>> Narrator: Live from Las Vegas, it's The Cube covering Dell EMC World 2017. Brought to you buy Dell EMC. >> Welcome back here live in Las Vegas on The Cube at Dell EMC 2017. We are live from The Venetian continuing our Day One coverage here on the show along with Keith Townsend, I'm John Walls. Did you have a good lunch? >> I'm ready to go, John. >> Excellent, excellent. It's all about data protection right now and with us to talk about that is Beth Phalen, who is the President of the Data Protection Division at Dell EMC and Jim Clancy, the SVP of Sales in Data Protection as well. Jim, good to see you, sir. >> Thanks for having us, guys. >> Alright, so big news for you today. Led off with a couple of key announcements. Beth, take us through those, what was the news that you were making from the stage? >> Absolutely, two big announcements today. First, is the Integrated Data Protection Appliance which is an end-to-end appliance that gives you box to backup in less than three hours. While the customers are looking for simplicity but they still need the fantastic dedup, up to 55:1, the performance, the scales they get with our Data Protection Suite, our data protection portfolio, so now we're bringing it to them as an integrated appliance. Couldn't be happier about it. >> Great, so big news there, and announcement number two. >> We had a second one, too, which was cloud data protection. With a special focus on cloud Disaster Recovery, our customers want to leverage the cloud to have the DR site in a cloud, a public cloud, or perhaps a separate private cloud. They also want to be able to run Data Domain in the cloud environment. So as of today, you can run Data Domain Virtual Edition on AWS Or Azure and soon you'll be able to run it in Virtustream. >> So Jim, put that into practice for me now. If I'm one of your partners and I know that I've got some extra layers or extra opportunities, now what does that mean to me? >> Well firstly, we start with our partners. I think we've had such an incredible journey together supporting our customers' requirements. Well those continue to change and they struggle with things like the amount of information that they need to recover from, they need to back up, they need to store. For us, we're giving them that next conversation with their customers. So the new challenges are being met by data protection from Dell Technologies and our partners are going to benefit from that because they have the trusted advisors in their accounts. They want to be able to go and work with their customers and the new challenges and deliver. So Beth and her team have delivered from a technology to allow us to go and capture that mind share with our customers working together with our partners. >> So Jim, backup appliance, very high market. A lot of investments and a lot of startups in that market. What differentiates this solution over those competitors? >> Well first off, we're in the number one position in this market for a reason. It really comes down to our technology. So our customers have been pushing us saying, We need it to be simple, make it simple, make it simple. Because then they're running out of time every day on what they can do. I think we're taking our industry-leading technology and bundling it together as a simple, high-performance solution is the first thing. The second thing is the total experience that Dell brings to the marketplace. Our customers always are counting on us that if there ever is a challenge, who's going to be there to help us, right? If I ever need that next application comes on the line and how am I going to protect it? Who can come in a design that? That's what we deliver. So the things that we deliver are the experience vs. a point product. And by the way, from a point product, with our new announcement we're going to be able to take on any competitor in this marketplace. But it's the full experience that separates us from anybody in this marketplace today which is why we're number one and we're going to continue that leadership. >> So Beth mentioned the second announcement, cloud, which is a huge part of our new hybrid portfolios. What cloud services are we compatible with out the gate with your new solution? >> The cloud services that we're developing at the end of the gate, is that what you said? So first of all, if we take a step back the cloud is really multi-steps for customers to take advantage of it. Some customers are extending to the cloud. So they may have a full on-prem Data center that they want to leverage the cloud for perhaps long-term retention. That's one thing you can do. The second is a lift and shift. When they may choose to move some of their applications to the cloud. Now for that, they can run DD VE with NetWorker and CloudBoost and still have that same operations for the data protection that they did from on-prem. So the first is extent of the cloud. The second is lift and shift to the cloud. The third is something that you'll hear us talk more about. It's beginning to refactor their applications to be more cloud-native. Which is another area that we're very engaged and working on. >> So for a lift and shift scenario one of the things that we're concerned about on the customer side, is cost. When we're backing up to the cloud, it doesn't cost must to get it there but getting it back. Do you guys help with that scenario? >> We do, because first of all, all of the data is going to be deduped before it gets sent out to the cloud so it's a small amount of data that needs to come back. And second, with this most recent announcement if you're using the cloud DR capabilities you can bring that application back up in the cloud itself without having to bring the data back. So the data is stored and it's sort of format on the cloud is certainly the best value. Then you could actually bring that application up in AWS, as an example. >> So let's talk too from a staff retention, or staff training rather, what do my staff have to learn new of these solutions, if anything? >> It's a great question. Because of the things we pride ourselves on is making them seamless extensions of the products that we already sell. So that you don't have to introduce a brand new product to your environment. You can manage from NetWorker from Data Protection Suite to initiate the launch and retention or the Cloud DR. >> So the look and feel is what they're using today. What we've done is we've just extended the use cases that our customers are coming to us on, saying, I need to move data to the cloud, I want to make sure that I can leverage my existing technology and get that done. That's a big advantage to us because our customers are comfortable, understand the tools that they leverage today, and if they can just extend it instead of bringing something new in and learning something new, because every one of our customers does not have time to learn new tools, new products-- >> Well they really don't want that. >> Yeah, they don't want that. >> That's the last thing they want, right. >> Yeah, and I wanted to add on to what Beth said. We've been selling in the cloud for well over a year now. So this is just another few use cases that we're adding to our customers' requirements. So we have hundreds of petabytes that are being protected in the cloud today, whether it's some of the ones that Beth mentioned or Virtustream, so we're already in the cloud. This is just a more thought leadership. This is more of a technology leadership that we're announcing today. So we're extending our leadership as we extend our customers to the cloud. >> So what are the big picture stuff? We're talking about people moving more work. You've got tons of data, right? We have so much more. How is all this coming together in terms of where your section of the business is going, how you're responding to those kinds of trends, and what do you see coming down the road? >> It's a great question. So one of the things we talk about is people moving away from data centers to centers of data. When you look at with IOT, with all the distribution of where data is stored or coming from right now, it becomes more and more of a challenge to make sure A) You know where all your data is and B) That you're confident that it's protected. So given the capabilities and more and more distributive services giving people the ability to see where all of the data resides and the protection state, is one thing. I think the term data fog is beginning to start coming into the conversation. People have been mentioning it. It makes a point, right? It's not in one place anymore, it's not a lake. It's all over the place. Think about the challenge for CIOs to have the confidence that it's still protected and that they could get it back. >> So with all this distributed data one of the challenges that we have is the metadata around that data. Knowing what's where, analytics around that. Do you guys help solve that challenge? >> We do, in a few different ways. >> One thing in particular is, as of last year, we have a SaaS offering which is ECDA, Enterprise Copy Dating Analytics. That lets you have a global view of where your data is and it's really moving into more machine learning. So it's not just reporting. It's allowing the customer to get smarter and smarter about where his or her data is maybe not as protected as it could be and where they might want to take some actions to increase their levels of protection. >> We're pretty exited about it because we've gotten an overwhelming response from our partners and our customers that this is where we need to go. So everything we're talking about has been things that we've been going through with our customers for years saying, Okay we need to get here, we need to get here. and how do you help us get to that path vs. doing these individual things? There's a strategy behind all of this but it really comes back from our customers and our partners saying, This is what we need, we know you're going to get us here but let's try to get there sooner than later. I think Beth and team have delivered on that again. >> So this is a transformation. Again, big theme of this show. Help us with the big picture. How does this copy data, secondary data market that you guys are helping us with solve that support that digital transformation? >> We heard Michael talk about it on stage today, right? The ability of what we can do having a greater amount of leverage around the data that we all have right now is mind blowing in terms of accelerating medical diagnosis, driving more capability around awareness, around risks and sometimes of security. There's a level of knowledge that we've become more adept at mining the data that we have and then leveraging, machine learning, to analyze it. It's going to give us leaps and bounds of acceleration in whatever business objective we're looking out to achieve. >> If you had to pick a use case you're most proud of when it comes to your new solution set, give us the best one. >> I'll let you go first. >> I love the new things that we've done with the cloud data protection. Giving people the ability to be able to extend seamlessly is something that they've been asking for and to have it now and be able to offer it is really fantastic. >> I'd have to agree. Our customers want data protection everywhere. They don't care where that data sits. They don't want to be handcuffed on where they can actually protect their data or recover from that data. So they're working really strongly and tightly with us because we are the leader in this market and we just proved it again that we're going to keep up that leadership. Data protection everywhere is important and I think the cloud extension and leadership is what puts us in that position. We're really excited about that. >> It's an asset no matter where it is, right? So you have to protect it. >> That's right. >> Data fog, though, I think I live my life in data fog. (laughter) >> I like that, that's cool. >> Beth and Jim, thanks for being with us. We appreciate the time on The Cube and best of luck. >> Thank you. >> Nice talking to you. >> We'll continue live here from Las Vegas with Dell EMC World 2017 and you're watching The Cube.