>> Narrator: Live from Denver, Colorado, it's theCUBE. Covering Commvault Go 2019. Brought to you by Commvault. (upbeat electronic music) >> Hey, welcome back to theCUBE. Lisa Martin with Stu Miniman. We are covering Commvault Go '19 from Colorado and Stu and I are pleased to welcome a couple of guys back to theCUBE. We've got David Wigglesworth, a VP, now VP of Global Sales and Emerging Technologies at Commvault for what, a couple weeks now David? >> About a month and five days. >> About a month, and look who's back, it's Don Foster, VP of Storage Solutions, >> Great to be back. from the Keynote stage, welcome back Don. >> Thank you very much. >> Don, and we appreciate you bringing your own personal makeup artist, Sanjay Merchandandi, >> Yeah. >> A man of many skills. >> Indeed. (laughing) >> He really is. So if this whole, like, CEO thing doesn't work, he's clearly got a career in, you know, touch-up makeup. >> In makeup. >> Yeah, all right, so Wigs we'll start with you, you've got a cool nickname, so I got to use it. You've been here for about a month or so. This is a new Commvault. We've heard a lot in the last two days. A lot of news, a lot of leadership changes, obviously, go-to-market changes, new partner offerings, lots of stuff. Tell us first, before we dig in, what attracted you to Commvault? >> That's a pretty easy question to answer, it's the leadership. So, obviously I'm very familiar with Commvault. I've competed with them in my past career. Always been a very formidable competitor. When you walked into an account in my previous life and they said they had Commvault, you usually kind-of wiped your brow, and thought 'Oh okay, I've got to find something else here to talk about' but in all seriousness, for me it was, you know, when I first noticed in the News that Sanjay had come onboard. That peaked my interest, because obviously I knew Sanjay in my previous life at EMC and at VMware. And then when I watched Ricardo join the company, I was like, okay, this is something I really need to dig into. And so when I had the opportunity to meet with them and understand the direction of where they want to take the company, which was also already just a phenomenal IT organization, just a pillar in the IT community, with what the founders were able to do in relatively short amount of time. I was really excited to be able to come over and be a part of it. >> Wigs, you've got a emerging tech under your purview, tell us a little bit about what that's going to mean in your role. >> Right now it means I'm head big, right? So, by now, everyone's heard of the acquisition that was made. That was the other thing also that really interested me, was that technology because I really think that's where the market is going and I just felt like it was a great addition to the Commvault family of products. But it's a different technology. It's calling on a different set of folks with inside of an account and it's primarily an enterprise play. It can be a go-down-market a little bit, and enterprise's is kind of where I spent the last several years of my career, the last 20 or so (laughs) and so what we've decided to do is, because it's so different, we've decided for the time being, that we were going to create a special aid organization globally to go sell that solution so that our existing core sellers can focus on our existing set of products, right? That we can be a specialist organization that can help them with their customers, selling all of the additional emerging tech, right? And so, here at the show, we've obviously spent time talking about Hedvig. Metallic is another new technology for us. Now Metallic is going to handled differently, but as we continue to grow our emerging technologies from the traditional core Commvault family of products, that's what I'm going to be focused on. So it'll begin with Hedvig. >> So for the role that you're in now, you said about a month or so, are you bringing in a brand-new sales overlay team? Are you guys hiring like crazy or are some of the Commvault OG sales-guys-or-girls shifting up, we'll say? >> For the most part, we're bringing in new talent. We're looking for people that have a broad spectrum of the experience, right. Obviously someone with strong storage background, but also people that know virtualization code, people that understand containers. Those skillsets are really important to us. And so we're busy building out both an America sales team and also building out a Nemea sales team. And then my partner, I call him my partner-in-crime, Ediz. Ediz is building out our SE organization for the same two theaters. We'll start in those two theaters and then once we get the product fully integrated, which is part of what this guy is doing, once we get the product fully integrated, then I think you'll see us start to move into some other theaters. But right now we're going to focus on those. So yes, we're hiring. Right now my LinkedIn says, "David Wigglesworth, we're hiring." >> I think I saw that actually (laughing). >> So Don, we got to dig into some of the technology with you and Avinash yesterday. >> Absolutely. >> So we're now getting most of the way through the conference, bring us inside some of the conversations you're having. I know it was one of the biggest question, we had coming in was: 'All right The Hedvig that we knew, what's going to change, how does that fit?' Blurring the lines between primary and secondary and all those discussions we had with Sanjay. So take us to how people, are they kind of getting it at this point? And we know it's a journey for the integration and where it will ultimately end. >> Here's the real interesting thing, is probably in the first, I don't know, maybe 24 hours of having conversations with people from partner exchange all the way through to basically day one of actual Commvault Go, I probably had about four, maybe five if you count one of the service providers from Customers' Partners, come up and say, "Okay look, we looked at this tech about 18, 12 months ago and it was top of our list for what we wanted to do for building out this initiative, but there was a little bit too much risk." Going okay, do we really want to invest that much on a company that is maybe not the largest, most, I wouldn't want to say, reputable, but substantial in the marketplace. Will they be there in the future? And they're like, "Now that we know you've legitimized that business "and you want to keep that technology going forward, "this is fantastic. "We totally want to go and take a re-look back at this "and see how we can apply "that back into our infrastructure." So that's a great feedback to hear, and only serves as validation that when we look at the tech and say "This is good stuff," that we know it's good stuff and then of course the next piece is always, "All right, so now when can I start using this for Commvault and?" >> Right. >> That's when we start getting into the conversations of all right, we've got some integration work to do, the partners are asking when they can start to get access to sell it and again, we've got some work to do just to industrialize what we're doing and make the experience similar and then we'll start to roll it out in a considered fashion. >> I'm curious about the education piece. One of the customers that was onstage this morning, Sonic Healthcare, one of the things he said, on main stage and when he stopped by theCUBE a couple of hours ago, was, he said: "I wouldn't be in my job," and he runs disaster recovery and business continuity for Sonic Healthcare, "I wouldn't be in my job without Commvault's support." And I really appreciated and respected how he talked about some of the failures that they had. I always think failure is a good F-word if you leverage it in that way, (agreement) failure can mean success, if you learn from it. But the support organization and the training he talked about have been instrumental. Talk to us, guys, about how you're going to be partnering together to not just enable the big partners for those large enterprise accounts but maybe even the new sales-guys-and-girls that are coming, David, to your team to help everybody really understand how best to delivery a really stellar customer experience with something as exciting now as Hedvig is. >> You want to start, since you've been working on the integration. >> Yes, absolutely. First and foremost, I've been working with Avinash and his brother, Srinivas, and a lot of their engineering team. You really start to lock in things that are repeatable and scalable in nature, right? So that if we are going to open this up to more people, we do need to have repeatable nature of the building blocks for different use cases. So there's some core work we're doing on outlining, positioning, criteria, success, what the outcome needs to be, how that ties back in to hardware. Making sure as well that we understand how the messaging really does resonate and make sure that we're following and being focused on what our core targets are. Because a solution like what Hedvig offers, you can quickly start talking about a lot of different things that could be all things to many people, and we know that that's probably the worst decision to make, because you go super wide and don't go very deep at all and you end up losing the value prop. So identifying what the real core use cases are, getting deep in how it works, one with what the structure of it looks like, making it repeatable, that's the first and foremost thing, I think, for how we can help both Ediz and Wigs' sales team, and on the support side, doing very similar things but also doing some of the programmatic work of the integration and the experience. I talk about experience, like the sending of logs, the things that Matthew Magby from Sonic Healthcare was talking about how we really helped him. We want that same level of experience tied into where the software storage platform works as well. So there's some work to be done there. But as we get it done, the enablement on the support side, as you know, we deal with storage everyday anyway, so it's not like it's a big leap, but we do have to bring them into the mix of how the actual technology works, where it breaks, why it breaks, and those are all the things that we're really focused on in the next 90 days. >> Yeah, I think the real key for me as we talk to customers and also employees is I want them all to have the same experience with the new Hedvig solution that they experience with Commvault, right? And that goes from training our employees, really getting our SEs up to speed, so they can have a meaningful conversation to be able to get a customer to say, "Yeah, I think I'd like to speak with the Special Aid team. "Please have them give me a call." And also on the enablement for the clients, and having the customer understand that you can dial to 1-800 number for support, you can talk to somebody that can lead you down a path and give you the same quality of support you've been used to whether you're calling about a Hedvig solution or whether you're calling about a Commvault solution. >> Yeah, we talked about it a little yesterday, but the scale of the offering is a little bit different. >> It is. >> And therefore, that has some challenges on the support. And something that I'm sure Commvault is going to work on making that, it's not identical for every customer but a little bit more repeatable to be able to scale out that offering. >> I would agree, I would agree. The hardest thing to do is when you have a product that has so much functionality as Hedvig is to not lose focus and try to talk way too broad. What you've really got to do is, you've got to drill down with the client try to understand where their pinpoints are and because, quite frankly, the Hedvig product can do a lot of things. >> Don: Yeah, it can. >> Who's the ideal target customers, we talked about the theaters in which you're going to be launching first. Enterprise, we talked about that. Commvault has a significant presence in the Fortune 500, I think I read about three quarters of Commvault's revenue today comes from the Fortune 500, and Stu was saying yesterday about 80% of the revenue comes from the channel. So we look at Hedvig and the enterprise for a second, customers that are new to Commvault, those existing enterprise customers, GTM both? >> Yeah, I would say, the primary focus is going to be calling on the existent customer set. It's much easier to have a conversation with someone who knows who you are, even though you may be selling a new solution, at least they know who you are and they have a positive experience with us. So that, number one, we're going to focus on our probably our top 300 global accounts to start, as well as our top enterprise accounts. So there's probably, I would say, in the two theaters I mentioned earlier, there's probably about 35 hundred accounts that we're really going to focus on, and really try to make sure that we get in front of as many as we can and tell the story. I think that's where we have to start. Now, will there be greenfield opportunities? Yeah, I think quite frankly, that the Hedvig offering is different enough that it will enable us to go call on some of accounts that aren't doing business with Commvault today, maybe doing business with some of our competitors. So hopefully we can use that to actually win more traditional Commvault business. That's the plan. >> And the reason the enterprise really makes sense, the global accounts, is most larger companies have figured out how try solve the CapEx problem, right? >> David: Yeah. >> They've figured out just the economies of scale and how they grow and move, they can kind of handle that. What really still becomes a challenging piece is the operational efficiency. So, can I get the right solution at the right cost, but do it in a way that I'm actually making things more simplified? I'm not actually exploding more complexity into my environment. That's really where the Commvault data management platform and the Hedvig solution together really make a really solid story. >> All right, so Wigs, Don's team's really got their work cut out for them with all the integration work and know they've got a cadence and a roadmap. For you, obviously, new logos, there's got to be revenue goals. What are some of the key KPIs to measure how this becomes a successful acquisition? >> Well if my CEO is standing close by, he may be in earshot of this, right now it's trying to drive as much revenue as we can. But we also have to realize that we also have to build a pipeline, right? So right now my main focus here is I got to get a team in place that can go articulate the value of this solution to a client, right, number one, both technically and then working with Ediz to get the SE team in place, so that's number one. Number two, while we're doing that, we need to build a pipeline, right? When you make an investment, as you guys know, you're expected to start getting a return on that pretty quickly. And, it's nice, we inherited some nice pipeline with the acquisition. But with opportunity comes responsibility and so we've got to build that pipeline up and really get out in front of customers and find some opportunities that we can not only try to finish for this second half so we can hit all of our financial metrics, but really build pipeline for FY21, for us which starts in April. >> So the voice of the customer is, really can be really powerful. We've heard from a number of Commvault customers on our program yesterday, today on main stage. Is there a plan, Wigs, from your perspective, to get customers into some sort of data so that you have proof in the pudding to show those large enterprises and those theaters to help build that pipeline. Look at someone who's been an existing Commvault customer for five, 10 years or so, here's the, I don't want to say migration path, but maybe upgrade path to expand footprint in there. Here's how we did it, here's why this was ideal for this customer. Plans to get those early adopters to help you dial up the pipeline? >> So have you been reading my 'Go to market strategy' (laughing) 'cause you kind of you basically just read it. So yes, listen we are inheriting some nice accounts with Hedvig. They have some nice logos out there which is really good. And it's a good foundation for us to build upon. But we're very fortunate in that our core sellers have some really good relationships with some pretty large customers really in all different industries. And so, what we're doing right now is we're trying to identify probably about 10 accounts that make sense. That are really strong partners. They don't have to necessarily be really big customers, but just really strong partners that want to work together with us. And exactly what you just said, let's get in front of them, let's give them an opportunity to play with the technology and have them help us figure out, we think we have a pretty good idea what the go-to-marketing messaging should be for our existing customer base but certainly don't assume that we know everything. So have them help us build that strategy. So that is absolutely the plan. >> We've been hearing a lot about the last couple of days, of just, the openness of Commvault. Whether it's, I really thought it was cool with Metallic that the telemetry that partners can get to help customers, maybe even before a customer knows of an issue or an opportunity, but this telemetry, this 'let's learn from our customers,' couldn't agree as a marketer with you more about, we might think we have a great tagline, great messaging, but it's the users who need to validate that. What I'm hearing a lot over the last day and a half is how receptive Commvault is. We're listening to our customers, whether it's existing and comeback customers that Sanjay's team are dealing with, or even through partners. That message is loud and clear, and that's pretty important. >> Yeah, I couldn't agree more. And I'll be honest with you, what's it's also been able to give us an opportunity to do is where we've had some relationships, quite frankly, that maybe we need to work a little harder on. Hedvig has given us that opportunity to kind of start those conversations as well. I think there's a lot of value, both on the existing opportunities as well as growing the business overall. >> Guys, nothing short of a lot of work ahead. But, pretty exciting stuff. We thank you both. Wigs, welcome again to Commvault. >> Thank you. >> Can't wait for next year. Going to bring some cool customers on the program. >> Yeah, absolutely. >> Looking forward. The buzz is so amazing this year. So many customers have said, "I know you weren't here last year, but wow," and that's what they've said. I can't wait to see what this is going to be like next year. Thank you for having us on here. >> You've got to come back. >> Absolutely we will. >> Yeah? >> Yeah. >> All right, guys, thank you for joining Stu and I. >> Thank you both very much. >> Thank you. >> For Stu Miniman, I am Lisa Martin, and you're watching theCUBE from Commvault Go '19. (upbeat electronic music)

>> Live from Las Vegas. It's theCUBE. Covering VMworld 2018. Brought to you by VMware and its ecosystem partners. >> Welcome to theCUBE. We are live at VMworld 2018. Day one, VMware's 20th anniversary. I am Lisa Martin, very excited to be joined by Dave Vellante. Hey, Dave! >> Hey, Lisa, good to see you again. >> Good to see you, too. We are welcoming back to theCUBE, an alumni, Geoff Waters, the VP of Global Cloud Sales for Vmware, hi, Geoff. >> Hi, great to be here, guys. Last year, we talked about the buzz, VMware getting the buzz back. Boy, this is a sonic boom this year. >> Yeah, it's a lot of buzz. >> Superpower infused. And we've also got David Wigglesworth, the Chief Revenue Officer for OVH. David, welcome to theCUBE. >> Thank you very much, both of you, Dave and Lisa. >> So, I have to ask first, do you have the VMware tattoo that Pat Gelsinger sported this morning? >> I don't have VMware, but I do have OVHcloud. Okay, so, speaking of OVH, David give our viewers an overview of what you guys are doing and what momentum you have created with VMware. >> Yeah, you know, it's an exciting time for us, especially to be here, as a Global Diamond sponsor, right? This is our second year, as OVHcloud, to be here. Last year, when we came, it was right after the vCloud Air acquisition of the asset from Vmware. Which is where our partnership just continued to grow more and more. And, so, for the last year, what we've been doing is we've really been focusing on deploying our data centers here, as well as getting our products ready to go to market. I always joke that OVHcloud is, probably, the best-kept secret in the US because that, when we acquired vCloud Air's assets, is when we kind of launched in the US. But, as Geoff can tell you in a few minutes, we've been a partner with VMware for years, right? And it's been really exciting. >> Yeah, I wonder if you could talk about that, Geoff, a little bit, I mean, the signal on vCloud Air early on, you guys kept having to tune the radio station, so to speak. >> Yep. >> Yep. >> And then, boom, finally it hit the OVH acquisition and then AWS deal, of course, IBM and other cloud service providers. Talk about how that all came about, and the track that you're on now. >> Yes, so, I mean, we've been partnering with OVH for actually nine years, I went back and I researched it. >> Did you? >> Yeah, back in Europe. So, they've actually been a seven-time Service Provider of the Year award winner. So, our relationship with OVH is nothing new. And we've been working with them for years. The other thing is the breadth of the portfolio adoption, the full SDDC stack, so not just vSphere, NSX, vSAN, the entire stack. So, you know, OVH is right in the forefront of our overall cloud strategy, and it has been for years. >> Yeah, and as a global infrastructure provider, we have almost a million 500 thousand customers, in 138 different countries. We have 28 data centers, three here in North America. We've got the breadth to go to the market in a big way. So, it's exciting to be here. >> So, lay out the options that you have for OVH customers. What services can they get from you? What are the platforms? >> No, it's a great question. So, obviously, have a very purpose-felt solution built on VMware, right, with our Hybrid Private Cloud. It's all built on the SDDC stack. So vSphere, vSAN, NSX, everything that Geoff mentioned. We also offer a bare metal solution. And then we also have a public cloud offering that's built on our relationship that we have with OpenStack. So, we give our customers three different choices on what they want to go to the market with. >> So, what do you make of, what's the AWS-VMware partnership mean for OVH? How do you guys take advantage of that? >> Well, I mean, you know, look. I think Pat, in his keynote this morning, talked about that eight out of every 10 customers is using cloud today, multi-cloud strategy. The average large customer is using, what did he say, eight clouds? >> Yep. >> He said that they're forecasting that there would be 10 clouds by the end of 2019. I'd like to take one of those two spots, if you don't mind. So, no, we think there's huge opportunity. I mean, Amazon's built a business on, and has created kind of the standard. We think there's plenty of room to play in a very large market. >> Well, the services market has always been highly fragmented. >> Yep. >> And it's always been local in nature. Maybe not as to the degree and scale, but, so, you've got, what did you say, a million and a half customers? >> Globally. >> So what are they telling you about their cloud strategy? >> Well, what our customers are asking for is they're asking for agility. They're looking for low cost. You know, we announced a partner program earlier this morning, where we're launching that. And our partners are coming to us saying, David, give us choice, give us flexibility, and help us save a little bit of money. I mean, all of our partners are dealing with margin erosion, as well as everybody else in the industry. So, if we can come to market and actually help them go acquire a customer, and help them do that in a way that's cost-effective, they're very excited about that. >> So, what's the conversation that you're having with customers? You know, we were, a lot of press, a lot of news came out this morning. A lot of great announcements made by Pat and team on stage. Customers talking about migrating from on-prem to the cloud, from public back to on-premises, for security compliance reasons. What are some of the things that you guys are hearing from customers, when you're having those business-level discussions about being able to execute a successful cloud strategy? >> You want to hit that first, and I'll come over. >> Go ahead. Well, I can. So, what our customers are talking about is simplicity. One of the things that we're excited to work about, to work with VMware on, is that our customers, when they move their solution on-prem to our hybrid cloud, they use the exact same resources that they use on-prem today. They don't have to go hire new people. It's all of the exact same economics that they've built to an on-prem solution, is in their off-prem solution with OVHcloud. That's what makes this so unique, right? I mean, look, part of the vCloud Air acquisition, what are we doing? We're migrating VMware customers, right, that are using VMware technology, that we're setting on vCloud Air into OVH data centers, using VMware technology to do it. And, so, it's. >> Just to add to that, the beauty is reducing day two complexity onto the operations, day two operations. So, instead of customers having to build out all themselves and integrating it, OVH is doing that already. Right out of the gate, in a hosted managed environment. >> That's because it is a like to like homogeneous, and you guys have laid that vision out years ago. >> Yep, yep. >> We sure did. >> When Maritz was running the company. But how does that actually manifest itself? So, a customer says, look, I'm sick of the heavy lifting, I want to get to the cloud. Alright, so they come to you guys, what are the steps that they take to get there? >> Well, there's, you know, the first thing you'll do is you'll sit down with the client. And some clients know exactly what they want to do and how they want to do it. And some customers say, hey, I think I need to be in the cloud, please help me. So we'll have that conversation, right, first of all. Yeah, exactly, it's from A to Z, soup to nuts, whatever you want to say. So, you know, a lot times we'll sit down and we'll walk them through that journey to the cloud. And then, once we determine what applications or workloads we want to move, then we'll back into, okay, well here's the best way to move that, right, and whatever technologies we then decide to do. And if it's vSphere based, it makes it real simple, right? >> And you hit the nail on the head. It starts with the application. It's always about the application. What is the end goal? Right, once you identify that, you start looking at the use cases, a lot of it's app migration, a lot of data center evacuation. A lot of these data centers, as the different leases are coming up, they want to get out of there. Right, and that's the opportunity to then have the discussion. There's also tools that we got. HDX, which allows for bulk migration of workloads and it reduces, you know, the complexity of going to another cloud and another hypervisor from, like, years down to months and weeks. We've had some customers that have done that, migrated hundreds of VMs over a weekend. >> Oh sure. And we're in the process of that right now. >> So, go ahead, please. >> Oh, thank you, I was going to say, could you give us an example of a customer, whether they're in Europe, where you guys have really had a lot success, or here in the Americas, that have really demonstrated substantial business outcomes, revenue, et cetera, leveraging the joint service? >> Well, sure, I mean, you know, we've got customers both in the U.S. and in EMEA, but, you know, I'm thinking about a customer in particular that's based in the U.K.. That, they're a MNA company, right? And, at one time, they had 97 data centers that they were trying to manage. The complexity of that. And, so, they originally went to vCloud Air because they were like, help us with this complexity, we're built on VMware, but we've got to close these data centers, right, we need to go to more of an asset-like model, and we need to be able to manage it effectively with the staff that I have that's already overworked. So that's how we won them as a client with vCloud Air. What's exciting is, is when we come in and we start talking about what we're doing with OVH, and some of the new technology that we're building, on the VMware stack, right, plus the fact that we own our own network. I don't charge ingress and egress charges, right. A lot of the things that we do, We've got 33 points of presence, you know, globally. Then we start having a conversation and they're like, listen I already had a great solution in vCloud Air on VMware, now I've got that on steroids. I've got the benefit of both companies coming together for a solution for my client. >> So how do you get the data from point A to point B? Do you back up the Chevy truck and load it on? >> You can do it that way. >> You talked about your network. What's the kind of best practice? >> Yeah, so the best practice is to come in and understand the actual environment we're working with. What is the tolerance to take that workload up or down? But, if we use technology like HDX, I don't have to take that workload down at all. I'm able to basically, essentially, and don't let me get over my skis, VMware guy, but I am going to essentially do a Vmotion over my network, right, no cost to the customer, into my data center, and the customer can continue to use the app while that's happening. >> And the time that takes is a function of, obviously, the volume of the data, >> Sure, of course. The bandwidth. >> The number of VMs, the complexity of that. >> So you'll schedule that out over a period of, what, days, weeks, months? >> Exactly Years, even, I mean, maybe not years but, maybe I have a multi-year strategy, right? So that's how you're seeing people do it? It's sort of a planned approach. >> Weeks and months is sort of. >> I would say, typically. >> It's project based, yeah. >> So, within months, I can get an entire data center from my on-premises into your platform. Is that a fair statement? >> And if you ever wanted to bring it back, we can do that real easy too. >> You see that happening? >> We see customers moving workloads back and forth, it depends on seasonality. I mean, you take the retail industry, right? There's a lot of times where, during the retail industry, they'll send things to us, they'll flip it around, and, after the holidays are over, they'll bring there on-prem or what have you. >> And, more importantly, I think having network access back into the on-prem data center, with HDX, allows you to have a network connection. So it does need a talk back. The whole workload may not move back, but you need to have communications back into the network. And that's what HDX, their technology, allows. >> Right. >> So it allows me to leave whatever component of my workload I want to keep there. >> Yep, that's right. >> When I'm talking to each other. >> That's right. >> Okay, so for years at VMware, we heard this theme, any app, any workload, really anywhere in the world. >> Exactly. >> Now, you guys, right, you guys have an open source based public cloud. Vmware, obviously, like, hey, some of these cloud native apps, we'd like a piece of that action. You hear Pat talking about Kubernetes and containers. So what's that conversation like, between you guys, I mean you want some of that, right? Are you talking about Edge? Is that more integration? You guys got some work to do there to really compete in the that space? >> Well, I mean, it's your solution. But I'll start off of on the Edge. So, the announcement on Edge today, I don't know if you guys have heard it yet, but really exciting. We've actually announced a lot of different solutions around automation of the data center. I mean, this whole cloud operations is becoming sort of a major problem, as we have eight to 10 global service providers in most enterprises. So, reducing the complexity of that down is incredibly important. All the pieces that we're announcing, a VMware as a service, we're going to roll to our service providers in a managed service environment. So all these new technologies that we just announced, right, David and OVH are going to get access to that and have the same capability. >> That's right. >> I'll let you guys speak, specifically on your OpenStack. >> Well, I mean, listen, the beautiful thing about OpenStack is it's open, right, so, I mean, it doesn't really matter what cloud's out there, we can interface with it, right? So, that's the beauty of it, right? And it doesn't change at all the way that we go to market. It's just, really, we're giving the customers choice. What do you want? And it depends on the app, right? That's what's beautiful about it, is when we've sit down and meet with customers or partners, it's, like, what do you want to do, what workload would you want to move? And we've got choice for you. >> Yeah, I remember when we talked to Pat about this, years ago, when OpenStack was kind of the hot new toy, and he said, OpenStack, we like OpenStack, that's cool, we'll embrace it, no problem, and we're like, really? Yeah, I mean, that's kind of exactly what's happened. I mean, you're seeing the same thing with Kubernetes, and containers, and the like. But, again, you guys still got some work to do to really earn their business for those types of workloads, and I presume you're hard at work. >> We are. I don't know if you wanted to hit on some of the announcements that you. >> Yeah, I'd love to. >> Yeah, let's do that. >> So, the real thing I'm excited about is this morning we announced the announcement of our partner program at OVHcloud. It's an exciting day for us on that because, if you'll remember a few minutes ago, I was talking about all of the things we've been doing for the last year, right, getting our data centers ready, and, also, building out our product stack to be able to go to market, and migrating our customers. Well, the fourth thing we were doing, for the last nine to 12 months, is we've been meeting with partners. And I'm fortunate, from my years at EMC-Vmware, and my team, we have a lot of relationships out there. And so we were able to go meet with these partners and say, listen, here's what we're thinking, what do you guys think, what are you looking for, right? We've got all these big players out there, obviously we know all the names, but what differentiation could we bring to your business to help you go grow revenue? And, you know, they came back to us and they said, Wiggs, what we really want to be able to do is we want to be able to come in slowly, expand that as much as we can, make big commitments, make small commitments, we want the ability to be agile, we want to be able to, help us figure out a way that we can save money and worry about that. Help us resolve that issue of that margin erosion. That's a big thing that a lot of the channel's dealing with today. And, so, that's what we did. We came up with a program of four different levels, right? You can dip your toe in, and with a very minimum commitment, the higher commitment you make, not only do you get a better price, but you also get a ton of support on the backend. So, I actually come in and work with you on your messaging. I have sales teams that can actually go out and help them sell the solution, with us as the infrastructure layer in the underpinning, right, and, so far, it's been really good. >> So these are, don't hate me for saying this, these are sort of traditional box sellers, now trying to transform their business, right, and add more value, or their value added supply. Maybe they're SAP. >> Well, you've got manage service providers. You've got manage service providers. >> Okay, so hosting. >> You've got the SI's and the OS's, right? So, you know, some of these guys they either want a private label, right? Or white label your solution? Some guys just want to go to mark up their solution and they just need an asset like model, right? They're just exhausted with, you know, investing in infrastructure, right? So, they're like, "Listen >> And bodies. >> And body, you take that over and let us worry about that. >> You see, from VMware's perspective, that's exactly what we're seeing. We've got an ecosystem of 42 hundred global service providers. They build their own data centers, have a VMwares based hosted solution of some type. A lot of different flavors. They want to get out of the hardware space and out of the data center management space. This is why it's a great solution for OVH, they want to focus on, and, again, we call this asset light, they want to focus on high margin trusted value. Things that they're good at, where they can make a lot of money. >> Which is what? Like, I always see there's a consulting piece up front, security. >> It could be security specialist. >> Yep, security security services. >> Patching monitor, you know, automation, migration services, I mean, the exact discussion we just talked about, right? Customers need that journey. So OVH abstracts a way, the need to do hardware, and that allows them to go focus on the rich or higher margin services that they offer. >> And how are they making it sticky? Because, obviously, they want that, right? So what do you see there and how are you helping them? >> I think anytime you're adding a value added service, if you add that value it is sticky, right? >> Yeah. >> I mean, for an example, to help our relationship with Vmware, and just how strong it is, you know, FusionStormers was one of the partners that we had announced today, right? And they had a quote in there. And I was just sitting in Pat's keynote, next to our customer. You know, and I'm like, so, you know, I get this, it makes sense, you're looking for this, you know, infrastructure as a service play. He's like, David, what we're trying to do is help our customers that love the VMware stack, we're trying to help them to get to the Cloud, right? They don't care about the infrastructure, all they want is great service, right, and great support. And he said, that's my secret sauce, that I am able to offer that. And he goes, you guys handle the infrastructure. He said, it's perfect. >> Last question, David, for you. What are people going to be able to see and feel and touch at the OVH booth here at VMWorld? >> Oh, that's a great question. So, you're going to be able to go over, and you're going to be able to learn about some of our other announcements, with VMwares. Specifically, around what we're doing on the whole SCDC as a stack, right? In the VMware Cloud foundation, and the announcement we had on that this morning. Or, actually, I think that was Friday. You're actually going to be able to go over and they'll pull up and they'll show you some demos, and be able to see the technology live. I think they have a show every hour, and you go over there. And if you go over, you might win a Yeti mug. I think they're giving a Yeti mug to whoever pays the most attention. (Lisa and Dave ooh) So, go over there and learn about that. >> Can always use another Yeti, yeah, I love the Yeti. >> Yeah >> You can't have too many Yeti's. >> Does it come with caffeine? Because that, I'm all over it. >> No, well, we'll leave it clean, yes, maybe caffeine. >> Okay, awesome. David, Geoff, thanks so much for joining Dave and me this morning. >> Thank you so much, we really enjoyed it. >> You're watching theCUBE, live from VMWorld 2018. Day one, Lisa Martin for Dave Vellante, stick around, we'll be right back. (electronic music)

(upbeat music) >> Narrator: Live from Denver, Colorado, it's theCUBE. Covering Commvault GO 2019, brought to you by Commvault. >> Hey, welcome back to theCUBE's coverage of Commvault GO 19, from Colorado. I'm Lisa Martin with Stu Miniman. Stu and I are pleased to welcome somebody new to theCUBE and to Commvault. We've got Tom Broderick, VP of Strategy and Chief of Staff to the CEO of Commvault. Tom, welcome to the program. >> Thanks for having me. >> So, I like you're on brand, the new Commvault venture, >> Yeah, I got to sport the colors, right? >> Metallic, very nice. >> That's right, I had the big jacket on yesterday, so. >> Oh wow, all right. So lots of change at Commvault. You're new as well, you've worked with Sanjay, now this is your third different company working with Sanjay Mirchandani, the CEO. Talk to us a little bit about your short time here at Commvault. There's been so much change that he's driving, cultural change, Metallic was something that was conceived, designed, built in a very short time period, a lot of acceleration. Your first few months here, what's it's been like? >> It's been, obviously, a ton of activity. And, one of the things that we know, and I think it's obvious, Commvault as a company has been in this state of transition. You bring a new CEO on, and we've got a new leadership team, that is merging well with the core leadership team of people that have a lot experience at the company and it's working really well. From the beginning we knew that we needed to focus on three areas, inside the company and outside. It's really around, as we talk to folks, around simplifying our business. And when we say that, normally in an event like this it goes towards how do we simplify working with our partners, how do we simplify working with our customers, how do we simplify our products, that kind of thing. But, from my perspective, one of the things that I focus on, is also, how we focus on simplifying ourselves on the inside, because this is an area where we can be much more efficient in how we bring our technology to the marketplace. So I'm focused on breaking down silos, I'm focused on driving effective communication in the business, so that we can deliver that technology to our partners and our customers. So, simplifying the business. Innovation is the next big key. So, obviously, our technology, and this is one of the things before coming on, I did a lot of research on Commvault technology, I've been out of this part of the market for quite some time, and the core technology is super solid. But we needed to innovate further, and shoulder out into different areas, and that's where you see things like Metallic come into play, the acquisition of Hedvig, where we're using our balance sheet, in a way that's very different for the company. This is our first acquisition as a company. And then of course all the new features and functions that we put into SP17, which was just released in the core product. And then lastly, it's around execution. So, simplify, innovate, execute. And when we talk about execution, a lot of that falls on the go-to-market side so this feeds right into some of those leadership changes that we announced this week, and that we announced earlier, bringing folks like Riccardo Di Blasio on, and that's how we think about things. So that's been a structure that's allowed us to do so much change in such a little amount of time. >> So Tom, I'd love to dig into that a little bit, so we've talked of Commvault traditionally has done a decent job of trying to move a little faster, so if you talk about the core product, it's on a 90 day release cycle, it's not the nine to 18 months train that many of us that have been in the industry a long time was like, okay, we got to get on the train, jam everything into it, hope we go and when we get to the end that we actually release something that we're happy with and it's supported and it works. Your last stop with Sanjay was at Puppet. Very different mindset, I'm curious what you learned there, and how that is really permeating the whole industry and what changes need to happen in Commvault to live in this new sass role like Metallic's going to offer, you know, if you're not delivering code, what are you doing. >> Yeah, it's a great question Stu, and the thing is, obviously we're living a different world than what we were 20 years ago, agile methodologies have sped everything up, and people are used to faster release cycles, how do we get new features out to customers in a much more expeditious way. The challenge though, and I'll bet if folks are watching this, the challenge internally is how you do that effectively. So one of the things that we did at Puppet was we had to get better at bringing the technology to the market, end to end across the business, so inside the business. It's not enough for the developers to say, "Okay, code's ready", and just throw it out there. Is the field enabled, is the pricing right, is the packaging right, is the documentation right, is marketing activated, all those elements of it. So again, this is a little bit inside baseball, from a Commvault perspective we're institutionalizing this as one of the core processes that helps us operate the business. I talk a lot about inside, I talk about how sometimes you have to go slow to go fast, and what I mean by that is the cross-functional elements of the business need to get together sooner in the process to make sure that everybody's on the same page, aligned, they know the key dependencies and they know when they can make their deliverables, so that when we're ready to go to market with the new technology, or new product, or a new service pack release, that everybody is ready to go with that because it does nobody any good if the code's ready, you throw it over the wall and then it just kind of falls down because people outside weren't ready. >> But operational simplification, as you describe it, that's really challenging to do, number one. Number two, doing it at a company that's been in business for 20 years, where you have different functions, you probably have some incumbent folks in there. Lot of change, how have you been able to accomplish that in such a short time period, it seems like, one of the things that Stu and I've been hearing is that there was a lot of receptiveness, within the incumbency internally at Commvault, but operational simplification it's no simple feat. >> No, it's really easy when you write it down on a piece of paper, it's hard once you get the humans involved. But the thing is, and this is one of the things that I've noticed at Commvault, it's been tremendously refreshing to me, is that, you know we have about 2,500 people in the organization and if I was going to give a massive generalization, we have 2,500 people that want to do the right thing, and they truly want to do the right thing for our customers. The issue in the past is that they haven't been aligned in all the same direction, or set of directions. So we were a little bit haphazard in certain ways. But people want to do the right thing, and once I started talking about these concepts and once we started implementing them, and now that we're actually seeing results, it's amazing, I have so many people coming up to me saying, "Wow, I didn't really get it at first, but now that we're actually implementing these kind of processes inside the company, it's amazing, the transformation that we're seeing, and we're so glad that we're doing it." >> Can you talk to us about the decisions for the Commvault ventures, that's one of the things that struck me when I saw some of the press releases earlier in the week, Metallic, a Commvault venture. The Hedvig acquisition, a Commvault venture. Some of the conversations that Stu and I have had this week, it's like a startup mentality within Commvault. Talk to us about the strategic decision to go that venture inside Commvault route. >> Yeah sure, absolutely. So obviously, Hedvig is indeed a venture, I mean, via acquiring a company that were a startup. But as we looked at bringing them into the Commvault folds, internally, inside the company, we had some guiding principles that we created straight away. And the number one guiding principle was don't break the business. Meaning, we're not going to come in and overwhelm them with Commvault. Because they created a successful entity amongst themselves, and a great technology that we think fits really well into our portfolio. But we do want to create some degree of separation because, we might be talking to different customers, this I why, I think I saw David Wigglesworth on a little bit earlier, and he's setting up the emerging technologies sales unit because they're going to be taking this to market a little bit different way. The development team is not being merged right into our core development team, they're remaining a unit amongst themselves reporting to Sanjay, right directly to Sanjay. On the Metallic side we did take the startup approach from the beginning, and we said look, it's easy for organizations to say, hey, we want to build this new thing to serve this new part of the market, and we're going to invest resources into it, let's put the plans together and go get it done. But especially for public companies too, it's easy on your 90 day cycles, to all of a sudden say, you know what, we have to rebound, or take those funds that we were going to put there, and move them elsewhere. And we said, no, we can't do this, this is super strategic to us, we have to ring fence it, and we have to let them build this product in a different way. So, I was talking about business readiness before, in terms of the process that we institute, they were actually the first group to implement it within their small team, and it created a great proof point for the rest of the organization to see how it works. >> So Tom, we've had some great conversations with a lot of the new leadership this week, you mentioned we had the conversation with Wiggs, he's starting to hire some of those sales people. We know there's always change going on in an environment, but is Commvault mostly through with the strategic leadership hires and now it's down to the next layer as to things like the overlays in some of the new initiatives, or is there still more work to be done on the structural piece of things? >> Good question Stu. You know, our work is never done. I think it's the same with any organization. I think most of the major parts and pieces are put in place, like where we want them. One of the things that you mentioned earlier, that this is my third tour of duty with Sanjay, and I say one of the really powerful things that he brings to an organization is the ability to build a strong, well-functioning leadership team. And I say well-functioning. And he did it at EMC, he did it at Puppet, and he's doing it here. And now we've got that senior leadership team in place, that is going to be continuing down this path of positive momentum that we've got. >> One of the challenges making through this big move, we said that the team definitely was receptive, we know that they're ready, but clear communication, just without getting into too many proprietary things that you've done, what tips can you have to make sure that an organization of this experience and this size isn't just going to get like, "Oh my God, whiplash, "they're changing management, I don't know where I fit." Or anything like that, how do we make sure that you get everybody pointing towards the true north, and, ready is I think the word we've heard over and over, so making sure that everybody in Commvault is ready to move forward? >> It's hard and it takes a lot of discipline. I do think you need to be as transparent as you can be, with the workforce and with your employees. They need to understand where we're going with this because if it's just a bunch of change for change's sake, that's difficult environment to live in. And we're certainly not that, we have objectives and goals, and we know what we want to get to. Obviously there are strategic elements of it that we can't necessarily discuss all the time, but at least directionally we have to be able to explain the moves that we're making in such a way that makes sense to people. If we believe it, and we've done our diligence, then it should be transferrable and we should be able to make it so that it's clear to everybody on the Commvault team. And we are focused on making that happen. Internally we do a lot of communication. Sanjay writes a lot of blogs internally. Sandy Hamilton writes a lot of blogs, Riccardo is constantly talking to the teams, and that just permeates down. We need to continue to get better at it, it's hard, organizational communications are hard. But we need to lead from the top as well, make sure that as we demonstrate what it means to communicate that all throughout the organization, we're creating that sort of culture. >> In the last few seconds here Tom, I would love to get your perspectives. What's the biggest thing that you're going to take away of the last three days of your first Commvault GO? >> Tom: Wow. >> Too many to count? >> (laughs) It's exciting, I'll say that, very specifically, walking through the Metallic booth and the Hedvig booth is inspiring to me, the amount of traffic going through those two booths, that's exactly-- >> That's probably what that applause is for right now, in fact it is, I see it. >> That is, they invited me over at 4 o'clock, I said I couldn't make it. It's been truly inspiring, and I think people are excited. And for me it's, obviously you want your customers excited, you want your partners to be excited, but for me too, it's just as important to have our employees excited, and that's a major takeaway that I'm bringing from this conference. >> I think we would echo that we've heard a lot of excited folks. Well Tom, thank you for joining Stu and me on the program, we look forward to Commvault GO 2020 already. >> Thank you, thank you very much. >> Excellent. For Stu Miniman, I'm Lisa Martin, you're watching theCUBE from Commvault GO 19. (upbeat music)

>> LIVE from Las Vegas, it's theCUBE! Covering VMworld 2018. Brought to you by VMware and it's Ecosystem Partners. >> Welcome back to theCUBE's continuing coverage of VMworld 2018! I'm Lisa Martin, finally paired up with Stu Miniman. Hey, Stu! >> Lisa, three days, wall-to-wall coverage and how have you and I not been paired together yet? >> Did you do the scheduling, Stu? >> Um. >> That's okay. I'm glad to be paired up with you. The last interview, saving the best for last. Speaking of the last, we've got two guests, welcoming back some alumni to theCUBE, who also seem to be so busy at VMworld that you come to us as our last guests. I like this tradition. >> You had be the bookend, you know? Got to be the bookend. >> Best for last. >> Exactly. We've got Ajay Patel, SVP of VMware, and Russ Reeder, CEO of OVH US. Welcome, guys! >> Thank you, great to be here. - Thank you. >> Saving the best for last. >> Best for last, you bet. >> So, last year just, yeah, VMworld last year, vCloud Air acquisition by OVH had just happened. Give us an update on what's gone on in the last year and the momentum that that is giving the OVH business in the U.S. >> So, we're super excited to be here on second year as a Diamond Sponsor. We, as OVH Cloud, coming to the U.S. is a great opportunity. OVH is the largest hosting company in Europe. Everyone knows who we are in Europe, we come to the U.S. a year and a half ago, every one's like, who's OVH? We acquire vCloud Air, partnered with VMware, which is old news in Europe. For the past nine years, we've been virtualizing vSphere, seven of those nine we've been the award winning partner in Europe. So coming to America, the best way to really launch with the VMware partnership is to acquire vCloud Air. All of those customers, and brought over those employees, and the best news is that we just launched two months ago, starting to migrate those customers over to OVH Cloud. >> Fantastic. >> It's very exciting. >> Yes. >> Ajay, so, Multi-Cloud being the story of the show, we've seen really the maturation after, you know, we've been tracking this for a lot of years. It was like, okay, do we have the VMware Cloud story? Are we happy with it? Things like that. So first of all, congrats to you and your team. >> Thank you. >> We've had some good proof points, a lot of partners I hear. >> Absolutely. >> I'm joking to you, it's like, yeah, OVH- >> OVH clearly one of the important ones. (laughs loudly) >> So, you know, put this in perspective for us as to, from the vCloud Air world to, you know, we're talking AWS, IBM, OVH and many others. >> Stu, you and I talked about it a couple of times now, this is year number four, so thank you for inviting me, first of all. Our strategy's been consistent. How do we get VMware running on as many destinations as possible? And Hybrid, for us, has been a strategy that's been consistent. Glad the market caught up, even having Andy Jassy talk about moving RDS and making it available to vSphere on-prem is really a sign of maturity that the world is going to be hybrid for a long time. So from a strengths perspective, Hybrid is here to stay and we're really focused on what we've been calling this Cloud Verified Partner. So, OVH is a handful of partners that have reached that highest level achievement of delivering a full-stack VMware CDC and it can have a consistent infrastructure experience that cost customers 10 dollars. So we're at a point where the strategy's being realized. Strategic partners like OVH are delivering a full-stack VMware and customers are seeing the value of delivering Cloud, whether public Cloud or on-prem on vSphere. >> Russ, as I said, multi-cloud, it's matured a bit. You know, one of the big questions we had coming into was that AWS partnership, how much of it is a one-way? Well, things like RDS, really interesting. I've spent a bunch of time digging into it and understanding it. The other thing is, it's as Ajay said, the strategy was VMware everywhere. And partners like yourself, okay, where do we play? You know, public cloud's not the enemy, it's what do we do, what do we partner with? How they're help fitting the landscape as to, you know, how OVH and, you know, how do you play in that larger ecosystem and differentiate and, you know? >> Yeah, I think the third generation of the cloud here coming to multi-cloud is kind of going the first generation of hey, someone needs to do it for me. AWS, I'm going to do it myself. Now, hey, I want to do it myself, but I need multi-cloud. I'm not going to put all my eggs in one basket, I need a true infrastructure partner where I have predictability on billing. I don't have ingress or egress charges. I have a true infrastructure partner with the automation that can scale globally. And so, 20 years ago when we started OVH in Europe, the opportunity there was wide open. Coming here to the U.S. now it's a perfect opportunity in multi-cloud where all customers are saying I need to get out of my closet. I have seven-year-old machines in my Colo facility. I'm all-in-one whether it's AWS, or IBM, or another partner out there, they need to put different workloads where they would work best or DR. So coming in as a true infrastructure player with all of our automation, it's actually perfect timing for OVH to come to the U.S. and laugh OVH Cloud. >> So I'm curious, obviously with the European you have their legacy as we've transitioned and it's a spectrum but from kind of the traditional hosted environment to you're almost fully satisfied when you go this. >> Sure. >> The US, do you still have the spectrum or are you more built the modern with the vCloud Air being the foundation? You know, what spectrum of services are you offering customers? >> We offer the full spectrum. We had the opportunity to take OVH, all of our experience and systems, take the next generation of OVH in Europe, launch it in the U.S. and then bringing that back to Europe. So what we're launching in the U.S. is a full spectrum. The initial launch with VMware, fully hosted suite of the VMware products. So we have the VMware, the vSphere, vSAN, NSX offering that we've just announced. And having nine years of experience with vSphere as a service is a great opportunity to launch that. We also have a public cloud and that's the open source OpenStack public cloud, which is a different unique opportunity for a lot of companies that don't want to go the traditional public cloud. We also, being one of the largest dedicated server providers. It's all built on dedicated server, even server-less compute. And so you have to find a infrastructure partner that doesn't want to provide solutions first, and how do we rack and stack second. We understand the infrastructure and the network globally to help our partner's succeed. >> Ajay, I wonder if you could speak a little bit to the portfolio that your partners get to get access to from VMware. I was just interviewing Milin Desai, who you know oh so well. And the SAS piece is so, you know, it gets lost. You know, infrastructure as a service is one piece, but, you know, it's applications and services and, you know, yeah. >> Yeah, so far our cloud provider partners, what we've done is we introduced something we call Cloud Provider Platform. It gives them all the tools they need to sign up for Cloud, as Russ talked about, in a dedicated cloud. We give you a multi-tenant cloud. We're also, now with our cloud hub announcement, taking the VMware IP Cloud Services and making them available to our partners. And when you think about a partner on MSP, he's no longer just the asset heavy like OVH, but he's also the asset like a DXE. So we're now opening up the aperture for anyone who wants to either build clouds, or use clouds to offer managed services on top. I love the fact that OVH has economics, efficiency, and the customer support with the full VMware value proposition. They've always been the leader in kind of vSphere hosting, now they're offering a full private cloud built on VMware and the managed services go with it. So it's really about that choice, which really uniquely makes a provider program so compelling to our end customers. >> We've heard choice a lot. We hear it, Stu, at every show. Customers need choice, companies like VMware, OVH needs to build for what the customers want, not what you guys all think is great. Another thing that we've heard a lot at this show is that the seamlessness of the message, starting with Pat Gelsinger's keynote on Monday morning with people saying, you know, the structure is in place. I also thought it was one that was very cohesive in terms of the messaging and how the technologies are working together. I'm curious to get your feedback on what are some of the things that you've heard around this show from your customers who need a choice or in multi-cloud environments for many reasons, right? Applications that kind of dictate which direction that needs to go in, or through acquisition and, you know, have multiple cloud solutions. How are they taking this message? Especially with what you're doing with OVH in the U.S. And be able to digest this so they can really figure out, alright, here's what I can do with my infrastructure so that my business succeeds, whether I'm a bank or I'm a hospital. Tell us about that. >> I can go first and then Russ can add. So I think one of the things we've done a really good job this time is clarifying the message. I'm hoping, to the market, we're now becoming a very relevant and strategic platform that spans beyond the traditional VMware data center and hybrid cloud. So the first message is, you know, VMware is providing you the solutions while you're building on VMware or you're building on native clouds. And that CloudHealth acquisition is a good indication of VMware's commitment to kind of pure native public cloud. The second I would say is hybrid and this kind of consistent environment for runtime, if you will, and this hybrid control plane that give people a sense that I will lift and shift my workload first to an OVH and then transform leveraging the power of the public cloud. So it's become very pleasing to say, look, I don't need to change for changes sake, I can move and get economics off a public cloud, a dedicator, or even a pure multi-tenant. But then I can now refactor using public cloud services. So the power of VMware is giving them the flexibility to start a leverage cloud without having to make an upfront investment just for change sake, but more for the business transformation they're trying to drive, right? >> Yeah and so, what we've seen from the OVH side is really coming here and looking at all the partners. So we have Veam for backup, we can no offer Zerto for disaster recovery. Obviously, the VMware partnership we just launched earlier in the week which David Wigglesworth, our chief revenues officer was on talking about our partnership strategy and we have an amazing opportunity to bring partners in. FusionStorm is one of those partners, IT services. So OVH Cloud, we don't compete with our partners, true infrastructure partner with they can leverage our 28 data centers and our 15 terabytes of network and no charges for ingress. So what we're seeing here, our customers are coming and saying, hey, I just used you for DR but I'd like to actually take my on-prem full production system and bring it to the cloud now. So the customer's were migrating. There's more comfort going to the cloud, there's more understanding of the partnership ecosystem, and now instead of just saying, oh, we're going to just put DR or backup, we're going to come and we're going to migrate our entire production system because we've tried it out, our foot's been in the water, and now we're going all-in. So that's exciting and talking to all the customers this week, I love it. It's so exciting to talk to our customers that have migrated to OVH Cloud in the U.S. and now they want to bring over those production workloads. That's where it's really kind of that multi-cloud and I think VMware's been a huge asset to the cloud market in their strategy and a great partner. >> Getting that validation from your customers, the momentum that OVH is carrying is working. You've done a lot of education, especially in the last year. They're getting it and you're seeing your technologies and your partnership validating what it is that they're business needs. >> It's disheartening almost that the technology is in place now. We had to migrate from the vCloud Air into the OVH data center. Those tools, those best practices, those skills now are available to the end customer. So the compelling value here is, you want to take the entire data center and move it to OVH, we know how to do it. We have the tools, the people, the skills. And so just that kind of reference, the ability to say I'm not the first one to do it. It's been done before. That confidence is building in their business now. >> We had the opportunity, I mean, I don't want to say that there was a bleeding edge, but we were on a bleeding edge of HCX and it's working seamlessly now. >> Hybrid Cloud Exchange. >> The extension to bring, without any downtime, from on-prem to over to the cloud with OVH Cloud, or from the vCloud Air cloud over to ours. So it's working and the customer's are super excited, they get that trust. They go back to their management team and say, hey, now it's time to go more. I can go to the cloud and the cost efficiency, the savings, the redundancy of the network and the power, and not all this capex. That's why they're all moving to the cloud now. >> Final thing, you've talked about some good high level things. Any specific customer examples? I know you might not be able to mention names, but, you know, Vertical, or things like that as to how businesses are helping to transform themselves after they've done these sort of solutions. >> Yeah, sure, I mean first of all, it's all about the customer. So we, I can't mention any specific names, we will have some, we filmed some customer testimonials in the booth that we'll be announcing and maybe the next time we can bring customers up here to talk about it. Whether it's really education or high-tech, especially on a high-tech, the tech guys love OVH, right? They really love it. But from an infrastructure provider, people that are looking to lift and shift their existing applications without having to rewrite their applications for a public cloud, that's where OVH really comes into play. I've got all of these systems. I've got VMware on-prem, I need to move it but I don't want to rebuild it. So that's where we see the excitement of, of course I'm going to build some new stuff in the cloud, but how do I take all of my thousands of applications that we have, that we're never going to refactor and just move it over to the cloud to have that security. That's where I think customers are saying, wow, I can't actually do more in the cloud than I thought I could. >> For me, I think, I just walked out of a customer meeting, so I won't name them but just kind of give you a sense of what they're doing. They have four clouds, they believe they have monolithic applications, they don't want to be locked in to a particular cloud, so you're hearing the consistent view is, we're trying to figure out how do we change our development practices. You know, how do we leverage container, whether it's PKS, whether it's payloads. What's my development methodology? How do I make sure that deployment gives me a choice of running across clouds? How should I setup my IT operations to operate in the cloud? So consistency, portability, how do I manage the complexity of running on multiple clouds? What's my cost profile and how do I do it effective? So those are the kinds of questions we're getting. They're starting to look to VMware as a trusted advisor, that safe choice, as we talked about, to say, you know, one thing I can bet on is if I bet on VMware technology, it runs on more clouds than I can, you know, when I need them. It is portable, I can take a workload that traditionally I'd run on different hardware, now we run it on different clouds. So we're seeing a tremendous momentum around this notion of VMware's kind of the pathway or the hybrid control plane that we can bet on. And then partners like OVH, etc. But I have this destination that's safe, that's secure, that's consistent with what they're running today. So pretty exciting in terms of how customers kind of take in the message and start to put it into their strategy as they go forward. >> One more thing I'd like to understand, you talked about the tremendous capabilities that OVH and VMware have together with vCloud Air. You can enable customers to do a lot. To transform IT, to facilitate digital transformation. They're comfortable with this. But one of the things that that absolutely requires is cultural transformation. I'd love to get your final thoughts on how is OVH and VMware together helping your customers to understand and really impact the cultural changes that are need to take advantage, full advantage of the technology? >> That's a great question. Go ahead. >> On our side, what we try to do is, we as a company are going through the same transformation. We're a perpetual company becoming a services company. So the lessons learned, I spent some time where I-CIO actually talks about how we're operating our internal cloud. We're talking about the best practices of how we're moving to a service first mentality. How we're creating a CICD development mentality and practices. How are we leveraging public clouds and how are we managing cost? So those internal lessons learned, we're starting to make available to our customers and our partners. We're also packaging some of the products that we make available to VCP, our provider program. So the products that we're building up much more suited to run a services organization, which when we started five years ago at vCloud Air, we took enterprise products and tried to force fit them, now we're much more delivering our own service, eating our own dog food, if you will, have to incorporate that capability into our platform. So it's a combination of product improvement, best practices and lessons learned that we're making available to the market. >> I can talk from specific example. Acquiring vCloud Air, a great customer base, and all of the personnel from VMware in vCloud Air to come over. So not only was it cultural from a customers perspective, but also from an employee perspective. You build culture on trust. So what's interesting is that our employees and our customers that were over in Europe, in our U.K data centers and our German data centers, they're growing much quicker than the ones over in the U.S. The U.S. after a year of working with us and seeing that, hey, we say we're going to do this and now we're actually doing it, and I've migrated and that was really easy, and I can point and click and actually expand my compute and my storage and add more hosts in a matter of minutes. That builds trust, that has a great culture, and that spreads. So, from an education perspective, we have a lot of higher education customers, and now they're like, I'm going to go talk to this school and this school, and that word of mouth is golden. >> That validation of, we've been in your shoes, VMware has been in our shoes, they've done it successfully. Guys, I wish we had more time, but thanks so much for helping Stu and I wrap up the day on this set. It's great to talk to you both. I think it might be fair to say that we'll probably see you at the next VMworld on day three around the same time. >> Yeah, perfect! - Hopefully earlier. >> Maybe. Ajay, Russ, thank you so much for your time. >> Thank you. - Thank you so much, Lisa. >> For my co-host, Stu Miniman, I'm Lisa Martin. You're watching theCUBE's continuing coverage of VMworld 2018. Stick around, we'll be back to wrap up the show. (electronic music)