>> Announcer: Live from Las Vegas, it's the Cube, covering AWS Reinvent 2017, presented by AWS, Intel and our ecosystem of partners. (bright digital tones) >> Welcome back, here we are live on the Cube, the Fleischer Broadcaster SiliconANGLE media. It's a pleasure to be with you live here at Reinvent. Day two of our coverage with Stu Miniman. I'm John Walls and we're joined by David Gugick who is the senior, or vice president rather of product management at Cloudberry Lab. >> Cloudberry Lab, that's right. >> Good, good to see you. >> John: How you been? >> I am really good, it's been a great-- >> John: How's the show, how's this working for you? >> The show is great, these are our customers here, so everybody that walks by is, as you know we have something that can help them do the back up to the cloud. >> So first time, hey the Cloudberry guy's here. Come by and come see you. All right, let's talk about back up just in general. First off, I mean just the scene. Are people prepared, I mean are you seeing folks in whether it's enterprise or medium, small. Is everybody doing what they should be doing in terms of back up these days? >> I think most customers are moving in that direction. So there was some resistance years ago about using the cloud for back up. But as customers are getting really comfortable with the cloud, especially with Amazon S3, we see a lot of customers looking to start to move their back up architecture to the cloud. So they can de-invest in those old disk arrays and the old hardware that they have in their data centers that they're using for back up. And now they can leverage S3, which is great, because it helps with planning, they don't have to worry about their growth, because S3 can grow with them. They get built in disaster recovery because their back ups are now off site and they don't have to worry about some kind of disaster in their data center destroying their back ups along with their live data. So every year the business keeps growing and growing and growing as more of our customers start to embrace the cloud. >> You mentioned customers then I mean, so what are you hearing then from folks about if they've made this migration mentally at least and they're in the process of doing it within their own environments. What are you hearing from people about whether it's issues that they're now confronting or problems they want you to solve? >> That's a good question. I think we're hearing a lot this year unfortunately is ransom ware protection. Everybody sees all the ransom ware attacks that are going on and a lot of customers are very concerned about having their back ups in their own data centers. Where the ransom ware can actually see their back up files in addition to their live data. So what they really want to be able to do is have local back ups, but also have back ups in a place protected from any ransom ware attacks. The cloud is a perfect place for that. A majority of our customers use Amazon S3 for their back up storage and it kind of gives them exactly what they need, the protection they need. And that's actually something that we've added in the latest release of our Cloudberry back up product is built in ransom ware protection. So we can help customers detect when they're infected by this type of malware and protect their existing back up so they wouldn't get overwritten anyway, because of a ransom ware attempt. >> David, you mentioned customers trying to figure out where they put their data. Is they think something we've been, you know, looking out for a number of years, we hear Amazon talking about you know how they see a hybrid or multi-cloud world. Give your insight of what your customers, what they're seeing, how are they making that decision point is to where their data lives where their back ups live. We're a cloud agnostic back up vendor. So we have customers bring their cloud storage solution for back up to us. Now a majority of our customers are using Amazon AWS, not surprisingly, given the market share they have. But we don't provide the data center. And a lot of our customers love that, because they can leverage all of the regional access that's available for Amazon AWS. They can keep their EU assets in the EU, they can keep their US based assets in North America and the United States region. And that's important to them. And what they also want to know is that should they ever decide not to like us anymore, which we hope they won't, the back ups are in their own storage. They're theirs to keep. Now a lot of our customers are still backing up their own on prem data centers to the cloud. But a lot of our customers are now starting to migrate EC2, so that's what we hear from our customers. "Can you back up our EC2 assets "as easily as you're able to back up our assets "that are on premise." And of course the answer is yes. But we're happy to help those customers as well. >> Take us into that security discussion, you said ransom ware is a hot button. It's a challenging thing. There's lots of things that can trip people up. You know how does Cloudberry help that? >> Well we, what we do in the software without getting too technical, is we look for changes in encryption in the files. And if we detect a lot of files that are getting encrypted, that live data that's getting encrypted, we will make a note of it, notify the administrator and actually prevent any previous back ups from being deleted. Which could happen with normal retention settings. Customers may keep you know, three generations worth of back ups for 60 days, and then they may delete them. We want to make sure that those old back ups are protected if we encounter something. So we'll notify the admin and they'll get to review exactly what's going on. If they do have a problem, the back ups are already protected and they can do what's called the point in time restore to get all their live data back without any worry that it's gone. >> It's interesting as we have the transition to the cloud and as customers are doing SAS, you know you hear often it's security and things like back up, sometimes get, you know fall by the wayside. Or I think that my platform provider's going to take of that. Are we getting over that, are customers kind of, you know obviously you're doing well in the spectrum, yeah. >> I talk to those customers all the time and usually the bigger the customer the more resistant they are in moving their assets to the cloud. I think that's pretty much gone. I think they're all embracing it. They understand that security mechanisms are in place with the cloud vendors, especially AWS, that they can protect their assets. >> So I guess to clarify, like I wasn't saying that it was stopping them from going to the cloud. It sometimes, if they go to SAS or public cloud they say, "Oh, I don't need to worry about security "or back up, >> I see what you're saying. >> "Because won't the platform "just take care of that for me?" Which of course, it's like as we know, most of the people are often, "Oh I just put an instance in "a single zone of Amazon, oops. "I didn't, you know, spread it out, I didn't "architect it properly." I think we're gotten past >> I see a misconception. to that. >> Are customers today understanding that back up becomes critical even when I'm outside of my own data center? >> I think those customers are. I mean we do run into the occasional customer that says, "Why do I need to back up, I have a lot of durability "running my environment in this particular cloud? "Why do I need to back up?" And I think back up is something you need to be doing. There may be accidental deletions, data can get destroyed. There are any number of reasons that you want to roll back your SQL server database or your windows server, or just to get back those family photos that maybe you accidentally deleted locally and you know, you weren't backing up. So you know we serve managed server providers, businesses, and we have a huge consumer base. We are not abandoning consumers. We want to provide back up for them, so they can back up to their own private S3 accounts to make sure that their family pictures and videos and their music and all their important personal documents are protected as well. >> BYOD, right? >> Exactly. >> It brings a whole new. >> So how do you deal like cost? When I you know, if you have perpetual back up occurring, right? So a lot of money involved in that a lot of time being sucked up into that. How do you kind of parcel that out so that maybe certain operations are being done when they can be done and not interfering with other critical parts of a process? >> Well we have a couple different things. We have a SAS solution that runs in Amazon EC2. And that provides the administrative controls that you know the back up administrators need to manage large environments. But when it comes to things like backing up over the internet. You want to make sure you have good bandwidth controls in there. Because there's a limited internet bandwidth that most companies have available. So during business hours, you're not gonna want to use all that bandwidth for back up, but you may be able to do that at night. So you want to make sure you have a product like ours that can actually help you do the scheduling of bandwidth to make sure you use appropriate amounts during the day versus, you know at night when maybe you have more available. >> My understanding you work with a number of service providers also. >> We do. >> Can we talk about how that dynamics changing as to kind of you go to market, how customers are working with your solution. >> Yeah we have a very strong MSP solution, so the MSP's we work with can white label our product and rebrand it with their own company name, sell it to their own customers and select the storage vendor they want to do the back up. And manage it all in a very cost effective way. We're not really talking much about cost here, but we're a very cost effective solution, so we do a lot of volume business with a lot of companies, a lot of MSPs and a lot of consumers. >> Yeah, so you teed it up. Let's talk about cost because you know back up has been hot. You know for a number of years there's many players out there. What sets Cloudberry apart from a cost standpoint? >> So Cloudberry you get started for their managed service provider, you know our managed back up for MSPs or businesses who want sort of like an EC2 and client control panel for the administration control, starts at $4999 a year for file based back up, 59 for image based back up. We do a volume discounts which can bring the price down dramatically from there. And then you work with your storage vendor like Amazon and S3 and you work with them directly to pay them. And we also can help customers save a lot of money by plugging into Amazon's object life cycle policies. So we can intelligently move the data from S3 to Glacier after a certain amount of time for long term archival storage. >> And just the overall, we're talking so much about the creation of, you know this exponential increases of data in general these days. So what does that do to you in the back up world? 'Cause you're dealing with you know a factor of X off the charts more than you were maybe three quarters ago. >> Well that helps us. Because I mean if you've read the analysts reports from Gartner or IDC, they've been saying the same thing for probably the last eight years. That data is doubling in size, every 18 to 24 months. And it's not only data in the data center now it's laptops, it's your remote workers working on desktops from home, it's your mobile devices. There are more devices there. There's more disk available so storage is cheaper for your data centers that means you're just gonna collect more data. It's like having a big basement, right, or an attic in your house. You just tend to push a lot of stuff there. So you're not as diligent about cleaning out the old stuff. So as customers are seeing their data centers grow in size they are now increasingly looking at the cloud as a place to put all of those backups, because they just don't have the investment. They don't want to maintain all of the hardware, they don't want the personnel. And they certainly don't want to pay for the electricity to power all of these, you know older drive arrays just to store back ups in the same place where the live data exists. Which inherently can be somewhat dangerous for disaster. So that helps us, the more data that's out there the more customers want to come to us for solutions. >> John: It's like why do want to heat the closet? >> Right? >> Right. >> David thanks for the time. Good to have you here on the Cube, and continued success at Cloudberry Lab. >> All right, thanks guys. >> All right thank you. Back with more here, live from Las Vegas as we continue our coverage of Reinvent. We're coming to you with much more here on the Cube, right after this. (bright digital tones)