(upbeat music) >> Okay, welcome back, everyone, it's CUBE's live coverage. I'm John Furrier, host of theCUBE here with Paul Gillen. Got a great guest coming up here, talking about cloud security, all things going on in the cloud. Paul, great day. How you doing? How you holding up? >> I'm about at the end of my, running on fumes, John. (John laughs) >> Let's bring it home. >> And we got another day coming up. >> Day three, let's bring it home, come on, let's go. Lot of energy. >> Lot of energy on the floor and certainly a lot of talk about security at this conference. Busy, busy market, lots of vendors. And one of the more notable ones, Cohesity, recently introduced a brand new suite, a brand new approach to security that combines data protection and security and backup. With us, to talk about that is Amith Nair, who is the Senior Vice president and General Manager of cloud at Cohesity. Welcome. >> Thank you very much. Thanks for having me, Paul and John. >> So tell us about DataHawk, your new product. >> Yeah, just to set a little bit of perspective on Cohesity, and how we think about DataHawk and security in general is, Cohesity is the leading solution for data security and management. And if you think about all the pillars that we provide in terms of solution around that data solutions, so we have data protection, data security, data access, data mobility and data insights. So the focus for us over the last many months was really to make our data security solutions really strong. So generally when customers think about security, they think about starting with security at the perimeter, on the edge. They think about firewalls, network layer, and so on and so forth. But in the end, what they're really trying to protect is the data that aligns to what they're really trying to save. Right? So DataHawk was formulated and built in order to help extend our existing solutions to provide additional security, layers of security, and also work with partners to enable doing that. Many months ago, we released this product called FortKnox, which is our cyber vaulting solution. One that customers really love and use today. >> It's an air gap solution, right? >> It's an air gap solution with forum capabilities, and so on. Extremely liked by customers, very well adopted, and we extended that to provide lots more data classification capabilities, and ransomware checks as well. So malware checks in the product itself in terms of what it is being backed up. And is there malware in the backed up data and so on? >> Maybe, we can talk about the evolution of ransomware, because ransomware is getting a lot more sophisticated. It used to start at the end point and then penetrate into the network. Increasingly, now, we're seeing it move into the backup, and actually corrupt backup files before moving into the production data. How is ransomware evolving? >> I mean, there's a ransomware attack that's happening right now as we speak, right? What is it? One in every 11 seconds or so on. And it's getting very, very sophisticated. And you're absolutely right, the target early on used to be the network, or the firewall and so on and so forth. Now, it is the backup. So you have to be very smart about how you protect your backup and if you do get attacked, which a lot of CSOs are starting to realize, it's not about just preventing. But it's also what do you do if it does happen? How can you be resilient in the case of an attack? How can you recover if something happens? And that's where we come in to play as well. >> What's some of the state of the art posture, security posture and cyber resilient techniques? Can you share your observations on what are some of the current state of the art positions? I mean, besides they buy everything, and they want everything, but we're looking at a cost reduction, slow down in the recession, customer's going to look at belt tightening. We heard that from Adam Celeste. Has that changed or enhanced the posture, and impact to the resiliency on the cyber side? >> Yeah, I think customers are getting really smart in terms of how they're adopting cloud. We saw a tremendous amount of growth from a cloud usage perspective, I think, over the last two years and through the pandemic. But now they're getting smart about, "How am I consuming that cloud?" Which is where the consumption's starting to slow down. But that does not mean they're not using cloud, right? And security from a cloud perspective is way different from the old world, which was very static. You're in a completely dynamic environment now. So everybody talks about zero trust security. You have to have that level of no trust, trust nothing, authenticate everything, in terms of how you approach what connects to your network, what services connect to your network and so on. And we follow the same approach, but we also believe that one solution cannot solve it. And which is why we had this announcement around our security advisory council, and security partnership and alliances, where we are providing data to additional solutions, or insights into other security solutions that will help the customer in the end. We talked about how some customers have anywhere between 50 to 70 vendors on their network for security. We want to reduce that noise and that clutter, especially when it comes to cost and expenses. Right? >> Awesome. I want to ask you a personal question if you don't mind. You're new, relatively new to Cohesity, SVP, Senior Vice President, General Manager of the cloud. Obviously, AWS, the biggest cloud, there's other clouds. What attracted you to Cohesity? What was the key thing that attracted you to this company to take a leadership role as this next wave comes in for cloud, and security and what Cohesity is doing? >> Yeah, there are a couple of reasons. Number one and most important was the maturity of the product and the quality of the product. Mohit Aron was our founder, you know, known as the grandfather or as the father of hyperconverge networking. >> He's a legend. >> He's a legend, right? >> (laughs) Just say it. >> And he's built a phenomenal set of technologies that really helps customers and that brings me to the second point, which is customers. We are a customer-obsessed company. And as I was talking to Mohit and Sanjay was our CEO, and Lynn was our CMO and others in the company, it was very evident to me that the core DNA of the company is really helping our customers be successful. Those two things put together. And the third thing, really, I am very culturally-obsessed when it comes to how organizations are run. We have a very strong culture in terms of how we treat employees, how we build the right set of products, and how we go to market. Right? Those three things put together, helped me really make a decision. Obviously, the leadership team within Cohesity was top notch as well. So every one of them that I spoke to had that same core belief system. That had helped a lot. >> Sanjay's a good friend of theCUBE, we've interviewed him many times with VMware. Paul, you know Sanjay's, he loves to get on cam. We hope to have him on tomorrow, if we can get him on the calendar. But you know, Sanjay told me one time, "I never missed a quarter." In his SAP, VMware, he's proud. We'll see, Paul, we're- >> Well, I'm going to hold him to that. >> We better not miss a quarter, I'm going to hold him to that. How's business? How's it, healthy? >> It's been great. We are seeing consistent demand for all of our products. As you can see, we continue to release new products into the market that customers are asking for. We are listening to what customers really want. Our roadmap is really based on two things, customer demand and market and where the market is growing. We have to stay on top of how the market is evolving based on the new challenges that customers are facing. Right? So markets, we are doing really good, company continues to grow and Sanjay has been fantastic in terms of driving that leadership. >> Yeah, he's a good driver. And again, he's Mr. Quarter for a reason, he's disciplined. >> (laughs) Very disciplined. >> Another reason, initiative, Cohesity's is the data security alliance. You put together a group of about a dozen security companies. Getting security companies to work with each other is always a challenge. How did you convince them to join with you? >> Well, one, we aligned on a mission. I mean, in the end, all the partners that we are talking about, they all care about what customers want. And we talked earlier about having that, you know, what is that single pane of glass when it comes to security? Is there one? Probably not. But if you can reduce the chatter, and the noise amongst all these companies, that helps. The other thing is they also understood our mission was really around the security, around data. We talked earlier about how security used to be very parameter or centric, but what you're really trying to save and secure is your data, which is your Queen Bee. And so a couple of months ago at our customer advisory council, I talked about moving and shifting the focus of security to be very data centric. And what we do in this partnership and alliance is a true integration. So there's a lot of engineering work that goes in, is us providing insights around the data to the security partners who can then leverage that to help customers be protected early on. Conversely, they can provide insights into an attack that's emanating possibly, to let us know that there's something happening, so we can lock up the data. So it's a bidirectional, symbiotic relationship between these partners and they all believe in that common cause of making sure the customers get protected. As we talked about earlier, lots of cyber attacks happening even as we speak, if we can collectively do something good in terms of making customers secure and successful, let's do it. >> So what will result from this alliance other than a press release? >> Customers will be successful, hopefully, not just protect customers from ransomware attacks, but also respond and recover if something does happen. We also announce our security council led by Kevin Mandia, and then we have some other big security advisors in that council as well. And that's been very helpful. So it's not just about the product itself, but it's also the collective experience of all these folks who can help and advise and coach CSOs, and other organizations on, what are the best practices? What are the things you're not really considering? What is the vision for you from an architecture standpoint? How is security threats starting to get more, and more mature? And how can you account for that? How can you reduce cost, to your point, right? How can you reduce cost when it comes to managing all these security solutions? >> No, there's no industry where working, it's more important for vendors to work together than in this one. >> Absolutely. I mean, especially for security, I don't think there's a one size fits all solution. So we have to work together. Right? >> What's your state of the union? You were at HashiCorp before you came here, you've been in the industry for a while, you've seen a few cycles of innovation. We're in a really weird time right now, because AWS wasn't really as powerful in 2008, when the last recession was hard too. They weren't really that big then. Now, they're a big part of the economic equation. So agility means fast speed. Can they help us get out of the pandemic? Customer's going to tighten their belts? Is there going to be a pullback? Is there tech spending? All these questions are looming. What are your customers seeing? What do you think is going to happen given the history? 'Cause I don't see the building stopping. I think you'll see more cloud, more savings. So is there fine-tuning solutions? What are customers thinking like now? >> I mean, if you think back to the last recession, the last major one, 2009, that's really about the time when you saw customers thinking about that whole digital transformation, because they started understanding that the way to connect with customers is through a digital engagement. Right? Now, as we've gone through a 10, 15 year period where there has been a lot of digital transformation, there's been a lot of investment in the cloud. Cloud is no longer seen with suspicion. Now, it's about getting smart on how to use it, how to build the right applications. Are there the right set of applications that need to stay in the cloud? And there might be others that need to stay on-prem. Right? I've talked to customers and CIOs who've mentioned to me in the past, that they would go a hundred percent in the cloud, and six months later they come back and they're like, "Nope, you're not going a hundred percent in the cloud. Maybe it's 10% or 15%." >> So they're moving. So what's your plan? You're the GM, you're in charge, you've got to take that next hill. Is it a tailwind, headwind? You've got to navigate the waters here, so to speak, mixed metaphors, but for the most part, you got a business opportunity. >> Absolutely. >> What's the outlook look like? What's your vision? What's the plan? >> Yeah. When it comes to cloud, there are certain things that are a common denominator. Right? One is how do you enable not just applications that are completely on cloud, but also that's on-prem? So for us, that hybrid movement is extremely important. But to create a single seamless UI and experience from an end-customer perspective. So for me, maintaining that and more at team, the R and D team at Cohesity have done a phenomenal job around that. For me, it's to maintain that, and then build additional workloads that make sense from a customer standpoint. There's a lot of investment customers are making. We also have to make sure that they're utilized correctly, and their stored, backed up data, recovered in a way that makes sense for them. And then if things do go south in terms of attacks or other issues, how can we help them get back up to speed, and make sure their business does not suffer? Right? So all of those combined, I think from a cloud perspective, it's the agility, the scalability, and the speed and swiftness that we can work with. >> Well, it sounds like he's ready for the Instagram Real Challenge, our new format on theCUBE. We're going to do a little segment where you can deliver a YouTube Short, Instagram Reel, TikTok or CUBE Gem. More of a thought leadership soundbite for 30 seconds around your view of why is cloud important right now. What's going on at this event that people should pay attention to? What's Cohesity doing? If you can put together a reel, a sizzle reel, or a thought leadership statement. What would that be? >> It would be that cloud is important for any business to be successful. And that's a given right now. I mean, digital transformation is an overused term, but the reality is it's here to stay. And it is the reason why everybody has a mobile phone. Half the people walking on the floor right now is looking at their phone and walking around. And that's your engagement method. So if you don't transform yourself to be able to connect with your end-user, your customer, you will not be successful. And Cohesity can help you by making sure that all of that data that you have, everything that you need in order to be successful to drive that engagement with your customers secure is backed up. No matter what, we will get you back up and running, and you will be successful. And we are in the success journey with you. >> Amith Nair, Senior Vice President, General Manager, Cohesity, the Cloud. Thanks for coming on theCUBE. For Paul Gillen, my co-host. I'm John Furrier here, live on the floor, wrapping up day two, few more segments, stay with us. We got a lot of action coming. We'll be right back with more after the short break. theCUBE, the leader in tech coverage. (bright music)

>>Good afternoon, everyone. And welcome back to the VMware Explorer. 2022 live from San Francisco. Lisa Martin, here with Dave. Valante good to be sitting next to you, sir. >>Yeah. Yeah. The big set >>And we're very excited to be welcoming buck. One of our esteemed alumni Sanja poin joins us, the CEO and president of cohesive. Nice to see >>You. Thank you, Lisa. Thank you, Dave. It's great to meet with you all the time and the new sort of setting here, but first >>Time, first time we've been in west, is that right? We've been in north. We've been in south. We've been in Las Vegas, right. But west, >>I mean, it's also good to be back with live shows with absolutely, you know, after sort of the two or three or hiatus. And it was a hard time for the whole world, but I'm kind of driving a little bit of adrenaline just being here with people. So >>You've also got some adrenaline, sorry, Dave. Yeah, you're good because you are new in the role at cohesive. You wrote a great blog that you are identified. The four reasons I came to cohesive. Tell the audience, just give 'em a little bit of a teaser about that. >>Yeah, I think you should all read it. You can Google and, and Google find that article. I talked about the people Mohi is a fantastic founder. You know, he was the, you know, the architect of the Google file system. And you know, one of the senior Google executives was on my board. Bill Corrin said one of the smartest engineers. He was the true father of hyperconverge infrastructure. A lot of the code of Nutanix. He wrote, I consider him really the father of that technology, which brought computer storage. And when he took that same idea of bringing compute to secondary storage, which is really what made the scale out architect unique. And we were at your super cloud event talking about that, Dave. Yeah. Right. So it's a people I really got to respect his smarts, his integrity and the genius, what he is done. I think the customer base, I called a couple of customers. One of them, a fortune 100 customer. I, I can't tell you who it was, but a very important customer. I've known him. He said, I haven't seen tech like this since VMware, 20 years ago, Amazon 10 years ago and now Ko. So that's special league. We're winning very much in the enterprise and that type of segment, the partners, you know, we have HPE, Cisco as investors. Amazon's an investors. So, you know, and then finally the opportunity, I think this whole area of data management and data security now with threats, like ransomware big opportunity. >>Okay. So when you were number two at VMware, you would come on and say, we'd love all our partners and of course, okay. So you know, a little bit about how to work with, with VMware. So, so when you now think about the partnership between cohesive and VMware, what are the things that you're gonna stress to your constituents on the VMware side to convince them that Hey, partnering with cohesive is gonna gonna drive more value for customers, you know, put your thumb on the scale a little bit. You know, you gotta, you gotta unfair advantage somewhat, but you should use it. So what's the narrative gonna be like? >>Yeah, I think listen with VMware and Amazon, that probably their top two partners, Dave, you know, like one of the first calls I made was to Raghu and he knew about this decision before. That's the level of trust I have in him. I even called Michael Dell, you know, before I made the decision, there's a little bit of overlap with Dell, but it's really small compared to the overlap, the potential with Dell hardware that we could compliment. And then I called four CEOs. I was, as I was making this decision, Andy Jassey at Amazon, he was formerly AWS CEO sat Nadela at Microsoft Thomas cor at Google and Arvin Christian, IBM to say, I'm thinking about this making decision. They are many of the mentors and friends to me. So I believe in an ecosystem. And you know, even Chuck Robbins, who the CEO of Cisco is an investor, I texted him and said, Hey, finally, we can be friends. >>It was harder to us to be friends with Cisco, given the overlap of NSX. So I have a big tent towards everybody in our ecosystem with VMware. I think the simple answer is there's no overlap okay. With, with the kind of the primary storage capabilities with VSAN. And by the same thing with Nutanix, we will be friends and, and extend that to be the best data protection solution. But given also what we could do with security, I think this is gonna go a lot further. And then it's all about meet the field. We have common partners. I think, you know, sort of the narrative I talked about in that blog is just like snowflake was replacing Terada and ServiceNow replace remedy and CrowdStrike, replacing Symantec, we're replacing legacy vendors. We are viewed as the modern solution cloud optimized for private and public cloud. We can help you and make VMware and vs a and VCF very relevant to that part of the data management and data security continuum, which I think could end VMware. And by the way, the same thing into the public cloud. So most of the places where we're being successful is clearly withs, but increasingly there's this discussion also about playing into the cloud. So I think both with VMware and Amazon, and of course the other partners in the hyperscaler service, storage, networking place and security, we have some big plans. >>How, how much do you see this? How do you see this multi-cloud narrative that we're hearing here from, from VMware evolving? How much of an opportunity is it? How are customers, you know, we heard about cloud chaos yesterday at the keynote, are customers, do they, do they admit that there's cloud chaos? Some probably do some probably don't how much of an opportunity is that for cohesive, >>It's tremendous opportunity. And I think that's why you need a Switzerland type player in this space to be successful. And you know, and you can't explicitly rule out the fact that the big guys get into this space, but I think it's, if you're gonna back up office 365 or what they call now, Microsoft 365 into AWS or Google workspace into Azure or Salesforce into one of those clouds, you need a Switzerland player. It's gonna be hard. And in many cases, if you're gonna back up data or you protect that data into AWS banks need a second copy of that either on premise or Azure. So it's very hard, even if they have their own native data protection for them to be dual cloud. So I think a multi-cloud story and the fact that there's at least three big vendors of cloud in, in the us, you know, one in China, if include Alibaba creates a Switzerland opportunity for us, that could be fairly big. >>And I think, you know, what we have to do is make sure while we'll be optimized, our preferred cloud is AWS. Our control plane runs there. We can't take an all in AWS stack with the control plane and the data planes at AWS to Walmart. So what I've explained to both Microsoft and AWS is that data plane will need to be multi-cloud. So I can go to an, a Walmart and say, I can back up your data into Azure if you choose to, but the control plane's still gonna be an AWS, same thing with Google. Maybe they have another account. That's very Google centric. So that's how we're gonna believe the, the control plane will be in AWS. We'll optimize it there, but the data plane will be multicloud. >>Yeah. And that's what Mo had explained at Supercloud. You know, and I talked to him, he really helped me hone in on the deployment models. Yes. Where, where, where the cohesive deployment model is instantiating that technology stack into each cloud region and each cloud, which gives you latency advantages and other advantages >>And single code based same platform. >>And then bringing it, tying it together with a unified, you know, interface. That was he, he was, he was key. In fact, I, I wrote about it recently and, and gave him and the other 29 >>Quite a bit in that session, he went deep with you. I >>Mean, with Mohi, when you get a guy who developed a Google file system, you know, who can technically say, okay, this is technically correct or no, Dave, your way off be. So I that's why I had to >>Go. I, I thought you did a great job in that interview because you probed him pretty deep. And I'm glad we could do that together with him next time. Well, maybe do that together here too, but it was really helpful. He's the, he's the, he's the key reason I'm here. >>So you say data management is ripe for disrupt disruption. Talk about that. You talked about this Switzerland effect. That sounds to me like a massive differentiator for cohesive. Why is data management right for disruption and why is cohesive the right partner to do it? >>Yeah, I think, listen, everyone in this sort of data protection backup from years ago have been saying the S Switzerland argument 18 years ago, I was a at Veras an executive there. We used the Switzerland argument, but what's changed is the cloud. And what's changed as a threat vector in security. That's, what's changed. And in that the proposition of a, a Switzerland player has just become more magnified because you didn't have a sales force or Workday service now then, but now you do, you didn't have multi-cloud. You had hardware vendors, you know, Dell, HPE sun at the time. IBM, it's now Lenovo. So that heterogeneity of, of on-premise service, storage, networking, HyperCloud, and, and the apps world has gotten more and more diverse. And I think you really need scale out architectures. Every one of the legacy players were not built with scale out architectures. >>If you take that fundamental notion of bringing compute to storage, you could almost paralyze. Imagine you could paralyze backup recovery and bring so much scale and speed that, and that's what Mo invented. So he took that idea of how he had invented and built Nutanix and applied that to secondary storage. So now everything gets faster and cheaper at scale. And that's a disruptive technology ally. What snowflake did to ator? I mean, the advantage of snowflake is when you took that same concept data, warehousing is not a new concept it's existed from since Ralph Kimball and bill Inman and the people who are fathers of data warehousing, they took that to Webscale. And in that came a disruptive force toter data, right on snowflake. And then of course now data bricks and big query, similar things. So we're doing the same thing. We just have to showcase the customers, which we do. And when large customers see that they're replacing the legacy solutions, I have a lot of respect for legacy solutions, but at some point in time of a solution was invented in 1995 or 2000, 2005. It's right. For change. >>So you use snowflake as an example, Frank SL doesn't like when I say playbook, cuz I says, Dave, I'm a situational CEO, no playbook, but there are patterns here. And one of the things he did is to your point go after, you know, Terra data with a better data warehouse, simplify scale, et cetera. And now he's, he's a constructing a Tam expansion strategy, same way he did at ServiceNow. And I see you guys following a similar pattern. Okay. You get your foot in the door. Let's face it. I mean, a lot of this started with, you know, just straight back. Okay, great. Now it's extending into data management now extending to multi-cloud that's like concentric circles in a Tam expansion strategy. How, how do you, as, as a CEO, that's part of your job is Tam expansion. >>So yeah, I think the way to think about the Tam is, I mean, people say it's 20, 30 billion, but let me tell you how you can piece it apart in size, Dave and Lisa number one, I estimate there's probably about 10 to 20 exabytes of data managed by these legacy players of on-prem stores that they back up to. Okay. So you add them all up in the market shares that they respectively are. And by the way, at the peak, the biggest of these companies got to 2 billion and then shrunk. That was Verto when I was there in 2004, 2 billion, every one of them is small and they stopped growing. You look at the IDC charts. Many of them are shrinking. We are the fastest growing in the last two years, but I estimate there's about 20 exabytes of data that collectively among the legacy players, that's either gonna stay on prem or move to the cloud. Okay. So the opportunity as they replace one of those legacy tools with us is first off to manage that 20 X by cheaper, faster with the Webscale glass offer the cloud guys, we could tip that into the cloud. Okay. >>But you can't stop there. >>Okay. No, we are not doing just backup recovery. We have a platform that can do files. We can do test dev analytics and now security. Okay. That data is potentially at a risk, not so much in the past, but for ransomware, right? How do we classify that? How do we govern that data? How do we run potential? You know, the same way you did antivirus some kind of XDR algorithms on the data to potentially not just catch the recovery process, which is after fact, but maybe the predictive act of before to know, Hey, there's somebody loitering around this data. So if I'm basically managing in the exabytes of data and I can proactively tell you what, this is, one CIO described this very simply to me a few weeks ago that I, and she said, I have 3000 applications, okay. I wanna be prepared for a black Swan event, except it's not a nine 11 planes getting the, the buildings. >>It is an extortion event. And I want to know when that happens, which of my 3000 apps I recover within one hour within one day within one week, no later than one month. Okay. And I don't wanna pay the bad guys at penny. That's what we do. So that's security discussions. We didn't have that discussion in 2004 when I was at another company, because we were talking about flood floods and earthquakes as a disaster recovery. Now you have a lot more security opportunity to be able to describe that. And that's a boardroom discussion. She needs to have that >>Digital risk. O O okay, go ahead please. I >>Was just gonna say, ransomware attack happens every what? One, every 11, 9, 11 seconds. >>And the dollar amount are going up, you know, dollar are going up. Yep. >>And, and when you pay the ransom, you don't always get your data back. So you that's not. >>And listen, there's always an ethical component. Should you do it or not do it? If you, if you don't do it and you're threatened, they may have left an Easter egg there. Listen, I, I feel very fortunate that I've been doing a lot in security, right? I mean, I built the business at, at, at VMware. We got it to over a billion I'm on the board of sneak. I've been doing security and then at SAP ran. So I know a lot about security. So what we do in security and the ecosystem that supports us in security, we will have a very carefully crafted stay tuned. Next three weeks months, you'll see us really rolling out a very kind of disciplined aspect, but we're not gonna pivot this company and become a cyber security company. Some others in our space have done that. I think that's not who we are. We are a data management and a data security company. We're not just a pure security company. We're doing both. And we do it well, intelligently, thoughtfully security is gonna be built into our platform, not voted on. Okay. And there'll be certain security things that we do organically. There's gonna be a lot that we do through partnerships, this >>Security market that's coming to you. You don't have to go claim that you're now a security vendor, right? The market very naturally saying, wow, a comprehensive security strategy has to incorporate a data protection strategy and a recovery, you know, and the things that we've talking about Mount ransomware, I want to ask you, you I've been around a long time, longer than you actually Sanjay. So, but you you've, you've seen a lot. You look, >>Thank you. That's all good. Oh, >>Shucks. So the market, I've never seen a market like this, right? I okay. After the.com crash, we said, and I know you can't talk about IPO. That's not what I'm talking about, but everything was bad after that. Right. 2008, 2000, everything was bad. I've never seen a market. That's half full, half empty, you know, snowflake beats and raises the stock, goes through the roof. Dev if it, if the area announced today, Mongo, DB, beat and Ray, that things getting crushed and, and after market never seen anything like this. It's so fed, driven and, and hard to protect. And, and of course, I know it's a marathon, you know, it's not a sprint, but have you ever seen anything like this? >>Listen, I walk worked through 18 quarters as COO of VMware. You've seen where I've seen public quarters there and you know, was very fortunate. Thanks to the team. I don't think I missed my numbers in 18 quarters except maybe once close. But we, it was, it's tough. Being a public company of the company is tough. I did that also at SAP. So the journey from 10 to 20 billion at SAP, the journey from six to 12 at VMware, that I was able to be fortunate. It's humbling because you, you really, you know, we used to have this, we do the earnings call and then we kind of ask ourselves, what, what do you think the stock price was gonna be a day and a half later? And we'd all take bets as to where this, I think you just basically, as a, as a sea level executive, you try to build a culture of beaten, raise, beaten, raise, beaten, raise, and you wanna set expectations in a way that you're not setting them up for failure. >>And you know, it's you, there's, Dave's a wonderful CEO as is Frank Salman. So it's hard for me to dissect. And sometimes the market are fickle on some small piece of it. But I think also the, when I, I encourage people say, take the long term view. When you take the long term view, you're not bothered about the ups and downs. If you're building a great company over the length of time, now it will be very clear over the arc of many, many quarters that you're business is trouble. If you're starting to see a decay in growth. And like, for example, when you start to see a growth, start to decay significantly by five, 10 percentage points, okay, there's something macro going on at this company. And that's what you won't avoid. But these, you know, ups and downs, my view is like, if you've got both Mongo D and snowflake are fantastic companies, they're CEOs of people I respect. They've actually kind of an, a, you know, advisor to us as a company, you knows moat very well. So we respect him, respect Frank, and you, there have been other quarters where Frank's, you know, the Snowflake's had a down result after that. So you build a long term and they are on the right side of history, snowflake, and both of them in terms of being a modern cloud relevant in the case of MongoDB, open source, two data technology, that's, you know, winning, I, I, we would like to be like them one day >>As, as the new CEO of cohesive, what are you most ask? What are you most anxious about and what are you most excited about? >>I think, listen, you know, you know, everything starts with the employee. You, I always believe I wrote my first memo to all employees. There was an article in Harvard business review called service profit chains that had a seminal impact on my leadership, which is when they studied companies who had been consistently profitable over a long period of time. They found that not just did those companies serve their customers well, but behind happy engaged customers were happy, engaged employees. So I always believe you start with the employee and you ensure that they're engaged, not just recruiting new employees. You know, I put on a tweet today, we're hiring reps and engineers. That's okay. But retaining. So I wanna start with ensuring that everybody, sometimes we have to make some unfortunate decisions with employees. We've, we've got a part company with, but if we can keep the best and brightest retained first, then of course, you know, recruiting machine, I'm trying to recruit the best and brightest to this company, people all over the place. >>I want to get them here. It's been, so I mean, heartwarming to come Tom world and just see people from all walks, kind of giving me hugs. I feel incredibly blessed. And then, you know, after employees, it's customers and partners, I feel like the tech is in really good hands. I don't have to worry about that. Cuz Mo it's in charge. He's got this thing. I can go to bed knowing that he's gonna keep innovating the future. Maybe in some of the companies I've worried about the tech innovation piece, but most doing a great job there. I can kind of leave that in his cap of hands, but employees, customers, partners, that's kind of what I'm focused on. None of them are for me, like a keep up at night, but there are are opportunities, right? And sometimes there's somebody you're trying to salvage to make sure or somebody you're trying to convince to join. >>But you know, customers, I love pursuing customers. I love the win. I hate to lose. So fortune 1000 global, 2000 companies, small companies, big companies, I wanna win every one of them. And it's not, it's not like, I mean, I know all these CEOs in my competitors. I texted him the day I joined and said, listen, I'll compete, honorably, whatever have you, but it's like Kobe and LeBron Kobe's passed away now. So maybe it's Steph Curry. LeBron, whoever your favorite athlete is you put your best on the court and you win. And that's how I am. That's nothing I've known no other gear than to put my best on the court and win, but do it honorably. It should not be the one that you're doing it. Unethically. You're doing it personally. You're not calling people's names. You're competing honorably. And when you win the team celebrates, it's not a victory for me. It's a victory for the team. >>I always think I'm glad that you brought up the employee experience and we're almost out of time, but I always think the employee experience and the customer experience are inextricably linked. This employees have to be empowered. They have to have the data that they need to do their job so that they can deliver to the customer. You can't do one without the other. >>That's so true. I mean, I, it's my belief. And I've talked also on this show and others about servant leadership. You know, one of my favorite poems is Brenda Naor. I went to bed in life. I dreamt that life was joy. I woke up and realized life was service. I acted in service was joy. So when you have a leadership model, which is it's about, I mean, there's lots of layers between me and the individual contributor, but I really care about that sales rep and the engineer. That's the leaf level of the organization. What can I get obstacle outta their way? I love skipping levels of going right. That sales rep let's go and crack this deal. You know? So you have that mindset. Yeah. I mean, you, you empower, you invert the pyramid and you realize the power is at the leaf level of an organization. >>So that's what I'm trying to do. It's a little easier to do it with 2000 people than I dunno, either 20, 20, 2000 people or 35,000 reported me at VMware. And I mean a similar number at SAP, which was even bigger, but you can shape this. Now we are, we're not a startup anymore. We're a midsize company. We'll see. Maybe along the way, there's an IP on the path. We'll wait for that. When it comes, it's a milestone. It's not the destination. So we do that and we are, we, I told people we are gonna build this green company. Cohesive is gonna be a great company like VMware one day, like Amazon. And there's always a day of early beginnings, but we have to work harder. This is kind of like the, you know, eight year old version of your kid, as opposed to the 18 year old version of the kid. And you gotta work a little harder. So I love it. Yeah. >>Good luck. Awesome. Thank you. Best of luck. Congratulations. On the role, it sounds like there's a tremendous amount of adrenaline, a momentum carrying you forward Sanjay. We always appreciate having you. Thank >>You for having in your show. >>Thank you. Our pleasure, Lisa. Thank you for Sanja poin and Dave ante. I'm Lisa Martin. You're watching the cube live from VMware Explorer, 2022, stick around our next guest. Join us momentarily.

>>Hello. Welcome back to our super cloud 22 event. I'm John F host the cue with my co-host Dave ante. Extracting the signal from noise. We're proud to have two amazing cube alumnis here. We got Sanja Putin. Who's now the CEO of cohesive the emo Aaron who's the CTO. Co-founder also former CEO Cub alumni. The father of hyper-converged welcome back to the cube I endorsed the >>Cloud. Absolutely. Is the father. Great >>To see you guys. Thank thanks for coming on and perfect timing. The new job taking over that. The helm Mo it at cohesive big news, but part of super cloud, we wanna dig into it. Thanks for coming on. >>Thank you for having >>Us here. So first of all, we'll get into super before we get into the Supercloud. I want to just get the thoughts on the move Sanjay. We've been following your career since 2010. You've been a cube alumni from that point, we followed that your career. Why cohesive? Why now? >>Yeah, John David, thank you first and all for having us here, and it's great to be at your event. You know, when I left VMware last year, I took some time off just really primarily. I hadn't had a sabbatical in probably 18 years. I joined two boards, Phillips and sneak, and then, you know, started just invest and help entrepreneurs. Most of them were, you know, Indian Americans like me who were had great tech, were looking for the kind of go to market connections. And it was just a wonderful year to just de to unwind a bit. And along the, the way came CEO calls. And I'd asked myself, the question is the tech the best in the industry? Could you see value creation that was signi significant and you know, three, four months ago, Mohit and Carl Eschenbach and a few of the board members of cohesive called me and walk me through Mo's decision, which he'll talk about in a second. And we spent the last few months getting to know him, and he's everything you describe. He's not just the father of hyperconverge. And he wrote the Google file system, wicked smart, built a tech platform better than that second time. But we had to really kind of walk through the chemistry between us, which we did in long walks in, in, you know, discrete places so that people wouldn't find us in a Starbucks and start gossiping. So >>Why Sanjay? There you go. >>Actually, I should say it's a combination of two different decisions. The first one was to, for me to take a different role and I run the company as a CEO for, for nine years. And, you know, as a, as a technologist, I always like, you know, going deep into technology at the same time, the CEO duties require a lot of breadth, right? You're talking to customers, you're talking to partners, you're doing so much. And with the way we've been growing the with, you know, we've been fortunate, it was becoming hard to balance both. It's really also not fair to the company. Yeah. So I opted to do the depth job, you know, be the visionary, be the technologist. And that was the first decision to bring a CEO, a great CEO from outside. >>And I saw your video on the site. You said it was your decision. Yes. Go ahead. I have to ask you, cuz this is a real big transition for founders and you know, I have founder artists cuz everyone, you know, calls me that. But being the founder of a company, it's always hard to let go. I mean nine years as CEO, it's not like you had a, you had a great run. So this was it timing for you? Was it, was it a structural shift, like at super cloud, we're talking about a major shift that's happening right now in the industry. Was it a balance issue? Was it more if you wanted to get back in and in the tech >>Look, I, I also wanna answer, you know, why Sanja, but, but I'll address your question first. I always put the company first what's right for the company. Is it for me to start get stuck the co seat and try to juggle this depth and Brad simultaneously. I mean, I can stroke my ego a little bit there, but it's not good for the company. What's best for the company. You know, I'm a technologist. How about I oversee the technology part in partnership with so many great people I have in the company and I bring someone kick ass to be the CEO. And so then that was the second decision. Why Sanja when Sanjay, you know, is a very well known figure. He's managed billions of dollars of business in VMware. You know, been there, done that has, you know, some of the biggest, you know, people in the industry on his speed dial, you know, we were really fortunate to have someone like that, come in and accept the role of the CEO of cohesive. I think we can take the company to new Heights and I'm looking forward to my partnership with, with Sanja on this. >>It it's we, we called it the splash brothers and >>The, >>In the vernacular. It doesn't matter who gets the ball, whether it's step clay, we shoot. And I think if you look at some of the great partnerships, whether it was gates bomber, there, plenty of history of this, where a founder and a someone who was, it has to be complimentary skills. If I was a technologist myself and wanted to code we'd clash. Yeah. But I think this was really a match me in heaven because he, he can, I want him to keep innovating and building the best platform for today in the future. And our customers tell one customer told me, this is the best tech they've seen since VMware, 20 years ago, AWS, 10 years ago. And most recently this was a global 100 big customers. So I feel like this combination, now we have to show that it works. It's, you know, it's been three, four months. My getting to know him, you know, I'm day eight on the job, but I'm loving it. >>Well, it's a sluman model too. It's more modern example. You saw, he did it with Fred Ludy at service now. Yes. And, and of course at, at snowflake, yeah. And his book, you read his book. I dunno if you've read his book, amp it up, but app it up. And he says, I always you'll love this. Give great deference to the founder. Always show great respect. Right. And for good reason. So >>In fact, I mean you could talk to him, you actually met to >>Frank. I actually, you know, a month or so back, I actually had dinner with him in his ranch in Moana. And I posed the question. There was a number of CEOs that went there and I posed him the question. So Frank, you know, many of us, we grow being deaf guys, you know? And eventually when we take on the home of our CEO, we have to do breadth. How do you do it? And he's like, well, let me tell you, I was never a death guy. I'm a breath guy. >>I'm like, >>That's my answer. Yeah. >>So, so I >>Want the short story. So the day I got the job, I, I got a text from Frank and I said, what's your advice the first time CEO, three words, amp it up, >>Amp it up. Right? Yeah. >>And so you're always on brand, man. >>So you're an amazing operator. You've proven that time and time again at SAP, VMware, et cetera, you feel like now you, you, you wanna do both of those skills. You got the board and you got the operations cuz you look, you know, look at sloop when he's got Scarelli wherever he goes, he brings Scarelli with him as sort of the operator. How, how do you, how are you thinking >>About that? I mean it's early days, but yeah. Yeah. Small. I mean I've, you know, when I was, you know, it was 35,000 people at VMware, 80, 90,000 people at SAP, a really good run. The SAP run was 10 to 20 billion innovative products, especially in analytics and VMware six to 12 end user computing cloud. So I learned a lot. I think the company, you know, being about 2000 employees plus not to mayor tomorrow, but over the course next year I can meet everybody. Right? So first off the executive team, 10 of us, we're, we're building more and more cohesiveness if I could use that word between us, which is great, the next, you know, layers of VPs and every manager, I think that's possible. So I I'm a people person and a customer person. So I think when you take that sort of extroverted mindset, we'll bring energy to the workforce to, to retain the best and then recruit the best. >>And you know, even just the week we, we were announced that this announcement happened. Our website traffic went through the roof, the highest it's ever been, lots of resumes coming in. So, and then lots of customer engagement. So I think we'll take this, but I, I feel very good about the possibilities, because see, for me, I didn't wanna walk into the company to a company where the technology risk was high. Okay. I feel like that I can go to bed at night and the technology risk is low. This guy's gonna run a machine at the current and the future. And I'm hearing that from customers. Now, what I gotta do is get the, the amp it up part on the go to market. I know a little thing or too about >>That. You've got that down. I think the partnership is really key here. And again, nine use the CEO and then Sanja points to our super cloud trend that we've been looking at, which is there's another wave happening. There's a structural change in real time happening now, cloud one was done. We saw that transition, AWS cloud native now cloud native with an kind of operating system kind of vibe going on with on-premise hybrid edge. People say multi-cloud, but we're looking at this as an opportunity for companies like cohesive to go to the next level. So I gotta ask you guys, what do you see as structural change right now in the industry? That's disruptive. People are using cloud and scale and data to refactor their business models, change modern cases with cloud native. How are you guys looking at this next structural change that's happening right now? Yeah, >>I'll take that. So, so I'll start by saying that. Number one, data is the new oil and number two data is exploding, right? Every year data just grows like crazy managing data is becoming harder and harder. You mentioned some of those, right? There's so many cloud options available. Cloud one different vendors have different clouds. There is still on-prem there's edge infrastructure. And the number one problem that happens is our data is getting fragmented all over the place and managing so many fragments of data is getting harder and harder even within a cloud or within on-prem or within edge data is fragmented. Right? Number two, I think the hackers out there have realized that, you know, to make money, it's no longer necessary to Rob banks. They can actually see steal the data. So ransomware attacks on the rise it's become a boardroom level discussion. They say there's a ransomware attack happening every 11 seconds or so. Right? So protecting your data has become very important security data. Security has become very important. Compliance is important, right? So people are looking for data management solutions, the next gen data management platform that can really provide all this stuff. And that's what cohesive is about. >>What's the difference between data management and backup. Explain that >>Backup is just an entry point. That's one use case. I wanna draw an analogy. Let's draw an analogy to my former company, Google right? Google started by doing Google search, but is Google really just a search engine. They've built a platform that can do multiple things. You know, they might have started with search, but then they went down to roll out Google maps and Gmail and YouTube and so many other things on that platform. So similarly backups might be just the first use case, but it's really about that platform on which you can do more with the data that's next gen data management. >>But, but you am, I correct. You don't consider yourself a security company. One of your competitors is actually pivoting and in positioning themselves as a security company, I've always felt like data management, backup and recovery data protection is an adjacency to security, but those two worlds are coming together. How do you see >>It? Yeah. The way I see it is that security is part of data management. You start maybe by backing with data, but then you secure it and then you do more with that data. If you're only doing security, then you're just securing the data. You, you gotta do more with the data. So data management is much bigger. So >>It's a security is a subset of data. I mean, there you go. Big TA Sanjay. >>Well, I mean I've, and I, I, I I'd agree. And I actually, we don't get into that debate. You know, I've told the company, listen, we'll figure that out. Cuz who cares about the positioning at the bottom? My email, I say we are data management and data security company. Okay. Now what's the best word that describes three nouns, which I think we're gonna do management security and analytics. Okay. He showed me a beautiful diagram, went to his home in the course of one of these, you know, discrete conversations. And this was, I mean, he's done this before. Many, if you watch on YouTube, he showed me a picture of an ice big iceberg. And he said, listen, you know, if you look at companies like snowflake and data bricks, they're doing the management security and mostly analytics of data. That's the top of the iceberg, the stuff you see. >>But a lot of the stuff that's get backed archive is the bottom of the iceberg that you don't see. And you try to, if you try to ask a question on age data, the it guy will say, get a ticket. I'll come back with three days. I'll UNIV the data rehydrate and then you'll put it into a database. And you can think now imagine that you could do live searches analytics on, on age data that's analytics. So I think the management, the security, the analytics of, you know, if you wanna call it secondary data or backed up data or data, that's not hot and live warm, colder is a huge opportunity. Now, what do you wanna call one phrase that describes all of it. Do you call that superpower management security? Okay, whatever you wanna call it. I view it as saying, listen, let's build a platform. >>Some people call Google, a search company. People, some people call Google and information company and we just have to go and pursue every CIO and every CSO that has a management and a security and do course analytics problem. And that's what we're doing. And when I talk to the, you know, I didn't talk to all the 3000 customers, but the biggest customers and I was doing diligence. They're like this thing has got enormous potential. Okay. And we just have to now go focus, get every fortune 1000 company to pick us because this problem, even the first use case you talk back up is a little bit like, you know, razor blades and soap you've needed. You needed it 30 years ago and you'll need it for 30 years. It's just that the tools that were built in the last generation that were companies formed in 1990s, one of them I worked for years ago are aids are not built for the cloud. So I think this is a tremendous opportunity where many of those, those, those nos management security analytics will become part of what we do. And we'll come up with the right phrase for what the companies and do course >>Sanjay. So ma and Sanja. So given that given that's this Google transition, I like that example search was a data problem. They got sequenced to a broader market opportunity. What super cloud we trying to tease out is what does that change over from a data standpoint, cuz now the operating environments change has become more complex and the enterprises are savvy. Developers are savvy. Now they want, they want SAS solutions. They want freemium and expanding. They're gonna drive the operations agenda with DevOps. So what is the complexity that needs to be abstracted away? How do you see that moment? Because this is what people are talking about. They're saying security's built in, driven by developers. Developers are driving operations behavior. So what is the shift? Where do you guys see this new? Yeah. Expansive for cohesive. How do you fit into super cloud? >>So let me build up from that entry point. Maybe back up to what you're saying is the super cloud, right? Let me draw that journey. So let's say the legacy players are just doing backups. How, how sad is it that you have one silo sitting there just for peace of mind as an insurance policy and you do nothing with the data. If you have to do something with the data, you have to build another silo, you have to build another copy. You have to manage it separately. Right. So clearly that's a little bit brain damaged. Right. So, okay. So now you take a little bit of, you know, newer vendors who may take that backup platform and do a little bit more with that. Maybe they provide security, but your problem still remains. How do you do more with the data? How do you do some analytics? >>Like he's saying, right. How do you test development on that? How do you migrate the data to the cloud? How do you manage it? The data at scale? How do you do you provide a unified experience across, across multiple cloud, which you're calling the super cloud. That's where cohesive goes. So what we do, we provide a platform, right? We have tentacles in on-prem in each of the clouds. And on top of that, it looks like one platform that you manage. We have a single control plane, a UI. If you may, a single pin of glass, if, if you may, that our customers can use to manage all of it. And now it looks, starts looking like one platform. You mentioned Google, do you, when you go to, you know, kind Google search or a URL, do you really care? What happens behind the scenes mean behind the scenes? Google's built a platform that spans the whole world. No, >>But it's interesting. What's behind the scenes. It's a beautiful now. And I would say, listen, one other thing to pull on Dave, on the security part, I saw a lot of vendors this day in this space, white washing a security message on top of backup. Okay. And CSO, see through that, they'll offer warranties and guarantees or whatever, have you of X million dollars with a lot of caveats, which will never paid because it's like escape clause here. We won't pay it. Yeah. And, and what people really want is a scalable solution that works. And you know, we can match every warranty that's easy. And what I heard was this was the most scalable solution at scale. And that's why you have to approach this with a Google type mindset. I love the fact that every time you listen to sun pitch, I would, what, what I like about him, the most common word to use is scale. >>We do things at scale. So I found that him and AUR and some of the early Google people who come into the company had thought about scale. And, and even me it's like day eight. I found even the non-tech pieces of it. The processes that, you know, these guys are built for simple things in some cases were better than some of the things I saw are bigger companies I'd been used to. So we just have to continue, you know, building a scale platform with the enterprise. And then our cloud product is gonna be the simple solution for the masses. And my view of the world is there's 5,000 big companies and 5 million small companies we'll push the 5 million small companies as the cloud. Okay. Amazon's an investor in the company. AWS is a big partner. We'll talk about I'm sure knowing John's interest in that area, but that's a cloud play and that's gonna go to the cloud really fast. You not build you're in the marketplace, you're in the marketplace. I mean, maybe talk about the history of the Amazon relationship investing and all that. >>Yeah, absolutely. So in two years back late 2020, we, you know, in collaboration with AWS who also by the way is an investor now. And in cohesive, we rolled out what we call data management as a service. It's our SaaS service where we run our software in the cloud. And literally all customers have to do is just go there and sign on, right? They don't have to manage any infrastructure and stuff. What's nice is they can then combine that with, you know, software that they might have bought from cohesive. And it still looks like one platform. So what I'm trying to say is that they get a choice of the, of the way they wanna consume our software. They can consume it as a SAS service in the cloud. They can buy our software, manage it themselves, offload it to a partner on premises or what have you. But it still looks like that one platform, what you're calling a Supercloud >>Yeah. And developers are saying, they want the bag of Legos to compose their solutions. That's the Nirvana they want to get there. So that's, it has to look the same. >>Well, what is it? What we're calling a Superlo can we, can we test that for a second? So data management and service could span AWS and on-prem with the identical experience. So I guess I would call that a Supercloud I presume it's not gonna through AWS span multiple clouds, but, but >>Why not? >>Well, well interesting cuz we had this, I mean, so, okay. So we could in the future, it doesn't today. Well, >>David enough kind of pause for a second. Everything that we do there, if we do it will be customer driven. So there might be some customers I'll give you one Walmart that may want to store the data in a non AWS cloud risk cuz they're competitors. Right. So, but the control plane could still be in, in, in the way we built it, but the data might be stored somewhere else. >>What about, what about a on-prem customer? Who says, Hey, I, I like cohesive. I've now got multiple clouds. I want the identical experience across clouds. Yeah. Okay. So, so can you do that today? How do you do that today? Can we talk >>About that? Yeah. So basically think roughly about the split between the data plane and the control plane, the data plane is, you know, our cohesive clusters that could be sitting on premises that could be sitting in multiple data centers or you can run an instance of that cluster in the cloud, whichever cloud you choose. Right. That's what he was referring to as the data plane. So collectively all these clusters from the data plane, right? They stored the data, but it can all be managed using the control plane. So you still get that single image, the single experience across all clouds. And by the way, the, the, the, the cloud vendor does actually benefit because here's a customer. He mentioned a customer that may not wanna go to AWS, but when they get the data plane on a different cloud, whether it's Azure, whether it's the Google cloud, they then get data management services. Maybe they're able to replicate the data over to AWS. So AWS also gains. >>And your deployment model is you instantiate the cohesive stack on each of the regions and clouds, is that correct? And you building essentially, >>It all happens behind the scenes. That's right. You know, just like Google probably has their tentacles all over the world. We will instantiate and then make it all look like one platform. >>I mean, you should really think it's like a human body, right? The control planes, the head. Okay. And that controls everything. The data plane is large because it's a lot of the data, right? It's the rest of the body, that data plane could be wherever you want it to be. Traditionally, the part the old days was tape. Then you got disk. Now you got multiple clouds. So that's the way we think about it. And there on that piece of it will be neutral, right? We should be multi-cloud to the data plane being every single place. Cause it's customer demand. Where do you want your store data? Air gapped. On-prem no problem. We'll work with Dell. Okay. You wanna be in a particular cloud, AWS we'll work then optimized with S3 and glacier. So this is where I think the, the path to a multi-cloud or Supercloud is to be customer driven, but the control plane sits in Amazon. So >>We're blessed to have a number of, you know, technical geniuses in here. So earlier we were speaking to Ben wa deja VI, and what they do is different. They don't instantiate an individual, you know, regions. What they do is of a single global. Is there a, is there an advantage of doing it the way the cohesive does it in terms of simplicity or how do you see that? Is that a future direction for you from a technology standpoint? What are the trade offs there? >>So you want to be where the data is when you said single global, I take it that they run somewhere and the data has to go there. And in this day age, correct >>Said that. He said, you gotta move that in this >>Day and >>Age query that's, you know, across regions, look >>In this day and age with the way the data is growing, the way it is, it's hard to move around the data. It's much easier to move around the competition. And in these instances, what have you, so let the data be where it is and you manage it right there. >>So that's the advantage of instantiating in multiple regions. As you don't have to move the >>Data cost, we have the philosophy we call it. Let's bring the, the computation to the data rather than the data to >>The competition and the same security model, same governance model, same. How do you, how do you federate that? >>So it's all based on policies. You know, this overarching platform controlled by, by the control plane, you just, our customers just put in the policies and then the underlying nuts and bolts just take care >>Of, you know, it's when I first heard and start, I started watching some of his old videos, ACE really like hyperconverged brought to secondary storage. In fact, he said, oh yeah, that's great. You got it. Because I first called this idea, hyperconverged secondary storage, because the idea of him inventing hyperconverge was bringing compute to storage. It had never been done. I mean, you had the kind of big VC stuff, but these guys were the first to bring that hyperconverge at, at Nutanix. So I think this is that same idea of bringing computer storage, but now applied not to the warm data, but to the rest of the data, including a >>Lot of, what about developers? What's, what's your relationship with developers? >>Maybe you talk about the marketplace and everything >>He's yeah. And I'm, I'm curious as to do you have a PAs layer, what we call super PAs layer to create an identical developer experience across your Supercloud. I'm gonna my >>Term. So we want our customers not just to benefit from the software that we write. We also want them to benefit from, you know, software that's written by developers by third party people and so on and so forth. So we also support a marketplace on the platform where you can download apps from third party developers and run them on this platform. There's a, a number of successful apps. There's one, you know, look like I said, our entry point might be backups, but even when backups, we don't do everything. Look, for instance, we don't backup mainframes. There is a, a company we partner with, you know, and their software can run in our marketplace. And it's actually used by many, many of our financial customers. So our customers don't get, just get the benefit of what we build, but they also get the benefit of what third parties build. Another analogy I like to draw. You can tell. And front of analogy is I drew an analogy to hyperscale is like Google. Yeah. The second analogy I like to draw is that to a simple smartphone, right? A smartphone starts off by being a great phone. But beyond that, it's also a GPS player. It's a, it's a, it's a music player. It's a camera, it's a flashlight. And it also has a marketplace from where you can download apps and extend the power of that platform. >>Is that a, can we think of that as a PAs layer or no? Is it really not? You can, okay. You can say, is it purpose built for what you're the problem that you're trying to solve? >>So we, we just built APIs. Yeah. Right. We have an SDK that developers can use. And through those APIs, they get to leverage the underlying services that exist on the platform. And now developers can use that to take advantage of all that stuff. >>And it was, that was a key factor for me too. Cause I, what I, you know, I've studied all the six, seven players that sort of so-called leaders. Nobody had a developer ecosystem, nobody. Right? The old folks were built for the hardware era, but anyones were built for the cloud to it didn't have any partners were building on their platform. So I felt for me listen, and that the example of, you know, model nine rights, the name of the company that does back up. So there's, there's companies that are built on and there's a number of others. So our goal is to have a big tent, David, to everybody in the ecosystem to partner with us, to build on this platform. And, and that may take over time, but that's the way we're build >>It. And you have a metadata layer too, that has the intelligence >>To correct. It's all abstract. That that's right. So it's a combination of data and metadata. We have lots of metadata that keeps track of where the data is. You know, it allows you to index the data you can do quick searches. You can actually, you, we talking about the control plan from that >>Tracing, >>You can inject a search that'll through search throughout your multi-cloud environment, right? The super cloud that you call it. We have all that, all that goodness sounds >>Like a Supercloud John. >>Yeah. I mean, data tracing involved can trace the data lineage. >>You, you can trace the data lineage. So we, you know, provide, you know, compliance and stuff. So you can, >>All right. So my final question to wrap up, we guys, first of all, thanks for coming on. I know you're super busy, San Jose. We, we know what you're gonna do. You're gonna amp it up and, you know, knock all your numbers out. Think you always do. But what I'm interested in, what you're gonna jump into, cuz now you're gonna have the creative license to jump in to the product, the platform there has to be the next level in your mind. Can you share your thoughts on where this goes next? Love the control plane, separate out from the data plane. I think that plays well for super. How >>Much time do you have John? This guy's got, he's got a wealth. Ditis keep >>Going. Mark. Give us the most important thing you're gonna focus on. That kind of brings the super cloud and vision together. >>Yeah. Right away. I'm gonna, perhaps I, I can ion into two things. The first one is I like to call it building the, the machine, the system, right. Just to draw an analogy. Look, I draw an analogy to the us traffic system. People from all walks of life, rich, poor Democrats, Republicans, you know, different states. They all work in the, the traffic system and we drive well, right. It's a system that just works. Whereas in some other countries, you know, the system doesn't work. >>We know, >>We know a few of those. >>It's not about works. It's not about the people. It's the same people who would go from here to those countries and, and not dry. Well, so it's all about the system. So the first thing I, I have my sights on is to really strengthen the system that we have in our research development to make it a machine. I mean, it functions quite well even today, but wanna take it to the next level. Right. So that I wanna get to a point where innovation just happens in the grassroots. And it just, just like >>We automations scale optic brings all, >>Just happens without anyone overseeing it. Anyone there's no single point of bottleneck. I don't have to go take any diving catches or have you, there are people just working, you know, in a decentralized fashion and innovation just happens. Yeah. The second thing I work on of course is, you know, my heart and soul is in, you know, driving the vision, you know, the next level. And that of course is part of it. So those are the two things >>We heard from all day in our super cloud event that there's a need for an, an operating system. Yeah. Whether that's defacto standard or open. Correct. Do you see a consortium around the corner potentially to bring people together so that things could work together? Cuz there really isn't no stand there. Isn't a standards bodies. Now we have great hyperscale growth. We have on-prem we got the super cloud thing happening >>And it's a, it's kind of like what is an operating system? Operating system exposes some APIs that the applications can then use. And if you think about what we've been trying to do with the marketplace, right, we've built a huge platform and that platform is exposed through APIs. That third party developers can use. Right? And even we, when we, you know, built more and more services on top, you know, we rolled our D as we rolled out, backup as a service and a ready for thing security as a service governance, as a service, they're using those APIs. So we are building a distributor, putting systems of sorts. >>Well, congratulations on a great journey. Sanja. Congratulations on taking the hem. Thank you've got ball control. Now you're gonna be calling the ball cohesive as they say, it's, >>It's a team. It's, you know, I think I like that African phrase. If you want to go fast, you go alone. If you wanna go far, you go together. So I've always operated with the best deal. I'm so fortunate. This is to me like a dream come true because I always thought I wanted to work with a technologist that frees me up to do what I like. I mean, I started as an engineer, but that's not what I am today. Right? Yeah. So I do understand the product and this category I think is right for disruption. So I feel excited, you know, it's changing growing. Yeah. No. And it's a, it requires innovation with a cloud scale mindset and you guys have been great friends through the years. >>We'll be, we'll be watching you. >>I think it's not only disruption. It's creation. Yeah. There's a lot of white space that just hasn't been created yet. >>You're gonna have to, and you know, the proof, isn't the pudding. Yeah. You already have five of the biggest 10 financial institutions in the us and our customers. 25% of the fortune 500 users, us two of the biggest five pharmaceutical companies in the world use us. Probably, you know, some of the biggest companies, you know, the cars you have, you know, out there probably are customers. So it's already happening. >>I know you got an IPO filed confidentially. I know you can't talk numbers, but I can tell by your confidence, you're feeling good right now we are >>Feeling >>Good. Yeah. One day, one week, one month at a time. I mean, you just, you know, I like the, you know, Jeff Bezos, Andy jazzy expression, which is, it's always day one, you know, just because you've had success, even, you know, if, if a and when an IPO O makes sense, you just have to stay humble and hungry because you realize, okay, we've had a lot of success in the fortune 1000, but there's a lot of white space that hasn't picked USS yet. So let's go, yeah, there's lots of midmarket account >>Product opportunities are still, >>You know, I just stay humble and hungry and if you've got the team and then, you know, I'm really gonna be working also in the ecosystem. I think there's a lot of very good partners. So lots of ideas brew through >>The head. Okay. Well, thank you so much for coming on our super cloud event and, and, and also doubling up on the news of the new appointment and congratulations on the success guys. Coverage super cloud 22, I'm sure. Dave ante, thanks for watching. Stay tuned for more segments after this break.

(upbeat music) >> Hello everyone, welcome to the special CUBE presentation of the AWS Partner Showcase season one, episode two. I'm John Furrier, your host of theCUBE. We've got two great guest here. Douglas Ko, Director of product marketing at Cohesity and Sabina Joseph General Manager of AWS, Amazon Web Services. Welcome to the show. >> Thank you for having us. >> Great to see you Sabina and Douglas. Great to see you, congratulations at Cohesity. Loved the shirt, got the colors wearing there on Cohesity, Always good I can't miss your booth at the shows, can't wait to get back in person, but thanks for coming in remotely. I got to say it's super excited to chat with you, appreciate it. >> Yeah, pleasure to be here. >> What are the trends you're seeing in the market when it comes to ransomware threats right now. You guys are in the middle of it right now more than ever. I was hearing more and more about security, cloud scale, cloud refactoring. You guys are in the middle of it. What's the latest trends in ransomware? >> Yeah, I have to say John, it's a pleasure to be here but on the other hand, when you asked me about ransomware, right? The data and the statistics are pretty sobering right now. If we look at what just happened in 2020 to 2021, we saw a tenfold increase in a ransomware attacks. We also saw the prediction of a ransomware attack happening every 11 seconds meaning by the time I finished this sentence there's going to be another company falling victim to ransomware. And it's also expected by 2031 that the global impact of ransomware across businesses will be over $260 billion, right? So, that's huge. And even at Cohesisity, right, what we saw, we did our own survey, and this one actually directly to end users and consumers. And what we found was over 70% of them would reconsider doing business with a company that paid a ransom. So all these things are pretty alarming and pretty big problems that we face today in our industry. >> Yeah, there's so many dimensions to it. I mean, you guys at Cohesity have been doing a while. It's being baked in from day one, security in the cloud and backup recovery, all that is kind of all in one thing now. So to protect against ransomware and other threats is huge Sabina, I got to ask you Amazon's view of ransomware is serious. You guys take it very seriously. What's the posture and specifically, what is AWS doing to protect customers from this threat? >> Yeah, so as Doug mentioned, right, there's no industry that's immune to ransomware attacks. And just as so we all level set, right? What it means is somebody taking control over and locking your data as an individual or as a company, and then demanding a ransom for it, right? According to the NIST, the National Institute of Standards and Technology cybersecurity framework, there are basically five main functions which are needed in order to plan and manage these kind of cybersecurity ransomware attacks. They go across identifying what do you need to protect, actually implementing the things that you need in order to protect yourself, detecting things if there is an attack that's going on, then also responding, how do you get out of this attack? And then bringing things, recovery, right? Bringing things back to where they were before the attack. As we all know, AWS takes security very seriously. We want to make sure that our customer's data is always protected. We have a number of native security solutions, but we are also looking to see how we can work with partners. And this is in fact when in the fall of 2019, the Cohesity CEO, Mohit Aron, myself and a couple of us, we met and we brainstorm, what could we do something that is differentiated in the market? When we built this data management as a service native solution on top of AWS, it's a first of a kind solution, John. It doesn't exist anywhere else in the market, even to even today. And we really focused on using the well architected review, the five pillars of security, reliability, operational excellence, performance, and cost optimization. And we built this differentiated solution together, and it was launched in April, 2020. And then of course from a customer viewpoint, they should use a comprehensive set of solutions. And going back to that security, that cyber security framework that I mentioned, the Cohesity data management as a service solution really falls into that recovery, that last area that I mentioned and solution actually provides, granular management of data, protection of data. Customers can spin up things very quickly and really scale their solution across the globe. And ensure that there is compliance, no matter how many times we do data changes, ads and so on across the world. >> Yeah, Sabina, that's a great point about that because a lot of the ransomware actually got bad actors, but also customers can misconfigure things. They don't follow the best practice. So having that native solutions are super important. So that's a great call out. Douglas, I got to go back to you because you're on the Cohesity side and a the partner of AWS. They have all these best practices that for the good actors, got to pay attention to the best practices and the bad actors also trying to get in creates a two, challenge an opportunity. So how do organizations protect their data against these attacks? And also how do they maintain their best practices? Because that's half the battle too, is the best practices to make sure you're following the guidelines on AWS side, as well as protecting the attacks. What's your thoughts? >> Yeah, absolutely. First and foremost, right? As an organization, you need to understand how ransomware operates and how it's evolved over the years. And when you first look at it, Sabina already mentioned it, they started with consumers, small businesses, attacking their data, right? And some of these, consumers or businesses didn't have any backup. So the first step is just to make sure your data is backed up, but then the criminals kind of went up market, right? They understood that big organizations had big pocket and purses. So they went after them and the larger organizations do have backup and recovery solutions in place. So the criminals knew that they had to go deeper, right? And what they did was they went after the backup systems themselves and went to attack, delete, tamper with those backup systems and make it difficult or impossible to recover. And that really highlighted some solutions is out there that had some vulnerabilities with their data immutability and capabilities around WORM. And those are areas we suggest customers look at, that have immutability and WORM. And more recently again, given the way attacks have happened now is really to add another layer of defense and protection. And that includes, traditionally what we used to call, the 3-2-1 rule. And that basically means, three copies of data on two different sets of media with one piece of that data offsite, right? And in today's world and the cloud, right? That's a great opportunity to kind of modernize your environment. I wish that was all that ransomware guys we're doing right now and the criminals were doing, but unfortunately that's not the case. And what we've seen is over the past two years specifically, we've seen a huge increase in what you would call data theft or data exfiltration. And that essentially is them taking that data, a specific sense of the data and they're threatening to expose it to the dark web or selling it to the highest bidder. So in this situation it's honestly very difficult to manage. And the biggest thing you could do is obviously harden your security systems, but also you need a good understanding about your data, right? Where all that sensitive information is, who has access to it and what are the potential risks of that data being exposed. So that takes another step in terms of leveraging a bunch of technologies to help with that problem set. >> What can businesses do from an architectural standpoint and platform standpoint that you guys see there's key guiding principles around how their mindset should be? What's the examples of other approaches- >> Yeah. >> Approach here? >> No, I think they are both us at Cohesity and I'll speak for Sabina, AWS, we believe in a platform approach. And the reason for that is this a very complicated problem and the more tools and more things you have in there, you add risk of complexity, even potential new attack surfaces that the criminals can go after. So we believe the architecture approach should kind of have some key elements. One is around data resiliency, right? And that again comes from things like data encryption, your own data is encrypted by your own keys, that the data is immutable and has that, right, want to read many or WORM capabilities, so the bad guys can't temper with your data, right? That's just step one. Step two is really understanding and having the right access controls within your environment, right? And that means having multi factor authentication, quorum, meaning having two keys for the closet before you can actually have access to it. But it's got to go beyond there as well too. We got to leverage some newer technologies like AI and machine learning. And that can help you with detection and analysis of both where all your sensitive information is, right? As well as understanding potential anomalies that could signify attack or threat in progress. So, those are all key elements. And the last one of course is I think it takes a village, right? To fight the ransomware war. So we know we can't do it alone so, that's why we partner with people like AWS. That's why we also partner with other people in the security space to ensure you really have a full ecosystem support to manage all those things around that framework. >> That's awesome. Before I get to Sabina, I want to get into the relationship real quick, but I want to come back and highlight what you said about the data management as a service. This is a joint collaboration. This is some of the innovation that Cohesity and AWS are bringing to the market to combat ransomware. Can you elaborate more on that piece 'cause this is important. It's a collaboration that we're going to gather. So it's a partner and you guys were going to take us through what that means for the customer and to you guys. I mean, that's a compelling offering. >> So when we start to work with partners, right? we want to make sure that we are solving a customer problem. That's the whole working backwards from a customer. We are adding something more that the customer could not do. That's why when either my team or me, we start to either work on a new partnership or a new solution, it's always focused on, okay, is this solution enabling our customer to do something that they couldn't do before? And this approach has really helped us, John, in enabling majority of the fortune 500 companies and 90% of the fortune 100 companies use partner solutions successfully. But it's not just focused on innovation and technology, it's also focused on the business side. How are we helping partners grow their business? And we've been scaling our field teams, our AWS sales teams globally. But what we realized is through partner feedback, in fact, that we were not doing a great job in helping our partners close those opportunities and also bring net new opportunities. So in our field, we actually introduced a new role called the ISV Success Manager, ISMs that are embedded in our field to help partners either close existing opportunities, but also bring net new opportunities to them. And then at re:Invent 2020, we also launched the ISB accelerate program, which enables our field teams, the AWS field teams to get incentive to work with our partners. Cohesity, of course, participates in all of these programs and has access to all of these resources. And they've done a great job in leveraging and bringing our field teams together, which has resulted in hundreds of wins for this data management as a service solution that was launched. >> So you're bringing customers to Cohesity. >> Absolutely. >> Okay, I got to get the side. So they're helping you, how's this relationship going? Could you talk about the relationship on the customer side? How's that going? Douglas, what's your take on that? >> Yeah, absolutely. I mean, it's going great. That's why we chose to partner with AWS and to be quite honest, as Sabina mentioned, we really only launched data management and service back in 2020, late 2020. And at that time we launched with just one service then, right, when we first launched with backup as a service. Now about 15 months later, right? We're on the brink of launching four services that are running on AWS cloud. So, without the level of support, both from a go to market standpoint that Sabina mentioned as well as the engineering and the available technology services that are on the AWS Cloud, right? There's no way we would've been able to spin up new services in such a short period of time. >> Is that Fort Knox and Data Govern, those are the services you're talking about Or is that- >> Yeah, so let me walk you through it. Yeah, so we have Cohesity DataProtect, which is our backup as a service solution. And that helps customers back their data to the cloud, on-prem, SaaS, cloud data like AWS, all in a single service and allows you to recover from ransomware, right? But a couple months ago we also announced a couple new services that you're alluding to John. And that is around Fort Knox and DataGovern. And basically Fort Knox, it is basically our SaaS solution for data isolation to a vaulted copy in the AWS cloud. And the goal of that is to really make it very simple for customers, not only to provide data immutability, but also that extra layer of protection by moving that data offsite and keeping it secure and vaulted away from cyber criminals and ransomware. And what we're doing is simplifying the whole process that normally is manual, right? You either do it manually with tapes or you'll manually replicate data to another data center or even to the cloud, but we're providing it as a service model, basically providing a modern 3-2-1 approach, right? For the cloud era. So, that's what's cool about Fort Knox, DataGovern, right? That's also a new service that we announced a few months ago and that really provides data governance and user behavior analytics services that leverages a lot that AI machine learning that everybody's so excited about. But really the application of that is to automate the discovery of sensitive data. So that could be your credit card numbers, healthcare records, a personal information of customers. So understanding where all that data is, is very important because that's the data that the criminals are going to go after and hold you host. So that's kind of step one. And then step two is again, leveraging machine learning, actually looking at how users are accessing and managing that data is also super important because that's going to help you identify potential anomalies, such as people sharing that data externally, which could be a threat. It could be in improper vault permissions, or other suspicious behaviors that could potentially signify data exfiltration or ransomware attack in progress. >> That's some great innovation. You got the data resiliency, of course, the control mechanism, but the AI piece machine learning is awesome. So congratulations on that innovation. Sabina, I'm listening to conversation and hear you talk. And it reminds me of our chat at re:Invent. And the whole theme of the conference was about the innovation and rapid innovations and how companies are refactoring with the cloud and this NextGen kind of journey. This is a fundamental pillar of AWS's rapid innovation concept with your partners. And I won't say it's new, but it's highly accelerated. How are you guys helping partners be with this rapid innovation, 'cause you're seeing benefits can come faster now, Agile is here. What are some of the programs that you're doing? How are you helping customers take advantage of the rapid innovation with the secret sauce of AWS? >> Yeah, so we have a number of leadership principles, John, and one of them, of course, is customer obsession. We are very focused on making sure we are developing things that our customers need. And we look for these very same qualities when we work with partners such as Cohesity. We want to make sure that it's a win-win approach for both sides because that's what will make the partnership durable over time. And this John, our leadership team at AWS, right from our CEO down believes that partners are critical to our success and as partners lean in, we lean in further. And that's why we signed the strategic collaboration agreement with Cohesity in April, 2020, where data management as a service solution was launch as part of that agreement. And for us, we've launched this solution now and as Doug said, what are the next things we could be doing, right? And just to go back a little bit when Cohesity was developing this solution with us, they used a number of our programs. Especially on the technical side, they used our SaaS factory program, which really helped them build this differentiated solution, especially focused around security compliance and cost optimizing the solution. Now that we've launched this solution, just like Doug mentioned, we are now focused on leveraging other services like security, AIML, and also our analytic services. And the reason for that is Cohesity, as we all know, protects, manages this data for the customer, but we want to make sure that the customer is extracting value from this data. That is why we continue to look, what can we do to continue to differentiate this solution in this market. >> That's awesome. You guys did a great job. I got to say, as it gets more scale, there's more needs for this rapid, I won't say prototyping, but rapid innovation and the Cohesity side does was you guys have been always on point on the back and recovery and now with security and the new modern application development, you guys are in the front row seats of all the action. So, I'll give you the final worry what's going on at Cohesity, give an update on what you guys are doing. What's it like over there these days? How's life give a quick plug for Cohesity. >> Yeah, Cohesity is doing great, right? We're always adding folks to the team, on our team, we have a few open racks open both on the marketing side, as well as the technology advocacy side. And of course, some of our other departments too, and engineering and sales and also our partner teams as well, working with AWS partners such as that. So, in our mind, the data delusion and growth is not going to slow down, right? So in this case, I think all tides raises all the boats here and we're glad to be innovative leader in this space and really looking to be really, the new wave of NextGen data management providers out there that leverages things like AI that leverages cybersecurity at the core and has an ecosystem of partners that we're working with, like AWS, that we're building out to help customers better manage their data. >> It's all great. Data is in the mid center of the value proposition. Sabina, great to see you again, thanks for sharing. And Douglas, great to see you too. Thanks for sharing this experience here in theCUBE. >> Thanks, John. >> Okay, this is theCUBE's AWS Partner Showcase special presentation, speeding innovation with AWS. I'm John Furrier your host of theCUBE. Thanks for watching. (upbeat music)

>> We're back at AWS reinvent 2021. You're watching theCUBE. We're here live with one of the first live events, very few live events this year. It's the biggest hybrid event really of the year, of the season. Hopefully it portends a great future. We don't know it's a lot of uncertainty, but AWS said they're going to go for it. Close to 30,000 people here, Chris Wiborg is here. He's the VP of product marketing at Cohesity. Chris, great to see you face to face man. >> It's great to see you live again Dave. You understand that. >> Over the last couple of years we've had a lot of virtual meetup, hang out, and we talk every other quarter. >> Yeah. >> So it's great to see. Wow. You know, we were talking before the show. Well, we didn't really know what it was going to be like. I don't think AWS knew. >> No. >> It's like everything these days. >> You know, we did our own virtual event back in October because that was the time. And this is the first thing we've been back to live. And I was wondering, what's going to be like when I show up, but it's great to see all the folks that are here. >> Yeah. So I could see the booth. You know, you guys have had some good traffic. >> We have, yeah. >> A lot of customers here, obviously huge ecosystem. This, you know, the "flywheel keeps going". >> Yeah. You and I had a conversation recently about data management. It's something that you guys have put a stake in the ground. >> Absolutely. >> Saying, you know, we're not just backup, we're a good data management. It's fuzzy to a lot of people, we've had that conversation, but you're really starting to, through customer feedback, hone that message and the product portfolio. So let's start from the beginning. What is data management to cohesity? >> Well, so for us it's about the data lifecycle, right? And you heard a little bit about this actually during the keynote today, right? >> Right. >> When you think about the various services, you need to apply to data along the way to do basic things like protect it, be able to make sure you can recover from disasters, obviously deal with security today given the prevalence of ransomware out there, all the way down to at the end, how do you get more value out of it? And we do that in some cases with our friends from AWS using some of their AIML services. >> So your view of data may mean, it's kind of stops at the database right underneath. There's an adjacency to security that we've talked about. >> Yeah, very much. >> Data protection is now becoming an increasingly important component of a security strategy. >> It is. >> It's not a direct security play, but it's just the same way that it's not just the SecOps team has to worry about security anymore. It's kind of other parts of the organization. Talk about that a little bit. >> Yeah, well, we actually had a customer advisory board about two months or so ago now. And we talked to many of our customers there, and one of them I won't name, a large financial institution. We asked them, you know, where did we stand in your spend these days? And he's able to tell you, a while back about a year ago, having new backup and recovery is a starting point was kind of on the wishlist. And he said today it's number two. And I said, well why? He said well, because of ransomware, right? You'd be able to come back from that and ask, well, great, what's number one? He said, well, endpoint security. So there you are, number one and number two, right? Top of mind for customers these days in dealing with really the scourge that's affecting so many organizations out there. And I think where you're going, you starting to see these teams work together in a way that perhaps they hadn't before, or you've got the SecOps team, you've got the IT operations team. And while exactly your point, we don't position ourselves as just a data security company, that's part of what we do. We are part of that strategy now where if you have to think about the various stages and dealing with that, defending your backups, 'cause that's often the first point of attack now for the bad guys. Being able to detect what's going on through AI and the anomaly detection and such, and then being able to rapidly recover, right? In the recover phase, that's not something that security guys spend time on necessarily, but it's important for the business to be able to bring themselves back when they're subject to an attack, and that's where we come in in spades. >> Yeah. So the security guys are busy trying to figure out, okay, what happened? How do we stop it from happening again? >> There's another business angle which is okay, how do we get back up and running? How much data did we lose? Ideally none. How fast can we get it back up? That's that's another vector that's now becoming part of that broader security stack. >> That's right. I mean, I think if you look at the traditional NIST cybersecurity framework, right? Stage five has always been the recover piece. And so this is where we're working with some of the players in the security space. You may see an announcement we did with Cisco around secure access recently. Where, you know, we're working together, not only to unite two tribes within large organizations. Right? The SecOps and ITOps guys. But then bringing vendors together because it's through that, that really, we think we're going to solve that problem best. >> Before we get into the portfolio, and I want to talk about how you've evolved that, let's talk a little about ransomware, it's in the news. You know, I just wrote a piece recently and just covered some of the payments that have made. I mean, I think the biggest is 40 million, but many tens of millions here and there. And it was, you know, one case, I think it was the Irish health service did not pay, thus far hasn't paid, but it's costing him $600 million to recover as the estimate. So this is serious threat. And as I've said, many times on theCUBE, exactly anybody can be a ransomware as they go on the dark web. >> Ransomware is a service. >> Right, ransomware is a service. Hey, can you set up a help desk for me to help me negotiate? And I'm going to put a stick into a server and you know, I hope that individual gets arrested but you never know. Okay. So now it's top of mind, what are you guys doing? First of all, what are you seeing from customers? How are they responding? What are you guys doing to help? >> Well, I think you're right. First of all, it's just a huge problem. I think the latest stat I saw was something like every 11 seconds there's a new attack because I can go into your point with a credit card, sign up as a service and then launch an attack. And the average payment is around 4.2 million or such, but there's some that are obviously lots bigger. And I think what's challenging is beyond the costs of recovering and invent itself is there's also the issue around brand and reputation, and customer service. And all these downstream effects that I think, you know, the IT guys don't think about necessarily. We talked to one customer or a regional hospital where the gentleman there told me that what he's starting to see after the fact is now, you've actually got class action suits from patients coming after them saying like, "Hey you, you let my data get stolen. Right? Can you imagine no IT guys thinking about that. So the cost is huge. And so it's not just an issue I think that was once upon a time just for ITOps or SecOps through the CIO, even it's even past the board level now if you can imagine. It's something the general public worries about and we actually did a survey recently where we asked people on the consumer side, are you more or less likely to do business with companies if you know they've been subject to ransomware or attacks? And they said, no, we are concerned about that, we are more reticent to do business with people as consumers if they're not doing the right things to defend their business against ransomware. Fascinating. Right? It's long past the tipping point where this is an IT only issue. >> So, high-level strategy. So we talk about things like air gaps, when I talked about your service to ensure immutability, >> Yeah, yeah. >> And at 50,000 foot level, what's the strategy then I want to get into specifics on it. >> Let's talk a little bit about, so the evolution of the attack, nature of attacks, right? So once upon a time, this is in the distant past now, the bad guys that you used to come after your production data, right? And so that was pretty easy to fix with companies like us. It's just restore from backup. They got a little smarter< let's call that ransomware 2.0, right? Where now, they say, let's go after the backup first and encrypt or destroy that. And so there, to your point, you need immutability down to the file system level. So you can't destroy the backup. You got to defend the backup data itself. And increasingly we're seeing people take in isolation in a different way than they used to. So you probably recall the sort of standard three, two, one rule, right? >> Yeah, sure. >> Where the one traditionally meant, take that data offsite on magnetic tape, send it to Iron mountain for example, and then get the data back when I need it. Well, you know, if your business is at risk, trying to recover from tape, it just takes too long. That's just no reason. >> It can be weeks. >> It can be weeks and you've got to locate the tapes, you got to ship them, then you got to do the restore. And just because of the physical media nature, it takes a while. So what we're starting to see now is people figuring out how to use the cloud as a way to do that and be able to have effectively that one copy stored offsite in a different media, and use the cloud for that. And so one of the things we announced actually back in our show in October, was a new service that allows you to do just that. We're calling it for now Project Fort Knox. We're not sure if that name is going to work globally, right? But the idea is a bunker, an isolated copy of the data in the cloud that's there, that can restore quickly. Now, is it as fast as having a local replica copy? Of course not. But, it's way better than tape. And this is a way to really give you that sort of extra layer of insurance on top of what you're already doing probably to protect your data. >> And I think that's the way to think of it. It's an extra layer. It's not like, hey, do this instead of tape, you're still going to do tape, you know. >> There's some that do that for all sorts of reasons, including compliance and governance and regulatory ones. Right? >> Yeah. >> And, you know, even disaster recovery scenarios of the worst case, I hope I never have to go through it. Yeah, you could go to the cloud. >> That's right. >> So, local copy is the best. If that's not there, you've got your air gap copy in the cloud. >> Yap. >> If that's not there for some crazy reason. >> We have a whole matrix we've been sharing with our customers recently with a different options. Right? And it's actually really interesting the conversation that occurs between the IT operations folks, and the SecOps folks back to that. So, you know, some SecOps folks, if they could, they just unplug everything from the network, it's safe. Right? But they can't really do business that way. So it's always a balance of what's the return that you need to meet. And by return I mean, coming back from an attack or disaster versus the security. And so again, think of this as an extra layer that gives you that ability to sleep better at night knowing that you've got a third, a tertiary copy, stored somewhere offsite in a different media, but you can bring it back at the same time. >> How have you evolve your portfolio to deal with both the data management trends that we've talked about and the cyber threats. >> Yeah. Well, a number of things. So amongst the other announcements we made back in October is DR. So DR is not a security thing per se, you know, who gets paged when something goes wrong? It's not the info SEC guys for DR, it's the ITOps guys. And so we've always had that capability, but one of the things we announced is be able to do that to do that to the cloud now in AWS. So, instead of site to site, being able to do it site to cloud, and for some organizations, that is all about being able to maybe eliminate a secondary site, you know, smaller organizations, others that are larger enterprises, they probably have a hybrid strategy where that's a part of their strategy now. And the value there is, it's an OpEx cost, right? It's not CapEx anymore. And so again, you lower your cost of operations. So that's one thing in the data management side. On the security side, another thing we announced was yet another service that runs in AWS, we call Cohesity Data Govern. And this is a way to take a look at your data before something ever occurs. One of the key things in dealing with ransomware is hygiene is prevention, right? And so you sort of have classically security folks that are trying to protect your data, and then another set of folks, certainly a large enterprise that are more on the compliance regulatory front, wanting to know where your PII is, your private sensitive data. And we believe those things need to come together. So this data governance product actually does that. It takes a look at first classifying your data, and then being able to detect anomalies in terms of who's coming in from where to get to it, to help you proactively understand what's at threat, and first of all, you know, where your crown jewels really are and make sure that you're protecting those appropriately and maybe modifying access policies If you have set up in your existing native applications,. So it's a little bit of awareness, a little bit prevention, and then when things start to go wrong, another layer that helps you know what's wrong. >> I love that the other side of the coin, I mean, you going to get privacy as a service along with my data protection as a service, know that's a better model. Tight on time sir, but the last question. >> Sure. >> The ecosystem. >> Yeah. >> So you mentioned endpoint security, I know identity access is cloud security, and since the remote work has really escalated, we talk about the ecosystem and some of the partnerships that you're enabling, API integration. >> Yeah, totally. So, you know, we have this, what we call our threat defense model, has got four layers to it. One is the core, is all about resiliency. You need to assume failure. We have, you know, the ability to fail over, fail back down our file system. It has to be immutable to keep the bad guys out. You have to have encryption, basic things like that. The next layer, particularly in this world of zero trust. Right? Is you have to have various layers access control, obvious things like multifactor authentication, role-based access control, as well as things like quorum features. It's the two keys in the safety deposit box to unlock it. But that's not enough. The third layer is AI powered anomaly detection, and being able to do data classification and stuff and such. But then the fourth layer, and this was beyond just us, is the ability to easily integrate in that ecosystem. Right? So I'll go back to the Cisco example I gave you before. We know that despite having our own admin console, there's no SecOps person that's going to be looking at that. They're going to look at something like a SecureAX, or maybe a Palo Alto XR, and be able to pull signals from different places including endpoints, including firewall. >> You going to feed that. >> Exactly. So we'll send signals over that, they can get a better view and then because we're all API based, they can actually invoke the remedy on their side and initiate the workflow that then triggers us to do the right thing from a data protection standpoint, and recovery standpoint. >> It's great to have you here. Thanks so much for coming on. >> It's good to see you again live today. >> See you in the evolution of cohesity. Yes, absolutely. Hopefully we do this a lot in 2022, Chris. >> Absolutely, looking forward to. >> All right. Me too. All right, thank you for watching this is theCUBE's coverage, AWS reinvent. We are the leader in high tech coverage, we'll be right back.

>> Announcer: From around the globe, it's theCUBE with digital coverage of AWS re:Invent 2020, sponsored by Intel, AWS and our community partners. >> Hello everyone, this is Dave Vellante and welcome to theCUBES Wall-To-Wall coverage of AWS re:Invent 2020 virtual reinvented our coverage over three weeks over cloud. We're looking into the next decade of innovation. And with me are two great guests, Chris Wiborg is the Vice President of Product Marketing at Cohesity and Sabina Joseph is the General Manager for Americas Technology for Partners AWS. Folks, thanks for coming to theCUBE. Great to see you. >> Great to be here today. Thanks for having us. >> You're very welcome. It's great to see you and Chris, before we get into the partnership, I want to ask kind of what you've seen in the market, with the increased focus on data, digital business, obviously the last nine months, people have really shifted their priorities. How have you seen customers responding? >> Yeah, it's sort of strange to say this at a time. It's really hard for all of us dealing with a global pandemic, but the market has picked up in many ways and perhaps that's not surprising given a lot of folks have started to shift things to more virtual way of working and the data hasn't slowed down. And so with that we've also seen a little bit of a shift and this is part of the reason behind the announcement we're making of trying to accelerate for many organizations projects that had originally been planned to put in a data center to moving more towards the cloud. Part of this as a CapEx to OpEX shift. But I think it also in some cases all is under this umbrella of digital transformation, where they're trying to accelerate new ways of doing things while in some cases, people can't even get into data centers in some cases anymore. And so how can you do that more remotely? How can you go to a model to loot more Self-Help? And all that leads up to part of what we're going to be talking about today. So the market has been very busy because again, data growth hasn't slowed down. I think the one thing that I'd add to that is you'd see an uptake in terms of focus and interest in some of the things that we do because of all the ransomware attacks that are out there. That's another piece of it. >> I want to get into the announcement as well, but I mean, you're right, Chris, it's a very hexy, it's tough as it is for the climate. It's a good time to be in tech. It's even better if you're in cloud. So Sabina, I wonder if you'd had... I think you must have a lot of people in the ecosystem really wanting to work with you. >> We do, I think with the proliferation of data. And data across many different silos I think the key is, how do we provide customers more value from this data, that way they can make it optimal for their business. So, yes, we do have a lot of different partners wanting to work. >> Okay, so we're all busy. I feel like we've never worked so hard in our lives, but so Cohesity and AWS, you've announced a strategic collaboration. Tell me more about it. Why did you choose to collaborate together Chris, other than AWS is the number one cloud platform. What were some of the other factors that we should be focused on? >> I think it's the Sabina, please do chime in here as well. I think the big portion of it, Dave has to do with this shared vision that we have around. Really what we believe is the next chapter in data management. And so how do we make it simple for organizations to not only protect and secure and manage their data, but also get more value out of it and derive more value from that data, which is kind of what Sabina was hinting at. And a lot of the reasons that we think this is such a good match, given all the varying services Amazon has, that you can build off, given what Cohesity does. So Sabina, I know you going to start with customers. You always interviewed enough Amazon, and it was only us to know that's really the starting point, the prison from which you looked, but so from that prison, from your perspective, what's the collaboration? Why the collaboration? What does it bring for customers? >> So, you know, I've the saying here. I think there was a lot of alignment, both in terms of culture and working backwards from customers, customers session. And really kind of understand, what can we do right into the Intelligent Data Management Solution to enterprise and mid-sized customers and provide simplicity, flexibility, and reduced total cost of ownership. And that's where Cohesity and AWS, we really shared that vision. I would say over the last couple of years, Cohesity of course, has been a partner of AWS for quite some time now. And then when we started to talk to each other, we understood that these were some of the things we wanted to not just address, but also provide an opportunity for customers. So that's why we collaborated in this unique way to bring forward a Data Management as a service solution for our customers. >> All right, Chris, I really want to dig into this a little bit more because I've talked to a number of CEOs that have said, boy, our business resilience strategy was way to focused on DRA maybe too much focus on backup. We're now a digital business, because every business, so you're out of business, if you're not a digital business overnight. And so this notion of data management and data management as a service, what problems are you really focused on solving there? >> I think two things, Dave and let's go back to a Cohesity after solving as a company. And that's the problem with what we call mass data fragmentation, where you have data stored in many different locations, prem, cloud, edge, et cetera, typically in many different pieces of infrastructure. So there's a lot of silos going on there, and it's really hard to get your hands around the entirety of what you have. And first of all, make sure it is protected. And there's some compliance implications to that and so on. And then also again, how can you not only protected, but do more with it and get better transparency and more value out of that data that today might be dark, might be opaque because a, do you know where it is? And b, even if you do, what more can you do with it? And so that's kind of the first problem we're setting out to solve. And why as we look at moving to doing what we're doing with AWS, providing an alternate consumption option is also really important, we think. So some people have staff and skills to roll their own, to do their selves and cohesively we'll continue to support those customers, obviously, as we do today. But what we also want to provide a new option for those that want to make that shift from CapEx to OpEX, and more from a management of their environment doing it themselves to having somebody else manage it for them, and really reducing that cost and overhead associated with running your own data center effectively. And so bringing valuable Cohesity leaders to the cloud is the second piece of that, where we want to make sure we carry that bigger vision along where we're not just doing one thing, we're doing multiple things. And so Data Management in our sense is not just about backup, although that's the first thing you'll see. We're also going to tackle that dr problem, you raised as well. If you look closely a couple of weeks ago, we made an announcement around what we're doing with a product we call Site Continuity on the on-prem world, guess what that's going to come real soon to AWS. And then beyond that files and objects, test data management and as we'll get to a little bit later more when we start leveraging the value and the power of some of the advanced services, AWS hasn't been to the table for things like compliance and so on. >> Great, thank you for that. And so Sabina, I mean, we run on AWS, we're small, but still we go into the console and there's this buffet of services and we have a lot of options. So, I wonder if you could talk about customer choice, your philosophy around that, why that's important, how you're providing different deployment models. And the example I would use is why is backup as a service? Not enough, why do we need to go beyond that? >> First of all, thank you very much for being our customer. >> Welcome. >> And I think the key behind this solution that Cohesity is building on top of AWS is to really provide one platform and one user interface. Yes, backup as a service is the first service that we will start with and we are starting with, but I think we all realize that customers do many different things, but get data. They do disaster recovery, they have file services, Dev and test, and then the value add services, which we'll talk about in a bit around analytics compliance, machine learning and so on. So those are all the different value, at least we want to provide the date with that data. In addition of course, backup as a service disaster recovery, as a service file services and so on. Well the backup services comprehensive that we are launching with and provide some rich protection across all of this data, but at the end of the day, it's customer's choice whether they want to manage your own data and infrastructure or Cohesity kind of manage this across the infrastructure for them both in a hybrid model and in a cloud model. And we have many customers kind of wanting to look at both options because they had both environments. I don't know Chris, if you want to talk about Dolby a little bit, but I can certainly get into it. I don't know if you want to get a little bit into Dolby and how they're using it. >> Yeah, that's a great example, actually Sabina. So, I think Dave, Sabina is suggesting, one of our early design partners on this was Dolby and they're an existing Cohesity customer. Today they're very happy what we're doing on-prem. And so I asked them why would you be interested in managing data also in the cloud? And his answer was, well, "look for me, it's really all about the self-help option. "I have a lot of clients, I do well centrality, "I have a lot of clients in my organization, "but I want to point to do their own thing "and not have to directly manage them. "This is going to be the perfect option for them. "They can just go sign up, connect and protect "to get started. All right, Step one." >> I talked to another customer who commented well in this sort of hybrid configuration that Sabina suggests the stuff that they have on-prem today. They'll probably protect on-prem, but workloads like let's say Microsoft 365, mailboxes or something like that, it's in the cloud. Why would they back haul that into their data center? Why not just protect it there in the cloud itself? It just seems to make sense. And then we also have customers we're talking to that, there are large distributed organizations where maybe the stuff that's in the branch office, the remote office, they want to backup to the cloud because of land back, haul costs and so on. It's easier to do it that way. And then the central stuff is still central. So we going to give as Sabina said, customers that choice. You can do cloud only if you want to, you can do prem only with us, or you can do both. And we expect a lot of customers loaded up in a third bucket and that sort of hybrid scenario and let them choose why they do it and use that combination. The great thing is when you go to Cohesity Helio's, that's going to be the control center, if you will, for both things on-prem and also in this new DevOps offering in cloud. So one experience from a manageability standpoint, that's just the only thing I'd add to Sabina's answer about what's great about this and why you want to do more than just one thing. Well, if you sort of solve this problem of infrastructure silos and in your traditional data center, and now you're bringing in the cloud, why we create silos and best of breed things all over again, don't you want to consolidate some of that for ease of use and lower cost of ownership as well. And so that's one of the things we think we're going to bring to the table. It's pretty unique versus letting customers pick and choose, five or 10 different solutions and trying to merge those together. We think we've got a better way. >> Got it. So then let's come back to some of the comments you were making about added value. So what the customers really do with data, with data management as a service and AWS that maybe they couldn't do before. >> So the way I look at it, Cohesity and AWS are custodians of this data, on behalf of the customer, ultimately it is their data, but we want to unlock the value from this data versus having it being in different silos, different locations and so on. So the vision that we have, which we are on the road right now, in terms of unlocking this data is to really add additional services, maybe compliance as a service, analytics as a service, machine learning as a service. So let's just kind of walk through these three things, So if you think about compliance as a service, using Amazon Macie, which uses machine learning to really kind of discover, classify and protect sensitive data. And if you think about analytics as a service, using AWS Glue to run ETL on this data, Amazon Athena to run sequel queries and then potentially create data warehouse using Amazon Redshift. Then if you really start thinking about other machine learning services, right across the AWS machine learning stack, if you look at it at a high level, customers could use Amazon text tracks, Amazon transcribe to extract value from the Metadata to allow deeper business specific content that they need for their different solutions they have to end customers. For example, another logical use case could be Amazon comprehend medical using that to kind of distract extract medical information from this data. And then finally customers can also use Amazon SageMaker to build advanced machine learning models, to really start deriving even additional value and gain business insights from this data. So those are kind of the things we have in our mind, in terms of compliance to service, machine learning as the service, analytics as a service. And then of course, I want to bring in Chris here to talk a little bit about what they plan to do with their MarketPlace, the Cohesity Marketplace. >> Yeah, no, I think, it's a great Sabina. So we've always had this concept at Cohesity, Dave, of being able to do more with your data. And you've seen express so far in our marketplace, which is still going to be there. We just think plugging some of the additional services that Sabina mentioned. When you have a center of gravity for your data in the cloud is going to make that concept even more powerful. And so day one, when we GA just right now, actually during re:Invent you going to be able to do it yourself. You'll have data backed up into the cloud. For example, you can apply those services if you have the skill to do that. But over time, working in conjunction with Amazon, the goal is to be able to make those services something that you would just go in again to Helios and say, for example, turn on the compliance service. And behind the scenes we're invoking and it was on Macie doing all right thing with all the data under management like Cohesity already. And so you just get them to report back out if that's what you're aiming to do. And so we going to try and make this as simple and easy to use as possible, leveraging the power of all the great things that Amazon has does through the API that they have combined with what we do in an engineering effort that we'll be driving with our guidance, to really give a great value, add customers far beyond the insurance policy you get with backup and being able to do more with that data and add value to your organization. >> And that's okay. So you've announced at re:Invent GA of Cohesity dataprotect how should customers think about getting started? >> Well, they can get started today, since we're an LGA I just go to www.queasy.com and I have the ability to go ahead there and actually join in on a free trial and to get started. And if they decided to convert them, then they can go from there. So risk-free gone in, check it out. We welcome feedback as always from our customers and then stay tuned because right around the corner after we're done with one offer as part of the bigger DevOps umbrella, you'll see disaster recovery and additional services, really the whole value of the Cohesity platform over time delivered through AWS. >> As a service bring it on guys, Sabina and Chris, thanks so much, really appreciate you coming on and thank you for watching everyone. Keep it right there with digging deep into AWS and the re:Invent ecosystem. You're watching theCUBE. (upbeat music)

Locke from Las Vegas X the cube covering AWS reinvent 2019 brought to you by Amazon Web Services and Vinum care along with its ecosystem partners we're back in Las Vegas everybody this is day one of AWS reinvent 2019 and you're watching the cube the leader in live tech coverage we go out to the events we extract the signal from the noise hump day Volante with my co-host Justin Warren Linden Lucas is here as the CMO of cohesively great to see you again Joe's rockin it's hoppin your boots packed we were just over there bright green as always so we stand out amongst to see if what is it 65,000 folks here this year 5,000 yeah so give us the update what's happening with a kahin City you guys are rocking how's business this is great we have fully transitioned to be a software company we've had a hundred percent year-over-year growth in our software business customers are looking to cohesively for data management and especially customers here at reinvent we're doing a lot with the cloud AWS has grown 20x for us here over year in terms of our our growth with them and we have an exciting new announcement here around how cohesive a is now validated to protect and backup workloads on AWS outposts one of the announcements this morning great so that mean that to me that's I always ask how you gonna back this up you know and it really didn't have a good answer so congratulations on that but also they're gonna bring outposts to the edge we saw the 5g announcement and so that's something that people have been side I think struggling with it because they know a lot of data is going to remain at the edge you've got to protect it act on it in real time so so talk about the engineering that went into that it's you know usually these things require some intense engineering on both sides unless it's a Barney deal this is a Barney deal no all right so yeah a lot of engineers we have a fine fine group of engineers at cohesively collaborating with AWS but it really starts at the heart of it with what our founder mode Aaron the distributed file system we call it span FS and it spans from core to cloud to edge and so you brought up the outpost edge and I'm sure that we'll be able to span that way but we also span today and I think in this world and it was talked about in the keynote is so important hybrid from core to the AWS cloud right because so many organizations have a lot on premises still and they are working to figure out how to get it to AWS easily and simply and then keep the whole thing protected so you guys are pretty aligned with AWS on definitions I think but let me just test that so Andy Jesse would say and I think he said this publicly we consider multi-cloud multiple public clouds I'm not sure he used that word multi cloud but you know what he's talking about and then we consider anything on Prem has to be hybrid and I think you guys use that same sort of and I think for where cohesively serves which is mid-sized enterprise on up to some of the largest global companies and public sector organizations we see a lot of use of hybrid cohesive a also runs natively in the cloud so we run natively in AWS and there's a lot of new cloud native applications but we also want to support what customers are doing and that's hybrid for sure so the other follow-up I have on that is the notion of data management you guys you don't it's not just back up its data management I want to understand how much of that is good marketing talking to the CMO versus sort of substance that the customers actually take advantage of so what do you mean by data management it's a great question and I'm going to say yes to the good marketing too but in all seriousness so what is what is data management and we have the you know the red spot is say we're redefining it and and how do we back that up we think of data management of course as you've got a store protect manage that data but now in today's world that is simply not enough it has to be recoverable and available when you want because backup as an insurance policy that doesn't work doesn't do anyone good but more than that we went beyond that and we're looking at how do customers both protect against cyber risks as well as gain insights from their data and when we talk about redefining data management we're talking about rethinking how you get those insights out of your data or protect against risks on the platform in place so applications run in place on the cohesive edata platform and I think Andy talked about that this morning too right it's difficult in these today's ever increasing amounts of data how do you have customers ship petabytes of data around easily it's not scalable for them or operationally cost-effective so we're talking about letting them gain those insights or protect against those risks in place yeah you did mention that bringing the compute to the data instead of the other way around which has been a long a problem for a long long time and that's that's something that I'm keen to understand a bit about how Co he said he's doing something differently because this has been a promise for quite some time where we've been backing up systems and putting all of this data into it into a big backup pool that sort of just sits there and getting a bit annoyed that we're spending all this money for something which is sitting there just being an insurance policy so we want to do more with this data and that's always been the promise and people have had a go at it a few times but no one's really been very successful but it sounds like cohesive is actually finally maybe cracked it so what is it that you're doing that allows us to finally happen well we like to think so so MOA Daren our founder was formerly the CTO of new tonics often called the father of hyperconvergence as well as at Google invented one of the first web scale file systems out there so underpinning all of this and how do we do this is a true web-scale file system it's his third generation web-scale file system which has a number of really unique properties so in terms of your specific question around reusing that data is providing zero cost clones and copies that enable that reuse of that data whether that be for developers or whether that be for someone doing some analytics so and that of course just like because we're Software Defined is running on white box hardware from us but also certified units from Cisco Dell also HPE and others to come so I was gonna mention that the advantage of software is that you can have that same experience wherever you can deploy the software so I don't just have to buy an appliance and have it sit in my datacenter I can actually well I like that but I would actually like to have that run in AWS and as you mentioned you can now run that both in AWS and I could run it on side on an AWS outpost so I can get both the on-site experience and the AWS experience at the same time as well as the cohesive experience yes a lot of experiences all the one well we want the customer of course to look at it from their their vantage point but yes so two points their software platform so it's a software-defined platform and part of this from not just a technology point of view but from that customer experience point of view is yes you can run that software on-premises in a cloud in a virtual environment and from a business model point of view one license we don't care you choose how you want a deployment from it a view point of view we provide one manageable one management view helios of it but that's one way to view everything managed under cohesively of course it's not going to get in the way of the Amazon tools so simple to manage and also simple to consume from the transaction perspective but but so simplicity big theme what what else that customers really excited about what do they tell you well a big theme here for us and one of the ways that we see customers getting more value out of their data and their Amazon investment we introduced an application running on the cohesive platform called run book and run book allows very simple migrations from your on-premise environment to AWS ec2 and so that's been something that's been really popular in fact surprised us a little bit it's the first step right now it's a migration but we'll be adding capability to it for full orchestration for either dr scenarios or true dr and it's so simple it's dragon top drop so that engineering team has made this really simple to do so teams can easily figure out how am I going to move my applications to the cloud and in what order am I going to bring them up again in a really simple drag-and-drop way what about tearing you know when I go by your booth I see it's got some capabilities there I'm interested in how you were you pick up or where where you pick up where Amazon leaves off with what they've announced help us understand that great question and we did thank you for for mentioning bring new support in for deep glacier so cohesive these support steering to all the different Amazon tiers so we've always had automated policies that you can set it as an administrator and decide hey I've done a backup on Prem and after 30 days or whatever your time frame is I'm going to move that up to AWS got a lot of customers doing that our customer AutoNation that's one of their use cases we also support the ability for you to use cohesively to change which tier you want to store in on Amazon in an intelligent way and so that's an area that I think we complement Amazon so essentially if I understand it you'll you'll manager this near the superset if the customer wants that and then Amazon you plug into what Amazon does and they'll optimize on their end you could take advantage of that that's transparent to the customer that's right possible because we're a modern architecture with native s3 and so we can plug right in to what customers want to do with Amazon so okay let's dig it to that what means modern well how do you guys define mod we define modern as design principles and philosophy born in the cloud native world right so unlike some of the legacy architectures that literally were invented ten or so years ago with before we had reinvent Co he city was built with native s3 and uniquely that support for the enterprise modalities of NFS and SMB and allowing at that file system level people to move their data back and forth between those two environments but with a very simple user interface on top of that that provides the backup the archive dr the types of capabilities or use cases that customers want with their most important asset their data yeah go ahead please transformations been a bit of a theme of the show certainly two of day one and Co hazily is transformed itself into a purely software company as you've mentioned what what's next what do you see happening for Co hey city and with customers how are they going to be both transforming themselves together into the future yeah great question and I like to use that word carefully because I think as a marketer it can be little over you know used yeah but if it's seriously what I see I think we're on a 10 15 year journey all of us to transform our businesses to take advantage of data because it's clear now I think to most if you don't you will be left behind and it's only a matter of time and so the hard part is I talked to CIOs and other IT leaders is well how do I get a handle on that data right and cohesive provides an incredible platform to simplify that management storage protection of that data so you can take advantage of some of the other really cool applications and vendors that are here how we continue to transform and how I see customers transforming is that promise of bringing compute to the data I think we're in the super early days but if I've got all of my data accessible and visible to me now what kinds of insights can I gain from it Splunk runs on the cohesive a platform as another exhibitor here but also how can I prevent risk how can I ensure that I'm compliant with regulations and I think there's a lot of work to be done both at cohesively and developing out those new applications as well as with our customers taking advantage of it we could actually pushing around the just at being an Amazon partner so you seem pretty happy business is growing you're the leading if not one of the leading growth partners of Amazon that's cool but a lot of people question Amazon in terms of you know them being fearful that Amazon's gonna eat their lunch we asked and Jesse about that and the in the analyst session and basically his answer was look at these markets are so huge and and I think as well I'd add to that you've got to keep innovating now my specific question is Amazon does some backup stuff it's not nearly as functional as your and other you know backup software data management suppliers but what's your perspective on that obviously it's it's good its growth now you guys think about that you just kind of keep putting the pedal to the metal actually I think I'd agree with him I've never had the pleasure of meeting him in person but you know I think all businesses have to keep their pedal to the metal very innovation and we certainly do but this is a massive market and a massive transformation and cohesive helps enterprise customers of all sizes and types and most of them are struggling with today in the early stages how to get control of their data how to manage it know what they have and I think they feel that that is both a problem within the cloud but also on-premises and that's a very large market for us and I think for Amazon as well so we're super happy to be partners with Amazon a rising tide lifts all boats as I often like to say and I think that's going to remain true for a long time yeah I mean I think you know a lot of ways you just got to create in this market and the competition will take care of itself if you pay attention to customers and they tell you what they're interested in and you respond to that you tend to do pretty well despite the disruptions that might be going around view in the market at least that's what I think a big part of our philosophy is when asked a question about from a CML perspective in this data world he talked about there we run this decade-long transformation to put data at the core of our business how do you as a CMO put data at the core of of your business oh my gosh so the first thing I do is I'm asking and working with our engineering team because any modern business and modern CMO should be getting data about their customers and what they're doing with their product directly into the marketing intelligence and so that's an area that I'm really interested in and I press so as an internal customer to our head of engineering I am trying my best because the technology around me and marketing is changing so rapidly to absorb that and understand that and I think pay attention to my own advice and try not to date my customer for the first time 50 times as maybe many of us have experienced as consumers and use that data as best as I can to know how to address a customer's issue or problem when they're ready and the technology around it is continually improving and so it makes it really exciting to be in marketing and to be a marketing leader right now you actually pulling metadata out of your software to understand how customers are using your product is that right you can see some and there I have a long list into engineering on Oh imagine if we could I would like to know and hopefully not in a creepy way but in a way of serving the customer and making them aware of new capabilities I'll tell you one of the common things between cohesively and Amazon customers that I hear is that the pace of innovation is very high we put out four hundred plus new features last calendar year so more than they feature a day and that's the that's the God's honest truth I've heard the same thing from Amazon customers they struggle with understanding all the rich capability that's coming so with data if we can hone in a little bit and say you may be interested in this based on what we know similar to perhaps the shopping experience that we have I think that's helpful to customers because if I can narrow it in I don't have time as a consumer to search through everything and I think in business and in IT the same holds true so yes we're trying to do more of that yeah if you can use data to match my needs as a customer and it maybe even recommend things that are going to help my business I'm going to be appreciative of that as long as we you don't recommend that I start a couch collection because I brought happen to buy one couch which I'm sure we've all had that experience so it is important to get it right and I like that you brought up that not to do it in a creepy way but understanding that customers do find this valuable we find with our own consulting clients and our analyst clients talking to them that a lot of them trust vendors like cohesively with their data and you've built that trust because you you you've been able to show that you can be trusted over a long period of time so I think as long as you continue to do that customers are quite happy for you to start exploring this because they know that they're going to get a better result at the end of it as you mentioned I was like I'll get a good recommendation if you're actually serving me and making my business work better of course I'm going to want to do that and I think you earned that trust every day yes so what should we be looking for 2024 he city milestones things you want to share with us well we look forward to continued you know significant growth we're over 1,300 customers now globally and we see continued massive growth in the cloud I'm sure as many here are experiencing and just really continuing to serve our customers I think that's what we keep our eye focused on be humble keep learning it's a mantra from mowett and that's what we're gonna keep doing and and growing the business and helping our customers with that well it's been fun watching you guys grow the ascendancy of cohesive you kind of matching in with cloud and in hybrid Lynne thanks so much for coming on the Qubo as a pleasure thank you guys it's been great to be here as always all right keep it right there everybody look back with our next guest Dave Volante for Justin Warren you're watching the cube from reinvent 2019 we'll be right back [Music]

>>Live from Orlando, Florida. It's the cube covering Microsoft ignite brought to you by Cohesity. >>Hello everyone and welcome back to the cubes live coverage of Microsoft ignite 2019 here in Orlando. I'm your host, Rebecca Knight, along with my co host Stu minimun. We are joined by Chris Weiberg. He is the vice president of product marketing at Cohesity. Thank you so much for coming on the show and for providing us with this great space, this prime real estate. We really appreciate it. >>Spot on the show floor and I hope this is working out for you guys here with uh, with all of us branding and so on behind >>it has been terrific as as we 26,000 people from around the world here at the orange County convention center. We'll talk about how the conference has been for you here at Cohesity. >>I think it's gone really, really well. I mean, apart from the loverly brute booth property we have right here, um, some of the keynote messages around the importance of hybrid cloud moving forward with what Microsoft's doing with arc and things like that, um, really resonate with how we see the market. So a couple of the announces we've made have been around support for Azure stack and for the AVS, the Azure VMware solution. And, uh, we, that's just what we see with our customers across the board. And I think Theresa actually mentioned this yesterday, that if you look forward at most organizations cloud journey, they end up somewhere in that hybrid range, right? They may not all be there today and maybe just a little bit of sass, Ooh, three 65 to start off with, for example. But, you know, looking ahead, unless you're natively born in the cloud, and that's typically small organizations. Most mid to large enterprises are hybrid cloud, >>yours that are not as familiar with Cohesity, which is a company that has growing from strength to strength. Tell us a little bit about what >>yeah, yeah, yeah, sure. So, uh, we are very much a software defined data management platform. And typically when I say that to people, I get blank stares to begin with, right? But let me, let me tell you really what we've thought about. And, and this goes back to, um, the heritage of our founder. He, uh, before he cofounded Newtanics, he was the lead engineer on the Google file system. And the, the philosophy has for Cohesity and the direction that we're going is very much based upon his experiences there. If you build a shared nothing distributed file system and you do that right, you establish a great platform to build upon, right? And so if you think about what Google did, they did that, um, with the file system that today runs many things, right? Uh, Gmail, YouTube, all the G suite apps. Um, but the first thing is, is they built that file system and then they figured out how to manage that in a distributed fashion, right? >>Because of their points of presence are all over the, the globe these days. Uh, and then on that they started delivering applications. But if you think back, the very first application Google delivered was what the search, right? That's, that's how that became known as, as, as a company, as Google search. And, and so for us, we're taking that same mindset towards dealing with enterprise data. So if Google does a great job with data and the consumer world for the, that they own and operate, organizations don't have that luxury of having Google come in and crawl and managing index all their data, right? We can help do that. So the journey begins with the genius behind our distributed file system that we call span Fs. And that's what a lot of the intellectual property has gone into is building that file system of that truly is, um, that's shared nothing architecture scales from a on-prem in your data center, core to the edge to the cloud. >>And then being able to produce a manageability layer on top of that, something we call Helio's that manages all the data across various sites you may have managed by Cohesity. And then our first app, if you will, on top of that platform really is data protection, right? So people may know as first and foremost as a backup and recovery company. And absolutely that's, that's something we're really, really good at. I would put us head to head against anybody else on the show floor here in, in that regard. And, and candidly, many large enterprise customers have done that with us and, and chosen us as their solution. Um, but I think from there the question is once you amass the data, uh, what can you do with it and, and how can you get more out of it? So if you look at backup and recovery, I think traditionally that's been largely viewed by it. >>Operators as an insurance policy, it's, there is something goes wrong. Uh, but we believe you can do more than that. You can not only have that insurance policy to help with things like disaster recovery and coming back from ransomware attacks and so on, but how can you do things like, uh, put analytics on top of it to get more out of it, get better insights out of it. Um, how can you have another customer? That store is all their customer care phone calls. It's a voice object, right? Kind of opaque, but they want to transcribe that. Why don't you do this transcription services on top of the data that you already have from that backup and recovery solution. And so, you know, get the data through backup, get the data through files and objects. I think David and I talked about that with you earlier. >>Uh, and that's a great way to start to aggregate and consolidate not only the data in your enterprise, but also all the infrastructure silos that are out there. And so that's problem one that we solve. And then we go from there. >> So Chris, when I think about all the various customers here, one thing they're dealing with, there's a lot of change. They've got their business challenges, whether it's adopting the cloud, looking at edge, right? Adopting containerization. Yeah. It's always defined by the change that's going on in their environment. Traditional backup and recovery was please don't change everything. I had my backup window, my administrator, I had the program that I'd used for 15 or 20 years that I trust. And I know, and I please don't sneeze on it because I've got it the way that I like it over the last like five years. >>Companies are because of that change. They're, they're looking at new solutions, they're looking at other environments. Tell us how Cohesity's riding that wave to move, you know, not like the enterprise is moving. Enterprises are moving fast. Right? But they're at least looking and that if they don't make some move, uh, you know, everybody else has, has moved along, so they need to at least be a little bit more agile and fast. >> Yeah. Well, I think, uh, you know, first of all, thank you for realizing that oftentimes our number one competitors that do nothing option, right? It's, I've done this forever, this way. Why change? Um, but, but to your comment about, you know, the backup window, well, there's no such thing anymore for most companies. It's seven by 24 by three 65. And so that alone I think is causing people to step back. And say, Hey, is the way that I used to do things still the right answer or is there a better way? >>And, and so that's often the beginning of a conversation we'll have where, you know, maybe, uh, their, their current, uh, contract with an existing provider is coming to a point where, uh, there's a window for renewal and they, and they want to look at something different. Um, but, but I do think, you know, and we had a customer panel earlier today at the show were a couple of law firms are talking about this. They just don't have the luxury of time they used to to deal with this. And so that, that sort of causes change whether you like it or not. And so that's often how we begin that conversation. Even though, to your point, these folks sometimes aren't the most, um, uh, risk embracing crowd in it, right? They're not on the bleeding edge all the time because if you're in the insurance policy, guys, you don't want to mess that up, right? >>Uh, but, but that's what we find is, is the disruption we're bringing in the market creates an opportunity to look at how you do things differently. Uh, w we had a, another customer panel back at VMworld in San Francisco this year where one of the customers had actually three different providers. One that was doing backup software, uh, one that was target storage and another that was the media gateways to handle some of their information. He was happy with all of those. But when he looked at that and he said, wait a second, instead of dealing with three companies that can do all the one and I can per data center eliminate about a half a rack of gear, he said that, that for me was it, that was a no brainer that led me to you guys. And so that's what we're saying. >>So we as a former it practitioner yourself, I'm curious to know how your background helps you get inside the brains of these people who are making decisions for, you said the do nothing option is compelling because? Because it's easy and yet it is the wrong way to go because in this ever changing world that that's risky in and of it. >>well it's, it's, it's always a risk reward balance. Right? And, and so I think whenever you're introduced to something new to the market and new concept, um, you ha, you feel the pain as, as a, as an organization. Cause you're having to educate people about there is a better way, right? I mean, I mean, think about, um, let's use Mohit form a company. Nutanix is an example of that. I remember the battles early on. People are scratching their heads, what is this HCI thing? I cause I do stories this way and I do, uh, compute this way and I do networking this way and I have my existing vendors, they put it all together and it took them awhile to get going. But when they did it that you really took off and, and I can think of multiple examples. I mean, Apple and the iPhone, what have you. >>Right. Um, and so I, we're sort of at that stage as a company where people are just starting to get their head around the opportunity we're putting on the table by disrupting the way things run and actually making their lives better. Um, and, and so it's, it's a, it's not just, you know, having an understanding of that from my background. Um, it's then being able to articulate the benefits, not just to the organizations looking to save money and do things more efficiently, but actually to the, the it operators themselves. Right? I mean, you talked to Theresa about this a bit yesterday. It burnout is a thing. And anything you can do to make manageability and automation easier, uh, the better off the folks actually doing the work are. And so that's something we care about deeply as well. It's not just, you know, saving money. >>It's, it's giving you a better way to do it. And, and ideally, uh, making, taking the complexity out of the puzzle you're managing today and, and making it easier. Simplifying it. So Chris, one of the challenges is as you were talking about, you can replace multiple solutions out there, but it means that there are multiple constituencies that you need to talk to and position your product. So, you know, with your marketing hat, how do you look at the roles and the message that we're going that you need to get to? Super, we're going to question. So my team will appreciate that you asked that. So one of the first things I did when I came onboard a few months back, let's say, Hey guys, we really need to sit down and think through the different personas, right? Classic marketing approach that we're talking to and really understand, um, what's in their heads, not only today but formerly and then what are they looking at going forward? Cause if you're going to cross that chasm, you need to understand that whole life cycle and what are the things that you can grab onto that draw their attention into the solutions we provide. And so we're going through an exercise right now to refresh those personas and be able to arm our field and our partners to have those conversations cause it does touch on different people in the data center. Absolutely true. >>So what, I wanted to return our conversation and come full circle with the very beginning of what is resonating with you here at this show. There've been so many new product announcements, started talking about Azure Ark as as sort of something that is catching your interest. What are you going to take back with you when the show's over? Chatting >>with some of our PM team, uh, earlier this week, um, we have our own management solution and we've done a lot to simplify it and make it easy to use. But as is the case for many providers, we are a building block in a bigger data center strategy. And, and so importantly, uh, while I love our console, a lot of people may not want to use it. We, we may not be the center of the management universe. And so something like arc and you saw this in, in what they demo now just being able to manage an Azure environment, but reaching across the aisle to AWS and so on. You know, we, we need to be able to fit into that management framework. And by the way, they're just one provider that does that. You know, the Atmos guys are out there and others. Um, and, and so the good news from a Cohesity standpoint is the products and built ground up with an API first approach. >>And what that means is, uh, you can take those declarative statements that you have in let's pretend someday as your Ark and use that to orchestrate deployment and management of Cohesity as well. And that, that is candidly one of the beauties of being a software defined solution. We thought about that from the ground up. And so I think we're not only ready for today, but also for the future. Alright. Uh, Chris, want to give you any other kind of customer aha moments or things that are brought through a final takeaways, uh, from, from Cohesity at the show? Yeah, I, I think, you know, uh, customers are still discovering us is, is an aha for me. The, the big change that I've seen in, in the booth behind us, uh, year over year as they think in the past, uh, we've only been an operations really selling for three years. >>It was who are you guys and what's up with all the green, right? This year the conversation has shifted to, Hey Cohesity, I know you guys are, I'm looking at changing things up in my software defined data center. I think you might be a part of that. So tell me why you're different. And so I'm really happy to be here and get the opportunity to have that discussion this year versus where we were last year. And again, I think, um, the types of questions that we're getting are much more focused on use case. How can you help me solve this pain point, this problem? Uh, you know, ransomware has been a constant conversation in the booth and, and the ability that we have because of what we've done, again, back down the file system to do what we call an instant mass restore. That's an interesting feature on a data sheet, but I'll tell you what, when you've been subject to a ransomware attack and you're, you're just lights out, that ability to bring back to the whole environment very quickly at once really is a differentiator for us. And so it's those sorts of conversations we're having this year, which is, which is a nice step forward. And so hopefully, you know, we'll come back next year and things are on that upward path even more. So. Thank you so much Chris. Wiborg pleasure having you on the show. Yeah, great to be here. Thanks guys. >>I'm Rebecca Knight for Sue minimun. Stay tuned for more of the cube.

>>live from Orlando, Florida It's the cue covering Microsoft Ignite Brought to you by Cohee City. >>Welcome back, everyone to the cubes. Live coverage of Microsoft ignite here in Orlando, Florida. I'm your host, Rebecca Night, along with my co host Stew Minimum. We are joined by David Noi. He is the VP of cloud at cohesively, which is where we are. We're in the Coe City boots. So I should say thank you for welcoming us. >>My pleasure they found over here. >>So you are pretty brand new to the company. Ah, long time Tech veteran but new newish to Cohee City. Talk a little bit about what made you want to make the leap to this company. >>Well, you know, as I was, it was it was time for me to move from. My prior company will go to the reasons they're but a CZ. I looked around and kind of see who were the real innovators, right? You were the ones who were disrupting because my successes in the past have all been around disruption. And when I really looked at what these guys were doing, you know, first, it's kinda hard to figure out that I was like, Oh my gosh, this is really something different, Like it's bringing kind of the cloud into the enterprise and using that model of simplification and then adding data service is and it is really groundbreaking. So I just like, and the other thing was, I'll just throw this point out there. I read a lot of the white papers of the technology, and I looked at it and having been, you know, Tech veteran for a while, it looked to me like a lot of people who have done this stuff before we got together and said, If I had to do it again and do it right, what were things I wouldn't d'oh! And one of the things I would do, right? Right, so that was just fascinating. >>So, David, I was reading a Q and A recently with Mohit, founder of Cohee City, and it really is about that data you mentioned. Data service is, Yeah, bring us inside a little bit way in the storage and I t industry get so bogged down in the speeds and feeds and how fast you can do things in the terabytes and petabytes and like here. But we're talking about some real business issues that the product is helping to solve. >>I totally agree. Look, I've been in the in the storage industry for a while now, and you know, multi petabytes of data. And the problem that you run into when you go and talk to people who use this stuff is like old cheese. I start to lose track of it. I don't know what to do with it. So the first thing is, how do you search it? Index it? That's, you know, so I can actually find out what I have. Then there's a question of being able to go in and crack the date open and provide all kinds of data. Service is from, you know, classifications. Thio. Uh oh. Is this Ah, threat or business? Have vulnerabilities in it. It's really a data management solution. Now, of course, we started with backup, right? But then we're very quickly moving into other. Service is back on target file an object. You'll see some more things coming out around testing dead. For example, if you have the world's data is one thing to just keep it and hold it. But then what do you do with it. How do you extract value out of it? Is you really gotta add data management Service is and people try to do it. But this hyper converge technology and this more of a cloud approach is really unique in the way that it actually goes about it. >>I speak a little bit of that. That that cloud approach? >>Yeah, So I mean, you know, But he comes from a cloud background, right? He wrote was big author of the Google foul system. The idea, basically is to say, Let's take a look at a global view of how data is kept. Let's basically be ableto actually abstract that with the management layer on top of that and then let's provide service is on top of that. Oh, by the way, people now have to make a decision between am I gonna keep in on premise or keep it in the cloud? And so the data service is how to extend not just to the on Prem, but actor actually spend Thio. Pod service is as well, which is kind of why I'm here. I think you know what we do with Azure is pretty fascinating in that data management space, too. So we'll be doing more data management. Is the service in the cloud as well? >>So let's get into that a little bit. And I'm sure a lot of announcements this week with your arc and another products and service is. But let's dig into how you're partnering and the kinds of innovative things that go he see a Microsoft are doing together >>what we do. A lot of things. First of all, we weave a very rapid cadence of engineering, engineering conversations. We do everything from archiving data and sending long term retention data into the cloud. But that's kind of like where people start right, which is just ship it all up there. You know, Harvard, it's held right. But then think about doing migrations. How do you take a workload and actually migrated from on Prem to the cloud hold? We could do wholesale migrations of peoples environments. You want to go completely cloud native, weaken, fail over and fill back if we want to as well so we can use the cloud is actually a D. R site. Now you startle it. Think about disaster. Recovery is a service. That's another service that you start to think about what? About backing up cloud native workloads? Well, you don't just want to back up your work Clothes that are in the on Prem data certainly want to back him up also in the cloud. And that includes even office 3 65 So you just look at all of what you know. That means that the ability then could practice that data open and then provide all these additional when I say service is I'm talking about classifications, threat analysis, being able to go in and identify vulnerabilities and things of that nature. That's just a huge, tremendous value on top of just a basic infrastructure capabilities. >>David, you've been in the industry. You've seen a lot of what goes on out there, help us understand really what differentiates Cohee City. Because a lot of traditional vendors out there that are all saying many of the same word I hear you're Clough defying enters even newer vendors. Then go he sitio out there >>totally get it. Look, I mean, here's here's kind of what I find really interesting and attractive about the product. I've been in the storage history for a long time, so many times, people ask me, Can I move my applications to the storage? Because moving the data to the application that's hard. But moving the application to the data Wow, that makes things a lot easier, right? And so that's one of the big things that actually we do that's different. It's the hyper converged platform. It's a scale out platform. It's one that really looks a lot more like some of the skill of platforms that we've done in the past. But it goes way beyond that. And then the ability. Then say, OK, let's abstract that a ways to make it as simple as possible so people don't have to worry about managing lots of different pools and lots of different products for, you know, a service one versus service to versus service three, then bringing applications to that data. That's what makes it really different. And I think if you look around here and you talk to other vendors, I mean don't provide a P eyes. That's one thing that's great and that's important. But it actually bring the applications to the data. That's you know, that's what all of the cloud guys dont look a Google Gmail on top. They put search on top. They put Google translate on top. Is all of these things are actually built on top of the data that they store >>such? Adela This morning in the Kino talked about that there's going to be 500 million knew at business applications built by 2023. How is cohesive? E position to, you know, both partner with Microsoft and everyone out there to be ready for that cloud native >>future. That's a great question. Look, we're not gonna put 500 million applications on the product, right? But we're gonna pick some key applications that are important in the top verticals, whether it's health care, financial service is public sector and so long life sciences, oil and gas. But in the same time, we will offer the AP eyes extensions to say anything about going into azure if we can export things is as your blobs, For example, Now we can start to tie a lot of the azure service's into our storage and make it look like it's actually native as your storage. Now we can put it on as your cold storage shed, a hot storage. We can decide how we want to tear things from a performance perspective, but we can really make it look like it's native. Then we can take advantage of not just our own service is, but the service is that the cloud provides is well on. That makes us extraordinarily powerful >>in terms of the differentiator of Cohee City from a service of standpoint. But what about from a cultural standpoint we had sought Nadella on? The main stage is turning. Talking a lot about trust and I'm curious is particularly as a newer entrants into this technology industry. How how do you develop that culture and then also that reputation. So >>here's one of the interesting things when when I joined the company and I've been around for a while and I've been in a couple of very large brand names, I started walking down the holes and I'm like, Oh, here, here. Oh, you're here. Wait, you're here. It's like an old star cast, and when you go into, you know, some of the customer base and it's like, Hey, we know each other for a long time. That relationship is just there. On top of that, I mean the product works, it's solid. People love it. It's easy to use, and it actually solves riel problems for them. On Dhe, you know, we innovate extraordinarily fast. So when customers find a problem, we're on such a fast release cadence. We can fix it for them in extraordinarily, uh, in times that I've never seen before. In fact, is a little bit scary how fast the engineering group works. It's probably faster than anything I've ever seen in the past. And I think that helps that build the customers trust because they see that if we recognize there's a problem, we're gonna be there to soldier for >>them. There's trust of the company when we talk about our data. There's also the security aspect. Yes, cohesive. He fit into the A story with Microsoft and beyond. >>The security part is extraordinarily important. So look, we've already, as I said, built kind of our app marketplace and we're bringing a lot of applications to do things like Ransomware detection, um, vulnerability detection day declassification. But Microsoft is also developing similar AP eyes, and you heard this morning that they're building capabilities for us to be able to go and interact with them and share information. So we find vulnerabilities because share it with Ambika. Share with us so we could shut them down. So way have the native capabilities built in. They have capabilities that they're building of their own. Imagine the power of it being able to tie those two together. I just think that that's extraordinarily powerful. >>What about Gross? This is a company that is growing like gangbusters. Can you give us a road map? What you can expect from Coach? >>Look, I've never seen growth like this. I mean, I joined specifically to look at a lot of the cloud, and the file on Object service is and, you know, obviously have a background in backup data protection as well. I haven't seen growth like this since my old days when I was a nice guy. Started in, like, Isil on back in the, you know, way, way old days, this is This is you know, I can't give you exact numbers, but I'll tell you, it's way in the triple digits. And I mean and it's extraordinarily fast to see from an an azure perspective. We're seeing, you know, close to triple digit growth as Well, so I love it. I mean, I'm just extraordinarily excited. All right, >>on the product side, Give us a little bit of a look forward as to what we should be expecting from cohesive. >>Absolutely so from a look forward perspective. As I said, we protect a lot of on premise workloads, and now and we protect, obviously, as your work clothes as well. So we protect observe e ems. But as we think about some of the azure native service is like sequel in other service is that air kind of built native within a azure. We'll extend our application to be able to actually do that as well will extend kind of the ease of use and the deployment models to make it easier for customers to go on, deploy and manage. It really seems like a seamless single pane of glass, right? So when you're looking at Cory City, you should think of it as even if it's in the cloud or if it's on premise. It looks the same to you, which is great. If I want to do search and index, I can do it across the cloud, and I can do it across the on Prem so that integration is really what ties it together makes it extraordinarily interesting. >>Finally, this is this is not your first ignite. I'm interested to hear your impressions of this conference, what you're hearing from customers. What your conversations that you're having. >>You know, it's a lot of fun. I've been walking around the partner booths over here to see, like, you know, who could we partner with? That's more of those data management service is because we don't think of ourselves again. You know, we started kind of in the backup space. We have an extraordinarily scalable storage infrastructure. I was blown away by the capabilities of the file. An object. I mean, I was as a foul guy for a long time. It was unbelievable. But when you start to add those data management capabilities on top of that so that people could either, you know, again, either your point, make sure that they can detect threats and vulnerabilities are you find what they're looking for or be able to run analytics, for example, right on the box. I mean, I've been asked to do that for so long, and it's finally happening. It's like It's a dream >>come true, Jerry. Now >>everything you ever wanted software defined bringing the applications to the data. It's just like, if I could ever say like, Hey, if I could take all of the things that I always wanted a previous companies that put him together it's cohesive. I'm looking around here and I'm seeing a lot of great technology that we can go and integrate with >>Great. Well, David, No, I Thank you so much for coming on the Cube. >>Thank you very much. I appreciate it. >>I'm Rebecca Knight, First Amendment. You are watching the Cube.

>>Live from Orlando, Florida. It's the cube covering Microsoft ignite. Brought to you by Cohesity. >>Welcome back everyone to the cubes live coverage of Microsoft ignite here in Orlando, Florida. I'm your host, Rebecca Knight. Along with my cohost Stu Miniman. We are joined by David Neu. He is the VP of cloud at Cohesity, which is where we are. We're in the Cohesity booths, so I should say thank you for welcoming us. Pleasure. They found me here. So you are pretty brand new to the company, a, a longtime tech veteran, but, but new newish to Cohesity. Talk a little bit about what made you want to make the leap to this company? >>Well, you know, as I was, I mean it was, it was time for me to move from my prior company. Um, and then we'll go into the reasons there. But, um, as I looked around and to kind of see who were the real innovators, right, who were the ones who were disrupting, cause my successes in the past have all been around disruption. And when I really looked at what these guys were doing, you know, first it's kind of hard to figure out. Then it was like, Oh my gosh, this is really something different. Like, um, it's bringing kind of the cloud into the enterprise and using that model of simplification and then adding data services and it's really groundbreaking. So I just like a, and the other thing was, Oh, I'll just throw this point out there. I read a lot of the white papers and the technology and I looked at it and having been a lot, you know, tech veteran for awhile, it looked to me like a lot of people who have done this stuff before it got together and said if I had to do it again and do it right, like what were the things I wouldn't do and what are the things I would do? >>Right, right. So that was just fascinating. So David, yeah, I was reading a Q and a recently with, with Mohit, founder of Cohesity, and it really is about that data. You mentioned data services. Yeah. Bring us insight a little bit. You know, we in the, you know, storage in it industry, you know, get so bogged down in the speeds and feeds and how fast you can do things in the terabytes and petabytes and like here, but we're talking about some real business issues that the product is helping to, to solve. >> I totally agree. Look, I've been in the, in the storage industry for a while now and you know, multi petabytes of data and the problem that you run into when you go and talk to people who use this stuff is like, well geez, I start to lose track of it. I don't know what to do with it. >>So the first thing is how do you search it, index it. That's, you know, so I can actually find out what I have. Then there's a question of being able to go in and crack the data open and provide all kinds of data services from, you know, classification to uh, Oh, is this a threat or business have vulnerabilities in it. It's really a data management solution. Now of course we started with backup, right? But then we're very quickly moving into other services back on target, file an object. You'll see some more things coming out, uh, around test and dev. For example, if you have the world's data, it's one thing to just keep it and hold it, but then what do you do with it? How do you extract value out of it is you really got to add data management services and people try to do it, but this hyper converged technology in this more of a cloud approach is, is really unique in the way that it actually goes about it. >>Could you speak a little bit of that, that that cloud approach? Yeah, so I mean, you know, Monet comes from a cloud background, right? He wrote the, he was the author of the Google file system. The idea basically is the same. Let's take a look at a global view of how data is capped. Let's basically be able to actually abstract that with a management layer on top of that and then let's provide services on top of that. Oh by the way, people now have to make a decision between am I going to keep it on premise or keep it in the cloud? And so the data services, how to extend not just to the on-prem but the act to actually extend to Conde services as well, which is kind of why I'm here. I think, uh, you know, what we do with Azure is pretty fascinating in that data management space too. So we'll be doing more data management as a service in the cloud as well. >>So let's get into that a little bit and I'm sure a lot of announcements this week with Azure arc and another products and services, but let's dig into how you're partnering in the kinds of innovative things that go Cohesity and Microsoft are doing together. >>Well, we're doing a lot of things. First of all, we, we've a very rapid cadence of engineering to engineering conversations. We do everything from archiving data and sending longterm retention data into the cloud. But that's kind of like where people start, right? Which is just ship it all up there. You know, in Harvard it's held, right? But then think about doing migrations. How do you take a workload and actually migrated from on prem to the cloud in a hold? We can do wholesale migrations that people's environments who want to go completely cloud native, we can fail over and fail back if we want to as well. So we can use the cloud is actually a dr site. Now you start to think about disaster recovery as a service. That's another service that you start to think about, Oh, what about backing up cloud native workloads? >>Well, you don't just want to back up your own workloads that are in the on prem data center. You want to back them up also in the cloud and that includes even office three 65 so you just look at all of what that means and then the ability then crack that, open that data open and then provide all these additional, when I say services, I'm talking about classification, threat analysis, um, being able to go in and identify vulnerabilities and things of that nature. That's just a, a huge, tremendous value on top of just the basic infrastructure capabilities. David, you've been in the industry, you've seen a lot of what goes on out there. Hopeless, understand really what differentiates Cohesity. Because a lot of traditional vendors out there that are all saying many of the same words to hear here, cloudifying hinders even newer vendors than Cohesity's eh, out there. >>Totally get it. Look, I mean, here's, here's kind of what I find really interesting and, and, and, and just attractive about the product. I've been in the storage industry for a long time. So many times people have asked me, can I move my applications to the storage because moving the data to the application, that's hard, but moving the application to the data, wow, that makes things a lot easier. Right? And so that's one of the big things that actually we do that's different. It's the hyperconverge platform. It's a scale out platform. It's one that, um, really looks a lot more like some of the scale out platforms that we've done in the past, but goes way beyond that. And then the ability to then say, okay, let some strike that. A ways to make it as simple as possible so people don't have to worry about managing lots of different pools and lots of different products for, you know, a service one versus service two versus service three and then bringing applications to that data. >>That's what makes it really different. And I think if you look around here and you talk to other vendors, I mean, they'll provide API APIs. That's one thing and that's great and that's important, but to actually bring the applications to the data, that's, you know, that's what all of the cloud guys do. I mean, look at Google, they put Gmail on top, they put a search on top, they put Google translate on top is all of these things are actually built on top of the data that they store such as Adela. This morning in the keynote talked about that there's going to be 500 million new at business applications built by 2023 how is Cohesity position to both partner with Microsoft and everyone out there to be ready for that cloud native future? That's a great question. Look, we're not going to put 500 million applications on the product, right? >>But we are going to pick some key applications that are important in the top verticals, whether it's healthcare, financial services, public sector, and so long I've sciences, oil and gas, but I'm in the same time we all will offer the API APIs extensions too. So if you think about going into Azure, if we can explore things as Azure blobs for example, now we can start to tie a lot of the Azure services into our storage and make it look like it's actually native Azure storage. Now we can put it on Azure cold storage, you know, hot storage, we can decide how we want to tier things from a performance perspective, but we can really make it look like it's native. Then we can take advantage of not just our own services but the services that the cloud provides as well. And that makes us extraordinarily powerful >>in terms of the differentiator of Cohesity from a services standpoint. But what about from a cultural standpoint? We had Satya Nadella on the main stage this morning talking a lot about trust. And I'm curious as particularly as a newer entrant into this technology industry, pow, how do you, uh, develop that culture and then also that reputation too? >>Here's one of the interesting things we did when I joined the company and I've been around for awhile and I've been in a couple very large brand names. I started walking down the halls and I'm like, Oh, you're here. Oh, you're here. Wait, you're here. And it's like an all star cast and a, when you go into, you know, some of the customer base and it's like, Hey, we know each other for a long time. That relationship is just there on top of that. I mean, the product works, it's solid. People love it. It's easy to use and it actually solves real problems for them. Um, and you know, we innovate extraordinarily fast. So when customers find a problem, we are in, uh, on such a fast release cadence, we can fix it for them in extraordinarily, uh, uh, in times I've never seen before. >>In fact, is a little bit scary how fast the engineering group works. It's, uh, probably faster than anything I've ever seen in the past. And I think that helps. They build the customer's trust cause they see that if we recognize there's a problem, we're going to be there to solve it for them. There's trust of the company. Uh, when we talk about our data, there's also the security aspect. Yes. How does Cohesity fit into the, there's a story with Microsoft and beyond. The security part is extraordinarily important. So look, we've already, as I said, built kind of an AR app marketplace and we're bringing a lot of applications to do things like ransomware detection, uh, um, vulnerability detection, data classification. But, uh, Microsoft is also developing similar API APIs. And you heard this morning that they're building capabilities for us to be able to go and interact with them and share information. >>So if we find vulnerabilities, we can share it with them, they can share with us and we could shut them down. So we have the native capabilities built in, they have capabilities that they're building of their own. Imagine the power of being able to tie those two together. I just think that that's extraordinarily powerful. What about growth for a company that is growing like gangbusters? Can you give us a roadmap you can expect from coaching? I've never seen growth like this. I mean, I joined, um, specifically to look at a lot of the cloud and, uh, the file and object services and you know, obviously I have a background in, in backup and data protection as well. Um, I haven't seen growth like this since my old days when I was in Iceland, when I started in Isilon back in the, you know, way, way old days. >>This is X. This is, you know, I can't give you exact numbers, but I'll tell you it's way in the triple digits, you know what I mean? And, and it's extraordinarily fast to see from an Azure perspective, we're seeing, you know, close to triple digit growth as well. So I, I love it. I mean, I'm just extraordinarily excited. All right. Uh, on the product side, give us a little bit of a look forward as to what we should be expecting from Cohesity. Absolutely. So from a look forward perspective, as I said, we protect a lot of on-premise workloads and um, you know, now and we protect obviously Azure workloads as well. We protect Azure VMs. But as we think about some of the Azure native services like sequel, um, and other services that are kind of built native within Azure, uh, we'll extend our application and to be able to actually do that as well, we'll extend kind of the ease of use and the deployment models to make it easier for customers to go and deploy and manage. It really seems like a seamless single pane of glass, right? So when you're looking at, uh, Cohesity, you should think of it as, even if it's in the cloud or if it's on premise, it looks the same to you, which is great. If I want to do search and index, I can do it across the cloud and I can do it across the on prem. So that integration is, is really what ties it together and makes it extraordinarily interesting. >>Finally, this is, this is not your first ignite. I'm interested to hear your impressions of this conference. What you're hearing from customers, what your, what the conversations that you're having. >>You know, it's a lot of fun. I've been walking around the partner booths over here to see like, you know, who can we partner with to add some more of those data management services because we don't think ourselves, again, you know, we started kind of in the backup space. We have an extraordinarily scalable storage infrastructure. I was blown away by the capabilities of the fallen object. I mean it was just as a fall guy for a long time. It was unbelievable. But when you start to add those data management capabilities on top of that so that people can either, you know, again, either to your point, uh, make sure that they can detect threats and vulnerabilities or uh, you know, find what they're looking for or you know, be able to run analytics for example, right on the box. I mean, I've been asked to do that for so long and then just, it's finally happening. It's like, it's a dream come true for me. It's like everything you ever wanted software defined, bringing the applications to the, to the data. It's just like if I could ever say like, Hey, if I could take all of the things that I always wanted at previous companies and put them together, it's Cohesity and I'm looking around here and I'm seeing a lot of great technology that we can go and integrate with. >>Great. Well, David and I, thank you so much for coming on the cube. >>Thank you very much. I appreciate it. I'm Rebecca knife. First to Miniman. You are watching the cube.

>>Live from Orlando, Florida. It's the cube covering Microsoft ignite brought to you by Cohesity. >>Welcome back everyone to the cubes live coverage of Microsoft ignite here in the sunshine state. I'm your host, Rebecca, co-hosting alongside of Stu Miniman. We are joined by Theresa Miller. She is the principal technologist technology advocacy group at Cohesity. Thank you so much for coming on the cube. Thank you for having me. It's a pleasure. So you are an an it veteran and a Microsoft MVP MVP. Uh, you're here to talk about some of the integrated solutions with Microsoft at Cohesity. But this conference is really all about community and I'd love to have you riff a little bit on what it means to be part of this community, to be such a key player and to be partnered with Mark, Microsoft and how you all come together here. Right. So outside of Cohesity, being part of the MVP program is really a pretty spectacular thing. Um, it does take a lot of work and commitment to it. >>Um, I always tell people to pace themselves if they're going to try to, uh, work toward, um, a Microsoft MVP. But it really is about, um, helping others, teaching others and being involved. Um, now from the Cohesity side, I do see a lot of benefits to both. Um, one kinda supports the other and vice versa. Cohesity's doing a lot of really spectacular things in the Microsoft space as a partner. Um, specifically it really, um, is a nice relationship. Um, we have a lot of products that support like Azure stack. We just announced this week for example. Um, we're in the office three 65 space protecting data there and, um, traditional Azure backflow, uh, backups as well. >>Yeah. So Theresa, I, I'd love if you could bring us inside the community a bit more. So, you know, this show has been around for decades, wasn't called ignite back in the day. It was tech ed. Uh, but you know, one of the things that was highlighted in the keynote is community and the future of jobs in the citizen developer. Uh, and moving people from, you know, they might've been four, been, you know, configuring their, a server to run email in their office. And today I'll office three 65 takes care of a lot of that. So bring us through as to how the community's helping. Introducing new people as well as the people that have been here for a while. Helping them learn new skills and uh, be ready for the, the, you know, cloud, AI, you know, world that we live in today. >>Yeah. The community around office three 65 is pretty amazing. I get to network and be involved with some pretty spectacular people in that space. Um, there are some podcasts that people can definitely check out. There's always new writing that happens that covers the various angles of what people need to learn to make sure they're successful. And, um, you know, it, it really is pretty tight knit group, um, to be a part of. There've been so many new product announcements and new developments that they're being announced here. What are you most interested in? What are you most excited about in terms of getting it in front of your customers? So from the Cohesity side, there's two different angles that I'm really interested in getting in front of the customers. Um, one being the office three 65 piece exchange online and one drive specifically and how data protection can get them to that next level. I'm also, uh, very excited to talk to companies about, um, a tool we have called cloud spin that will help them take advantage of 2008 servers end of life. They can, um, Microsoft has a nice program that will allow customers to stick with their 2008 servers if they go to the cloud and we can help them get there, um, as well as protecting their Azure workloads. >>Yeah. Up to Theresa, bring us inside the, the customers today we all talk about cloud journeys and what they're doing. Uh, what's going well, uh, you know, what, what, what are some of the challenges that they have day to day and, uh, the, the type of activities that they do at a show like here, uh, to, to help further their businesses. >>Yeah. Enterprises, I think the long term is going to be hybrid. Everybody's going to be maintaining some level of on-prem as well as cloud. And so with that in mind, you really need, um, I'm gonna put my Cohesity hat back on here. You really do need a solution that can support you in both areas, from a single location. Um, if you try to piece it together, you're, you're not going to have a single solution to manage everything. You're going to have kind of a confusing a mess at the end of the day. So having a single solution to help support that hybrid journey is a big deal. >>Yeah, no, I think you bring up a great point as a, you know, customers went when they move to SAS, when they moved to public cloud, you know, data protection security are even more important than they were when I had it in the four walls of my, my data center. Uh, so having a solution that can span those environments, uh, and companies like Cohesity are doing that. We're actually, uh, in, in our analysis this morning, we talked about Microsoft in many ways, uh, in the announcements that they're making this week, uh, is putting out their vision for how they think it should be. Uh, and uh, well Microsoft has positions in all of the, all of the environments that we know that there's work that we all need to do to make that hybrid environment of today and tomorrow even better. >>One other thing I'd like to add to that is I think a lot of enterprises assume when they go to the cloud that their data is just protected. And so I like to really call out the differentiation between what, what a cloud provider like Microsoft offers and your corporate data. At the end of the day, your corporate data is your corporate data. If you're attacked by ransomware, if there's not a backup of some form or a copy of that data, then you may not ever be able to recover it. And so, um, cloud companies like Microsoft are really great at making sure you have disaster recovery and high availability. Um, companies like Cohesity help with the backup, the point in time backup that protects your data for the long run. I mean, what you just described with companies not even realizing, just assuming that once they're in the cloud, everything is safe and secure. >>Is, would you describe companies as naive to, to what the cloud can offer? I mean, how would you, how, how are companies thinking about this and approaching this particularly when it becomes, when it comes to those, those disasters? Right. I certainly don't think companies are naive. I think we don't know what we don't know. Right. And I think sometimes too, like I've talked to even enterprise peers, people that I've, I've worked with in the past that you think you have the most secure system ever and stuff just happens. Things happen. And so backup and recovery in an ad in a way becomes an insurance policy. Even you'll, you may not ever need it, but if you do, you'll be glad you had it. >>Teresa, one of the things that socked into Dell spent a lot of time this morning talking about was trust. So talk a little bit about the relationship customers have with Microsoft. You know, Microsoft is in a great resurgence, uh, under Satya Nadella, uh, went from a company that most of us didn't spend much time talking to, uh, to now. Microsoft is once again a front and center for, for the people that have been, you know, in the trenches working with that D did they have a different relationship with Microsoft today to, does the word trust resonate with you and your peers when they think about Microsoft? >>It absolutely does resonate. Things have changed a lot since Satya has, has stepped in. I absolutely do trust what they're doing and I think a lot of companies do, uh, where they're growing pains as part of that process. Absolutely. Did it take time? Absolutely. But yes, I do see a lot of enterprise customers trusting what Microsoft is doing and what does that mean? I mean, what, so what, so how does that manifest itself at a time where there is deep distrust and skepticism toward a lot of big technology companies? How do you think that that that trust is, is, is enabling Microsoft to go from strength to strength? I find them to be a very transparent company. I think when they're, there have been issues in the past, they've always been very forthcoming about it and transparency does go a long way for the customer. Plus, I've seen a lot of stability out of the products, um, and a lot of enhancements and improvements across the board that also, um, create that trust that companies want. >>Theresa, you're going be doing some speaking this week for people that don't have the chance to, to see it in person. It gives a little taste of what a, you'll be sharing with everyone at the show here. >>Yeah, absolutely. So I have three theater sessions this week, one of which we'll cover it burnout. I brought in a panel of some Microsoft MVPs from around the world. I wanted that global perspective and we're going to really kind of hammer through what people are facing, but also how they can avoid burnout. So that's one of them. The second one that I'm doing is a Cohesity sponsored session, but I actually take on a subject matter expert approach in that session where I talk about backup and recovery from an office three 65 and Azure perspective, what Microsoft offers and some of the challenges that I see companies needing to consider if they move forward with those native options. And then I'll talk a little bit about Cohesity in that session where I'll cover more. We may be able to help if, um, some of those challenges are concerning to customers. >>And then the third session that I'm doing is my MVP session on exchange online security where I'll dive into exchange online protection and advanced threat protection. >> So I'd love to talk about the first session because it just sounds so interesting. I mean this is the time and it's extremely tight job market. Everyone's being asked to do more with less. There's a lot of industries that face burnout and stress. What is, what are the special challenges that it industry workers face, would you say? So I'm gonna step back a few years in my career I did go through burnout and I think that for me, and I think this will, will correlate and translate to probably what others feeling burnout are going through is one, I didn't even realize I was burned out when I was burned out. That's one issue. But stepping back when I finally realized it, cause I knew I needed a change, I took the leap, I made a change looking back. >>Um, I didn't take lunch breaks. I didn't take long enough vacations. And how I start my day makes a big difference. I work out every morning, even if it's just a light jog, I'm taking time for me. Every day has really gone a long way, um, to how I feel, which not only benefits me and my quality of life, it benefits my employer as well. So that's kind of my nutshell version of what I'm, what I think some of we'll talk about what are the tools that Microsoft is introducing or reintroducing as Microsoft teams. And it has a lot of those time management, uh, attributes and characteristics to it. Some of the, the email reminders and one if there's one, uh, element that will not, if you want to write an email to a colleague, it will say, wait, let's make sure this person is actually not working right now. >>It's 10 o'clock at night. Why don't we send it the next morning at seven 30. So it's waiting for them when they, they get debt that get in. How, how much do you think Microsoft is thinking about these things? Tech burnout, stress, uh, employee satisfaction in terms of the way they are. They're bringing this humanity to the tools that they're putting out there. So I think the tools say a lot for that already, but you bring it, you bring up a good point. And actually one of the things I've noticed from some of the Microsoft employees, and I haven't quite done it yet, but I'm very tempted to, you'll see in a lot of their email signatures that, you know, even though they have sent that email, maybe they didn't wait til the person's working at seven 30 in the morning, but they understand that everybody has different working hours. It's okay to wait, cause you're right, that can be a stressor too. If you don't know when to disconnect and you're checking email all night long and email could drag you right into work when you're not expecting. So it's a great point. Great. Well Theresa, thank you so much for coming on the cube. It was a pleasure tapping you on. Thank you so much for having me. I'm Rebecca Knight for Stu Miniman. Stay tuned for more of the cubes live coverage of Microsoft ignite.

>> live from San Francisco, celebrating 10 years of high tech coverage. It's the Cube covering Veum, World 2019 brought to you by IBM Wear and its ecosystem partners. >> Welcome back. This is The Cube. Live at VM World, 2019 times. Too many men with my co host Justin Warren, David Dante, John Ferrier. John Wall's John Troyer. Like a certain founding fonder, Alexander Hamilton, the Cube is going non stop coverage for the three days Habito. Welcome back to our program. Two of our Cube alumni's Lynn Lucas, who is the chief marketing officer of Cohee City. And she's brought along John White, who is the chief innovation officer at Expedient. Thank you both for joining us. >> Happy to be here. Happy 10 year anniversary to the cute >> Well, thank you so much. And you know, so many people we've known over the years. Actually, the first time I met John wait was I believe in this whole, you know, at VM World, you know, talk about what's going on. Eso You know, I always love talking to the service riders because it's been going through just a massive transformation, you know, all along on you, John, you've got a different title Since the last time I interviewed you, You been involved in the strategy You and I have gone toe cloud shows together and some of the other things they're so bring us up to speed as to, you know, expedient here at the show. And, uh, what brings you here with cohesive? >> Yes. Oh, yeah, thanks to your right. But I think it's probably five or six years ago. Maybe I asked too. You said, Hey, what do you know about the service provider community? Cause I wanted to kind of educate you because it was something that's been fairly new and expedience been in that industry for a long time. We were mainly in infrastructure of the service provider, man. The service providers are rounding on all that I t. Stuff that people need and ah, this VM world is a huge one for us. Last year we launched Enterprise Cloud, which is a product based on VM. Where's full softer to find stack And that was something we wanted to go to market with to give an alternative people, When you say Hey, I need to go to the cloud and you realize that okay. I really can't just take my APS and lift and shift and go there. There's another place for you that's a little a little more familiar. And as we see 20,000 people know VM were obviously that air here. So that's usually what what's usually happening in the Enterprise. So we're talking with those folks, and so we would launch that platform. We thought about everything differently. We were running virtualization since, 06 of seven, and we wanted to change everything back up platforms as well as needing things like scale out now, as were necessity at that point. So this VM worlds are coming out because we had, ah, release that last year. And now we have a lot of good customers to talk about on that platform. 12 months later. >> Yeah, well, Lynn, first of all, congratulations because, you know, I know John sits on customer counsels for some of these events. I've dug into a bunch of the networking pieces with him and actually was, you know, we spent a bunch of years. We went to a bunch of shows together and he was looking at the some of the various vendors and a bunch of the new startups and cohesive E is the one that you know really stepped up provided the solution that he was looking for. So it's been interesting to hear service fighters. You were usually the first ones that companies were talking to. But bring brings the cohesive story there. >> Yeah, and so were a super pleased and honored to have expedient working with Cohee City. And John has been instrumental in really providing a lot of direction to us on what his needs are and how to make the product even better for for him and the service provider community, it's a huge part of our go to market strategy. We believe that with the massive growth in the interest in hybrid and Justus John was saying, There's so many customers that really aren't equipped to deal with How do I move to ah hybrid cloud strategy, whether that before compliance reasons, whether that be geographical reasons under you've seen them all. And so this is something where we feel really thrilled to have the, um, where's cloud partner of the Year working with us and to help serve customers with the expedient enterprise Cloud platform. >> Congratulations on that team. And right when we first met five years ago Public cloud for VM wear And for most of the service bodies, it was the enemy, all right. It's like, Oh, my gosh. There, you know, you went toe Amazon reinvent and create a little bit of partnership. So give us the update on hybrid. What that means and how solutions like, Oh, he city, you know, help you provide services to your customer. >> Yeah, it's funny you mentioned. I mean, that's you would ask me, What are you doing here? What are you doing here? Because it was going out doing this research, seeing where the market was on containers on adoption of Claude practices. So we wanted to make sure that we were very open with all the different solutions that are out there. And that's been our strategy from the from the start. So building enterprise cloud was one thing we need to do to come to market with a platform like everybody else. But multi cloud is really where we have focused. And it's funny. I mean, when I when I first started coming to the M world, it was very product centric, you know, you had this product, you could do X with it. And here's the return that you would get at it. And when you're coming to the emerald now it's more about platforms. And that's really what I found most interesting with Cohee City when I first met Mohit, probably two and 1/2 3 years ago, was that he was focusing on the platform of data management. And that's really what the problem was. It wasn't now, specifically, it wasn't data protection. Specifically, it was What all can you do with that with that data management? And we're You know, we're spending a ton of time with Cohee City on. We were building multi Tennessee with them to them, be able to support that. And that's what we're delivering on now. So it's it's it's the scale out now's it's ah, data protection. And then we're taking those service is and then putting him in eight of us in azure or wherever it might be because it doesn't matter to us, because long term we want to care about the long term I t care and feeding and focus on that as our value prop instead of just actually which silo >> it lives in. Yeah, and right from the very beginning, I remember speaking to Kohei City very, very early on when it just sort of come out of stealth. And it was baked into into the product the idea of data management that it was going to be much more, much more than just data protection. So, what are you seeing now that we have a lot of years of product development has clearly gone into it since we first looked at it then. But what are you seeing? Customers using the platform for here in 2019? >> Well, we started a little bit more unique than most other customers. I think we talked about this, you know, throughout CO e city. And we actually started on a scale out now's platform s. So we have one of our clients homes dot com who? They're with us this week because they have a really interesting you. No need for this type of enterprise. Cloud there with us and they're talking about all the different benefits they received out. And they started actually with on the file side of things homes dot com, real estate, online real estate. So I think you know about how many images and how many fouls you have out there. We have 2.6 billion images right now running on the cohesive platform. That was 2.6 billion and a 30% annual growth rate. Yes. So the numbers are crazy. You can't put those on any other traditional now, as that's out there. Uh, so we used a he city first to get started there, and then the backups really were the icing on the cake. So last October, we built We started going out the Nats platform to handle those images. And if you actually go to homes dot com right now, it's being served fully out Enterprise cloud from a container and virtual machine layer and then on the back end from Cohee City. And they were using that to protect it as well. >> And I think that if I add on to that is really a testament to the, you know, the foundation that mo it built, which is a true distributed file system, Google like, in that sense. And I think correct me if I'm wrong, John. But you know, you then also saw while that benefit of a platform approach and not another silo for the backup and having co he city help solve the challenges for both files as well as data protection and then maybe one day in the future. Looking at some of the things that we're doing now that we're doing more security on running APS and things like that on the platform as that may be an extension for you, >> Yeah, that's that's definitely a big focus of our effort, the global d duplication that you get with CO he city. When you add all those files in all the different customers, we have all the different virtue machines. Ah, the ratios were hitting or just insane. And it's something we decided as a service provider that we we said, OK, this technology, we actually want to give that benefit back to the customer. And so when somebody buys data stores from us on the data production, they buy what they're actually consuming on the disk. So you could have 100 terabytes in all of your V EMS. If you only need one terabyte, that's all you're buying from us. And that's a lot of the power of that platform that we get with cohesive. >> Yeah. So, John, wanna help? They want you to help us understand the nuance of something. We're platform? Yeah. Has a little bit of new Monsanto. Little bit, a little loaded thing. GM was the platform. Cohesive is a platform. You use both of them. So just help us understand how cohesive Ian Veum wear and all those things that they go together. They're not, you know, competing against each other in as your architectural Or are they? They're >> not competing there two layers, In my opinion, where you have your primary stores really living in and the M R and secondary storage is everything else on Cohee City. Ah, what? The nice thing is, they did a lot of cool things to kind of marry the two together. Um, one of the one of the tools that we're using Aesthetic ahi city is called Instant on or instant Restore a Virtue machines so we can actually spin up a virtual machine almost instantaneously. It lives on the Coast City platform. Once it's rehydrated, then does a storage the emotion automatically into the V, m or environment. So we're able to do migration or if we had, You know, we have a bad ransomware attack and we need to restore 100 V EMS within a few minutes. We can instantly bring those back up in the cohesive platform and then move them to a production virtual environment once it's done. And that's something that we weren't able to do with our existing vendor. And that was something we needed to actually go and focus on because being in the healthcare space being in the compliance space, that's that's a big problem for us. >> Yeah, just add, I think that, um Vienna, where is clearly one of our most important partners. The very first area that mo it developed was data protection, for I am where, I would say, well north of 70 75% of our customers are protecting their Veum, where environments We have a very large customer that's protecting over 18,000 V EMS on Cohee City. So with the certifications that we have with V. C. D. And with the integrations, as you've mentioned with of you realize it's it's really it's a partnership. Andi think we're adding a lot of value to the customers that are building on V. M. where is >> very complimentary for sure. >> Yeah, it's been interesting that to see how customers choosing to go with a platform like like expedient because, as you mentioned earlier, stewed like five years ago, Cloud was the enemy. And but we're being told that on a public card is gonna take everything, and it's just gonna own all of the environment where is now? In 2019 we found that the story is actually much more complicated than that. Some of us probably believe that at the time I put my hand up is one of those that customers actually needed to live in multiple places. It's not a story of or it's a story of end, so you do need to be ableto have something which can work well with others on the same way we've got. We've got co, he's ity and V M. Where is it? Well, they're not really competing with each other. They work better together and particularly as customers scale, we find my any any kind of enterprise customer is header a genius, so you have to have solutions that give them options and that work together well with you have to play nicely with others. >> I think that's exactly right. And part of what we've done is built a software to find solution and to also give John expedient flexibility. How do you want to deploy for your customers? The solution. Is it in the, uh, the hyper scaler? Is it Hello, somewhere? Is that your own cloud? And so that's part of the advantage. I think all in one solution that then you can give your customers some flexibility as well as to how they want to consume the service as well. >> Absolutely meaning the flexibility And you mentioned software only, and are, you know, software or suffer to find that was something that was big for us. When we're looking for partnerships, we have a standardized hardware build that we want to use. And that was all built on Del. And it was something that, you know, we were able to work with obesity to get that standardized so we can continue to roll out. Excuse that we were most comfortable with. And they could just have the software layer on top. >> Yeah. So you've managed to do this successfully. You're going really well. Yeah. What's next? >> Well, um you know we have, you know, So in we ordered in October of last year. Right now we have six petabytes online enrolling. So that's that's great. You know, that's that's good to see. That's going to continue to grow at a pretty rapid rate. Data is something that obviously, we all know is never gonna shrink on. We're gonna continue to grow that with new customer acquisitions, and that's everything where we want to continue to go with this, Uh, this product specifically is on the data management side. The things that they're doing in Helios to start to get understanding and awareness in value out of that data that's sitting there is really, really important and exciting for us in the future. We deal what tonic compliance PC idea says hip. And we want to make sure that the data that we're storing inside of there will be compliant by those. So being able to write an application to see if the credit card numbers in a file or in a database by using the cozy platform that we brought us value. Same thing goes with a lot of the ransomware protection they're doing. So if you see a foul that gets encrypted, then I know. Okay, I have a problem. I better go look at that and give me a time stamped, Actually. Go on, restore from instead of actually trying toe, you know, pick around. And hopefully I find it when it before it was encrypted. So we're really excited about those opportunities is the future and seeing what data management can just bring to it. >> Well, Lynn, always a pleasure to catch up with you. Thank you so much for joining us again. And John, my friend, this is your six time on the program, actually gonna have a celebration in New England in a little over unveil for, ah, six s o right in New England. So for Justin Warren, I'm stupid him in. We love talking about sports here, and, uh, yeah, the Cuban way have the Niners and the Patriots for the team there. But as always, Thank you for watching the cue

>> live from San Francisco, celebrating 10 years of high tech coverage. It's the Cube covering Veum World 2019 brought to you by VM Wear and its ecosystem partners. >> Welcome back. We're here at V Emerald 2019 in the lobby of Mosconi north, back in San Francisco, where it all began. 10th year of the Cube covering VM world. I'm stupid and my co host is John Troyer. Expensive time working for Vienna, where he's been doing the kid with us now for over three years. It was Veum world that we brought in the first time. >> I believe I was working with you on the other side. That that here >> absolutely and welcoming. First back to the program. One of our cube alumni, Rawlinson Rivera, who's the CTO of the global field at Cohesive E. Thanks for joining us again. My pleasure, man. Always excited when we get to talk to Ah, customer is a customer and a service provider. Brock Marie, who's the chief technologist at? Whoa, >> Correct. Thanks for having. >> All right. So we're gonna get Tau Whoa in a second, cause really want to dig in an interesting name? I'm sure you guys have some fun with that, I would hope. But Rawlinson, first of all, you know Veum world always big celebration back in San Francisco celebration. But 10 years of the Cube to you know, what's it all mean to you? >> Amazing. The fact that I've been here a couple of times now it's great. It's a good, great way to put a stamp on my existence. He would be able to >> Yeah, you know, amazing ecosystem and lots of ah ah, as we said, we just had Jerry chain on. It's the deviant where? Mafia. I'm sitting here with two former VM where employees do so even when they've left their still tight with a lot of going on there. All right, Brock, you've been to this event Ah, a few times before we get into Whoa, Just tell us, You know, what does the world mean to you? >> Soviet world is obviously it's a huge networking event. You get Thio not only see your peers, but also other players in the industries and be able to evaluate their products and see what they have. >> All right, so tell us a little bit about Whoa. >> So what dot com was founded in 2013 we ah, tout ourselves as a cyber secure cloud platform. Ah, we've done more than just stand up TVM where bits for hosting we've actually integrated some threat protection and some network defense items. Uh, around that infrastructure. >> All right, give us a little bit of the Brett. You know, how many locations? Verticality. All that kind of. >> So our headquarters is in Hollywood, Florida. We have a data center presence in Miami, a data center presence in Grand Rapids, Michigan, and one and switch LV in Las Vegas. So that gives us coverage over the United States. All >> right, I've toward one of those facilities. You probably amazing facility. So, uh, >> yeah, well, can you tell us a little bit about what was business? And I'm in particular interested in being a service provider in 2019 right? A lot of noise about the big public clouds. But as the folks here at B M, where no, there's trillions of dollars flowing through a nightie ecosystem that, you know, some of it's going to the public cloud. But there's lots of need for service providers. Providing specialty service's or hands on service is or I'm kind of curious. What is your business? What is your business and like, how does it intersect with data, Which is where we're getting to hear? >> Yeah, absolutely. So with our focus on compliance, that's really one of the major differentiators from us with the hyper scale Er's or the Big three is a lot of people like to call them, um that gives us the ability also to tune and make sure that their workloads are precise and running the way that they want with the security models around them. Uh, plus, it's the you know you got, you could reach out and you can contact us. We pick up the phone, we support all of our customers. Uh, we love to go above and beyond and make sure that they're happy. So we want to kind of give them that that boutique type feel and be able to provide. The service is out. >> We're talking verticals like, >> yes. Oh, health care is a big one. Obviously, um and then there's, you know, huge requirements around that for data protection and ah, data isolation and so forth. Um and also, you know, on the cyber security side, cyber scan the new release from these guys is something that we're definitely foaming at the mouth to get at it. Something that we're ready to put into play because it's it's a value, add back to our customers and having their product in that position gives us an advantage, >> right? Rawlinson. He teed you up. But you know, in general, you know, we know where cohesive He has played in the enterprise on what's been happening. A lot of the environment gives a little bit of the landscape for the service providers and where cohesively plays. We know that that's you know, it's been a great no only customer, but almost a channel for many technology in the space for a number of years. Well, you >> know, we have our own sort of like division within the Coast, just with sports writer of market. What we doing, we're enabling them to provide their customers with the value that we gave our enterprise customers already so opening up more than just the backup, right? So one of the things that rock mentioned is this new capability. Have a performing scans for vulnerability scans within the systems. When have you ever been able to do that on something that just sits there and it's just an insurance policy in the past. Now we can give you the ability to provide your customers ability to look into their data whether there have a vulnerability or not in place and tell him before they do it. Did you want to restore this? You wanna protect it with X amount of vulnerabilities. You want to fix it before you do it, And that kind of level of service is being provided. It delivers in immense value to customers everywhere. All >> right, So is this the first product that uses a few city or have you been using other >> s? So we obviously we dove in headfirst with data protection? Um, our previous data protection product wasn't living up to, ah, up to its claims. And that sparked us to go out and start looking at other vendors. And it actually happened at the end world. A few years ago, I came across Cohesive E, uh, worked with their guys. We did a POC. Um, we attacked some of our major pain points right off the bat, and cohesive handled it without any problems. >> I'm kind of curious. So we're talking about a second secondary storage platform. You know, uh, backup is is a use of it, But once you live in the world now we don't. We still put something, the things on tape, but okay, the bits are live there on a disk somewhere, and back them up. So as an example of this for the security scans, some of this ransomware stuff can lie dormant for months before turning on. So it's not a matter of like, Oh, I've just restored the backup from last week. You may have to go search through the all your your your checkpoints. Right. So that's an example of how having a secondary storage platform really enables a lot of security. So that's my with my understanding. Several out, maybe. Tee you up. Can you talk about data? The secondary storage data platform in general And security is one aspect. Data protection is another. I don't know. >> I mean, that's right. Yeah. The thing about what we do is that we as a data management platform, which was kind of getting falling into that there's many fastest to managing with data. We started with the data protection piece. Now we adding other value to the areas which is just pointed out. There's a lot of dark data that you don't get to see because of description of silos, and >> I >> don't really use that Now. We have the ability to provide that value that everyone else on the service provider business can leverage because now they have. Like you said, I have to go look through all these different generations of that protection job that I'm doing now. We do that instantaneous. We do that at the core. So now you're able to identify and report on that and be able to correct it before you have to go through that process, which is which is incredible. Now, if that's on the data protection side, we also have the ability of using. You can use cohesive as a file if they want to do that. Now we're talking to live information that can access the same suite of capability and tools, are there and can report the same way. >> Yeah, if I can add to that to one of the one of the really cool features that I that I like that Cohee City does is when you're using filer service is and things like that. You still have the ability to protect that data as well. So you can replicate those snapshots out to other locations and so forth. So ah, we found that was, ah, pretty good benefit for us. We have a configuration management platform that we ended up putting amount on one of those servers, and we want to protect that in our other location. And this is our own internal operations. So we leverage the platform is well, we protect that data by replicating into another Geo >> Brock. Connect the dots for us. We understand us pain points. But what is this colucci city solutions that you're using mean for your ultimate end user customers >> Confidence, That's, you know, knowing that when that backup report comes in and hits their inbox, that all of those jobs are gonna be successful. And ultimately, what that turns into is when they need that data back, they need to restore it. It's going to be there for them, all right? >> Anything you'd add about the impact on the customers when you're working with service providers, any kind of broader discussion of the service writers. >> I mean, it's great the things that we do because now we're not only typically we enable our enterprise customers to do this. Now we're neighbors and our service providers to enable their customers to do that as well. And you know what? We just we just in the background. It's their business, right? They're the ones who are providing the service, making a service for for the customer based on what they need. And it is good for us to kind of enable that and let them do what they need to. They would just make money, make money, protect their money and make more money. >> Brock, I'm kind of curious you and your your customers, right? A lot of talking vigil, transformation at agility. We've all gotta make money. We've all gotta move fast, and I'm guessing you know it again. In an ecosystem where there are very big players and very small players, part of you still have to move fast, and your customers expect you to be delivering News Service's and reliable service is et cetera. Can you maybe just talk a little bit about kind of what your customers are looking for? Uh, you know how the relationship goes with, Maybe with a with a provider like like you have a team And will he see building healthy? You know, how fast can you turn on the service is how fast is that ramp up in? Maybe with the >> Sure so. And it's funny because I've actually been having some other conversations on how we can improve the existing workflow. Ah, but the workflow has been, uh, not, um, we've had to re architect a couple of network items to be able to, ah, to facilitate external backups. For example, being a service provider, I don't just back up the EMS within my environment. I backup PM's in customers environments as well. So laying the foundation to be ableto have these. Ah, these units replicate between each other, eases that path and and again it comes down to revenue. The faster I can get that box coming in, the faster that I can realize revenue on the product. >> A lot of discussion in this show about some of the future things you know, the emerging, where is talking about container ization and building communities into Evie's fear, talking about their multi cloud connectivity that they're having. I know the City's got a strong play partnering with all the public cloud environment. Give us look out as toe. How does that impact your business? Where do you see that going from your roadmap standpoint? >> Absolutely. So, uh, with with the cohesive platform, especially with the, uh, the big three hyper scale er's, for example, we're actually looking at a way to put our long term storage out on that out on those service is we'll keep our short term storage internal or on Prem wherever the customers scenario might be. But we want to leverage that that long term storage so that we don't have to manage that data over a seven year period. We do manage it. We'll ever do your guys tools to be able to do it, but it's in a hyper scaler. I don't need to worry about it. >> And to add to that were also as a Zvi, Ammar moves alone and catches on the wave of the Cuban. Any journalist after we also do that already so we can actually provide protection of name spaces for for the kubernetes environment, something you'll start seeing, you'll see we released very soon. So we already given the short stories provides the ability to compete with the hyper scale is providing those newer cloud Native service is they need to be. You have available for them to know we're gonna make that would enable that for everyone. Still haven't we would offer it universal. >> Well, actually, that that brings up a question Brock hour in terms of being cloud native. Either you, you guys spending up more service is more cloud native APS or your customers. And I'm not sure if they're building off if they're bringing off the shelf APS to you or if they're building custom maps. I mean, where do you see the evolution of this hole field in terms of Dev Ops and Cloud Native? >> Definitely. So Cloud Native is ah, is a very interesting architecture play, especially with the micro service's and dynamically building machines on the fly. And things like that is very, very exciting. Very intriguing. Um, our workloads tend to be more traditional vm type workloads. Uh, I have been having conversations with customers, technical groups. Hey, you guys should start looking at Micro service. Is this is something you guys can improve your guys. Your service delivery with um, we haven't gotten there yet. We're using some container service is internally for our own operations, but externally, we're still trying to, you know, part of the digital transformation. Work with your customers to provide them >> solutions. All right, Brock, when you know one of the things we come to this show, we always get. Okay, great. Here's where we are today. Here's where we going tomorrow. Usually have a wish list, you know, we know service fighters. Yes. If you could make it a little cheaper, you know, we need to be able to pass those margins, you know, down to our customer. What? What's on your wish list? What would make you know your company's life easier? >> Ah, well, cohesive. He's done a very good job of that already, so ah, again, you know, having confidence in your backups and being able to sleep at night is definitely huge. Um, so on my wish list, I like the direction they're going with the integration and, ah, lot of the workbench products and so forth. Honestly, I don't have a ton of wish list. I'm more sitting back watching what these guys are gonna come out with because cyber scans, one that actually came out of left field for me. And, um, this >> is awesome. What I think is interesting about these these architecture is that there are this this app layer that they that they're now introducing that Yes, there's kubernetes there, but it's a lot of APS. Data service is that are very close to the data. I don't know what What do you guys have in store? What are you talking about here at the show in terms of new service is because it's now you just containerized it. You, Doc, arise it and stick it in your thing and your your plane. And it's there on the on the device that >> the focus for us has basically continue to deliver value on the platform that people only thought it was data protection. It's way more than that. He has he comes availability scanners being one of them, but also opening the platform for customers and cell service providers. You know what you need. You know what service? If you need to create a developed for what you need to do, do it and put it on us. Do not move the date away from where where is safely stored, located, bring the application to it. That eliminates risks of, you know, data leakage and all these kinds of things that you have a secure, centralized, scalable everything you want. It's all in place. >> Yeah, I think it's a great point. You know, when when the company first came out, it's like, Okay, well, here's the product at the day. But Mohit is building a platform that is his history, and that's not what he's doing. And I know that's what excited a lot of people in the early days. And as you said, your data management platform now. So we know we're now actually are, at least at the early stages of where the company is going with the overall solution. >> Your moments very methodical. He decided to go one way, one thing at a time, right? We're not a Swiss army knife. We're not gonna Well, the ocean we come out, we master the one thing that was the most painful so far. Data protection. We fixed back up, and now we're going to give you the rest of what you get from the platform after we master that. All >> right? I want to give you the final words. You've been going through this journey now for a few years when you talk to your peers, What advice would you give than anything you've learned along the way? Is that all? It's great, But boy, I wish I could have shortcut. Certain things were, you know, planned something a little bit different. You know what learning is gonna share? >> Eso definitely plant plan your deployments. You know, there's there's some new features and new items that are coming out. But, you know, again, one of the great things about you he city you have a virtual ization of the E series. Go in there and break it on the V E Siri's and then deployed on your hardware. >> All right, >> Brock and Rawlinson Thank you so much for joining us. Appreciate all the updates and congratulations on the progress we've been making for John Troyer. Arms to Minuteman. Back with lots more coverage at the midpoint of three days. Walter Wall coverage two sets 10th Year of the Cube at VM World 2019. Thanks as always, for watching

>> live from San Francisco, celebrating 10 years of high tech coverage. It's the Cube covering Veum World 2019. Brought to you by VM Wear and its ecosystem partners. >> Welcome back, everyone. Live Cube Live coverage here in San Francisco, California in the Mosconi North lobby for V Emerald 2019 tapes our 10th year covering with some great guest, three days of wall to wall coverage that an amazing signorina Rob Salmon is the president CEO of Cohee City. Dave Solo, presidency of the Special Olympics Northern California. Thanks for coming on. Thanks to spend the time. Thanks for doing. Set the table. Why we hear what we're talking about. What's the purpose here? I know I wouldn't want to set it up more >> absolutely. I've been involved with Special Olympics for several years now. When former company Netapp Matt Thompson over Adobe called me and said, We got this high tech challenge. Dr. We've never sold it out. We want it. We want to get more companies involved when you help out, and the answer was absolutely and that led to David asking me to be on the board. So I've been involved with David, the team for an awful long time. KOHI City When I joined the company, some of the folks there knew of my involvement is that we'd like to start participating as well, which has led to what we're doing here. Of'em World >> David Talk about Special Olympics Quick mission for sure about the folks that might not given update for sure. >> John Yes, so Special Olympics enriches the lives of children, adults with intellectual disabilities. And so, in our footprint in Northern California, with serve over 23,000 athletes ages eight above and it's it's it's interesting. There's a lot of misconceptions people will say to me That's a great event that you do every four years And they referring the World Games, especially its world games, where athletes from all over the world get a common compete. But locally, through the state programs, hundreds of competitions happen a each and every year. And in Northern California we have, or 400 competitions per year in 14 different sports provides a wonderful ray of opportunities for athletes to demonstrate what what they can do when given the opportunity >> to do so. Talk about the community of aspect of it because I think What's interesting is what's on TV and what's in the mainstream press. It's more reach people that can be known for that. But it's deeper than as you point out. But >> talk about the >> community aspect. Got volunteers, people, individuals involved. Yeah, but the makeup of the network? No, it's an incredible network. >> I think we've really brought in an expanded our reach over the last 10 years. It used to be well known primarily for sports programming. So now we have inclusive education and health programs. We're able to bring together people with and without intellectual disabilities through those mediums. So if I'd resource is to schools an education and they run special Olympics programming during the school day. So educators wanna have us because we're improving school clamp campuses, reducing bowling, enhancing social emotional learning. And so the work that we're doing is so so critical with that community, then the area health. We have inclusive health. So now we got health and medical crypt, uh, professionals that are now providing health screenings for athletes. So some of the younger volunteers that we get that they're wanting to make a career in the medical field they're exposed to our population, right? And so they learn more about their specific health needs. So it's really about changing people's attitudes. And so this community of supporters volunteers, health professionals, education, Really. Our goal is to change people's attitudes fundamentally worldwide about people with intellectual disabilities and really kind of produce inclusive mindsets. We call it really promote understanding. >> If I may. I I really think what David and his team does and folks of sports Special Olympics around the world, they're dying. Changing attitudes are changing lives, lives of the athletes, lives of the people that work with the athletes, lives of the families. If you go to these events and there's something special, there are a lot of fun. And when you get involved and you see it, it definitely touches your heart and you realize we could be doing so much more. We could be doing so much more. >> I'm struck by you. Clearly, there's a passion thread here, and your background is really interesting to me because you're an accomplished student athlete, played football on and then you started a career in nonprofit right away, and now Rob, he was somebody would have hired right. It was like the perfect student athlete. You know, magna cum laude. I want this guy on my team. My hard driving says that How did you get into this? And described the background of that >> know for sure, sewn with nonprofit work. I kind of kind of started out. I was working for Boys and Girls Clubs of America, raising money to go to grad school, to be a history professor of all things. And so I got involved with the Boys and Girls Club with special Olympics. When the opportunity came, what was what was unique about it? It's really about how sports changes people's lives. Growing up, my father left me when I was 10 years old, and so was my coaches. They were the ones that really wasn't for them. I don't know that I would be here today, so they really took an active role in my life. So I've been very passion. I believe sports is a catalyst for social change, changed my life and provide an opportunity for me to be successful. And so that's what I want to help get back to our after. And it's also so. It's interesting is it's also proves that takes a village, you know, in these experiences changes lives. I think this is the big story, and it points to that. The sports is one element of other things. Health care. So you start getting connected in this is where the magic happens. This is the key. Yeah, some of the stories that wherever just phenomenal. I think society focuses on what our athletes can't do and dwells on the disability. We don't do that. So what? We're passionate about showcasing what they can do and having our volunteer, you know, certified train coaches work with our athletes to really help them get to the next level so they could be successful not only on the field, but off the field. So I mean, I got to get involved. Talk about the virtual. You're in Northern California. That's your territory, your area. But people, how they get involved, they wanna be share some no points of touch. Yeah, for sure. So a couple key points to touch would be number one. We have over 20,000 volunteers in our footprints, so we have a tremendous need for volunteers both globally and here locally, with Special Olympics, Northern California number two is from a donor standpoint. So everything that we do for athletes is completely free. And we're able to do that because the support of our community partners, our corporate partners like, Oh, he city, you know, individual supporters foundations were able to do that because of themselves. You know, either someone could go to the global website Special Olympics dot order come to W w dot s, O N C dot or for Northern California. We're always looking for volunteers, donor's community supporters, and we're also looking for board members, particularly from the tech sector. Senior executives in the tech sector. Justin, you stay channel lies for the people involved that also includes the people who volunteered. I'm sure people that want to make a difference whether you're thinking of senior approach, rather urine or your employees who want to give back so tell about the lives changing impact there because this is a corporate angle here that's not doesn't it's not for profit thing. It's a four good thing. >> Oh, this is for a good thing, and the thing I did to that is, and we touched briefly on Boys and Girls Clubs of America. These are all great organizations. I know Patton is key note. This morning, touched on giving back. This is an opportunity. Well, we're all blessed. We should give back. But the whole notion of getting more involved in touching lives I'll start with my two boys. They went to summer games and U C Davis three or four years ago. Now both of her good runners and they had some other kids on the high school team go with them. They were incredibly impressed. They had a lot of fun. A little banter with the athletes. Newsome, Bath, please. Out there there, Let's talk your heart. The gun goes off for the start, and they're already you get the arms up, curing away, and there's others incredibly talented athletes as well. It's so it just opened your eyes of what is possible. You're the one thing I touch on Is self esteem matters for every one of us, whether you have a disability or not, whether you're young or my age, it matters for someone to tell you that you are good. You are really worthy. Your hard work is paying off. You see these athletes when they finish the race or accomplished something that couldn't be more proud going to these events it will want. You will want to get involved. That's what typically happens. >> It sounds like you do coverages gonna be making its way to these events. Actually, wait, are fully got this part in the NHL MLB, NFL Masters golf tournaments. We have to get a pro circuit going on here way. Wonderful. Yeah. Hey, this is a really great cause. Any final thoughts again, back for people who want to get involved in the North California group. What? What can you offer people? No, I think we offer people a tangible way, especially when we think of the tech sector. And we think of the, you know, the employees and the millennials and hands on way for people to come out to our regional competitions and actually engage with our athletes and volunteer and be hands on and actually see where your money goes. You know, see, see that it's something tangible and you're helping provide that venue for athletes to be successful. One of things I didn't mention that we're really proud of. So we have a way of athletes are college students. We have athletes that are full time employees. Married couples, >> Um, >> and then we have a published poet. But last couple months we have an athlete that passed the bar exam who is now going to be a practicing attorney on. So that's really shows that you know, one of the things that you guys are hitting on here, Rob, I know you guys do a lot with your company. You guys even donating one of your tech sessions for a survey that John Troyer's team did around. Check burnout. People get it and even my kids to go to the high school In a lot of high schools like this now, where people get stressed out of the weirdest things, >> This is the kind >> of thing that getting involved in these community events like this really could help everybody. She allowed a little bit, Really. Take a load off, work with people, see the connection, see the impact. It's a burnout tactic option. It's also a way to relieve some stress. Feel >> good about it. >> The employees of Cohee City, when they came to me and said they want to get more evolved, they didn't do it because of me, they did it because they're excited about working with Special Olympics and they're beaming. Means some of the athletes 11 9 with a bunch of athletes going the baseball game tonight, Hamilton tomorrow night, their families as well. We couldn't be more excited, But I agree with you. You look at all the stresses in our lives, and I think this notion of what you do, who you do with how you give back is really, really important. I think that gives back piece, I think more of us allowing employees to do that, helping our children and school understand truly important the value. Um, is this absolutely >> You guys are making a great point because we've both been involved in youth sports all our lives, and it's kind of become twisted where you've got kids needs and parents needs and the parents trying to meet him in the middle, and that's not the way it should be. Your initiatives, I mean, it underscores what it's really all about. Self esteem, having fun, supporting your teammates and the broader community. >> But they stay well and compete and win two that they're in there. See some of those players. I mean, they're >> hard. I've seen some hard core competition, no doubt. But how well do they start? So >> eight years always started eight. And we have an athlete that's 81 that participates in watching. >> So okay, so appropriate. But the reason I miss it because, you know, having studied this allowed it. It's like 12 years old is the crossover point where people start to get crazy. And if you start before then, in other words Oh, this kid is nine. But he's not that good. Who could tell what a nine year old Michael Jordan got cut from his freshman basketball team? So it just goes to show you. So I think that that again, the values that you guys air promoting our worthy thanks >> me feel better about what we're doing. A cohesive it really does. Thank you for doing this. Being able to put two things I'm really passionate about together. Ah, this is pretty special for me. And I think my it around our founder and the rest of the company. And in David and team, they just do a fantastic job. I just wanna make sure we keep building on it. >> Congratulations. Great to get the word out. Congratulations. All your hard work. Awesome Cube coverage live in San Francisco. We back with more after this short break.

(upbeat music) >> Announcer: From our studios in the heart of Silicon Valley, Palo Alto, California, this is a CUBE Conversation. >> Hello everyone, welcome to this CUBE Conversation here in Palo Alto, California at theCUBE studios. I'm John Furrier, host of theCUBE. We're here for a special conversation with Michael Letschin who's the Director of Technical Advocacy at Cohesity, and John Troyer, Chief Reckoner at TechReckoning, also does a CUBE host, co-host's with us some events, certainly VMworld. Guys welcome to this conversation. >> Thank you. >> The title is Work-Life Balance: Is It Really That Simple? A topic that Cohesity, you guys are donating your session at VMworld on, to kind of give back and share data around, really an important issue, around work which is burnout, you know mental stability. There's always been a stigma, but that stigma now people are recognizing that, hey, you know what? if you need to take some time off, why not? >> Exactly. People are just getting just completely overworked at this point in IT. So we really talked about it about it and we thought it was a good thing to do something different than standard for tech companies nowadays sometimes. >> John, you and I have talked off-camera with The CUBE sets around the old IT adage, 'Do more with less!' Almost like banging people hard to do, and squeeze more profits out of it. You guys, VMware, certainly. When you were there, you had virtualization changed the game on the server landscape. But the old IT, they work hard. There's a lot of technical people working hard, and they're asked to do so many different things. And now as careers start to change, more pressure. >> Right, right. We're in a 24/7 world. The cloud is there. IT only really only gets noticed sometimes when things go wrong, and that's kind of a resume generating event. So people in our society, I think, there's a lot of pressure. >> So, tell about the session. I know it's a teaser, I wouldn't want to reveal too many cards here on the video, but what's going to be talked about in the session? What's the topic? What's some of the data? >> Well, we did a survey, we didn't even really promote it very much, out for IT professionals. We got 360 responses from IT professionals all over the world: North America, Europe, and beyond, from, ya know, people doing cabling in data centers, all the way to CEO's of companies, talking about IT burnout. And about what they're feeling, what they're experiencing, what symptoms they're having. And burnout is really not just being tired. Right, we think, ugh, I didn't get enough sleep, I'm burnt out. It is really a psychological disconnection from your work, from your purpose, from your coworkers. It's a feeling, I don't want to do this. It's really an F-U moment. Excuse me. [Laughing] >> You can, we're digital, you can say that. We have no FTC to worry about. Yeah, but this is important. I mean, people do want to do the good job, and we hear all this stuff, oh, 'admission driven companies,' but at the end of the day, if the work environment is not going to be conducive to people feeling good about themselves or being, ya know, kind of together, that's just huge. >> Exactly, and I think there's something to be said about getting that time. Not just enjoying what you're doing every day, but to keep doing that, sometimes you have to get away from that. And, I think that's a lot of what we found when we did the survey was people weren't always seeing that they could get away from it. They really felt pretty pressured to stay in. And sometimes it wasn't just from their management, either. We saw a lot of people that came back with comments even that some of the issues they had were, the community actually kind of pushed them into, they need to do more, they need to be out in the community. So, they were doing their day job, and now I've still got to do more, still got to go out and do more blogging, and I've got to do more training, I've got to do more certifications. Is it really helping your career? Is it helping your life? Is it helping your family? >> Work-Life balance has always been a topic, and you mentioned the community. Also, you add open source to that, too. There's more pressure there. That's like its own company. So you have the work-life balance, what are some of the pressure points you guys see? 'Cause I know living in Silicon valley, for me personally, the past 20 years, I know people personally, as well as stories from friends. This huge burnout, as entrepreneurs, CEO's, start up founders, they burn out a lot, there's failure involved, and you see depression and mental illness become a big topic, people are talking about it. And it's out in the open now, it's not hidden, it's not one those things. What's the IT equivalent, what's going on in the world that you guys have uncovered in the survey? >> Well, certainly some pretty similar, a lot of it is hours worked, right? You're on call a lot, you're traveling a lot. Pressures get worse as you get higher in the organization. We in the survey, we just saw, there's a lot of science to say you shouldn't be working more than 40 hours a week, 50 hours a week, once you get over that you're actual overall work productivity plummets. And we saw a lot both in Europe and the U.S., people work not only more than 40 hours a week, but outside of business hours as well. And they are even connected on vacation. >> And, interestingly, a lot of them weren't because they had to. Like, it wasn't, they were oncall or a shift job. So, you kind of expect, you're going to work weird hours. If you're an early on help desk person, you're on call, you have that two weekends a month, or whatever, you kind of expect that it's kind of the norm. But a lot of these people are management, director level, VP level, that are still working all these extra hours and are working 40, 50, 60 hours a week, and feel like that's what they have to do. >> And often they don't feel like they're in control. So, even the executives, so it's a normal, right, if you're, again, if you're an individual contributor, a lot of stuff is out of your control, if you're a middle manager. But even the folks who are senior said 'I don't feel like I can control my work.' And that seems to be a big part of psychological fulfillment that you need to have the strength to keep, you know, to keep working hard every day. >> And the digital tools make us more connected, it's only compounds that I think. Because, you could be at the sideline of your kids soccer event or sport, you're still checking your email, still the distractions of the screen are there. >> Well, I think that was something, one of the things that came out of it was the number of people that do not disconnect, and are on 24/7, with their personal and their work, especially in North America, was incredibly high on it. You get into Europe, it was a pretty significant difference. Pretty much across the board, I think it was like 85% stay connected on their personal and everything 24/7. >> Instagram, Facebook... >> People aren't giving up their Instagram or their Facebook when they're on vacation. But, they definitely for work side, I mean we saw 70-80% of people that were still somewhat connected for, even when, especially in North America, whether it was just their email, or they check their email once a day. And that's if they even took the vacations, cause that was something that I thought was pretty shocking on how little people took vacation. I mean, I just saw another study that just came out the other day, that there was somewhere like, 270 billion dollars worth of vacation hours wasted last year in the U.S. >> Yeah >> You mean not used up? >> Not used. I think it was 270 billion, I think was the number I saw. Which is an absurd number of days off that people aren't using. >> It's a fascinating topic, and I think it's one of these cutting-edge societal challenges of the tech industry, needs to kind of put on the table. Because, you think about all the stuff we talk about in these conferences like DevOps. You automate away the heavy lifting, the undifferentiated heavy lifting. In life, you see that same kind of potential, I mean, if you can, if we can be more creative, you're seeing projects being more project based, less hourly work. So, is the working changing, does IT shift, what do you guys see there, what's the survey, is there any anecdotal data, or data around, how the types of jobs are changing? Is there more flex time, is there more project basis, more team oriented? Is there any shifts in, kind of, what you're seeing there? >> Well, in the survey we asked about are people talking about it at work? And are there programs? Are people acknowledging that this is happening? And for the most part people aren't really talking about it. I think there is more automation as we grow our data centers up and our cloud, but I don't see people, it just means people are doing more, which is where we started they're doing more with less. >> Well I do know that one of the things that we often see, from my previous shop as well as for here, with Cohesity it's the simplicity of what we can do, does tend to make those projects and those jobs easier, so it frees up some of that time that we weren't getting otherwise. I think, kind of going back, you mentioned a comment about the start up founders, and how quickly they burn out in Silicon Valley. I think it's not just the CEO, the people look at it and they see a startup founder and they think it's the CEO and the three people, but in all reality, if you're a startup that's 50 people and below, you're probably doing just as much time and you have that commit, like, it feels personal to you. I mean, it did to me. And I know for sure when I started at Nexenta, when it was pretty small when we there and as we grew, but also man, I felt some ownership in it. Which meant I did more, and I did more. I definitely got to a point where I was burnt out, I was very much burnt out and it became very obvious. I ended up on a, I hate to say it's a bender, but I was definitely on a bender for a nice long week for a vacation. >> Well, startups are kind of addicting but also so is the dopamine effect with digital and also work. Is there anything that you guys gleaned out of the surveys that were potential solutions to the problem on burnout? Were there any kind of unsolicited [Laughs], like, you know, this needs to change, was there any kind of obvious mandate that came out of the survey? >> So, I think there was some definites on management needs to be more prescriptive. That, that chaos is a big issue. If people don't know what they are there for and what they're doing it's a big issue on it. There was a lot of things about mindfulness, surprised we got quite a few comments on you just have to find that time to step away. There is going to be a little giveaway that I'm not going to give away at the session yet. But so if they are at the session, we have a little giveaway to help people with the mindfulness. >> What time is the session? What day? Where do they find the location? >> So it's on Wednesday at VMworld at 12:30. The location, I actually don't know the room yet because I don't think VMware has told us the room yet. >> Well, VMware World is moving back to Moscone from Vegas after the reconstruction is done out in San Francisco, so that's new. So check the location for the session Wednesday at 12:30. Any other burn out characteristics that we missed that you could share that's important? >> Well, I think the prescriptive thing, the management being more prescriptive is important. Taking, actually taking vacation. Unlimited vacation in some ways can backfire against you, because people don't take it, they don't have their two weeks. You know, the other thing is, I think, just, management has to build in enough profit to let people take some time off. >> It's an HR planning challenge too. >> Yes >> Did work at home come out at all on the survey? People working at home did that come into play? >> So I think it came more into play around the travel side of things than it did the work from home. We did see some interesting things on the travel, it seemed like if you did not travel at all those people tend to get burnt out at a higher rate. The people that travel all the time, really were pretty low on the ones that felt like they were getting burnt out. >> They were numb, they didn't know they were burnt out. >> I mean it could be because they didn't have the life part of the work-life balance, because they were always on a plane, I know that feeling, but I try to find the time. >> Yeah, people who work hard always have a spouse 'hey get off the computer,' or you know, there's paying attention to the things that are right in front of you like family for instance comes up a lot, that I see. >> Connecting to your purpose, whether that's your family purpose or your work purpose was a big part of it. Being able to kind of split your attention that way or get your attention back. >> Well, thanks for doing the survey, and that's a great service to the industry that Cohesity is doing, to use the session up rather than plugging the company's products and gear, to give back. >> Really I think it's super important for companies to have that social responsibility on it. And I think it's, it was a pleasure for me and our team to be able to talk to management and to be able to say, 'this makes sense,' and them agree. Which I don't think there's a lot of companies out there will, so I'm super excited to be able to have it. >> When you start getting the therapy going let me know I'll be the first customer. I need all the help I can get, everyone knows that here. Burnout's tough, it's an important issue to be talked about, and there shouldn't be a stigma associated with it. People can perform best if they are rested. That's well proven. So, congratulations on a great survey. While I've got you guys here I want to get your thoughts on VMworld 2019, it's theCUBE's 10th year covering it. John, you were working at VMWare, running the community, social media, podcasting, blogging, tweeting. >> Laughs: Some of those, yeah. >> When we there for the first year, you were there from the beginning, you've been with us the whole time, I want to personally thank you for being part of our journey, it's been great. A lot's changed in ten years and if you look back at the industry, two acquisitions today by VMWare, Paul Maritz took over the helm that year in 2010 from Diane Greene, laid out essentially Cloud, although it kind of didn't happen the way they thought it would happen, but, guys what's your take on ten years looking back at VMworld? What's the big moments of good, bad, and the ugly? >> To me, VMworld has been a great connecting point for the community. I don't think there has been another community and another network that has grown nearly like VM, where has done and what has happened with it. And VMworld's been a big part of that, I mean it was, whether it was VMworld in one part of the year and Partner Exchange in the other half, but it was that chance to actually see all those people that you talk to so often. I think it's been a world of difference for me. I think I've missed the first one, I think, is all I, maybe the first two. >> Yeah. >> If I remember right? So I've been at pretty much all of them along the way, but it's been unbelievable what VMworld has done for technology on making other companies realize how much bringing the network, your community together, really matters. >> The community piece, John, I want to give thoughts, was to me my observation in the past ten years has been, resiliency comes up, all the different changes in the landscape that we've seen, from the early days of theCUBE, now, to now, much different world. But you look at some of the things, the v0dgeball, the vBrownBags, the vundergrounds, all these things that were organic. VMworlds community when they find something that's good they double down on it, it hangs around, it doesn't really go away, you've got all these cool things happening. >> Well that's the secret of bringing people together both as a community of practice around their professional activity and raising the bar in their profession, their domain, and all that other good stuff happens. I think there's definitely some Vschool and PhD case studies to be written about the value of relationships and trust and ecosystem within VMware. Sure, Microsoft exists, there's other conversations going on in technology. But I think VMWare's is particularly interesting. I wanted to say though, from ten years, I mean ten years ago there was a lot of talk about private cloud, and true cloud, and all that sort of stuff, and you guys handle that at Wikibon, and SiliconANGLE, and theCUBE. But, the funny thing is now there's still a conversation going on around how dumb multicloud is and hybrid cloud is for this certain set of people. On the flip side there's trillions of dollars, much of whom is showing up, will be showing up in San Francisco next week. Trillions of dollars of business, you know, this year, solving real world problems today and not being such a pure architecturally or, I don't know, it just seems like, it's just, I'm just mystified that there's still all this multicloud is bad conversation. >> Well I think you brought up a point. The survey we were just talking about really kind of highlights what is becoming a thousand flower blooming kind of enablement happening. The societal challenges that are out there are being solved by software. And if you look at the focus this year of applications, microservices, it's really an application conversation. And it's so much that the infrastructure has to enable that, so finally, maybe this next ten years will be not about the under pinnings. >> So you're saying the next ten won't be the year of VDI? >> Laughing: I think that already kind of happened didn't it? >> It's a huge success, it's called the internet, right, smartphones. Good stuff guys. Thanks for coming on, appreciate it, good survey. >> Thanks for having us. >> Thank you. >> John, thanks for coming on. A special CUBE conversation here previewing VMworld 2019 and the survey that they are talking about on Wednesday at 12:30 looking at burn out, check it out, by Cohesity, and John Troyer, TechReckoning, great survey. It's theCUBE, CUBE Conversation, I'm John Furrier, thanks for watching. [upbeat music]