from the silicon angle media office in Boston Massachusetts it's the queue now here's your host Stu minimun hi I'm Stu minimun and this is a special cube conversation from our Boston area studio following up from the Cronus global cyber summit it happened recently down in Miami Beach Florida John Fourier was a host there you can always go to the cube net to get all of the content here happy to welcome to the program first I've got Pat Hurley who's the vice president and general manager of Americas for a Cronus and joining him as one of his partners Jason Nolan who's the vice president of business development at S Castle both you locally-based thank you so much for joining us great to be here thanks for having us - all right so Pat why don't we start with you we talked a little bit earlier with William tall about some of the announcements give us some of the things and that specifically might be it'd be important to to the partners like Jason well first of all was a fantastic event was our inaugural cyber summit we had great attendance from our partners and getting a lot of feedback about the content that was there actually Jason was one of our panel speakers we got a lot of very positive feedback there as well fantastic event for us the the food was even great so we enjoyed that it was on Miami Beach fantastic location so from our side we thought was a very successful event now the biggest challenge we will have is making even that much better next year yeah did you get the stone crab while you were down there Jason who is unbelievable huh yeah so you were out the show you got to sit on some panels you know you were feeling the energy it was great to interact for the audience and kind of hear the questions that they had and the excitement and the energy around the messaging was really really powerful all right so bring us a little bit into the solutions how are they benefiting you know all of your partners absolutely so for those of you guys who don't know really who Acronis does a lot of people know us really as a backup company from back in the day maybe consumer backup maybe small medium-sized business on-premise backup solutions we've completely transformed the company over the last few years and how we talk about cyber protection which is the combination of cybersecurity and and and data protection we frame that in some tenants that we call sabes so safety accessibility privacy authenticity and security we take those solutions delivering the partners like as cast so that they can then wrap additional services around their customer base to increase the ARPU that they're getting there increase the margin that they're collecting from their customers and obviously deliver an end-to-end complete cyber protection solution all right so Jason you're here is the voice of the customer so as Castle what are your customers telling you and how does that resonate with them so for our customers data protection has always been important they've had to address the number one rule is never lose the data and with the cyber threats today always changing they're not sure what to do so they turn to us as their service provider to help guide them through you know to make sure that they're not one of the next companies on the news and it's nice as a service provider to be able to combine those those services and products with a vendor like a Cronus so that we can provide more value we can strengthen relationships and not have 300 vendors that we have to work with all right my understanding you spend a lot of time with the financial institutions absolutely they don't want to be the next one you know on the front page of the paper in the news on the radio and the like so anything specifically for them that that's worth calling out so I think with the financial services companies having the ability to protect their data their portfolio that they hold you know so important to their business they don't want anyone to have access to that and if any of their so they have to meet the requirements of the investors they have to meet the requirements of the financial institutions and make sure that they're following all of the different guidelines and depending on which markets are in what countries are in they all have different data sovereignty rules they have to deal with gdpr and so there's a lot of different areas that they need to navigate and so they as castle as a service provider we help them understand you know and kind of build that in as a standard and that's what we've done with the Cronus is we've built in the data protection strategy and now we can look at adding in the cybersecurity components to our portfolio to help give them that comprehensive suite and then I you can imagine how it takes a lot of different solutions to pack those together to provide an end band solution for their customers I think one of the beauties of recurrence is that we allow you to provide multiple services in a single pane of glass so you get a lot of very smart people on your team that have to manage multiple solutions what we try to provide is that single opportunity that single solution they learn one thing where they can be backup disaster recovery secure files things are all in one platform allow them to kind of minimize the number of solutions they need to be experts on to provide their customers the highest level service all right Jason security is a very much a multi-faceted you know ever-growing landscape out there tell us how is castle partners with the Cronus and how it fits into your your overall services so our partnership with the Cronus first started with data protection it was one of the first solutions that we were able to find that was able to fit every use case so as a platform as a service provider we're supporting on-premise legacy equipment our hosted VMware cloud infrastructure multi-tenant and infrastructure as your every flavor of cloud services you could imagine because we want the customer to have the solution that fits their needs the best and what we were looking for and a Cronus was able to provide for us was one platform of data protection that was able to be universal across all the different use cases so that's where it starts as a foundation always protecting the data always having a backup in multiple locations and all of our data centers worldwide and now to be able to layer on top of that some of the cybersecurity components in one single pane of glass is only going to allow us to give a better level of service to our customers and Panna I expect that a lot of stuff that we talked about with the financial services translate to many other industries yeah I mean the of the day data's data right and you could talk about different verticals how they use that data the other day it's all about protecting the data making sure your data is secure making sure you have an authentic copy of your data making sure that everything is secure so for us you know we we are known as a backup company but backup is kind of going away you need a more complete solution so one of the things that all these guide bad bad doers out they're doing is they're really trying to go after your backups and trying to lock them down because they understand that that's a first place you're gonna go to try to recover from a ransomware attack our solutions are based on artificial intelligence allowing the machine learning capabilities within our solutions to detect those from from the beginning from to prevent our customers from a zero-day attack so that you're not relying on that one backup to make sure your infrastructure can get back up and running you know and Jason maybe just frame for us the relationship between you and your customers and security you hear everything from you know certain cloud providers are like you know well you know we're like your landlord you know you made her lock your doors and take care of all that stuff and others are more you know hey we're gonna you know really go belly to belly with you and make sure that we've done everything bulletproof with you but what do you hear these days and what we're hearing from the customers is that they're looking to everyone is looking to migrate either start their cloud strategy if they haven't if they've been you know behind the curve if they've had a cloud strategy they were looking to increase we've actually had some customers want to maybe come out of the hyperscale as already so there's a lot of different use cases a lot of different journeys that the customers run and I think helping them navigate so what we've been able to do is as part of our services is wrap around the different cloud services a layer of security at each component so there's that perimeter network the you know there's all of the firewalls next-gen firewalls are now are a requirement they're no longer optional mobile devices endpoint protection network security fishing spearfishing user education there's so many different things that that their own employees need to be aware of that they never had to worry about before and it's it's almost you know like 20 years ago when disaster recovery emerged on the market cybersecurity now is front and center and if you're not paying attention to it at some point it's gonna come up and bite them so we're working with our customers to make sure they never have to deal with that yeah and I think an important part of that it's no longer just the data center right it's all those edge devices right we live in a very connect world data is transferred across multiple devices every day so there's different points where there's a vulnerability that could be identified and you can't just rely on an end user to make sure that they're protecting me well and especially if I know when I was having the earlier conversation with William we're talking about the smbs you know you know if the enterprise I've got my C so and I've got my team and I'm gonna work on that if I'm the SMB well it might be a generalist that security is under the bucket of all the other things that they need to do and therefore they're going to need to turn to their platforms and their partners to help them with a lot of this I mean to say they go to the IT guy right who say well he resolves everything at the end of the day enterprises have big budgets to spend on the stuff I heard something for the analysts reports that you know they're talking about high-level guy at Bank America so what's your budget for cybersecurity I have a budget that ever needs to be spent we're gonna spend on that to make sure that our customers data is secure what we really try to do is package lot of that stuff together to make it affordable complete secure for any customers no I absolutely think most of your customers don't have the billions of dollars to be able to say that they've at least done what they needed to do to make sure that they've they've done all they can so Jason I'll give you the final word first and Pat for you know things that you took away from the show and bring in to your customers so a in the panel discussion we had at the show we were asked to talk about different experiences as a service provider and one of the things that was really important for us that came from the audience was you know what does it take to switch how do you select your vendors and I think what's often overlooked by service riders is the cost of choosing a vendor and what we mean by that is if we were to choose the wrong vendor there is a huge cost of operations to switch from one vendor to the other where you're taking a very limited resource pool of the people on the operations team that are usually focused on on boarding new customers servicing the existing customer base generating revenue who now have to go to non revenue operations just to make that heavy-lift of a transition so picking the partnership with the Kronus was really important to us we made that change and it's been the best decision we've ever made yeah just to piggyback off of that we're not someone that our partners right so we considered as Castle be very strong channel partner of ours they give us reach into that mm custer community the other day they're really the experts we're providing some technology they can rely upon upon to provide a secure complete solution for their customers but that was really the key takeaway for me as you're able to interact face-to-face with your partners directly you're able to hear some of the pain points that they deal with on a daily basis it's not over email so I don't know phone calling on a zoom or WebEx you know you're talking face-to-face these guys understand those real-time problems and working toward solutions together at one big event so that's been fantastic we hope to double attendance for the next event and bring even more partners into the fold pen Jason thank you so much for sharing your takeaways from the Acronis global cybersecurity summit I'm Stu Mittleman and thanks as always for watching the cute

>>from Miami Beach, Florida It's the Q covering a Cronus Global Cyber Summit 2019. Brought to you by a Cronus. >>Welcome back with Cubes Coverage here for two days at the Cronus Global Cyber Sum of 2019. I'm John Courier, Post keeper in Miami Beach at the Fontainebleau Hotel, and I am here with the CEO and chairman of Cronus SP Sergei, known as SP. >>Yeah, joining that, that's fine. It's fine. >>So your inaugural event of the Global Cyber Summit What you're what you're feeling so far like it's >>very good to have exceeded the expectations. In terms of a dangerous with high quality audience. Everything is organized quite well. It's our first event of a kind. It's a first marks a transformation of the company from being data protection company to be decided protection company from the application company to be a platform. >>Talk about the vision and we're how you got here. Because again, the market's changing cloud computing, Internet of things, more threats than ever before data seems to be at the center of all this. >>Don't think about the team in terms of data, will look at 18 terms of foreclose, so workload could be day to put the application for the system. We also look at the team, not from the standpoint large passed him a small fast mark, but from the standpoint off and point, like your computer right here on the table or a mobile device from step with authority, which is a large that the center of a gentle price. Or it is a cloud like Amazon, like Google, like Microsoft. And from the standpoint of something in the middle, which we call EJ, and it's growing very rapidly, that's a small data center. That more door is that a small office that's also specialized vacations, like practically my hospital, like a railway station like restaurants. Like any retail location where you actually have specialized computers. Detective Lee servers running the infrastructure, for example. Every Starbucks location is actually 12 and those computers edge and then point. Need protection, need complete protection. And our mission is to provide a complete protection from the standpoint of safety, accessibility, privacy, authenticity of security that something which will go for any of us. >>You know, I think your divisions right on. In fact, when you think about data protection, my observation is it was because of disruption and operations. Somehow an event happened. Hurricane flood the operation of destructive. They gotta roll back and get the snapshots and bring it back. But security is now causing a disruption. I think you guys are honing in on with disruptions coming from a security vector way. Official mechanisms have to change a little bit. That seems a bit your success here with. >>I think we look at this holistically way, don't see really different, so safe its accessibility, privacy of authenticity and security. A love. This vectors are a problem, you know, perhaps authenticity. He's not yet visible as march, and privacy is new, So privacy is not the bad guys. You know, it's a good guys, guys. It's maybe yours. Employees. Maybe your partner. Or maybe maybe it's your customer. One. You don't want to see the information about somebody else and so alone. This is a threat, and you really don't want your infrastructure to be damage to your business to yourself. Unintentional damage. If you want to break something, you better break it, wasting your decision and you better be able to roll back so you know it comes from data protection, but it goes to security and privacy and authenticity. All of this together is important for defensive your idea. Infrastructure is functional and old times controlled by you. >>In your opinion, has ransomware provided a wake up call to I t around this area? Because that seems to be a theme. A lot with Ransomware. People realize that they're stuck highlights >>a problem somewhere is an interesting trend. I wouldn't really be happy about Ransomware around somewhere is a scene. So we help people to be protected against run somewhere. But that doesn't mean we like Ransomware. So yeah, >>extortion. Not really. Well, like, yeah, you're the one being extorted. >>Nice. But it's one of the wake up calls in reality again. It comes from all the directions. I think Ransomware is just very, very easy to understand. >>People can see and understand it. Explain You mentioned s a P A s. What does that explain that acronym? What does it mean? What's the vision behind >>Sabba says is safe Accessibility, privacy else intensity and security combined in a single product. That's what it means. It means that you know, don't lose in using everything is accessible at all times with the right people have access and you can control the access. Nothing is mortified in such ways that you don't know it was modified and no bad guys can break into your tea or into your date or NT applications >>you mentioned. The platform platforms are well known concept and computer science and certainly the Internet. You've seen great successes with platforms, enable something. How would you describe the enablement that comes from Cronus platform, Cyber platform. >>I think it comes back to what you start at the waist. There is a lot of new friends and part of this new Frances. The world for a while maybe 20 years ago looked like the world which is consolidating. And you can one vendor which provide solutions to watch majority of problems. Which was Michael, right? So you remember 1999. It looked like pretty much everybody is gonna use windows. Mark is not going to be there. Microsoft was making some inroads in Mobile was in C and so on and so forth. Well, now the water is consolidating. You have thousands of different types of workers. You have different systems. You have different applications. You have different cloud applications. You need to protect them in a very different way. That's another thing you need to integrate a lot about. You cannot do it all. So we opened our applications and our black from certain parties. Was event like this toe actually build on top of the platform to provide the functionality, which we don't >>You say that word system a few times, and I think this is interesting platform validation systems Thinking is like an operating system. It's a lot of consequences and systems The old system that seems that systems thinking is back in in the front lines of I t and technology because you got a cloud you got on premises, you got I ot way networks. It's a system, and so realistically thinking about it's interesting. Do you think people are getting their are you get the right thing to do? I think like a system >>wear simple people in a Cronus. We look at the world and we don't see anything but data by zeros and ones way don't look it everywhere, and I don't see anything but more clothes and these workers they could be in the cloud that could be on prayer. Music would be a partner location. It could be on your mobile device. It could be the whole device apart with. And we also see the world in terms of partners. And from our point of view, you know, it's it's was that people realize that, you know, people have idea needs to work on their partners to help him. So if I did, that work can do, innit? They cannot call their friends. They can communicate is a relative word possible head of the world. And so what we provide is a protection to make sure that it works a full time, no matter what is a possible challenge. >>That's me. Thank you for taking the time to answer some questions. I want to get one final question to you. News today Opening AP Eyes up Trading Developer network and a portal New New things. What's your message to the folks that want developing on your platform? What's the guiding principles with what's the simple value proposition of why I'm a developer? I wouldn't want to work on The Cronus is Global Platform >>so way might look relatively small. We're only 1.5000 people and we're only several $100 million. They were growing very rapidly. We have 6000 partners who can sell your products, and this number is going. Read it after you have 30,007 years. And so you have also a lot of data on the management. Five exabytes of data on the management and this amount of it is growing very rapidly. If you build applications for protection of this data, this number of workloads, this number off partners to sell it, you can sell your products successfully. Ultimately, for developers, it's It's about doing something which makes money and doing something which makes sense. And with our partner network, with our workload and they reach, they get to make sense and they get to make money. >>And it's a hot area. Cyber protection of a new Category Emerging out of the old data protection If you had to describe someone, the old waivers of the New way data protection the old way. Cyber Protection New Way. What's the difference between the two? >>Well, the difference is that includes security, privacy management, know sadistic management in one package. The difference is that it's designed to work in the world which is in parenting secure. It designed to work in the world where if you connect a network, you don't trust this network. And so if you have a cyber protection application cyber protection car where it has to be protected itself, that's >>thank you. Come on. Cue and taking the time out of your busy schedule to talk to us. Thank you. Very welcome. Appreciate it to give coverage here in Miami Beach across Global Cyber 7 2019 I'm John. Four year. Thanks for watching two days of coverage here. Be right back.

>>From Miami beach, Florida. It's the cube covering a Cronus global cyber summit 2019. Brought to you by Acronis. >>So Ron, welcome back to the keeps coverage of kronas cyber global cyber summit 2019. I'm John furrier here in Miami beach. Our next guest is Pat Hurley, vice president, general manager of the Americas in sales and customer relationships. Get Debbie Juan. Hey, thanks for having me. Welcome to Miami beach. Lovely place to have an event. So I hear ya. You got a lot of competition going on between the U S America's in the AMIA teens and it's very competitive group. >> The European team is very confident. I think we'll show them tomorrow what we're made of. We've been recruited very hard for some players that are Latin American. I think we'll show them a finger too. You've got a big soccer story there. We do. Yeah. We've, uh, we've got a few sports partnerships that we have across the globe. Uh, some of the first partnerships we had were actually within formula one. >>And we really try to correlate the story of the importance of, uh, data protection and cyber protection in the sporting industry because a lot of people don't think about the amount of data that's actually being generated in the space. A formula one car generates between, you know, two and three terabyte through three gigabytes of data on every lap, tons of telemetry devices that are kicked, collecting information from the car, from the road service, from the, the general environment. They're taking that data and then sending it back to the headquarter, analyzing it and making very small improvements to the car to make sure that they can qualify faster, run a faster lap, make the right type of angle into a turn, uh, which can really differentiate them from being, you know, first, second, third, 10th in a qualifying session. On the soccer side. We do have some partnerships with uh, arsenal, Manchester city, inter Milan, and we just signed a partnership as well with Liverpool. >>So we are very popping in that space here in the U S we have some other sports that we're big fans of. I'm personally a big Boston red Sox fan, being a Boston native and we do have a sports partnership with the red Sox, which has been an unbelievable partnership with them. And learning more about the use cases that they solve and using our technology has been really cool. >> You know, Patty, you bring up the sports thing and we were kidding before we on camera around the trading, you know how people do sports deals and they trade, you know, merchandise for consumer benefit or customer benefits. But really what is happening is sports teams encapsulate really the digital transformation in a nutshell because most sports franchises are, have been traditionally behind. But now with the consumerization of it and digital can go back to 2007 since the mobile phone. >>Really, I mean it's iPhone. Yeah. Since that time, sports and capsulates every aspect of it, consumer business fan experience. And it really has every, every, almost every element of what we see now as a global IOT problem opportunity. So it really encapsulates the use case of an integrated and and needed solution. Oh yeah, absolutely. I mean, if you think about the amount of data that's, that's out there today and the fast way that it's growing, you know, the explosion of, uh, of data in the, in the world today, sports have different unique challenges. So obviously they have large fan bases that need to be able to access the data and understand what's going on with their favorite sports teams. Um, for us it's really, you know, these technology partnerships that we have with these guys, it runs through all these different areas of, you know, in many cases we didn't really understand that they were using it for. >>So, you know, the red Sox for example, they've got Fenway park and iconic stadium, you know, the Mecca of baseball. If you haven't been there yet, I suggest all your viewers that they go and check it out, give me a call, we'll try and get you set up there. But, um, you know, the, the, the experience that the fans have there is all around their data experienced there. Right? And it's not just baseball games. It could be hockey games that Fenway park, it could be a concert that they're having. A phone buys a lot of different events. These stadiums are open year round and the ability to move, share access, protect the data in that stadium is really important to how they're functioning as an organization. We talked to their I-Team quite regularly about how they're using our solutions. They're talking about uh, different aspects of artificial intelligence, different ways they can use our products and machine learning. >>Obviously with the new solutions that we have in the market today around cybersecurity or helping them to address other challenges that they face. Um, as an organization, these are realtime challenges in their physical locations, national security issues, terrorist attacks could happen. There are venues, there are public gathering places too. Absolutely. We announced our partnership with them back in may and I was shocked to hear them on the main stage announcing that they had this great partnership with the Kronos was talking about their unique cyber security needs. They started talking about drone technology and I'm thinking, all right, a drone flies in the stadium. Maybe at breaks and it falls on a player and we're paying $20 million for one of these pitchers to be out there on the Hill or an interest, a fan or maybe they're collecting some video data to then share it out. >>And that's red Sox IP. No, they're talking about cybersecurity threats in the sense that a drone, a remotely controlled device could come in and lightened incendiary device in the, in the stadium and that to them as a real security server. And that's frontline for the it guys. That's what keeps them up at night. Yeah. And that's really an attack take time. Oh yeah, absolutely. What are the use cases that are coming out of some of your customers, cause you guys have a unique integrated solution with a platform as an end to end component too. You have a holistic view on data, which is interesting and unique. People are kind of figuring this out, but you guys are ahead of the game. What are some of the use cases that you've seen in the field with customers that highlight the benefits of taking a holistic view of the data? >>Yeah, absolutely. So we look at it as kind of backups dead, right? We have, we've combined the old world of backup and disaster recovery with the new world of cybersecurity and we combine that to a term we're calling cyber protection because it really requires an end to end solution and a lot of different things need to be working properly to prevent these attacks from happening. Uh, you need to be very proactive in how you're going about that. We address it with what we call 'em, the Kronos cyber platform. And what this is, is a unique, multi-tiered multi-tenant offering that's designed specifically for service providers. We have just under 6,000 servers, providers actively selling our cyber protection solutions today and they use this for are for a multiple different aspects. And usually the beachhead has something like backup. Every company needs backup. It's more of a commodity type solutions, a lot of different players in the game out there, but they take it a step further, use that same backup technology to then do disaster recovery. >>They can do files, they can share, they can do monitoring. We have notary solutions based on blockchain technologies. Now, this whole suite of cybersecurity solutions, all of this is with a single pane of glass, one platform that of a service provider can go in and work with their customers and make sure that their data is protected, make sure that their physical machines are virtual machines, they're PCs, their Macs are all protected, that data's protected, it's secure, but it's also accessible, which is an important part of you can take your data wrapping a nice bow buried a hundred feet underground, but then you can't use it, right? So you want to be able to make sure that you can actually, uh, leverage the technology there. Um, we've seen explosive growth, especially in, in my market. I think the numbers are pretty crazy. It's something like 90% of the market today in the U S has served in some capacity by a service provider. >>And this could be a small to medium size business that's served by local service fire to those really big guys that are out there. Let's on with how large your target audience, you mentioned search probably multiple times when you're out selling your target persona, your target audience, and you're trying to reach into, so we touch, everybody know, you equate it to kind of what we do with the red Sox, right? You walk into that city and the 38,000 people that, well, some of those people are just, you know, regular Joe's, right? They, they go to work every day. They have a computer at home, they have a mobile device. They probably have multiple mobile devices. We protect that for them. We call them a consumer. Slash. Prosumers. We work at a lot of very large retail organizations. If you walk into some of those shops today, you'll be able to see our software on a shelf there. >>You work with one of those tech squads where they're starting to attach services to it and you get more of a complete offering there. We then scale up a little bit further to some OEM providers. You work with companies like Honeywell and Emerson that are manufacturing devices that embed our software on there. They white label it and deliver it out. These are connected devices. You think about the, you know the, the explosion of IOT devices in the market today. We're protecting that stuff as well. We work with very large enterprises, so some of the, the major players that you see in the manufacturing space are standing up standardizing on Acronis process control process automation vendors are using our Chronis and we can deliver the solution because of the way it's so flexible in a very consumable way for them. Those enterprises can actually act as a service provider for their employees so we can actually take our technology, deploy the layer in their infrastructure where they have complete control. >>They might not want to be in an Uber cloud, they might not want to work with Chrome OS data center. They want to have and hold that data. They want to make sure it's on site. We enable that type of functionality and then the fastest growing area for us is what I hit on earlier within the service provider community. We're recruiting hundreds of service providers every quarter. We've got some great partners here. Give you an example of a service provider. You mentioned the red size, I'm assuming is that a vendor that might be working within that organization, but still it sounds like that's a supplier to the red Sox. How, how broad is that definition? It gives us many points. Yeah, it's a really good point. So we work with hosting providers. Look, can be regional hosting providers to multinational hosting providers. Some of the very big names that you've, you're probably familiar with. >>We work with, uh, we work with, uh, telco providers who work with ISV providers or sorry, ISP providers, um, kind of regional telco providers that provide a myriad of different services all the way down to your kind of local mom and pop type service providers where you've got a small business, maybe they've got 30 to 50 employees, they're servicing probably 200 to 300 customers and they want to provide a very secure, safe, easy to use complete solution to their customers. Uh, those could be focused on certain verticals so they could be focused on healthcare, financial services, construction, et cetera. Um, we have some that are very niche within like dental services or chiropractice offices, small regional doctor's offices. Uh, and the, the beauty of that, and I was getting the partners earlier, is we have partnerships with companies like ConnectWise where those are tools that service providers are using on a very daily basis. >>So essentially the platform gives you that range and that's the typical typical platform. So you have that broad horizontally scalable capability and the domain expertise either be what solution from you guys or can ISV or someone within your ecosystem is that they get that. Right? Absolutely. And that's what really differentiates us is our ability to integrate into that plat, into our platform, into their platform and make those connections. So you don't need to learn 12, 14, 15 different technologies. You've got a small suite of offerings in a single pane of glass, very easy to use, very intuitive. Um, the integrations that we have with these partners like ConnectWise, like Ingram micro, really differentiate us because what they do is they provide open API capabilities. They provide software development kits where these partners can go ahead and build it the way they want to sell it. >>You know, it's interesting when the cloud came out and as on premise has changed to a much more agile dev ops kind of mindset that forced it to think like a service provider. I think like an operating system, it's an operating environment basically. So that service provides an interesting angle and I want to get your thoughts on this because I think this is where you guys have such a unique opportunity to just integrate solution because you could get into anything and you got ISV to back that up. So I guess the question I would have is for that enterprise that's out there that's looking to refactor and replatform their entire operation, or it could be a large enterprise, it has a huge IOT opportunity or challenge or a service provider is looking at having a solution. What's the pitch that you would give me if I'm the one of those customers? >>Say, Hey Pat, what's the pitch? So you need a, you need a trusted provider that's been in the business for a number of years that understands the data protection and security markets that Kronos has that brand. We've been doing this for about 16 years. We were founded in Singapore, we're headquartered out of Switzerland and we've got a lot of really smart guys in the back room. Was building good technologies that our partners were able to use. Um, we look at it a lot of different ways. I mentioned our go to market across a lot of different verticals and a lot of different um, kind of routes for those. The way we deliver our solution. It provides the flexibility for an enterprise to a classic reseller to um, you know, a VAR or a service, right? It's delivering services. It can be delivered to those guys how they want to consume it. >>So as an example, we may work with a smaller service provider that doesn't have any colo capabilities. We provide data centers so they could have a very quick turnkey solution, allows them to get up and running with their business, selling backup within minutes to their customers. We can also work with very large enterprises where we can deliver the complete platform to them and then they have complete control over it. We sprinkle in some professional services to make sure that we're giving them the support that they need and then they're running the service for themselves. What we've really seen in terms of a trend is that a lot of these VARs, we have about 4,500 of them in North America and they're starting to look at their businesses differently. Say, I gotta adapt or die here. I gotta figure out what my next business model is. >>How am I going to be the next one that's in the news flash that says, Hey, they've been acquired, or Hey Thoma Bravo made a big investment in me. Right? They need to convert to this services business or Kronos enables that transformation to happen. I mean, I can see you guys really making money for channel partners because they want solutions. They want to touch the customer, they want to maybe add something they could bring into it or have high service gross profits around services. Absolutely. So, yeah, our solution is unique in the sense that allows partners to sell multiple offerings to, you're getting an additional layer of stickiness providing multiple solutions to a customer. You're using the same technology, so your it team is very familiar with what they're using on a daily basis. Um, you're reducing the amount of churn for your customers because you're selling so much additional there that they're really stuck with you. >>That's a good thing. Uh, and beyond that, your increasing ARPU, average revenue per user is a key metric that all of our partners are looking at. And these guys are owner operators, right? They're business owners. They're looking at the bottom line. I mean, it's interesting the operating leverage around the consistent platform just lowers, it gives them software economic model. They can get more profit over time as they make that investment look at at the end of the day, channel partners care about a couple things, money, profit and customer happiness. Absolutely. And it helps to have them want to have a lot of one offs and a lot of, you know, training, you know, anything complicated, anything confusing, anything that requires a lot of resources, they're not going to like a, it's also great to have events like this where you're able to, to press the flesh with these guys and, and being face to face and understand their real world challenges that they're dealing with on a daily basis. >>How has the sport's a solution set that you've been involved in? How has that changed the culture of Acronis? Is that, has that, has that changed as, you know, sports is fun. People love sports, they have real problems. It's a really great use case as well. How's that change the culture? It's been amazing. I, so one from a branding perspective, we are a lot more recognized, right? Um, the most important thing about these partnerships for us is that they're actually using the technology. So, you know, we've got the red Sox here with us today. We've got arsenal represented, we've got Williams, we've got Roush racing, we've got a NASCAR car back here. Um, they use our technology on a daily basis and for each one of them we solve different types of use cases. Whether it's sending them large amount of video data from an essence studio over to Fenway park, or if it's a scout out in the field that needs to send information back and their laptop crashes, how do they recover? >>A lot of these different use cases, you can call them right back to a small business owner. You don't have to be a multibillion dollar sports organization with the same challenge. Well, I'm smiling because we've been called the ESPN of tech to they bring our set. We do let the game day thing. We certainly could love to come join you in all these marquee events that you have. We'd love to have it. Yeah, so if you follow us on social, we're out there and that, that's a big part of it. You mentioned one of ours looking for what our partners looking for. They want a personal relationship too. A lot of that goes away with technology nowadays and being able to really generate that type of a, of a personal relationship. These partnerships enable that to happen and they're very anything, I don't know anything about cars. >>We started partnering with formula one. All of a sudden I know everything about 41 I go to these races. I tell everybody I don't know anything about cars and I ended up being the, the subject matter export for him over over the weekend. So we'd love to have you guys join us. We'd love all of our partners. They get more engaged in the sports aspect of it because for us, it really is something that, um, again, they're using us in real life scenarios. We're not paying to put a sticker on a car that's going 300 miles. It's not traveling as a real partnership. Exactly. Pat, congratulations on your success and good luck on people owning away the numbers. Congratulations. Thank you very much. Just the cube coverage here at the Chronis global cyber summit 2019 I'm John furry. More coverage after this short break.

>>from Miami Beach, Florida It's the >>Q covering >>a Cronus Global Cyber Summit 2019. Brought to you by a Cronus. Welcome back to the cubes coverage here in Miami Beach of the Blue Hotel. I'm John Kerry. Hosting the Cube for Cronus is global Cyber. Summit 2019. We're here with the chief marketing officer CMO Guide. Our magnet. Nora. Welcome to the Cube. Thanks for having us. And thanks for coming on. Thank you for talking to me. Not a bad venue. Miami Beach People like it here. It's got a good vibe. >>Yes, a lot of entertainment, actually. For an event perspective, having people in such a nice place is very tough because you have to keep them inside somehow. And you cannot lock their doors. So we have to have really good content. >>People are feeling good. I can see a lot of people smiling people very happy. Congratulations. Take us through the event. Why the event here? What's the main theme? What's the top story that you're telling here at the global Cyber summit? 2019? Sure. So >>way were talking about cyber protection for quite a while. And cyber protection is simple. Terms is combining data protection of cyber security because what we see is happening in the digital world is that traditional data protection, not enough anymore cannot really protect you against all of the threats that you have out there and the number of messages growing. So cyber protection super important and we're developing and selling it for quite a while. But now it is time to keep off really a big push for cyber protection because we have the products that can enable our partners, resellers, service providers, enable and customers and enterprise I t. To deliver seven protection to their work clothes. What we do here at the Summit way, announcing three major things One is a furnace cyber infrastructure, which is a secure, hyper converged infrastructure for running cyber protection. That's external port on the edge workloads because when you run something in the data center, you have the perimeter security. You can protect you with moment. You get out of the data center, you need something really secure and easy to use and also cost efficient because the number of foreclosures growing outside of data center rapidly. So we have this cyber infrastructure way prevented here. Second piece is cyber platform. Cyber is the way for any third party to customize, integrate or extend cyber protection so they can take parts and pieces and integrated into their applications, for they can integrate an application support for customers so they can expand the portfolio of solutions. So that's another picnic. It's a huge thing. No, everybody can integrate cyber protection in any solution and support any type of work. And the third thing going on here is the product, according Cyber Protect, which is basically combination off back up, just a recovery. Cyber security. We have a non to virus. We have anti malware capabilities, but we also have vulnerability assessment, Hatch management, remote management. So it's a combination of multiple tools into one package. So that's really designed for a guy who is already tied off agent for teeth. They don't lots of obligations and doing different things. Tired of managing many things so way, offering them a tool that combines everything that they need to manage outside of the data center. >>You know, I've been really impressed with you guys and do my research for this. Two things jumped out at anyone recover cybersecurity, most from the enterprise space, but also from a data space. You guys have been around for a long time. Great growth, a lot of customers. Great channel relationship with Go to market, which has been successful for you guys in cyber. So cyber security has been your wheelhouse is company, but it's interesting. This theme of the enterprise is coming into focus. So to me, I think it's a huge opportunity. From a market standpoint on the enterprise, you're Tim has traditionally been cyber security. But story is interesting. Your since you're telling an i t story with cyber telling a data story in context to cyber these air coming together, these worlds are here. Talk about that dynamic in the market because that's a market you're targeting specifically. >>So, first of all, a little correction. We do cyber protection, and it's an important difference between several protection of several security, because what we do wait combined data protection so traditional backup disaster recovery file, sink and share all those tools with security. That's vision what is needed for the border protection. So Christ was a traditional data protection company for quite a while, and then we realized that there is this need for security integrated with data protection way started to implement that. So now we're introducing to the market a new type of solution that everybody now recognizes integrated solution between data protection and cyber security. So the market without solution is virtually anybody. But when you talk about the enterprise, the key workloads where you really need that is the edge. So everything outside of the data center edge and end points. And the thing here is that you have just a tiny fraction of all of the devices in your data center. Everything is outside and protecting it, managing it. It's really complicated. That's what we offer now. So you can start protecting those workloads and the edge, what it's like for clothes and >>talk about the product specifically because this platform enabling is interesting. You have a P eyes. You're opening up your developer network of S, V S and M S P's and your customer base. How is that platform going to help that EJ problem and simplify the protection has taken years. >>That helps in a different expects. So in one hand, way as a company would never be able to support all types of work clothes because there's so many different applications and people want to have application and wear protection. So any third party, any eyes via have the expertise with a particular application, they can develop their own workload support so they can support more loads that can support different type of stores. Destinations they can create. Different service is on top off the data so they can process the data. So, for example, they can deliver a malware scanner on top of the back of that will be integrated in the backup solution right so they can extend the platform in that sense. But also it's an opportunity for service providers because full service provided they trying thio differentiate. They all look for something that I will help them to tell the story that they different from the others because the major problem is that if you a service provider you have multiple customers for them, it's very easy to switch to another service providers. So the old for those differentiators and without blood when they can customize they can integrate it with a particular systems and they can focus on specific application. So let's say electronic medical records they can support that for their particular customers. And the customers are going to switch to another provider because they have this customization. And they have a lot of expertise that they can implement through the platform and create a custom my solution, that only them can develop and deliver. So that's That's another aspect of the platform. Only four eyes, these wonderful service providers. Then we talk about resellers and distributors. They can integrate the plot, thicken, integrated with their market places they can. Cell service is directly from the tools that they're building already or the solution marketplace ability. >>Talk about the difference between data protection and cyber protection, because those are kind of now coming together. As you're pointing out target persona for I t. Has been C i o or T buyer on, then you have a C so chief of security from large firms way, Who's buying? Who's using the product, is it? See I owe with staffers in the sea so and because it's like a data protection the old way, it's like, OK, storage, that's the I t. Fire down the list. Five. Storage, both on data protection. That's the old way. The new way is kind of bring it together. Who's that? Is a very good >>question. So I would think about the traditional data center, and we think about the rows of people who work with the data center, their storage guys, working guy, security guys. They may have different goals, different budget. They can be separate. Organization may not even be talking to each other. So selling a combination integrate solution to the data percent. It's complicated, and we've seen that stories many times. C'mon taken very. They try to sell security together. They failed just because it's very difficult to do that. But what we do is we go to the other type of person to the edge guy, the guy who's responsible for the whole infrastructure outside of a data center. Usually it's one team of one person, and they cover everything and they have a problem. They have multiple solution. They have to manage more solutions. You have people, you have to hire more training you have to make, and the reliability of this is just going down because you have to manage multiple tools. Update on different schedules and it's a disaster for a lot of companies. So we go to that guy with the department and tell them, Hey, here's a solution. Now we'll cover most of your knees >>and the number one problem you're solving. What? What's the problem? Statement. Take the high order bid on the promise the >>protection of the device So you protect data application and system that device. Talk >>aboutthe. Range the platform protection. Get the core platform protection infrastructure. Cloud backup. You've got core areas in the model, which one is the most popular in terms of where customers start to rethink their architecture when they start thinking platform versus tools? Because a lot of custom that we talk to and we pull in our community are all in the sea, so specifically are hard core way Don't want another tool way have a lot of tools in the tool shed, so to speak way want to get data horizontally scalable? We don't want to have an enabling platform software, but they have a machine learning and may I be very specific in service is that we use so trying to balance that architecture is what's on there. That's essentially what you guys are doing. So why that's important and why it's important for the customer. >>Exactly. And I I would take a step back here. So a lot of people want to think about protection of data, sleeping in traditional terms, data protection back up. I have a coffee somewhere. So in case something bad happens, I will be able to get back to that coffee. But now people started to understand it's not enough. First of all, they want to get value from the data, so data should be available. It should be fresh, and it should be authentic, So they want to make sure that they have the data they can trust. So the moment the shift from traditional having a coffee to having data that I can use and get Mellie from the data we start thinking about how they can make it work in a way that you always have data available. You don't wasting time, you know, losing anything. And you have a proof that you have that regional data thistles where we play. So we come to them and tell them that simple story. So in the past, you hit by run somewhere for you hit by malware. Attack somebody. A Texas system. You would say, OK, I'll go back to my backup, I'll find those files. I'll recover them. I would hope that they're not too old way offer them is the automatic recovery. They get everything back and they have everything. That was the most fresh data that they need. And we have guarantee that this is the original data they have because what's happening now in the cyber security market? And there were a lot of people Aquino they were talking about it and security experts. Is that the hackers Not on Lee, corrupting a day of stealing your data, the old so mortifying in a way, to influence your decisions. So they do like small, tiny modification, and you're sending your paychecks to somebody else. That's what they basically trying to do all the time. So you have to be able to trust the day of the job. So the moment you think about the chocks enough in the city of the Data, you think, OK, it's not just back up anymore. I need cyber protection. I need something that will actually help me to trust my data. >>You see in the examples everywhere you pointed out visual threats, you know the automation of cyber crime. You're seeing Ransomware. That's killer. And then just personal attacks. This is a really key area. I gotta ask you a question that came up on Twitter the other day. We were talking to folks. This comes up a lot with C. Sosa's well on. This is a quote from acute conversation I had with C. So said, Lookit my environment becoming more complex and costly going up. So that's one killer problem that he has in terms of what he's dealing with his environment. So complexity is going up. You mentioned the edge. It's a big one, right of other things out there wearables and then costs too many vendors, not enough sharing data. So again, this is a very complex and nuanced point. But how did you guys answer that question? So I see it costs. I want cost to go down. I want Plus, he's never gonna go down your abstract thataway. >>Yeah, even more. It's only complexity and cost is also security. More complexity that surfaces. Attack of attack is getting bigger, so you have to find a way to protect it. So answer is integrated type of protection. So what we do. We address five acres of protection and in the digital world, way we call him a Comsat passes safety. You have a copy, you can recover accessibility. You have a copy that you can access when you need it, where you need it. On privacy. You have control where your data is and who can access the data. That authenticity. You have a way to prove that. This is your reach, Dana. And then security. You have protection against external attacks. So we combine it all together into one solution. So you deploy one single agent that will provide backup just recovery. Crossing in. Sure. Hold the service that you need to work with your data Creative copy of the data to share your data, but also its integrated security. So we'll ensure that we passed your system. You have up to date Aly update installed. You have everything up to date. Everything's protected. Then we have an antivirus we have on tomorrow where we have the ability to manage the system. So everything is packed, packaged into one solution. So you don't have multiple agents that are incompatible. Multiple agencies have to update on different schedules multiple people who have to support different types of agents. Everything is combined. So that way we decrease the complexity and then increase the security because security is already integrated. And then the last final piece of the cost is the infrastructure solution that way. So what? We have a current seven infrastructure. It's either a softer applying to heart of our clients that is designed specifically for cyber protection were close, so it can't replace your standard H c I. But it gives you an ability to store data in the mosque obstetrician way. You get our appliance like in the hardware. You have a cheap stories for your secondary data for disaster. Recovery you can do that is to recover that appliance, or you can take our soccer appliance and deployed to commodity hardware. You don't have to buy a very expensive story track. You just deployed to the hard way that you have and use it on there. So that way we sold. It caused problems >>to get multiple options basically on that. Okay, so I gotta ask you the hard question that's going through everyone's mind is okay. I hear this story is too good to be true. Everyone must be. It must be a platform from wars are out there, sees this. They're pandering to customers. What makes you different? Prove that you're valuable to me. Show some evidence Where your differentiation How do you answer the differentiation? What makes you guys different? >>I would say the answer to that is innovation. So everybody has a platform. Everybody's building a glass from I. D. C was proclaiming its in Europe platforms probably three or four years ago. So everybody's talking about it, right? So way do they have the platform about the core differentiation is the innovation that we have Where the first company to use Blockchain for authenticity so we can record way hash coats Oh, files to change And then you can use it to get the verification that you have the original copy of the file in a time step where the 1st 1 to integrate the anti ransomware protection into the back so you don't really have to recover after my run somewhere you get all the files back, it will be the most recent files that you had. So you're getting it all back and it works there, So those innovation they already implemented off platform. So the moment you get a lot from you have all that you need. Old basics. You have user management quarter management so you can deploy and feel for you. Can you? Can? >>Was interesting is you have a holistic view on data, not just narrow view on day that Zach Lights and the I think the integrated is killer customer success. Anecdotal sound bites you can share. What are some of that? Some of feedback you hear from customers on this >>so feedback from customers. The best feedback is that we're hearing from our customers have issues, right? That's the best thing to d'oh. So when things go right with customers happy and you can go online and check out the mosque. Interesting case that >>we have with our scores partnerships because sports of becoming digital so >>everything's difficult depends on data. When you think Formula One isn't data, they lose data, they lose the race, so they have a tremendous amount of data and they have to transfer to a different location to transfer from the track to the headquarters. So we had implemented our cyber protection for a few teams in Formula One and you can just go online and check out that way. Ken Story, Williams Formula One. Great story. They actually tell people how they use it, how it helps them way. Have a bunch of those stories. >>You know, industrial I o. T. Is a huge area. I think you guys have a great opportunity there. People talk about digital threats and getting hacked as individuals. Equipment, machinery can get back to a device on your car. Certainly sports betting on it. Certainly someone's gonna want to manipulate it everything >>now, because we have our separate protects Operation center. We have engineers and security expert watching What's going on. We're collecting feedbacks from our customers and partners. We kill some crazy story all the time. Like what hikers now do. They would have into your email start fortifying your e mails and your documents that you had there because it's digital. There is no trace. You don't really know what was their original documents, so they eventually it will get you to transfer money to wrong account or do something with your assets. You will not going todo and it's just becoming more and more prominent because every digital. Now you don't even have a cocky or a document that's stating how much money you have in your bank. What if you wake up tomorrow instead of $1,000,000? You see $1000 you have no proof that you actually had something else, right? >>Cyber protections of data problem. You guys tackling with creative platform? Yes. Congratulations. Better. Thanks for coming on the Cube. Thanks for your insights. It's a cube jumper. You're watching us here at Miami Beach of the Crows Global Cyber Summit 2019. More coverage after this short break.

>>from Miami Beach, Florida It's the key. You covering a Cronus Global Cyber Summit 2019. Brought to you by a Cronus. >>Hello, everyone. Welcome to the Cube coverage here in Miami Beach Front and Blue Hotel with Cronus Global Cyber Summit 2019 2 days of coverage. Where here, Getting all the action. What's going on in cyber tools and platforms are developing a new model of cybersecurity. Cronus Leader, Fast growing, rapidly growing back in here in the United States and globally. We're here. William Toll, head of product marketing Cronus. Thanks for coming. I appreciate it. >>Thanks, John. I'm excited. You're >>here so way were briefed on kind of the news. But you guys had more news here. First great key notes on then special guest Shark tank on as well. That's a great, great event. But you had some news slip by me. You guys were holding it back. >>So we've opened our A p I, and that's enabling a whole ecosystem to build on top of our cyber protection solutions. >>You guys have a platform infrastructure platform and sweet asserts from backup all the way through protection. All that good stuff as well. Partners. That's not a channel action platforms are the MoD has been rapidly growing. That's 19 plus years. >>And now, with the opening of our AP, eyes were opening the possibility for even Maur innovation from third parties from Eyes V's from managed service providers from developers that want to build on our platform and deliver their solutions to our ecosystem. >>You guys were very technical company and very impressed with people. Actually, cyber, you gotta have the chops, you can't fake it. Cyber. You guys do a great job, have a track record, get the P I. C B Also sdk variety, different layers. So the FBI is gonna bring out more goodness for developers. You guys, I heard a rumor. Is it true that you guys were launching a developer network? >>That's right. So the Cronus developer network actually launches today here in the show, and we're inviting developed officials. That's official. Okay. And they can go to developers that Cronus dot com and when they go in there, they will find a whole platform where they can gain access to forums, documentation and logs, and all of our software development kids as well as a sandbox, so developers can get access to the platform. Start developing within minutes. >>So what's the attraction for Iess fees and developers? I mean, you guys are here again. Technical. What is your pitch developers? Why would they be attracted to your AP eyes? And developer Resource is >>sure it's simple. Our ecosystem way have over 50,000 I t channel partners and they're active in small businesses. Over 500,000 business customers and five million and customers all benefit from solutions that they bring to our cyber cloud solutions >>portal. What type of solutions are available in the platform today? >>So their solutions that integrate P s a tools professional service is automation are mm tools tools for managing cloud tools for managing SAS applications. For example, one of our partners manages office 3 65 accounts. And if you put yourselves in the shoes of a system administrator who's managing multiple SAS applications now, they can all be managed in the Cronus platform. Leverage our user experience. You I s t k and have a seamless experience for that administrator to manage everything to have the same group policies across all of this >>depression. That success with these channel a channel on Channel General, but I s freeze and managed service ROMs. Peace. What's the dynamic between Iess, freeze and peace? You unpack that? >>Sure. So a lot of m s peace depend on certain solutions. One of our partners is Connectwise Connectwise here they're exhibiting one sponsors at at this show and their leader in providing managed to lose management solutions for M s. He's to manage all of their customers, right? And then all the end points. >>So if I participate in the developer network, is that where I get my the FBI's someone get the access to these AP eyes? >>So you visits developer data cronies dot com. You come in, you gain access to all the AP eyes. Documentation way Have libraries that'll be supporting six languages, including C sharp Python, java. Come in, gain access to those documentation and start building. There's a sandbox where they could test their code. There's SD K's. There's examples that are pre built and documentation and guides on how to use those s >>So customer the end. You're in customers or your channel customers customer. Do they get the benefits of the highest stuff in there? So in other words, that was the developer network have a marketplace where speed push their their solutions in there. >>Also launching. Today we have the Cronus Cyber Cloud Solutions portal and inside there there's already 30 integrations that we worked over the years to build using that same set of AP eyes and SD case. >>Okay, so just get this hard news straight. Opening up the AP eyes. That's right. Cronus Developer Network launched today and Cloud Solutions Portal. >>That's right, Cyber Cloud Solutions Portal Inside there there's documentation on all the different solutions that are available today. >>What's been the feedback so far? Those >>It's been great. You know, if we think about all the solutions that we've already integrated, we have hundreds of manage service providers using just one solution that we've already integrated. >>William, we're talking before we came on camera about the old days in this business for a long time just a cube. We've been documenting the i t transformation with clouds in 10 years. I've been in this in 30 years. Ways have come and gone and we talked to see cells all the time now and number one constant pattern that emerges is they don't want another tour. They want a solid date looking for Jules. Don't get me wrong, the exact work fit. But they're looking for a cohesive platform, one that's horizontally scaled that enables them to either take advantage of a suite of service. Is boy a few? That's right. This is a trend. Do you agree with that? What you're saying? I totally agree >>with that, right? It makes it much easier to deal with provisioning, user management and billing, right? Think about a man of service provider and all of their customers. They need that one tool makes their lives so much easier. >>And, of course, on event would not be the same. We didn't have some sort of machine learning involved. How much his machine learning been focused for you guys and what's been some of the the innovations that come from from the machine. I mean, you guys have done >>artificial intelligence is critical today, right? It's, uh, how we're able to offer some really top rated ransomware protection anti malware protection. We could not do that without artificial intelligence. >>Final question for you. What's the top story shows week If you have to kind of boil it down high order bit for the folks that couldn't make it. Watching the show. What's the top story they should pay attention to? >>Top story is that Cronus is leading the effort in cyber protection. And it's a revolution, right? We're taking data protection with cyber security to create cyber protection. Bring that all together. Really? Democratize is a lot of enterprise. I t. And makes it accessible to a wider market. >>You know, we've always said on the Q. Go back and look at the tapes. It's a date. A problem that's right. Needed protection. Cyber protection. Working him, >>Cronus. Everything we do is about data. We protect data from loss. We protect data from theft and we protect data from manipulation. It's so critical >>how many customers you guys have you? I saw some stats out there. Founded in 2003 in Singapore. Second headquarters Whistle in 2000 a global company, 1400 employees of 32 offices. Nice nice origination story. They're not a Johnny come lately has been around for a while. What's the number? >>So five million? Any customers? 500,000 business customers. 50,000 channel partners. >>Congratulations. Thanks. Thanks for having us here in Miami Beach. Thanks. Not a bad venue. As I said on Twitter just a minute ago place. Thanks for Thanks. All right, John. Just a cube coverage here. Miami Beach at the front in Blue Hotel for the Cyber Global Cyber Security Summit here with Cronus on John Kerry back with more coverage after this short break.

>>from Miami >>Beach, Florida It's the Q covering a Cronus Global Cyber >>Summit 2019. Brought to you by a Cronus. >>Welcome to the Qi. We are in Miami, Florida, for the Cronus Global Cyber Summit. 2019 John for your host of the Cube. We're here for two days of coverage around cybersecurity and the impact to the enterprise in society in a great guest here to kick off the event. Linda Babcock, professor of economics at Carnegie Mellon University, author of the book, Ask for It, and she has a new book she's working on, and we'll get into that. Thanks for joining me. Thanks for coming on. >>Really happy to be here. >>Thanks. So Carnegie Mellon. Great. Great. Uh, University. They stole a bunch of people when I was in school, in the computer science department. Very well known for that as well. Economics, math, machine learning. I was good stuff there. What's going on in Carnegie Mellon? What's new in your world? >>Well, it's just actually just a great place to be because of the focus on interdisciplinary work. You know, problems in the world don't come as disciplines. They come with multiple perspectives needed and So it's just a place where people can flourish, attack ideas from all kinds of angles. And so it's a really great >>one of the things I hear a lot about, and we cover a lot about the the skills gap. Certainly this is Maur job openings than there are jobs and interesting. A lot of the jobs that are new haven't been skilled, important in the classic university setting. So a lot of these jobs, like cybersecurity, cloud computing, Blockchain, crypto economic token economics, all kind of have a maths economic steam to him. So you know your computer science, you got economics and policy. I seem to be the key areas around from these new skills and challenges. Way faces a society which your take on all this >>Well, actually, there's a lot going on in this area at Carnegie Mellon. Actually, the economics group at Carnegie Mellon ISS is been proposing a new major that really focuses on this interface between economics, machine learning and technology. And I think it's going to train our students just for the next generation of problems that the world of tech is gonna have. So it's very exciting. >>So let's talk about your book. Ask for it. Okay. Um, it's not a new book that's been around for a while, but you give a talk here. What's what's the talking talking track here at the event? >>Yeah, so I have a couple of themes of research, and it focuses on women's Berries to advancement in organizations. And so most of the work that I did with this book and my first book, Women Don't Ask, was looking about how men and women approached negotiation differently. And kind of the bottom line is that women are what less likely to negotiate than men over all kinds of things, like pay like opportunities for advancement like the next promotion. And it really harms them in the workplace because men are always out there asking for it and organizations reward that. And so the book is was really about shedding light on this disparity and what organizations could do about it and what women can do about it themselves, how they can learn to negotiate more effectively. >>What did you learn when you were writing the book around? Some of the use cases of best practices that women were doing in the field was it. Maura aggressive style has a more collaborative. You're seeing a lot more solidarity amongst women themselves, and men are getting involved. A lot of companies are kind of talking the game summer walking, the talk. What the big findings that you've learned >>well, I'd say that the approach is that women use are a lot different than the approaches that menus. And it's because our world lets men do a lot of different things. It lets them engage in a cooperative way, lets them be very competitive. But our world has a very narrow view about what's acceptable behavior for women. I often call it a tight rope because women are kind of balancing that they need to go out and assert themselves. But they have to do it in a way that our side, a society finds acceptable, and that that tight rope constrains women and doesn't allow them to be their authentic Selves on DSO. It makes it difficult for women to navigate that. What's your >>take on the the balancing of being aggressive and the pressure companies have to, you know, keep the women population certainly pipeline in tech. We see it all the time and the whole me to thing and the pressure goes on because norms were forming, right? So is there any new data that you can share around how, with norms and for forming and what men can do? Particularly, I get this question a lot, and I always ask myself, What am I doing? Can I do something different? Because I want to be inclusive and I want to do the right thing. But sometimes I don't know what to do. >>Yeah, of course. And it's really important that men get involved in this conversation as allies and, like you said, sometimes men but don't know what to do because they feel like maybe they don't have standing to be in the conversation when it's about women and weigh all need men, his allies. If women are gonna try to reach equality, ATT's some point. But the new data really suggests negotiation may be playing a role. The work that show Sandberg lean in, But the newest work that we have shows that actually the day to day things that happen at work that's holding women back. So let me tell you about that. So what we find is if you think about your calendar and what you do all day there a task that you can classify as being promotable, that is, they're really your core job. Responsibility there noticed, rewarded. But there's glass of other things that happen in your organization that are often below the surface that are important to dio valued but actually not rewarded. And what our research finds is that men spend much more time than women at the tasks that are these promotable task that rewarded women spend much more time than men on these tasks that we call non promotable that are not rewarded. And it's really holding women back. And how men can help is that the reason that women are doing these tasks is because everyone is asking them to do these tasks. And so what men can do is start asking men to do some of these things that are important but yet not rewarded because the portfolio's now are really out of balance and women are really shouldering the burden of these tasks disproportionately. >>So get on the wave of the promotional off the promotional oriented things that Maura and the man can come and pick up the slack on some of the things that were delegated to the women because they could order the kitchen food or whatever >>or help others with their work. Someone has to hire the summer intern. Someone has to organize events. Someone has to resolve underlying conflicts. Those are all really important things. Women get tasked with them, and that really doesn't allow them to focus on their core job responsibilities. And so men can step up to the blade, stop, do it, start doing their fair share of that work, and really then allow women to reach their full >>potential. I've been thinking a lot about this lately around how collaboration software, how collaborative teams. You started to see the big successful coming like Amazon to pizza team concept. Smaller teams, Team Orient. If you're doing it, you're in a teen. These things go. You've given you get so I think it's probably a better environment. Is that happening or no? It's >>unclear how teams kind of shake out for women in this setting, because there's actually some research that shows when a team produces an output and the supervisor trying to figure out, like who really made the output? Who was the valued player on the team. They often overvalue the contributions of men and undervalued the contributions of women. So actually, team projects can be problematic if women don't get their fair share of >>bias. Is everywhere >>biases everywhere. And you know it's not that people are trying discriminate against women. It's just that it's a subconscious, implicit bias and so affects our judgments in ways that we don't even realize. >>It's actually probably amplifies it. You know, the game are gaining a lot of things on digital indigenous communities. We see a lot where people are hiding behind their avatars. Yeah, that's also pretty bad environment. So we've been doing a lot of thinking and reporting around communities and data. I want to get your thoughts is I never really probed at this. But is there any economic incentives? And after you're an economics professor, you seeing things like crypto economics and tokens and all kinds of new things is a potential path towards creating an incentive system that's cutting edge what's progressive thinking around any kind of incentive systems for organizations or individuals. >>Well, when you think about incentives and maybe an economist, I think about those a lot, and I emerged that with my work on various to women's advancement, I think incentives is one area that you can actually play a big role. And that is that Organizational leaders should be incentive fied incentivized to see that they have equal advancement for their male and female employees in their workforce. Because if they don't it means they're losing out on this potential that women have, that they aren't able to fully be productive. And so that's, I think, the place. I think that incentives can really be important, >>a great leader and he said, and I'm quoting him. But I feel the same way says. Our incentive is business. Get a better outcome with them. We include women, give data, goes Yeah, we make software and have people that use our software with women I don't wanna have. So I'm like, Oh, that makes a lot of sense. Biases should be in there. Four Women for women by women for women >>and women spend more money as consumers than men. And so having women on teams allows them to see perspectives that men may not see, and so it can really add two new innovative thinking that hadn't been there before by including women. >>Well, I'm excited that this there's a little bit of movement in tech we're starting to see, certainly in venture capital, starting to see a lot more when you come into the board room work to do. But I think there's a nice sign that there's more jobs that are computer related that aren't just coding. That's male dominant pretty much now and still still is for a while. But there's a lot more skills, all kinds of range now in computer science. It's interesting. How is that affecting some of the new pipeline ing? >>Yeah, well, I think the good news is that there are is increasing levels of women's attainment in stem fields. And so there are more and more female workers entering the labor market today. Way just have to make sure that those workers are valued and feel included when they do doing tech companies. Otherwise they will leave because what happens unfortunately, sometimes in tech is it doesn't feel inclusive for women. And the quick rate for women in tech is over over twice the rate for men, and some of the reasons are is they're not feeling valued in their positions. They're not seeing their advancement. And so with this new wave of female workers, we have to make sure that those workplaces are ready to accept them and include them. >>That's great. Well, ask for it is a great book. I went through it and it's great handbook. I learned a lot. It really is a handbook around. Just standing up and taken what you can. You got some new, but you got a new book you're working on. What's that gonna look like? What if some of the themes in the new book >>Yeah. So the new book is on these promotable tasks, and the way I like to think about it is there's so much attention toe work, life balance, you know? How do you manage both of those with your career, your family? How does that work? But our work actually focuses on work, work, balance, and what remains is paying attention to the things that you do at work. Making sure that those things that you're doing are the things that are most valuable for your employer and are gonna be most valuable for your career. So it's a really different focus on the day to day ways that you spend your time at work and how that can propel women to the next level. >>That's awesome, Linda. Thanks for coming. I appreciate it. What do you think of the event here? Cronies? Global cyber security summit. >>Well, I got to say it's not my typical event, but I'm having a good time learning more about what's happening in the tech industry today. >>Cyber protection, Certainly a cutting edge issue. And certainly on the East Coast in Washington D certainly with national defense and all kinds of things happening, Ransomware is a big topic that kicked around here absolutely getting taken out like, Oh, my God. Yeah. Bitcoin in return for taking your systems out, >>all kinds of new stuff to add to my tool kit. >>Great to have you on. Thanks for your insight. Thanks for sharing. Appreciate it. I'm John for here at the Cube. We're here in Miami Beach for the Cronus Cyber Protection Conference. Thank you for watching