastructure and applications more closely together, fusing them if you will. And today we have a two part program. First we're gonna hear from rob leaves the CTO of pure storage and then my colleague john Walls is gonna talk to scott. Sinclair of Enterprise Strategy Group Scott will provide his expert analysis on infrastructure modernization and what to expect in today's changing world. So joining me right now is rob lee CTO pure storage. Welcome rob. Good to see you. >>Good to see you again to dave >>Okay, so take us through the announcements from today at a high level what's most exciting about what you're delivering? Yeah, >>absolutely. So as you know, many announcements today, many things to discuss. But overall, uh you know, I think what's most exciting is it's the expansion of our ability to help customers along the modern data journey. Right. We've always thought of the journey to modern data is being formed by by three pillars if you will. Certainly modernizing infrastructure modernizing operations uh and applications, uh today's announcements are really uh in that in that kind of middle category if like you said, bringing infrastructures and applications a lot more closely together. Right. We've been modernizing infrastructure since day one. Probably people best know us for that. Today's announcements are really about uh tackling that operations, peace bring infrastructure and code and applications more closely together. So when we think about pure fusion, for example, um you know that that's really a huge step forward in how we're enabling our customers to manage large fleets of infrastructure, uh products and components to deliver those services in a more automated, more tightly integrated, seamlessly transparently delivered way to the application actions that they serve. Whether these services are being delivered by many different arrays in one location, many different arrays in different data center locations or between the premise on premise environment, in the cloud environment. Um likewise, uh the application front, um you know, when we think about today's announcements uh in port works data services, that's really all about how do we make the run and operate uh steps of a lot of the application building blocks that cloud native developers are using and relying on the database applications that are most popular and open source CAssandra Mongo so on and so forth. How do we make the run and operate pieces of those applications, a lot more intuitive, a lot more easily deployed, scaled, managed monitored for those app developers and so a ton of a ton of momentum is a big step forward on that front. And then right in the middle, when we think about today's announcements in pure one, um that's really all about how do we create more visibility, connecting the monitoring and management of the infrastructure, running the apps and bring those closer together. So when we think about um, you know, the visibility, we're now able to deliver for port works to apologies, allowing developers and devops teams to look at the entire uh tech stack, if you will of a container environment from the application to the containers to the kubernetes cluster, to the compute nodes all the way down to the storage and be able to see everything that's going on root cause any sort of problems that come up again, that's all in service of bringing infrastructure and applications a lot more closely together. Um so that's really how I view it, uh and and like I said, it's really the next step in our journey of of helping customers modernize between infrastructure operations and and their applications. >>Okay, So, so you've got the control plane piece, which is all about the operating model. You've got pure one, you mentioned that which is for monitoring, you've got the port works piece, which brings sort of development and deployment together and both infrastructure as a code is code and better understanding that full stack of like you say, from applications through the clusters, the containers all the way down. So the story says, I feel like it's not even storage anymore. I mean it's cloud, >>It is and you know, I talk a little bit because, you know, at the end of the day we deliver storage, but what customers are looking for is in what they value and what they care about is their data. Now, obviously the storage is in service of the data. Um what we're, what we're doing with today's announcements is again just making it extending, extending our reach, helping customers work over their data. Uh you know, a couple more steps down the road beyond just serving the bits and bytes of the storage. But now getting into how do we connect the data that's sitting on our storage more quickly? Get it, you know, in the hands of developers and the applications more seamlessly and more fluidly across these different environments. How >>does this news fit into pure evolution as a company? I mean I don't see it as a pivot because of pivots like, okay, we're gonna go from here and now we're >>doing this right? So >>it's it's more like a reinvention or progression of the vision and the strategy. Can you talk to that? >>Absolutely. Um you know, I think between those two words, I would say it's a progression, it's the next step in the journey as opposed to a reinvention. Right? You know, and again, I go back to um you know, I go back to the difference between storage and data and how customers are using data. We've been on a long, long term hath long term journey to continue to help customers modernize how they work with data, the results they're able to drive from the data we got our starting infrastructure um and and just uh you know, if you want to do, if you want to do bleeding edge things with data, you're not gonna do it on decades old infrastructure. So let's fix that component first. That's how we got our start. Um you know, today's announcements are really the next couple of steps along that journey. Um how do we make, how do we make the core infrastructure more easily delivered, more flexible to operate more automated in the hands of not just the devops teams, the I. T. Teams but the application developers, how do we, how do we deliver infrastructure more seamlessly as code? Well, why why is that important? Um It's important because what customers are looking for out of their data is both speeds and feeds the traditional kind of measures bandwidth i obsolete and see that sort of thing. But they're looking for a speed of agility. Right? You look at the modern application space around how data is being processed. It's a very, very fast moving application space. Uh you know, the databases that are being used today may be different than the ones using being used three months from now or six months from now And so um developers, application teams are looking for, you know, a ton more flexibility, ton more agility than they were 35, 10, 15 years ago. Um The other aspect is simplicity and reliability, right? As you know, um that's a core component of uh you know of everything. We do our core products uh you know, uh you know, our arrays are storage appliances, um you know, we're very well known for the simplicity and reliability. We drive at the individual product level. Well as we scale and look at um you know, larger environments as we look at uh customers expectations for what they expect from a cloud like service. There is the next level of scale and how we deliver that simplicity and reliability. Right. And what do I mean by that? Well, a large enterprise customer who wants to operate like a cloud wants to be able to manage large fleets of uh infrastructure resources, be able to package them up, deliver uh infrastructure services to their internal customers, want they want to be able to do it in a self service, policy driven, easy to control, easy to manage way. Um and that's the next level of fleet level simplicity and that's really what what pure fusion is about, right, is allowing operators that control plane to specify those um those attributes and how that service should be delivered. Um Same thing with poor works, right. If we think about simplicity and reliability, uh containers, collaborative applications, microservices, a lot of benefits. They're very fast moving space, you can mix and match components put them together very easily. Um, but what goes hand in hand with that is now a need for a greater degree of simplicity because you have more moving parts and a greater need for reliability because well now you're not just serving one application, but You know, 30 or 40 working in unison and that's really what we're after with port works and port works data services in the evolution of that family. So getting back to your original question um, I really look at today's announcements as not a pivot, not a reinvention, but the next logical steps in our long-term journey to help customers modernize everything they do around data. >>Right. Thanks for that rob. Hey, I want to switch topics. Virtually every infrastructure player now has an as a service offering and there are lots of claims out there about who was first, who is the best etcetera. What's up yours position on this topic? You claim you're ahead of the pack and delivering subscription and, and as a service offerings in the storage industry? You certainly refers to with Evergreen. That was sort of a real change in how folks delivered. What about as a service and Pure as a service. What gives you confidence that you have the right approach and you're leading the industry in this regard? >>Yeah, absolutely. I mean, I think first and foremost we think of everything we do, uh, you know, pure as a service and whether that's delivering products and helping customers to run and operate uh in an average service model internally or whether it's pure taking on more of that run and operate uh as a service ourselves with pure as a service. Um and so, you know, the second part of your question, which is uh you know, what is it that that sets us apart, What are we doing differently? What gives us confidence that um you know, this is the right path? Well, you know, fundamentally, I think the difference is obviously this is a uh you know, a hotter topic in the industry um you know, of late, but I think the difference is between us and the competitive set is we really look at this as a product and technology led philosophy and strategy and we have since day one. Right. And I think that's different than a lot of others in the industry. Um you know, who look at it as a little bit more of a, you know, a packaging exercise between financial services, professional services, wrap it up in T and CS and call it a service. Um what do I mean by that? Right. So, you know, if you look internally a pure everything we do, we think of as a service, we have a business unit organized around it, we have an engineering team, significant resources dedicated to it uh in building out service offerings. Um, you know, when we think about why this is technology led, uh you know, I think of a service for something to be thought of as a service. Right. It's got to be flexible, it's got to be adaptable. I've got to be able to grow as a customer and evolve as I need uh whether that's, you know, changing needs in terms of performance and capacity, I've got to be able to do that without being locked into day one rigid kind of static swim lanes of Having the capacity plan or plan out what my use is gonna look like 18 months from now. Right. Um I've got to be able to move and evolve and grow without disruption. Right? Uh you know, it's it's not it's not a service if you're gonna make me do a data migration or take a downtown. Uh and so when I net all that out Right, what are the things that you need? The attributes you need to be able to deliver a service? Well, you need a product that that is going to be able to be highly malleable, highly flexible, highly evolved able. Um you need something that's going to be able to cover the entire gamut of, of needs, whether it's price performance, uh tears, uh you know, high performance capacity, lower cost price points. Um you need something that's got a rich set of capabilities, whether it's access protocols, file block object, whether it's data protection properties, you know, replication snapshots, uh ransomware protection, so you need that full suite of capabilities um but in order to deliver this to service and enable me as a customer to seamlessly grow and change, you know, that's got to be delivered in a very tight set of technology that can be repurposed and and configured in different ways. You can't do this on 17 different products uh and expect me to change and and move every every single time I have a a service to need change. And so when I net that out that puts us in a absolutely differentiated position to be able to deliver this because again, everything we do is based on to core product families, port works adds a third. We're able to deliver all of the major storage protocols, all of the data protection capabilities across all of the price, performance and service tiers. And we're able to do this on a very tight code base and and as you know, uh everything we do is completely not disruptive. So all of the elements really add up in our favor. And like I said, this is a huge area of strategic focus for us. >>So these offerings are all part of the services. Service driven component of your portfolio, is that correct? >>Absolutely great. >>Um you talk all the time about modern data experiences, modern applications, modern data changing the way customers think about infrastructure, what exactly does that mean? And how are you driving that? >>Well, I think um I think it means a couple different things, but if I had to let it out, it's it's a greater demand for agility, a greater demand for flexibility and optionality. Um and if we look at why that is uh you know, when I talk to customers As they think about infrastructure largely they think about their existing application demands and needs, what they're spending 90% of their time and budget dealing with today and then the new stuff that they're getting more and more pressured to go off and build and support, which is often times the more strategic initiatives that they have to serve. So they're kind of balancing both worlds um and in the new world of modern applications, it's much more dynamic meaning, you know, the application sets that are being deployed are changing all the time. Um the environments and what the infrastructure needs to deliver uh has to change more quickly in terms of scaling up down, growing has to be a lot more elastic um and has much higher variance. Right? And what I mean by that is um you know, you look at a modern cloud, native microservices architecture type application, it's really, you know, 2030 40 different applications, all working in concert with one another under the hood, This is a very different infrastructure demand than your more traditional application set right back in the day, um you know, you have an oracle application, you go design in an environment for that, right? It's a big exercise, but once you put it in place, it has its own life cycle. Um these days with modern applications, uh you know, it's not just one application, it's 20 or 30, you've got to support all of them, uh you know, working in unison, you don't want to build separate infrastructures for each piece. Um and that set of 20 or 30 applications is changing very rapidly as open source ecosystem moves forward as the application space moves forward. And so when customers think about the changing events and infrastructure, this is kind of what they're thinking about and having to juggle and so that at the end of the day drives them to demand much more flexibility in their infrastructure, being able to use it for many different purposes, um much more agility, being able to adapt very, very quickly. Uh and much more variants are dynamic range, right? The ability to support many different needs on the same set of infrastructure and this is where we see very, very strong demand indicators and we're very invested in meeting these needs because they fit very well with our core product principles. >>Great, thank you for that. I really liked that answer because it's not just a bunch of, you know, slide wear mumbo jumbo, you actually put some substance on rob, we're gonna have to leave it there. Thanks so much for joining us today. >>Thank you and >>look forward to having you back soon. Now in a moment, scott Sinclair, who's a senior analyst at enterprise Strategy Group, speaks with the cubes john walls to give you the independent analysts take you're watching the cube, your global leader in high tech coverage. >>Mhm.

live from New York it's the cube covering the cube New York City 2018 brought to you by silicon angle media and its ecosystem partners i'm jeff workday Villante we're here nine years our nine years of coverage two days live in New York City and our next two guests shot Mrazek CEO amana stayed at fiendish males CMO mystic good to see you again welcome back thank you bad to be here guys so obviously this show we've been here nine years we were the first original Hadoop world we've seen a change Hadoop was gonna change the world it kind of didn't but we get the idea of it did not it did didn't but it would change our world it brought open source and the notion of low-cost Hardware into the big data game and then the big data became so much more powerful around these new tools but then the cloud comes in full throttles and while they can get horsepower that compute you can stand up infrastructure for analytics all this data goodness starts to change machine learning then becomes the the real utility that's showing this demand for using data right now not the set up using data this is a fundamental big trend so I don't get you guys reaction what do you see this evolving more cloud like how do you guys see the trend in this as data science certainly becoming more mainstream and productivity users to hardcore users and then you got cloud native developers doing things like kubernetes we've heard kubernetes here it's like a cloud is a data science what's going on what's your view of the market so I came from a company that was in an tech and we were built on big data and in looking at how big data is evolved and the movement towards analytics and machine learning it really being enabled by Big Data people have rushed to build these solutions and they've done a great job but it was always about what's the solution to my problem how do i leverage this data and they built out these platforms and in our context what we've seen is that enterprises get to a certain point where they say okay i've got all these different stacks that have been built these apps that have been built to solve my bi and analytics problems but what do I do about how do I manage all these and that's what I encounter my last company where we built everything ourselves and then so wait a minute but what we see at an enterprise level is fascinating because when I go to a large company I go you know we work with no sequel databases and Hadoop and you know how much Couchbase do you have how much Mongo etc the inevitable answer is yes and five of each right and they're cutting to this point where I've got all this distributed data distributed across my organization how am I going to actually manage it and make sure that that data is protected that I can migrate to the cloud or in a hybrid cloud environment and all these questions start to come up at an enterprise level we actually have had some very high-level discussions at a large financial institution here in New York where they literally brought 26 people to the meeting the initial meeting this was literally a second call where we were presenting our capability because they're they're now at the point where it's like this is mission-critical data this is not just some cool stuff somebody built off in one of our divisions it matters to the whole enterprise how do we make sure that data is protected backed up how do we move data around and that's really the the trend that we're tapping into and that the founders of our company saw many years ago and said I need to I need to we need to build a solution around this it's interesting you know you think about network data as a concept or data in general it's kind of got the same concepts we've seen in networking and/or cloud a control plane of some sorts out there and you know we're networking kind of went wrong as the management plane was different than the control plane so management and control or huge issues I mean you bring up this sprawl of data these companies are data full it's not like hey we might have data in the future right they got data now they're like bursting with data one what's the control plane look like what's the management plane look like these are all there's a technical concepts but with that with that in mind this is a big problem what our company is doing right now what are what are some of the steps that are taking now to get a handle on the management the data management it's not just your grandfather's data management so we anymore it's different it looks different your thoughts on on this chain of management so they're approaching the problem now and that's our sweet spot but I don't think they have in their minds yet come to exactly how to solve it it's there's this realization about we need to do this at this point and and and in fact doing it right is something that our founders when they built Lee said look if this problem of data management across big data needs to be solved by a data we're platform built on big data so let's use big data techniques to solve the problem all right so let's before getting some of the solution you guys are doing take a minute to explain what you guys are doing for the company the mission you know the value proposition status what do you guys do how are people gonna consume your product I mean take a particular type gen simple elevator pitch and we were enterprise data management focused specific than had you been no sequel so everyone's familiar with the traditional space of data management in the relational space relational world very large market very mature market well we're tapping into is what John was just saying which is you've got this proliferation but Dupin no sequel and people are hitting the wall they're hitting the ceiling because they don't have the same level of operational tools that they need to be able to mainstream these deployments whether it's data protection whether it's orchestration whether it's migration whatever the case may be so what we do that's essentially our value prophecy at a management for a Dupin no sequel we help organizations essentially drive that control plane really around three buckets data protection if it's business critical I got to protect it okay disaster recovery falls into protection bucket good old stuff everyone's familiar with but not in Hadoop in no single space orchestrations the second big bucket for us which is I'm moving to an agile development model how do i do things like automated test dev how do i do things like GD are the compliance management how do i do things like cloud migration you tut you know john touched on this one before a really interesting trend that we're seeing is you said what are customers doing they're trying to create a unified taxonomy they're trying to create a unified data strategy which is why 26 people end up in the but in lieu of that there's this huge opportunity because of what they need they know that it's got to be protected and they have 12 different platforms and they also want to be able to do things like one Cosmo I'm on go today but I'll be cosmos tomorrow I'm a dupe today but I might be HD inside tomorrow I want to just move from one to the other I want to be able to do intelligence so essentially the problem that we solve is we give them that agility and we give them that protection as they're sort of figuring this all out so we have this right you basically come in and say look it you can have whatever platform you want for your day there whether it's Hadoop and with most equals get unstructured and structured data together which makes sense but protections specifically does it have to morph and get swapped out based upon a decision correct make well now we're focused specifically Hadoop and no sequel so we would not be playing like if you we're not the 21st vendor to be helping s AP and Oracle you know customers backup their data it's basically if your Hadoop renewal sequel that's the platform regardless of what Hadoop distribution you're doing or where it's no see you know change out your piece what they do as they evolve and are correct I feel exactly right you're filling white space right because when this whole movement started it was like you were saying commodity Hardware yeah and you had this this idea of pushing code to data and oh hey his life is so easy and all of a sudden there's no governance there's no data protection no business continuity is all his enterprise stuff I didn't you heard for a long time people were gonna bring enterprise grade to Hadoop but they really didn't focus on the data protection space correct or the orchestra either was in those buckets and you touch them just the last piece of that puzzle value wise is on the machine learning piece yeah we do protection we do orchestration and we're bringing machine learning to bear to automate protection what amazing we hear a lot and that's a huge concern because the HDFS clusters need to talk speech out there right so there's a lot of nuances and Hadoop that are great but also can create headache from a user human standpoint because you need exact errors can get folded I gotta write scripts it creates a huge problem on multiple fronts the whole notion of being eventually being clustered in the first base being eventually consistent in the second place it creates a huge opportunity for us because this notion of being a legs we get the question asked the question why well you know there are a lot of traditional vendors they're just getting into the space and then what do that that's actually good because it rises you know rises all boats if you will because we think we've got a pretty significant technology mode around our ability to provide protection orchestration for eventually consistent clustered environments which is radically different than the traditional I love the story about the 26 people showing them me take me through what happened because that's kind of like what your jonquil fishbowl what do they do it they sit in their auditing they take a node so they really raising their hand they peppering you with questions what what happened in that meeting tell us so so it's an interesting microcosm what's happening in these organizations because as the various divisions and kind of like the federated IT structure started building their own stuff and I think the cloud enabled that it's like you know basically giving a the middle finger to central IT and so I can do all this stuff myself and then the organization gets to this realization of like no we need a central way to approach data management so in this meeting basically so we had an initial meeting with a couple of senior people and said we are we are going about consolidating how we manage all this data across all these platforms we want you to come in and present so when we presented there was a lot of engagement a lot of questions you could also see people still though there's an element of I want to protect my world and so this organizational dynamic plays out but you know when you're at a fortune 50 company and data is everything there's the central control starts to assert itself again and that's what we saw in this because the consequences of not addressing it is what is potentially massive data you know data loss loss of millions hundreds of millions of dollars you know data is the gold now right is the new oil so the central organizations are starting to assert that so we say that see that playing out and that's why all these people were in this meeting which is good in a way because then we're not like okay we got to sell ten different groups or ten different organizations it's actually being so there's there's kind of this pull back to the center it's happened in the no sequel world of your perspectives on this I mean early on you had guys like Mongo took off because it was so simple to use and capture unstructured data and now you're hearing everybody's talking about you know acid compliance and enterprise you know great capabilities that's got to be a tailwind for you guys could you bring it in the data protection and orchestration component but yeah what do you see it in that world what do you guys support today and maybe give us a glimpse of the future sure so that what we see as well a couple different things we are we are agnostic to the databases in the sense that we are definitely in Switzerland we were we you know we support all commerce so it's you know it's follow the follow the follow of the market share if you will Cassandra Mongo couch data stacks right on down the line on the no sequel side and what's interesting so they have very there have all varying degrees of maturity in terms of what their enterprise capabilities are some of them offer sort of rudimentary backup type stuff some fancy they have more backup versus others but at the end of the day you know their core differentiation they each it's fascinating to each have sort of a unique value prop in terms of what they're good at so it's a very fragmented market so that's a challenge that's an opportunity for us but it's a challenge from a marketplace networkers they've got to carve out there they all want the biggest slice of the pie but it's very fragmented because each of them is good at doing something slightly different yeah okay and so that like the the situation described before is they've got yes so you got one of everything yeah so they've got 19 different backup and recovery right coordinate processes approach or the or nothing or scripting law so that they do have to they've got a zillion steps associated with that and they're all scripted and so their probability of a failure you know very you drop a mirror that's a human error to is another problem and you use the word tailwind and I think that's very appropriate because with most of these vendors they're there they've got their hands full just moving their database features forward right you know where the engagement so when we can come in and actually help them with a customer who's now like okay great thank you database platform what do you do for backup well we have a rudimentary thing we should belong with it but there is one of our partners a manas who can provide these like robust enterprise it really helps them so with some of those vendors were actually a lot of partner traction because they see it's like that's not what their their strength is and they got to focus on moving their database so I'll give you some stats I'm writing a piece right now a traditional enterprise back in recovery but I wonder if you could comment on how it applies to your world so these are these are research that David flora did and some survey work that we've done on average of global 2000 organizations will have 50 to 80 steps associated with its backup and recovery processes and they're generally automated with scripts which of course a fragile yeah right and their prefer own to era and it's basically because of all this complexity there's a 1 in 4 chance of encountering an error on recovery which is obviously going to lead to longer outages and you know if you look at I mean the average cost the downtime for a typical global global 2000 companies between 75 thousand and two hundred fifteen thousand dollars an hour right now I don't know is your world because it's data it's all digitally the worst built as a source is it probably higher end of the spectrum all those numbers go AHA all those numbers go up and here's why all those metrics tie back to a monolithic architecture the world is now micro services based apps and you're running these applications in clusters and distributor architectures drop a note which is common I mean think you know you're talking about you're talking about commodity hardware to come out of the infrastructure it's completely normal to drop notes drops off you just add one back in everything keeps going on if your script expects five nodes and now there's four everything goes sideways so the probability I would I don't have the same stats back but it's worse because the the likelihood of error based upon configuration changes something as simple as that and you said micro-services was interesting to is is that now is it just a data lake kind of idea of storing data and a new cluster with microservices now you're having data that's an input to another app check so now so that the level of outage 7so mole severity is multiple because there could be a revenue-generating app at good young some sort of recommendation engine for e-commerce or something yeah something that's important like sorry you can't get your bank balance right now can't you any transfers because the hadoo closes down okay this is pretty big yes so it's a little bit different than say oh well to have a guy go out there and add a new server maybe a little bit different yeah and this is the you know this is the type of those are the types of stats that organizations that we're talking to now are caring a lot more it speaks to the market maturity do you run into the problem of you know it's insurance yeah and so they don't want to pay for insurance but a big theme in that you know the traditional enterprises how do we get more out of this data whether it's helping manage you know this I guess where that that's where your orchestration comes in cloud management maybe cloud migration maybe talk about some of the non insurance value add to our components and how that's resonating with with cost yeah yeah I so I'll jump in but the yeah the non protection stuff the orchestration bucket we're actually seeing it comes back to the to the problem sting we just said before which is they don't have it's not a monolithic stack it's a micro services based stack they've got multiple data sources they've got multiple data types it's sort of a it's the it's the byproduct of essentially putting power into into divisions hands to drive these different data strategies so you know the whole cloud let me double click on cloud migrations is a is a huge value problem that we have we talked about this notion of being data where so the ability to I'm here today but I want to be somewhere else tomorrow is a very strong operational argument that we hear from customers that we also also hear from the SI community because they hear it from the other community the other piece of that puzzle is you also hear that from the cloud folks because you've got multiple data for platforms that you're dealing with that you need agility to move around and the second piece is you've got the cloud obviously there's a massive migration to the cloud particularly with the dubidouxs sequel workloads so how do I streamline that process how do I provide the agility to be able to go from point A to point B just from of migration standpoint so that's a very very important use case for us has a lot of strategic value like it's coming it's sort of the markets talking to us like no no no we have this is him but we have to be able to do this and then simple things like not simple but you know automated test step is a big deal for us everybody's moved agile development so they want to spin up you know I don't want it I don't want to basically I want 10% of my data set I want to mask out my PII data I want to spin it up on Azure and I want to do that automatically every hour because I'm gonna run 16 I'm gonna run six builds today clouds certainly accelerates your opportunity big-time it forces everything to the table right yeah everybody's you can't hide anymore right what are you gonna do right you gotta answer the questions these are the questions so okay my final question I want to get on the table is for you in the segment is the product strategy how you guys looking at as an assassin gonna be software on premise cloud how's that look at how people consume the OP the offering and to opportunities because you guys are a young growing company you're kind of good good time you don't have the dog'll or the bagging it's Hadoop has changed a lot certainly there's a use case that neurons getting behind but clouds now a factor that product strategy and then when you're in deal why are you being called in why would someone want to call you rotor signs that would say you know call you guys up when with it when would a customer see signals and what signals would that be and to give you guys a ring or a digital connection product so the primary use cases are talking about recovery there's also data migration and the test step we have a big account right now that we're in final negotiations with where their primary use case is they're they're in health care and it's all about privacy and they need to securely mask and subset the data to your specific question around how are we getting called in basically you've got two things you've got the the administrators either the database architect or the IT or infrastructure people who are saying okay I need a backup solution I'm at a point now where I really need to protect my data as one and then there's this other track which is these higher-level strategic discussions where we're called in like the twenty six person meeting it's like okay we need an enterprise-wide data strategy so we're kind of attacking it both at the use case and at the higher level strategic and and and obviously the more we can drive that strategic discussion and get more of people wanting to talk to us about that that's gonna be better for our business and the stakeholders in that strategic discussion or whomever CIT is involved CIO maybe use their chief data officer and yeah database architect enterprise architecture head of enterprise architecture you know various flavors but you basically it kind of ways comes down to like two polls there's somebody who's kind of owns infrastructure and then there's somebody who kind of owns the data so it could be a chief data officer data architect or whatever depending on the scale of your and they're calling you because they're full they had to move the production workloads or they have production workloads that are from a bond from what uncared-for undershirt or is that the main reason they're in pain or you're the aspirin are you more others like we had a day loss and we didn't have any point in time recovery and that's what you guys provide so we don't want to go through this again so that's that's a huge impetus for us it is all about to your point it is mature its production workloads I mean the simple qualifying are you are you running a duper no sequel yes are you running in production yes you have a backup strategy sort of tip of the spear now to just briefly answer your question before we before we run out of time so it's an it's it's not a SAS basement we're software-defined solution will run in bare mantle running VMs will run in the cloud as your Google whatever you want to run on so we run anywhere you want we're sorry for be fine we use any storage that you want and basically it's an annual subscription base so it's not a SAS consumption model that may come down the road but it's basically in a license that you buy deploy it wherever you want customers choose what to do basically customers can do you know it's complete flexible flexible but back to you so let's go back to something you said you said they didn't have a point in time recovery what their point in time recovery was their last full backup or they just didn't have one or they just didn't have one all of the above you know see we've seen both yeah there's a market maturity issues so it's represented yeah you know that a lot its clustered I you know I just replicate my data and replication is not earth and truth be told my old company that was our approach we had a script but still it was like and the key thing is even if you write that script as you point out before the whole recovery thing so you know having a recovery sandbox is really in thing about this we designed everything exactly extract the value and show the use case prove it out yeah dupes real the history is repeating itself in that regard if you refuel a tional space there's a very in correlation to the Delton between the database platforms of the data mention logical hence they are involved coming in okay let's look at this in the big picture let's dad what's the recovery strategy how we gonna scale this exactly it's just a product Carson so your granularity for a point in time is you offer any point in time any point in time is varying and we'll have more news on that in the next couple weeks okay mantas data here inside the cube hot new startup growing companies really solving a real need need in the marketplace you're kind of an aspirant today but you know growth opportunity for as they scale up so congratulations good luck with the opportunity to secure bringing you live coverage here is part of Cuban YC our ninth year covering the big data ecosystem starting originally 2010 with a dupe world now it's a machine learning Hadoop clusters going at the production guys thanks for coming I really appreciate it this is the cube thanks for watching day one we'll be here all day tomorrow stay with us for more tomorrow be right back tomorrow I'll see you tomorrow