>> Live, from Bellevue, Washington, it's theCUBE. Covering Smartsheet Engage 18. Brought to you by Smartsheet. >> Welcome back to theCUBE's continuing coverage of Smartsheet Engage 2018, I am Lisa Martin with Jeff Frick in Bellevue, Washington, our first time here. Second annual Smartsheet Engage and we're very please to be joined, welcoming back to theCUBE, Mark Mader, the CEO of Smartsheet. Mark, it's great to have you on the program. >> Thank you, good to be with you. >> Great job on the keynote. >> Thank you, appreciate it. >> So, you can see the buzz behind us, we just got out of the keynote, where, you guys kicked it up, there was a coupla things Jeff and I were talking about that were unique, that I haven't seen very much of at all, in all the keynotes that we go to. One, you started off with an explorer who had a very empowering, enlightening message, all about communication. And then, something that you did that I thought was really cool, that I don't think I've ever seen, is you actually, during your keynote, went into the audience, where you have about 2000 customers here, representing 1100 companies, across 20 countries, and just ad-libbed, hey guys, tell me about your company, how is Smartsheet empowering you, and as you said, that was all natural. >> I think part of it making it real for somebody, is giving you somebody that's relatable. So, we started off the conversation, as you said, with Ed Viesturs, arguably the most famous accomplished climber in the world, today, and he talked about the importance of communication and preparation, and teamwork, and clear decision making, in a context that was spectacularly visual, right, this mountain and those climbing shots, so, people relate to that, and then when you introduces those conducts in the business setting, it's like, oh, yeah, this applies to me, it applies to all of us. So, the notion of getting into the crowd, in a non-rehearsed way, is to really get people comfortable with, hey, I can share something, I can share an experience, and there's no one right answer, it's my experience. >> And that's why you're here, as you said in your keynote, and we know this as well, if companies aren't designing technology for the users, what's the point? >> Yeah, you're right and, one of the things I tried to highlight was, when you say for the user, it's not just for the user, the end user, like developed by a few people, spread to everybody, but it's empowering each and every person to say, hey I want to do something more transformational. I want to manage, automate, scale it, I don't want to be given that solution by someone, I want to do it. And there are hundreds of millions of people, who have the appetite and the interest, and the need for it. So, that's what we're trying to sell into. >> You know, Mark, we got to, so many shows, right, and everyone's chasing innovation. How do we get more innovative? Especially big companies, right? And you did show two really interesting messages, one, was your kind of core message, empowering everyone to improve, how they work, so, like you said, not just the top level decision makers, not down in the developer weave, but everybody up and down this stack. And then you shared a statement covey quote, really talking about how do people, keep 'em engaged and the way people are engaged is that they feel they're empowered to do something for their clients and their customers. So it's such an importannt piece and I think it's easy to talk about, harder to execute, but what is the answer to innovation? Giving more people the data, the tools and the power to take all that and do something for their customers, and thereby unlock all this tremendous value that you already have in your four doors. >> Absolutely, and I think the point of unlocking, so we have, you have 100% of your workforce. If you empower only 4.3% of them, for instance, the developers in your group, you're leaving so much opportunity on the table. And again, you don't get that unlock or that innovative spirit by just using something. You have to live with it, you have to work with it, you have to wrestle with it, And through that, innovation occurs. Ideas get generated. So, if you can get that ideation happening at the midpoint of your company, not the top 5%, huge opportunity. >> I think you were even quoted in the press release, maybe around the IPO that happened a few months ago, congratulations, >> Thank you. >> In saying that, maybe naysayers in the beginning, when you were a company of six, as you were talking about in your keynote, people thought, you're going to build this on a spreadsheet construct? And you said, but four hundred to five hundred million people know that construct. >> Right, right So you're going into an audience if knowledge workers, of which there's a massive percentage, designing something for lines of business, IT, finance, marketing, sales, who actually need to work with that, we're not talking about API's and developer and code speak, you're building this for a very large percentage of the population. >> We are, and I think when we talk about serving a large population, it's tempting to say, well, they can't handle much, let's go with the most common denominator. Let's give them something super, super simple. The problem is, with simple, you don't always get value. So how do you combine relevance and comfort and understanding, with capability. And the product's changed a lot since the early days, it's no longer just a grid, we have dashboards, we have forms, we have card view, we have all these elements that are now being brought forward, but one thing that we've always respected from the beginning is, don't throw away what somebody understands, and is comfortable with. That doesn't necessarily mean that it's the best, but they know it. And people are very nervous about just jettisoning the things they know, so like, embrace it. And then, what we had talked about earlier, was, how do you really listen to that customer's signal, and say okay, I'm comfortable, I like this, but I want more. And that ability to respond to that request, I think has really helped define who Smartsheet is today. You know, 12 years later. >> The other piece you talked on is kind of sideways off of that, is people have systems already in place, they have tools that they use every day. Right, there's this competition for the top layer of the desktop, but the reality is that we have many, many applications that we have to interact with every day. You guys are really taking a coopation approach with all these existing, >> Absolutely >> where it fits, where it's working, to your point, they're already using it and make it work. Integrate with. Don't try to rip and replace all these other systems that're in there. >> Yeah, and I think, you know you come across so many people in life, who want everything. I need total, complete, presence. And you're really discounting what people appreciate. And I think when you take the view of, I'm going to listen to my client, I'm going to listen to what they love and understand, and I'm going to let them articulate how they want it to work, we are in a very diverse, multi-app world today. If you actually march in somewhere and say, yeah all those decisions you made, those were the wrong decisions, you should trust me on everything, you'll be walked out of the building in about 4.2 seconds. So, we're really living that philosophy, and I think in great partnerships with Google, Microsoft and Slack, and Tableau, and others, we're actually able to demonstrate that. >> Yeah, and then to take it from the concept to reality, a great demo, I'm sure you didn't have this planned a couple of weeks ago, was, you talked about the state of North Carolina, and the preparation and the response to Hurricane Florence, and that they were very quickly able to build a super informative dashboard, to let everybody know who needed to know, what they needed to know. >> Correct. >> And how long did that take to put together? Amazing. >> That was under 24 hours. >> 24 hours? >> And the difference here is the difference between building or developing something, and configuring something. So, the difference there is when you actually build something from scratch, we have bare dirt, we need to put a foundation, we need to build a house, we need to shingle it, we need to insulate, that takes you a long time. So how about, we go to a house that exists, let's change the colors of the blinds, let's put in a certain sofa, let's furnish it. And the configuration element, versus construction, that gives people velocity. Now, what they also want is, they want to actually put their own texture to it, they want to make it their own, so the Department of Transportation dashboard that they produced for FEMA and the Coast Guard and the state governor's office, it didn't look like anybody else's dashboard. It was tailored, but it was so quick to build. And the great thing there was, so many people who accessed that site for information on on runway status and power and fuel, they could focus on the citizens as opposed to what the heck is going on, on the ground. >> Right. >> That provides a lot of purpose to our team, when we see our product used that way. >> You talked about speed just a minute ago, and speed, obviously, every enterprise of whatever size, needs to move and quite a bit quickly, to gain competitive advantage, to increase revenues, et cetera, you guys have some really very eye-catching statistics. That you're enabling customers to achieve. I read, enabling an average business leader to save 300 hours a year, 60,000 hours a year saved across on average organization. That's a big impact. How is speed a factor there? >> Yeah, I think speed I look at in a couple dimensions, One is, is it time saved, but there's also an element which is speed of experimentation So we go into an initiative, we say we have this amazing idea and we're going to have all these returns, we think. (chuckling) Well, not all the bets you place actually makes it. Or actually yields, so if you can empower a team to more quickly experiment, configure, try things, see what works and then double down behind those, if you can run five times as many plays as your competitor, you have five times as many chances to find that next winner. And so when we talk about speed, it's again, velocity of decision making, saving time, but also, organizationally, how can you unlock those possibilities? >> Part of that also is enabling cultural change. Which is not easy, it's essential for digital transformation, we talk about that at every event, and it's true, but how do you put that in action? You and I were chatting off camera about one of your customers that is an 125 year old oil and gas company. How do you enable them to kind of absorb and digest a culture of experimentation so that they can really move their business forward as quickly as they need to? >> Well, I think there's a great quote that one of my mentors early gave me. And it was, "All hat, no cattle." And the "All hat, no cattle" refers to the person who talks about how big their ranch is and how big their... Where's your herd? So you can talk a lot, but you have to demonstrate it. So when they go in, and there was another gentleman who talked about this idea of transforming their implementations across 300 project managers, and the quote was, we're going to get you up and running in two to three weeks, and he goes, "Never. No chance." Now, he ended up working with us, and we proved it to him and when you get a win like that, and you can demonstrate speed and impact, those things carry a lot of weight in organizations, but you have to show evidence. And when you talk about why we're landing and expanding in some of the world's largest brands, it's not because we're just talkin' a big game, it's because you're able to demonstrate those wins, and those lead to further growth. >> Right. And then you topped it off with a bit about the catalysts. But even more, I liked the concept of the point guard. Good point guards make everybody else on the team better. They do a little bit on their own, they hit a couple key shots, but they make everybody else better. And you're seeing that in terms of the expansion, and just in the way your go to market is, you don't come in usually as a big enterprise sale, I don't think, you come in small, you come in a group level, and then let the catalyst let those point guards, built successful in their own team, and then branch it out to a broader audience. >> Yeah, and I'm a big believer, and I don't think people can be classified into catalysts and non-catalysts. That's a very sort of blunt force approach. I view it as, you've catalysts, you've catalysts that haven't been unlocked, and then you have people that aren't catalysts. But very often that point guard, is going to activate the power forward, the center and holy smokes, where did that come from? And what we see is, when we see this growth happening in companies, those players around that point guard, get lit, get sparked, and once they're sparked, it's on. And then we see that growth happen for a long, long time. >> We saw some of that quotes, quotes >> We did. (all speaking at once) >> Queen of the world? >> Queen of the world. That's a big statement. >> That's empowerment, right there. >> It is empowerment. >> And the one where, I tweeted this, one of the quotes, I won't share this product name, but it can actually seem smart, she can help reduce work place anxiety. >> Anxiety! >> Which everybody needs. So, it's been six months since the IPO, you have doubled your attendance in your second year only, at Engage, up here in Bellevue, Washington, What are some of the exciting things that you anounced this morning, that have been fueled by the momentum of the IPO has as I imagine, ignited? >> Yeah, couple big things, is we, at every tech conference, you're going to hear about new capabilities. Here are the new bells and whistles and features and capabilities we have. But what we're hearing from customers, they also want us to frame those capabilites and things that are consumable. So, not everybody wants to configure or build as we talked about earlier today, they say I have a need, it's specific to this area, and do you have something for me. More turnkey, like that gentleman I said, two to three weeks to turn and sold him my implementation team. So those are being referred to as accelerators. So we announced a few new accelerators today in the sales realm, in terms of being able to better manage engagement plans with prospects and clients and on sophisticated deals it's a very common thing. And the other piece that I think is really important is, not just talking about business users, which is a huge focus for us, but also how do we better support IT and their needs to regulate, control, have visibility and to how Smartsheet is used. So, those were a couple of highlights, and then the ability to give people more controls over how they share their data. There've been some issues in the news recently, where people have shared too broadly, they've said that's the issue, so we're hearing from our customers, give us some more fine gated controls and confidence over how our corporate information is shared with others. Well, Mark Mader, I wish we had more time, but we thank you so much for stopping by theCUBE, and chatting with Jeff and me. >> Great to see you. >> Great momentum, we look forward to a number of your execs and customers and analysts on the program tonight. >> Great, thank you. >> Thank you, good to see you. >> Thanks, Mark, good to see you again. >> We just want to thank you for watching theCUBE, I'm Lisa Martin with Jeff Frick live from Smartsheet Engage 2018. Stick around, Jeff and I will be right back with our next guest. (techno music)

>> Welcome back, everyone, to our next segment here at SiliconANGLE hosted Druva Live event here in Palo Alto. Our next segment, hosting Matt Morgan and David Cordell for the understand the customer journey that the CMO of Druva and David Cordell customer. Matt, welcome back. Good to see you again. >> Matt: It's good to see you, John. >> So, take us through the customer journey. >> Okay, if you were to think about data protection, using legacy terms, you really think mostly about backup. And you think about the idea that if I just make a copy of the data and keep it in some storage apparatus, I've kind of protected my data. When you move to data management as a service, you turn that whole thing on its ear. First, let's talk about data protection. You can protect all of your end points. I don't care if the end points are on the land, or they're deep in the field, connected up to the Cloud through a WiFi connection, you can protect all of them. By collecting that data and protecting it, you can ensure that no matter what happens, people can get access to that information. Second, your servers. In remote offices, where there's DM ware proliferation, if you will. Often, most organizations don't even go through the hassle of trying to protect those servers, they just give up, and they go unprotected. With data management as a service, you can wrap data, Druva's solution inside those servers, and back those up directly to the Cloud. That data will coexist with the end points. And also, importantly, the move to Cloud apps. People move to Office 365, they move to Jace Waye, they move to Salesforce, they've got box folders. They think that data is protected and what they find is, over time, when data is lost, it's gone. And Druva can back that up as well, bringing all that together. So, our customer journey starts with protection. But what happens after protection is where it gets really interesting because that data's together and it's inside the Cloud, you actually can govern that data. So, now, legal teams can have access to all of that data if needed. You have the opportunity to manage it from a governance prospective. You have the opportunity to ensure that you're in compliance on that data, and with GDPR, that's becoming such a big deal. >> And that's the service piece, though, is adopting. Talk about how that is accelerating and where this connects. >> Oh, absolutely. The Yaza service is what makes the whole thing magical. If you think about how people can protect their data when all they have to think about is connecting to Druva. You can protect all of that data, right? You don't have to think about well, I need to build yet another architecture on Prim, I got to go buy yet another appliance. Oh wait, that appliance is full, I got to buy another one. Oh wait, the hard drives are over three years old. I got to refresh the, all of that goes away. Now, as a service, they just connect. I'm connected, I'm done. Three years, do I have to refresh? No, I don't have to do anything. It's all right there. And the third part, though, when you start looking at the customer journey is where it gets super, super interesting. We've been able to wrap machine learning around this data. And by having it all, this one data set and having machine learning algorithms, you can evolve customers to data intelligence. >> David, do you see Cloud as the center of your data protection strategy, or as an extension of your data protection strategy? >> Well, we see Druva as the center of our data protection and management strategy. The Cloud offers, even though there's consolidation, there's still pitfalls and a lot of management that you have to deal with. Druva is able to simplify this and give us an easy solution. >> What's the key to their success in your opinion? >> Key to success in my opinion is that, well the ease of use, the ease of implementation, the security that's route behind it, and the backing that a lot of people just don't see. In setting it up, it literally is just minutes, going from professional services, within 30 minutes you're set up and ready to roll. It's taken the pressure off of our legacy systems, you know, we have set up new environments but the legacy data is still a problem for us, and they've been able to determine what is good data and what is not. Druva's been able to help us determine, based on governance and the intelligence that's being provided. >> Great and Matt, I mean, they're using Druva as a center of their data protection strategy to Cloud, versus an extension as some people may look at it, why is this pattern relevant? Is it a pattern and what does it mean because this journey is one that a lot of people are on right now because, with the Cloud, there's no walls, there's no perimeter. It's a completely different paradigm shift and how you think about IT. From an architectural standpoint, it's not the same data protection game as it used to be. You guys have this as a service. So, what does it mean to be at the center of the data protection strategy, and is this pattern consistent with what you're saying? >> So, we've got 4000 customers on the platform now and David's story is a story I hear all the time. The idea that I can simply protect my data through a simple connection to the Cloud, and that's it, nothing else to do. I got a single pane of glass. I can access that data if something goes wrong I can pull that data down. That is a complete game change if you think about how people used to have to architect a system to be able to protect their data. Think about that, buying the equipment, wiring up the network, getting the appliance hot, getting access to the appliance. Is my, are my end points in my server? In my Cloud apps, are they able to communicate? I mean, all of these things that used to be kind of the big ah-ha, they all go away with Druva. You just simply connect to the service and off you go. Right, so the conversation that you've had about the simplicity angle is kind of the gateway drug to why you get started. But the limitations to it aren't there, right, so people start saying, "Wow if it's that easy, "I can do more than just the end points. "I can start doing my service. "I can do more than just three or four of my servers, "why don't I just do all my servers." Right? I mean, this is the conversation that I'm hearing. Maybe you can comment some more on that. >> Well, there's a lot more too it than I think, than just that but that's dead on. What we were seeing is resources. So when you talk about whether it's hardware or software resources, there's also employee resources. Getting those all lined up is very difficult. So, if we were looking at a product, in house, so if we're going to bring on Prim, it would probably take about four to six months to be able to roll it out because you have to plan. It's like you said, the architect that sits behind it. >> Like in an appliance, using an appliance or something? >> In an appliance, yeah. >> That's all that works got to be vetted, all that stuff, is that kind of the (laughs) that's a problem. >> We're also facing federal regulations. We have Homeland Security and the Coast Guard, comes down to us and say, "Okay, these are the regulations "that you're going to follow, "and we'll do these applications "and do these appliances meet those standards?" In some cases, no. In other cases, kind of sort of. Well, we found with Druva, that if you look at HIPAA sought to FedRAMP Ready. These are things that are really important to us, especially our SESO team. Yeah the go Clouds key. I got to ask about the security, you mentioned Coast Guard. First thing goes off in my head is, you know, they would want security because you've got a lot of stuff going in and out of the port in New Orleans, you know. I want to make sure that there's no hacking going on. What's the security angle look like on this? >> So, there is... So, the security is really good. They, we do face a lot of attacks and stuff. It comes in from all angles. Like I said, with a lot of the back end, it's at the, what is it, the sublayer. That to me is really important. So, you have your normal encryption, which everyone'll tell you, alright we're going to do from point A to point B are encrypted. Now when I start asking questions about back end encryption most companies can not answer. Or we need to find another engineer. Well, we're not sure, we'll get back to you. So, Druva is able get on the phone and start asking the questions, alright how do your sub systems communicate? How is the encryptions done on it? What type of encryption is done on it? >> Dave: They had tech jobs, they had security jobs. >> Yeah. >> So, people have a black hole, "Oh, I'll get back to you." Which means they don't have much. >> Exactly and so with Druva it was, you know, there were several conversations but they were usually real short and 10 minute conversations. Alright, you know, can you answer this for me? So, as they come up, it was easy to reach back out to Druva, and say, "Okay, what about this?" And, I mean, they got an answer back. They didn't have to wait for anyone else, they didn't have to wait for a call back, so it was really convenient for me and my SESO team. >> Matt, what's the impact to the market place 'cause, I mean, basically a lot of the stuff that is emerging, ransomware, is a huge issue. You've got obviously security, from the participants moving in and out of the Cloud, whether they're customers and/or attackers. It's got to work so you have to deal with a lot of the stuff, how do you guys make that work? And then you got to have the comfort to the customer, saying operationally you're going to be solid. >> Well, I think that the Cloud providers have done us a wonderful service, right, they have been out evangelizing the move to the Cloud. Druva doesn't have to have that conversation anymore. It's now part of the life blood of any IT organization. The Cloud is reality so now we're able to come in and say, "How can you maximize that investment." Right? So, take ransomware for a moment. I'm really glad you brought that up. This year, there were two massive ransomware attacks. We've seen 600% increase in ransomware attacks overall this year, and we did an incredible survey that showed an enormous amount of penetration within the Fortune 500. People were losing their data. In this last attack, what was really scary, you didn't have the option to pay the bitcoin. Or if you did pay the bitcoin, they didn't bother to send you the key to get your data back so it was more like a whiteware attack, not a ransomware attack. >> I think ransomware attacks are underestimated, people don't understand how severe this is. Because not only are you down, and you are hijacked, if you will, for the ransom, for the security. Look at the impact of the business. I mean, HBO is a real public example recently. I mean, this is a real threat to the business model to these companies. It's not like a check box on security anymore. Not only you need to check the box but you got to really have a bulletproof strategy. >> Yeah, it's not a nice to have, right? It used to think that maybe ransomware would attack a dummy that would click on a link in an email. Well, reality is that everyone is going to make a mistake and no matter what parameter security you have, somebody is not, don't call them a dummy, someone's going to accidentally click on something and bam, the ransomware is in your firewall. So, with Druva, you don't have to worry about it. Your data will be protected. It's not just going to be protected, it's going to be protected in the Cloud, which is a separate area. There's no way the ransomware is going to crawl to the Cloud to encrypt that data. And with our machine learning tech, we're going to see the first encryption so we're going to alert you so you have early detection. We call it anomaly detection, giving you the opportunity to make sure you can recover all of that data. >> If a friend asked you, "Hey, what's the journey like "with Druva and how do you expect it to go forward? "How would you describe that journey?" >> Oh, easy. Simplicity. Moving to Druva was an easy decision. So, if someone was coming to me and asks me, you know, they wanted to find out what about Druva products. It's easy, get in touch with them. Come up with a list of questions and start drilling 'em. I was actually pretty rough in one of the meetings with Druva. (chattering) >> What did you do, did you grill them on the technical? Was it more of a, you know, I mean, what was the key drill down points for you? >> For me, it's technical. So, there's a couple of aspects, we did see a couple ransomware. It took us a while to recover. So that was during the fact but mostly when I was drilling Druva, it was all technical. Like I said, though, they we're firing back the answers as fast as I was firing the questions. So, just be prepared. The one thing that, as you touched on with the ransomware, the other nice thing about it is that you can step back through your recovery points and see, okay, this is exactly what happened. So there is the analytic piece of it and the machine learning is absolutely sweet. So a lot of times, I actually-- >> Host: For instance are critical. >> Yes, so I get the alert and so when I get things, you know, I'm a technical CTO. I'm going to go and start looking at things so it's really convenient for me to start going back and stepping through, okay, now I see it. So, besides all the alerts, and what you're telling me, I now see the exact same thing, so it's easy to act on. >> And going forward, how do you see that journey progressing? What are the things that you anticipate that you'll be dealing with as CTO, technical CTO, what are the things that are on the horizon for you that you're going to, you're looking down the barrel of? Is it more ransomware, is it more expansion, what's the strategy look like? >> Oh, we're seeing the strangest attacks forever. So, right now, there's shipping. Shipping is being attacked left and right. It's been going on for several months. We actually brought a company in that provides networking and solutions for ships themselves for the liners. So, they show us the computer system that's on the ship. So, I start asking again about security and draw blanks. So, in working with, actually the Maritime Port Security Information Sharing Organization out of the Gulf of Mexico. It's a lot of awareness. A lot of it is education, not only for in-users, but for IT. So to be able to start stepping back through the backup is top-notch. >> Huge story, I love the drill down on that. I'm sure the infrastructure and the evolution, they've got to modernize their fleets, technically speaking. >> They do and a lot of them are looking to the United States that are coming from overseas as a driver. Yeah, so, what we're seeing again is through ships. We are seeing some ransomware come across. There's, I guess, what was it, in Russia they had a rail attack. Well, recently the Port of New Orleans has acquired a public belt of New Orleans. So that will fall under our jurisdiction soon as well. So, it's like, alright, what kind of attacks are we going to be seeing from this? So, a lot of it is the swishing system but the majority, I know the Coast Guard, a recent activity that we had was all on phishing. So, a lot of it today is through phishing but we're going to start seeing more out of the IOT. We've seen a couple of good cell phone attacks. But back to the IOT, there was attacks that, they weren't organized. They weren't professionals doing the attacks. They're coming and it's going to be rough when they hit. >> It won't hurt any service here, that's the whole point of the Cloud, Matt, for this customer journey. Having that center of strategy gives you a lot of flexibility. >> Yeah, I think the idea of leveraging all the security that has now been hardened into public Cloud providers, Azure and AWS. You can inherit all of that as part of the solution. And then all the work that we have done to layer on top of that, gives you further assurances. But there's nothing like just having your data replicated entirely off-site, in the Cloud. And when we talk about replication, we actually do that several times over so you're in the situation where you have redundancy. And I think that that's of value as well. >> Good to have technical chops. Customer insurance have to be simple. That's kind of a basic concept but tried and true business model, making things simple and elegant. Congratulations. Thanks for spending the time sharing this story today. I appreciate it. Right back, more special coverage here at theCUBE. Thanks for watching.