>> Live from Las Vegas, it's theCUBE. Covering VMworld 2018. Brought to you by VMware and its ecosystem partners. >> Welcome back. We're in Las Vegas at VMworld 2018. You're watching theCUBE and one of the key themes of the show we've been talking about is multi-cloud. At Wikibon, in our research, when we talk about multi-cloud, really at the center of it, you're talking about data. We're going to have a center we're going to talk about here. I'm Stu Miniman, my cohost for the segment and the next couple ones is Justin Warren. Happy to welcome back to the program two gentlemen from Druva, Jaspreet Singh, to my right. He is the founder and CEO, and Dave Packer is the President of Product and Alliance Marketing. Gentlemen, thanks so much for joining us. >> Thanks a lot and good to see you again. >> Yeah, absolutely. First of all, I have to say, you guys had a fun thing going on this week. The mountain. The world's strongest man. (all laughing) >> He's my cousin, by the way. (all laughing) >> That's amazing. He got the height, you got something else. I'm not filing a complaint but I do have video proof of him putting his hands around my neck. Luckily, he didn't squeeze too much. Some fun stuff. We like to have some fun in the community here. Jaspreet, let's start. Your presence at the show, the importance of data, the importance of virtualization as it comes to Druva. >> Absolutely. I think, that, I'm going to give a cliche, data is the new oil. It's center of everything, the whole digital transformation. We think about that the data being transforming the world and we think about how very old school legacy industrialists still transforming themselves. Data is the core of it. Talk about energy sector, talk about commodity trading, talk about consumer electronics, or any of those core transformations. At the center of this whole transformationist data, and Druva's all about passion, about how do we manage it holistically in this new world for multi-cloud. >> I've seen way too many debates. We try to come up with simple analogies and I think what we're, in general, all agree is we're understating how important data is. But maybe, you can touch on, when big data came out, it was the three Vs of what we were doing. When you talk about multi-cloud, there's a lot of aspects, what's changed with data? Druva's been around for a number of years now and helped customers get their arms around leveraging and managing and dealing with data. What, recently, is so important about data, and some of the options there? >> That's a great question. I'll talk about two key trends which are shaping the way how people think about data. One is the change in the in the data itself. If you think about last two years, the 80% of data being created is not machine-generated. It's about human text messages, the new kind of data is born. Second, there's a whole generation of data analysis. Color cognitive systems, search analysis, data enablement systems being born between, and they're all growing at a massively fast rate. A combination of these two, enterprises are trying to understand how they manage more disperse and diverse information in a very meaningful manner without having to learn any new platform from the start. This is where Druva comes in. Druva's promise is data management as a service, which means you have data everywhere and we will give you a simple SLA-based, always on, on-demand service to manage it wherever it resides. Be it in private cloud like vSAN or vSphere or (mumbles) or it be public cloud like VMC or AWS. We have built organic systems, acquired companies to sort of give the whole breadth of management solutions built from a same console or platform offered to enterprises. >> Dave, want to pull you into the discussion here. >> Yeah. >> Years ago, it used to be every company, let's vertically integrate everything. Oracle will become your one-stop shop. IBM, example there. Now, we know it takes a village to interact with your data ecosystem and community. Big discussion points here. Maybe talk about how important that is to Druva. Who you work with, and the like. >> The way we look at it is foundational to what we do is really about how you get at the data. Regardless of its source, be it endpoints, be it servers, physical or virtual, be it cloud workloads, which is kind of the new operating environment for a lot of businesses. When you think about building out the ecosystem, you have to figure out, you've got this rich set of data you've brought together. You've got the meta data, you've got all the information about where it is, who has it, who's doing what with it. Then the ecosystem that builds out there is then much more use case basis, like security oriented. If you can think of one element around how do I know when there's something happening in my environment that's actually going to impact my business ahead of time, or at a point? You can use some solutions to solve that today, but when you have that bigger picture, you have a better understanding of what's going on and what's not going on. I think where we've gotten to as an organization is being able to provide this framework, to have this kind of unified view and access to all these different data sources. To manage them for the foundational elements of resiliency and DR, etc. But also, we find that in our large enterprise customers have big use cases around data governance, compliance, GDPR. All the buzzwords we've heard of in the last year. Fundamentally, how do you help companies better align to those particular use cases? We can do some of that, but we don't do all of it and I think that's fundamentally where you get into the ecosystem of building out. >> Druva's cloud-native, as well. >> Yes. >> What is it about the cloud, multi-cloud and cloud, cloud all the things is, clearly, one of the reasons why we're here at this show. What is it about Druva's cloud native abilities that provides the value to customers, as distinct from some other solutions? >> When you really think about what's the difference, what is cloud-native, it's basically treating the cloud like an operating system. You're building using the native databases, storage architectures, all the different elements of what the service provides. For a customer's point of view, what it really means is agility of access to services. On-demand, if I've got to scale up, I just acquired a company and I want to add in a petabyte of data, how do I do that if I've got a traditional on-premises environment. It's very hard to do. It's very hard to protect. How do I figure out the DR around it, everything else? With native cloud, it's just basically you turn it on and you go. I think people today, it's a nuance that not everybody's really intimate with, understanding the native environment versus maybe running an instance in the cloud and trying to scale out multiple instances of a service. In our world, you get the agility, you bring in cost efficiency. Because we're using micro-services, we're using the data storage layer smartly, intelligently, instead of just dumping the data into it. That gives the customer the ability to have a better understanding and really move over to a consumption model of purchasing services. Month to month, I know what I'm doing. I have predictability into it. I understand where my pricing is and what I'm actually paying for rather than paying for it all up front and then growing into it over time. >> I'll give you one example. Same difference between VMware traditional and the VMware cloud. The whole notion of consuming something as you go, on-demand, burst capacity. SLA-driven to a customer at a price point anywhere it'll go in the world. An example of that with Druva is we promised a customer, we're testing with a customer would you care if we dropped the price of backup by 30% if you do off-peak hours backup? That's the power of size, the power of as a service. They don't have to orchestrate a service-building software, cloud hardware, and put it all together. A simple service delivered to a customer at the price point they need. >> Yeah that's data as a utility, really. >> Right. >> Exactly. >> As Jaspreet said, data is the new oil. One advantage of the cloud is that you now will be able to turn that oil into other products. Plastics, Vaseline, all of these different by-products. Because now you can use the various services of the cloud, whether they be AWS or multi-cloud, and connect them into a service level architecture. To be able to do data analytics, to get better intelligence out of your data, and use it for more than just the traditional data protection services. Really use it as a data management platform. >> One of the conversations I've had with a lot of users at this show, in previous years at VMworld is multi-cloud, hybrid cloud, it's where they're going, but there's a spectrum of where they are. A lot of them are still a little bit trepidatious as to how they get there, how do they start making some steps. You guys are architected like this is where you need to go. How do you help them along those journeys? What are some pros and cons? How do you help a typical VMware customer move along those journey? >> That's a great question. If I'm a data admin, if I'm an admin worried about either the business continuity or the legal aspect of data, to adhere to cloud and learn a new platform, a new paradigm. The Druva really comes handy there. Now you can get the cloudiness, all the goodness of cloud without having to learn a new platform. Druva attaches a service with your vSphere. Some momentum to spin up a bunch of VMs. They're already protected, without provisioning more hardware and software. That's number one. Number two is we have a customer journey map that says Mr. Customer, the number one thing you should worry about, which you already worry about is business continuity. We've got it covered. A simple SLA applied to your VMware, whatever it is, on-premise or on the cloud. As you get through your business continuity needs covered, you have data governance need, compliance need. Where Druva can now get the value extracted from the data you're protecting to give you compliance and governance needs out of the data you already have with us. Then comes the intelligence piece, the automation, the higher value security operations, which are now working with the customer, building with them, to solve those high-value use cases, and completely abstracting out. That they don't have to learn a new platform. They don't have to know Kinesis or Redshift. We know it all to give them a single use case they pay the money for. >> It does make it easy for customers to then just say, look, if I were to, for example, buy another company as you mentioned before, then, well, it's already covered. I can use the same system I've already got, that will work really nicely. For the same reason, something went around MNA that people often don't talk about is the divestiture part. If I wanted to split off a business unit and I have to somehow unwrap it from my existing backup system, being able to just say, well, I can just turn off that little portion or. Can you explain how would that actually be handled in Druva? Can you just split out a service and say well, that piece is now being handled by a different company? >> That's a great question. Actually, one of our customers, Allergan actually, one of their (mumbles) use cases around MNA. They've acquired, in the last two or three years, about 10 or 12 companies. Bringing them in, but they've also had to deal with divestitures as well. One of the advantages of the service we provide is they can just quickly deploy the agents and start pulling in the data. They don't have to integrate the data centers and figure that part out. >> Yeah. >> Then divestitures, just basically doing the opposite. Dropping off the agents and then purging that data from the system as needed. One of the beauties of the cloud is that, having kind of that master catalog across all those different spots of your data allows you to go in and say I want to remove this particular data set, which is also really beneficial for things like GDPR, where you might want to find a piece of data and purge it out of the system. We'll remove it from the source as well as all the backup set shots, which is something that's kind of unique, but something that we can provide because of the way we actually handle it. >> Before we let you go, we're talking about MNA. CloudRanger was a recent acquisition. How's that fit into the overall story? >> We had a vision to build what we call a (mumbles) to manage native clouds in Amazon, Redshift, RDS, EC2. The data management aspects of them. We saw a great team, a great founder, a great vision, and they already had some great traction on the common DNA-driver has. Building out a service business model to address these pain points around data management. Off-native or clouds. We acquired them and we kept the team and the BU intact. Druva's also building its platform to a cloud platform where we have a single search across all data sources. We have single reporting, alerting, even consumptions. Customers can consume what they like and get billed for the total usage which is having the provision software and hardware. CloudRanger cleanly fits into that. Now, they can protect with Druva endpoints, data center, cloud-native or (mumbles), VMware cloud and all the SaaS services. You got the entire umbrella covered very well. >> Jaspreet and Dave, really appreciate the updates. Congrats on the acquisition and thanks, we had some fun here at the show, too. For Justin Warren, I'm Stu Miniman, back with lots more coverage here at VMworld 2018. Thank you for watching theCUBE. (electronic tones)