>>Welcome back to a blueprint for trusted infrastructure. We're here with Rob Emsley. Who's the director of product marketing for data protection and cyber security. Rob. Good to see you a new role. >>Yeah. Good to be back, Dave. Good to see you. Yeah, it's been a while since we chatted last and you know, one of the changes in, in my world is that I've expanded my responsibilities beyond data protection marketing, to also focus on cyber security marketing specifically for our infrastructure solutions group. So certainly that's, you know, something that really has driven us to, you know, to come and have this conversation with you today. >>So data protection obviously has become an increasingly important component of the cyber security space. I, I don't think necessarily of, you know, traditional backup and recovery as security it's to me, it's an adjacency. I know some companies have said, oh yeah, now we're a security company. They're kind of chasing the valuation for sure. Bubble. Dell's interesting because you, you have, you know, data protection in the form of backup and recovery and data management, but you also have security, you know, direct security capabilities. So you're sort of bringing those two worlds together and it sounds like your responsibility is to, to connect those, those dots. Is that right? >>Absolutely. Yeah. I mean, I think that the reality is, is that security is a, a multi-layer discipline. I think the, the days of thinking that it's one or another technology that you can use or process that you can use to make your organization secure long gone. I mean, certainly you actually correct. If you think about the backup and recovery space, I mean, people have been doing that for years, you know, certainly backup and recovery. It's all about the recovery. It's all about getting yourself backup and running when bad things happen. And one of the realities, unfortunately today is that one of the worst things that can happen is cyber attacks. You know, ransomware, malware are all things that are top of mind for all organizations today. And that's why you see a lot of technology and a lot of innovation going into the backup and recovery space, because if you have a copy, a good copy of your data, then that is really the, the first place you go to recover from a cyber attack. >>And that's why it's so important. The reality is is that unfortunately the cyber criminals keep on getting smarter. I don't know how it happens, but one of the things that is happening is that the days of them just going after your production data are no longer the only challenge that you have, they go after your, your backup data as well. So over the last half a decade, Dell technologies with its backup and recovery portfolio has introduced the concept of isolated cyber recovery volts. And that is really the, you know, we've had many conversations about that over the years. Yeah. And that's really a big tenant of what we do in the debt protection portfolio. >>So this idea of, of cybersecurity resilience, that definition is evolving. What does it mean to you? >>Yeah, I think the, the analyst team over at Gartner, they wrote a, a very insightful paper called you will be hacked, embraced the breach. And the whole basis of this analysis is so much money's been spent on prevention is that what's outta balance is the amount of budget that companies have spent on cyber resilience and cyber resilience is based upon the premise that you will be hacked. You have to embrace that fact and be ready and prepared to bring yourself back into business. You know, and that's really where cyber resiliency is very, very different than cyber security and prevention, you know, and I think that balance of get your security disciplines well funded, get your defenses as good as you can get them, but make sure that if the inevitable happens and you find yourself compromised that you have a great recovery plan and certainly a great recovery plan, it's really the basis of any good solid data protection backup from recovery philosophy. >>So if I had to do a SWOT analysis, we don't have to do the w OT, but let's focus on the S what would you say are Dell's strengths in this, you know, cybersecurity space, as it relates to data protection. >>One is we've been doing it a long time. You know, we talk a lot about Dell's data protection being proven and modern. You know, certainly the experience that we've had over literally three decades of providing enterprise scale data protection solutions to our customers has really allowed us to have a lot of insight into what works and what doesn't, as I mentioned to you, one of the unique differentiators of our solution is the cyber recovery vaulting solution that we introduce a little over five years ago, five, six years, power protect cyber recovery is something which has become a unique capability for customers to adopt on top of their investment in Dell technologies, data protection, you know, the, the unique elements of our solution already threefold, and it's, we call them the three eyes. It's isolation, it's a mutability and its intelligence. And the, the isolation part is really so important because you need to reduce the attack surface of your good known copies of data. >>You know, you need to put it in a location that the bad actors can't get to it. And that really is the, the, the, the essence of a cyber recovery vault. Interestingly enough, you're starting to see the market throw out that word, you know, from many other places, but really it comes down to having a real discipline that you don't allow the security of your cyber recovery vault to be compromised insofar as allowing it to be controlled from outside of the vault, you know, allowing it to be controlled by your backup application. Our cyber recovery vaulting technology is independent of the backup infrastructure. It uses it, but it controls its own security. And that is so, so important. It's like having a, a vault that the only way to open it is from the inside, you know, and think about that. If you think about, you know, vaults in banks or vaults in your home, normally you have a keypad on the outside, think of our cyber recovery vault as having its security controlled from inside of the vault. >>So nobody can get in, nothing can get in unless it's already in. And if it's already in, then it's trusted. Exactly. Yeah, exactly. Yeah. So isolation's the key. And then you, you mentioned immutability is the second piece. >>Yeah, so I, mutability is, is also something which has been around for a long time. People talk about backup mutability or immutable backup copies. So immutability is just the, the, the additional technology that allows the data that's inside of the vault to be unchangeable, you know, but again, that immutability, you know, your mileage varies, you know, when you look across the, the different offers that are out there in the market, especially in the backup industry, you make a very valid point earlier that the backup vendors in the market seem to be security, washing their marketing messages. I mean, everybody is leaning into the ever present danger of cyber security, not a bad thing, but the reality is is that you have to have the technology to back it up, you know, quite literally, >>Yeah, yeah, no pun intended. Right. And then actually pun intended. Now what about the intelligence piece of it? That's that's AI ML, where does that fit >>For sure. So the intelligence piece is delivered by a solution called cyber sense. And cyber sense for us is what really gives you the confidence that what you have in your cyber recovery volt is a good clean copy of data. So it's looking at the backup copies that get driven into the cyber volt, and it's looking for anomalies. So it's not looking for signatures of malware. You know, that's what your antivirus software does. That's what your endpoint protection software does. That's on the prevention side of the equation. But what we're looking for is we're looking to ensure that the data that you need when all hell breaks loose is good, and that when you get a request to restore and recover your business, you go right, let's go and do it. And you don't have any concern that what you have in the vault has been compromised. >>So cyber sense is really a, a unique analytics solution in the market, based upon the fact that it, it, isn't looking at at cursory indicators of, of, of, of, of malware infection or, or, or ransomware introduction it's doing full content analytics, you know, looking at, you know, has the data in any way changed, has it suddenly become encrypted? Has it suddenly become different to how it was in the previous scan? So that anomaly detection is very, very different. It's looking for, you know, like different characteristics that really are an indicator that something is going on. And of course, if it sees it, you immediately get flagged. But the good news is, is that you always have in the vault, the previous copy of good known data, which now becomes your restore point. >>So we're talking to Rob Emsley about how data protection fits into what Dell calls DT, I, Dell trusted infrastructure. And, and I'm, I want to come back Rob to this notion of, and, or cuz I think a lot of people are skeptical. Like how can I have great security and not introduce friction into my organization? Is that an automation play? How, how does Dell tackle that problem? >>I mean, I think a lot of it is across our infrastructure is, is security has to be built in, I mean, intrinsic security within our servers, within our storage devices, within our elements of our backup infrastructure. I mean, security, multifactor authentication, you know, elements that make the overall infrastructure secure. You know, we have capabilities that, you know, allow us to identify whether or not configurations have changed. You know, we'll probably be talking about that a little bit more to you later in the segment, but the, the essence is, is security is not, not a Bolton. It has to be part of the overall infrastructure. And that's so true, certainly in the data protection space, >>Give us the, the, the bottom line on, on how you see Dell's key differentiators. Maybe you could talk about Dell, of course always talks about its portfolio, but, but why should customers, you know, lead in to Dell in, in this whole cyber resilience space, >>You know, staying on the data protection space. As I mentioned, the, the, the work we've been doing to introduce this cyber resiliency solution for debt protection is in our opinion, as good as it gets, you know, the, you know, you've spoken to a number of our, of our best customers, whether it be Bob bender from founders, federal, or more recently at Delta arches world, you spoke to Tony Bryson yep. From the town of Gilbert. And these are customers that we've had for many years that have implemented cyber recovery volts. And at the end of the day, they can now sleep at night. You know, that's really the, the peace of mind that they have is that the insurance that a data protection from Dell cyber recovery vault a para protect cyber recovery solution, gives them, you know, really allows them to, you know, just have the assurance that they don't have to pay a ransom if they have a, an insider threat issue. And you know, all the way down to data deletion is they know that what's in the cyber recovery vault is good and ready for them to recover from. >>Great, well, Rob, congratulations on the new scope of responsibility. I like how you know, your organization is expanding as the threat surface is expanding. As we said, data protection becoming an adjacency to, to security, not security in and of itself. A key component of a comprehensive security strategy. Rob Emsley. Thank you for coming back in the cube. Good to see you again. >>You too, Dave. Thanks. >>All right. In a moment, I'll be back to wrap up a blueprint for trusted infrastructure. You watching the cube.

(upbeat music) >> Welcome back to a Blueprint For Trusted Infrastructure. We're here with Rob Emsley. Who's the director of product marketing for data protection and cyber security. Rob, good to see you. A new role. >> Yeah. Good to be back, Dave. Good to see you. Yeah, it's been a while since we chatted last and, you know, one of the changes in my world is that I've expanded my responsibilities beyond data protection marketing to also focus on cybersecurity marketing specifically for our infrastructure solutions group. So certainly that's, you know, something that really has driven us, you know, to come and have this conversation with you today. >> So data protection obviously has become an increasingly important component of the cyber security space. I don't think necessarily of, you know, traditional backup and recovery as security, to me, it's an adjacency. I know some companies have said, oh, yeah. Now we're a security company. They're kind of chasing the valuation bubble. >> For sure. >> Dell's interesting because you have, you know, data protection in the form of backup and recovery and data management, but you also have security, you know, direct security capabilities. So you're sort of bringing those two worlds together and it sounds like your responsibility is to connect those dots. Is that right? >> Absolutely. Yeah. I mean, I think that the reality is is that security is a multi-layer discipline. I think the days of thinking that it's one or another technology that you can use or process that you can use to make your organization secure are long gone. I mean, certainly you actually correct. If you think about the backup and recovery space, I mean, people have been doing that for years, you know, certainly backup and recovery, it's all about the recovery. It's all about getting yourself backup and running when bad things happen. And one of the realities, unfortunately today is that one of the worst things that can happen is cyber attacks. You know, ransomware, malware are all things that are top of mind for all organizations today. And that's why you see a lot of technology and a lot of innovation going into the backup and recovery space because if you have a copy, a good copy of your data, then that is really the first place you go to recover from a cyber attack. And that's why it's so important. The reality is is that unfortunately the cyber criminals keep on getting smarter. I don't know how it happens, but one of the things that is happening is that the days of them just going after your production data are no longer the only challenge that you have, they go after your backup data as well. So over the last half a decade, Dell Technologies with its backup and recovery portfolio has introduced the concept of isolated cyber recovery vaults. We've had many conversations about that over the years and that's really a big tenant of what we do in the data protection portfolio. >> So this idea of cybersecurity resilience that definition is evolving. What does it mean to you? >> Yeah, I think the analyst team over at Gartner, they wrote a very insightful paper called you will be hacked embrace the breach. And the whole basis of this analysis is so much money's been spent on prevention is that what's out of balance is the amount of budget that companies have spent on cyber resilience and cyber resilience is based upon the premise that you will be hacked. You have to embrace that fact and be ready and prepared to bring yourself back into business. You know, and that's really where cyber resiliency is very, very different than cyber security and prevention, you know, and I think that balance of get your security disciplines well funded, get your defenses as good as you can get them but make sure that if the inevitable happens and you find yourself compromised that you have a great recovery plan and certainly a great recovery plan, it's really the basis of any good, solid data protection backup from recovery philosophy. >> So if I had to do a SWOT analysis, we don't have to do the WOT, but let's focus on the S. What would you say are Dell's strengths in this, you know, cyber security space as it relates to data protection? >> One is we've been doing it a long time. You know, we talk a lot about Dell's data protection being proven and modern. You know, certainly the experience that we've had over literally three decades of providing enterprise scale data protection solutions to our customers has really allowed us to have a lot of insight into what works and what doesn't. As I mentioned to you, one of the unique differentiators of our solution is the cyber recovery vaulting solution that we introduce a little over five years ago, five, six years. Power protect cyber recovery is something which has become a unique capability for customers to adopt on top of their investment in Dell Technologies data protection, you know, the unique elements of our solution already threefold, and we call them the three Is. It's isolation, it's a immutability and it's intelligence. And the, the isolation part is really so important because you need to reduce the attack surface of your good known copies of data. You know, you need to put it in a location that the bad actors can't get to it. And that really is the essence of a cyber recovery vault. Interestingly enough, you're starting to see the market throw out that word, you know, from many other places, but really it comes down to having a real discipline that you don't allow the security of your cyber recovery vault to be compromised insofar as allowing it to be controlled from outside of the vault, you know, allowing it to be controlled by your backup application. Our cyber recovery vaulting technology is independent of the backup infrastructure. It uses it, but it controls its own security. And that is so, so important. It's like having a vault that the only way to open it is from the inside, you know, and think about that. If you think about, you know, vaults in banks or vaults in your home, normally you have a key pad on the outside. Think of our cyber recovery vault as having its security controlled from inside of the vault. >> So nobody can get in, nothing can get in unless it's already in. And if it's already in, then it's trusted. >> Exactly, exactly. >> Yeah. So isolation's the key. And then you mentioned immutability is the second piece. >> Yeah, so immutability is also something which has been around for a long time. People talk about backup mutability or immutable backup copies. So I mutability is just the additional technology that allows the data that's inside of the vault to be unchangeable, you know, but again that immutability, you know, your mileage varies, you know, when you look across the different offers that are out there in the market especially in the backup industry. You made a very valid point earlier that the backup vendors in the market seem to be security washing their marketing messages. I mean, everybody is leaning into the ever present danger of cybersecurity, not a bad thing, but the reality is is that you have to have the technology to back it up, you know, quite literally >> Yeah, no pun intended. Right. Actually pun intended. Now what about the intelligence piece of it? That's that's AI, ML, where does that fit? >> For sure. So the intelligence piece is delivered by a solution called CyberSense. And CyberSense for us is what really gives you the confidence that what you have in your cyber recovery vault is a good clean copy of data. So it's looking at the backup copies that get driven into the cyber vault, and it's looking for anomalies. So it's not looking for signatures of malware. You know, that's what your antivirus software does. That's what your endpoint protection software does. That's on the prevention side of the equation. But what we're looking for is we're looking to ensure that the data that you need when all hell breaks loose is good and that when you get a request to restore and recover your business, you go, right, let's go and do it. And you don't have any concern that what you have in the vault has been compromised. So cyber sense is really a unique analytic solution in the market based upon the fact that it isn't looking at at cursory indicators of malware infection or ransomware introduction, it's doing full content analytics, you know, looking at, you know, has the data in any way changed, has it suddenly become encrypted? Has it suddenly become different to how it was in the previous scan? So that anomaly detection is very, very different. It's looking for, you know, like different characteristics that really are an indicator that something is going on. And, of course, if it sees it, you immediately get flagged. But the good news is is that you always have in the vault the previous copy of good known data which now becomes your restore point. >> So we're talking to Rob Emsley about how data protection fits into what Dell calls DTI, Dell Trusted Infrastructure. And I want to come back, Rob, to this notion of, and not or cause I think a lot of people are skeptical. Like how can I have great security and not introduce friction into my organization? Is that an automation play? How does Dell tackle that problem? >> I mean, I think a lot of it is across our infrastructure is is security has to be built in, I mean, intrinsic security within our servers, within our storage devices, within our elements of our backup infrastructure. I mean, security, multifactor authentication, you know, elements that make the overall infrastructure secure. You know, we have capabilities that, you know, allow us to identify whether or not configurations have changed. You know, we'll probably be talking about that a little bit more to you later in the segment, but the essence is security is not a Bolton. It has to be part of the overall infrastructure. And that's so true, certainly in the data protection space >> Give us the bottom line on how you see Dell's key differentiators. Maybe you could talk about Dell, of course, always talks about its portfolio, but why should customers, you know, lead in to Dell in this whole cyber resilience space? >> You know, staying on the data protection space as I mentioned, the work we've been doing to introduce this cyber resiliency solution for data protection is in our opinion, as good as it gets. You know, you've spoken to a number of our best customers whether it be Bob Bender from Founders Federal or more recently at (indistinct) you spoke to Tony Bryson from the Town of Gilbert. And these are customers that we've had for many years that have implemented cyber recovery vaults. And at the end of the day, they can now sleep at night. You know, that's really the peace of mind that they have is that the insurance that a data protection from Dell cyber recovery vault, a power protect cyber recovery solution gives them, you know, really allows them to, you know, just have the assurance that they don't have to pay a ransom. If they have an insider threat issue and, you know, all the way down to data deletion is they know that what's in the cyber recovery vault is good and ready for them to recover from. >> Great. Well, Rob, congratulations on the new scope of responsibility. I like how, you know, your organization is expanding as the threat surface is expanding. As we said, data protection becoming an adjacency to security, not security in and of itself. A key component of a comprehensive security strategy. Rob Emsley, thank you for coming back in theCUBE. Good to see you again. >> You too, Dave. Thanks. >> All right, in a moment, I'll be back to wrap up a blueprint for trusted infrastructure. You are watching theCUBE. (upbeat music)

overnight covid completely exposed those companies that were really not ready for the digital age there was a mad rush to the cloud in an effort to reshape the very notion of business resiliency and enable employees to remain productive so that they continue serve customers data protection was at the heart of this shift and cloud data protection has become a fundamental staple of organizations operating models hello everyone this is dave vellante and welcome to this cube conversation i'm joined by two long time friends of the cube rob emsley is the director of product marketing at dell technologies and stephen manley is the chief technology officer at dhruva guys great to have you on the program thanks for being here yeah great to be here dave this is the high point of my day dave all right i'm glad to hear it stephen it's been a while since we missing you guys so tell you face-to-face maybe it'll happen before 22. but we haven't aged a bit david ditto listen we've been talking for years about this shift to the cloud but in the past 12 months boy we've seen the pace of workloads that have moved to the cloud really accelerate so rob maybe you could start it off how do you see the market and perhaps what are some of the blind spots maybe that people need to think about when they're moving workloads so fast to the cloud yeah good question dave i mean you know we've spoken a number of times around how our focus has significantly shifted over the last couple of years i mean only a couple of years ago you know our focus was you know very much on on-premise data protection but over the last couple of years you know more workloads have shifted to the cloud you know customers have have started adopting sas applications and and all of these environments uh you know are creating data that is is so critical to these customers to protect you know so you know we've definitely found uh the more and more of our conversations have been centered around what can you do for me when it comes to protecting workloads in the cloud environment yeah now of course stephen this is kind of your wheelhouse how how are you thinking about the these market shifts yeah you know it's interesting and the data protection market heck the data market in general you know you see these these these sort of cycles happen and and for a long time we had a cycle where applications and environments were consolidating a lot it was all vms and oracle and sql and and we seem to be exploding out the other way to this there's a massive sprawl of different types of applications in different places like rob said you've got microsoft 365 and you've got salesforce and you've got workloads running in the cloud the world looks different and and you add on top of that the the new security threats as people move into the cloud i mean we you know a number of years ago we talked about how ransomware was an emerging threat we're way past emerging into you know there's a ransomware attack every six seconds and everybody wakes up terrified about it and so so so we really see the market has shifted i think in terms of what the apps are and also in terms of what the threats and the focus uh has come into play right well thanks for that there's there's some hard news which we're going to get to but but before we do rob stephen was mentioning the sas apps and we've been sort of watching that space for a while but a lot of people will ask why do i need a separate data protection layer doesn't my sas provider protect my data don't they replicate it they're they're cloud vendors why do i need to buy yet another backup product yeah there's there's a fairly common misconception dave you know that both sas application vendors and and and cloud vendors you know inherently are you know providing all of the data protection that you need um the reality is that they're not you know i think when you think about a lot of the data within those environments you know certainly they're focused on providing availability you know an availability you know is absolutely one thing that you can for the most part rely on the uh the cloud vendors uh to deliver to you but when it comes to actually um protecting yourself from you know accidental deletion you know protecting yourself from uh cyber threats and cyber crime that may infect your data you know through malicious acts you know that's really where you need to supplement the environment that the cloud providers provide you you know with you know best-in-class data protection solutions you know and this is really where you know we're really looking to introduce new innovations into the market you know to really really help customers you know with their client-based data protection yeah now you got some news here uh but let's kind of dig in if we we could to the to the innovations behind that maybe rob you could you could kick it off and then stephen will bring you in yeah so first piece of news that we're really happy to announce is the introduction of a new dell emc paraprotect backup service which is a new cloud data protection solution powered by druva you know hence you know the reason that stephen and i are here today it's designed to deliver additional protection without increasing it complexity so what powered by druva what does that mean can you add some color to that absolutely so you know when we really started looking at the expansion of our powerpatek portfolio you know we already have the ability to deliver both on-premises protection and to deliver that same software within the public cloud from a a paraprotect software delivery model but what we really didn't have within the portfolio is a cloud data protection platform and we really looked at you know what was available in the market we looked at our ability to develop that you know ourselves and we decided that the best path for our customers to bring capabilities to them as soon as we possibly could was to partner with druva you know when we really looked at the capabilities that that druva has been delivering for many years you know the capabilities that they have across many dimensions of of of cloud-based workloads and we're already engaged with them probably about six months ago you know first introduced druva as a an option uh to be resold by ourselves uh salesforce and partners and then we're pleased to to introduce uh a dell emc branded service power protect backup service okay so just one more point of clarification then stephen i want to bring you in so we're talking about this includes sas apps as well i'm talking 365 the google apps which we use extensively with crm salesforce for example what platforms are you actually you know connecting to and providing protection for yeah so the the real priority for us was to was to expand our power protect portfolio to support a variety of sas applications you mentioned you know uh real real major ones with respect to microsoft 365 um google workplace as well as um as uh as salesforce but the other thing that we also get with patek backup service is the ability to provide a cloud-based data protection service that supports endpoints such as laptops and desktops but also the ability to support hybrid workloads so for some customers the ability to use private backup service to give them support um for virtual machine backups both vmware and hyper-v but also application environments like oracle and sql and lastly but not least you know one of the things that backup service also provides when it comes to virtual machines is not only virtual machines on-premises but also virtual machines within the public cloud specifically vmware client on aws so stephen i i mean i i i remember i was talking to just several years ago and i've always liked sort of the druva model but it felt at the time you're like a little ahead of your time but boy the market has really come to you maybe you could just tell us a little bit more about the just generally cloud-based data protection and and the sort of low down on on your platform yeah and again i think you're right the market has absolutely swept in this direction like we were talking about with applications in so many places and endpoints in so many places and data centers and remote offices with data sprawled everywhere we find customers are looking for a solution that can connect to everything i i don't want seven different backup solutions one for each of those things i want one centralized solution and so kind of a data protection as a service becomes really appealing because instead of setting all of these things up on your own well it's just built in for you uh and and then the fact that it's it's as a service helps with things like the ransomware protection because it's off site in another location under another account and so we really see customers saying this is appealing because it helps keep my costs down it helps to keep my complexity down there's fewer moving parts and one of the nicest things is as i move to the cloud i get that one fixed cost right i'm not i'm not dealing with the oh wow this this bill is not what i was expecting it just comes in with with what i was what i was carrying and so it really comes down to as you go to the cloud you want a platform that's that's got everything built in uh something that and let's face it dell emc is is this this is this has always been the case you know that storage of last resort that backup that you can trust right you want something with a history like you said you've been talking to jaspreet for a while druva is a company that's got a proven track record that your data is going to be safe and it's going to be recoverable and you're going to want someone that can innovate quickly right so that as more new you know cloud applications arise you know we're there to help you protect them as they emerge so so talk a little bit more about the timing i mean we talked earlier about that okay covered really forced to shift to the cloud uh and you guys clearly have skated to the puck and you also you referenced sort of new workloads and and i'm just wondering how you see that from a you know timing standpoint and at this moment in time why this is such a you know the right fit yeah we we've seen a lot of customers over the last again 12 months or so you know one really accelerate their shift to things like sas applications microsoft 365 you know and and we're not just talking exchange online and onedrive but sharepoint online microsoft teams really going all in because they're finding that as as i'm distributed as i have a remote workforce my endpoints became more important again but also the ability to have collaboration became important and the more i depend on those tools to collaborate the more i'm depending on them to to replace what used to be in-person meetings where we could have a whiteboard and discuss things and it's it's done through collaboration online tools well i need to protect that not just because the data is important but because that's not how my business is running and so that entire environment is important and so it's really accelerated people coming and looking for solutions because they've realized how important these environments and this data is so stephen you mentioned you guys i mean i obviously have a track record but you got some vision too and i want to sort of poke at that a little bit i mean essentially is is what you're building is an abstraction layer that is essentially my data protection cloud is that how we should think about this and you've got your reference pricing i've seen your pricing it's clean it looks to me anyway like a like true cloud pricing gonna dial it up dial it down pay as you go consume it as you as you wish maybe talk about that a little bit yeah i mean i think if you think about the future of uh uh of consumption is that you know so many customers are looking for different choices than what many vendors have provided them in the past you know i think that you know the the days of of going through a you know a long procurement cycle and uh you know working through purchasing in order to get a big capital expense approved you know is it's just not the way that many of our customers are looking to operate now so i think that you know one of the things that we're looking at you know across the portfolio you know whether or not it be you know on-premises solutions or or cloud-based services is to provide all of that capability as a service you know i think that that will be you know a real future point of of arrival for us is we really rotate to offer that across all of our capabilities dave you know whether or not it be you know in the domain of storage or in the domain of data protection the concept of everything as a service is really something which is going to become more of the norm you know versus the exception so what does a customer have to do to be up and running what's that experience like is this going to log on and and everything's sort of you know there to them they what do they see what's the experience like yeah well that's one of the great things about parapatek backup service is that you know once the customer has has has worked through their you know their their uh their dell technologies you know sales uh team or their or their dell technologies partner you know they effectively you know get an activation um you know code to to sign up and and set up their credentials with powerpit backup servers and once they actually do that you know one of the things that they don't have to worry about is the deployment of the infrastructure the infrastructure is always on ready to go so what they do is they simply point powerpit backup service at the data sources that they wish to protect you know and that's one of the the great advantages around you know a sas based data protection platform you know and it's one of the things that that makes it very easy to get customers up and running with powerpath backup service so i'm guessing you have a roadmap you may be you maybe not you may be holding out on us and some of the other things that you're doing in this space but but what can you tell us about about other things you might be doing or that might be coming what can we expect well i mean you know dave that one of the things that you know we always talk about it's the power of the portfolio so so with the addition of private backup service it's not the only news that we're making with respect to cloud data protection you know i mentioned earlier that uh we have the ability to deploy our on-premises solutions in the public cloud with powerprotect data manager and our powerprotect virtual appliances you know and with this uh announcement that brings backup service into the portfolio we're also uh pleased to expand our support of the public cloud with full support of google cloud platform making powerprotect data manager available in the google marketplace and then lastly but not least you know our other cloud snapshot manager offering you know is now also fully integrated with our powerprotect virtual appliances to allow customers to store uh aws snapshots in a deduplicated fashion within aws s3 so that's an excellent capability that we've introduced to reduce the cost of storing um aws infrastructure backups for longer periods of time so really you know we've really continued to double down in bringing new cloud data protection capabilities to our customers wherever they may be yeah nice now steven you guys must be stoked have a partner like dell just massive distribution channel i wonder if you could give us any final thoughts you know thoughts on on the relationship how you see the future unfolding yeah i mean and obviously i've got you know history with with dell and emc and rob and one of the things you know i think dell's always been fabulous at is giving customers the flexibility to protect their data when they want how they want where they want with the investment protection but if it shifts over time they'll be there for them right going all the way back to the data protection suite and all those those those fantastic things we've done historically and so it's it's really it's great to to align with somebody that's got the same kind of values we do which is at druva it's that same model right wherever you want to protect your data wherever it is we're going to be there for you and so it was great that i think dell and druva both saw this demand from our customers and we said you know this is the right match right this is how we're going to help people keep their data safe as they start you know and continue and extend their journeys to the cloud and so you know dell proposes the the power protect backup service powered by druva and and everybody wins the dell's customers are safer dell completes its offering and let's face it it does help druva accelerate our momentum so this is this is this is and it's a lot of fun just hanging out with the people i used to work with especially wrong it's good seeing him again well you guys both have kind of alluded to the portfolio and the optionality that dell brings to its customers but rob you know i'll give you the final word a lot of times optionality brings complexity but this seems to be a really strong step in the direction of simplifying the world for your customers but rob i'll give you the last word yeah for sure i mean we've always said that it's not a one-size-fits-all world you know i think that you know one of the things that this um evolution of our powerpatek portfolio brings you know is an excellent added option for our customers you know many of the customers if not almost all of the customers that we currently sell to you know have a requirement for sas application protection you know many of them now especially after the last year have an added um sensitivity to endpoint protection you know so so those two things alone you know i think are are two things that all dell technology customers can really take advantage of with the introduction of private backup servers you know this is just a continued evolution of our uh capabilities to bring innovative data protection for multi-cloud workloads that last point is a great point about the endpoints because you got remote workers so exposed guys thanks so much for sharing the announcement details and the relationship and really good luck with the offering we'll be watching thanks dave thanks dave and thank you for watching this cube conversation this is dave vellante for the cube we'll see you next time you

(upbeat music) >> Overnight COVID completely exposed those companies that were really not ready for the digital age. There was a mad rush to the cloud in an effort to reshape the very notion of business resiliency and enable employees to remain productive so that they continue serve customers. Data protection was at the heart of this shift and cloud data protection has become a fundamental staple of organizations operating models. Hello, everyone. This is Dave Vellante and welcome to this CUBE conversation. I'm joined by two longtime friends of theCUBE, Rob Emsley is the director of product marketing at Dell Technologies. And Stephen Manley is the Chief Technology Officer at Druva. Guys, great to have you on the program. Thanks for being here. >> Yeah, great to be here, Dave. >> This is the high point of my day, Dave. >> I'm glad to hear it, Stephen. It's been a while since we... Missing you guys to tell you face to face maybe it'll happen before 22, >> We haven't aged a bit, Dave. >> (laughing) Ditto. Listen, we've been talking for years about this shift to the cloud. In the past 12 months, boy, we've seen the pace of workloads that have moved to the cloud really accelerate. So Rob, maybe you could start it off. How do you see the market and perhaps what are some of the blind spots maybe that people need to think about when they're moving workloads so fast in the cloud? >> Yeah. Good question Dave. I mean, you know, we've spoken a number of times around how our focus has significantly shifted over the last couple of years. I mean, only a couple of years ago, our focus was very much on on-premise data protection, but over the last couple of years, more workloads have shifted to the cloud. Customers have started adopting SaaS applications and all of these environments are creating data that is so critical to these customers to protect, we've definitely found that more and more of our conversations have been centered around what can you do for me when it comes to protecting workloads in the client environment? >> Yeah. Now of course, Stephen, this is kind of your wheelhouse. How are you thinking about the these market shifts? >> Yeah. You know, it's interesting in the data protection market. heck the data market in general, you see these sort of cycles happen. And for a long time, we had a cycle where applications and environments were consolidating a lot. It was all VMs and Oracle and SQL and we seem to be exploding out the other way to this massive sprawl of different types of applications in different places. Like Rob said, we've got Microsoft 365 and you've got Salesforce and you've got workloads running in the cloud. The world looks different. And you add on top of that the new security threats as people moving to the cloud. A number of years ago we talked how ransomware was an emerging threat. We're way past emerging into... there's a ransomware attack every six seconds and everybody wakes up terrified about it. And so we really see the market has shifted I think in terms of what the apps are and also in terms of what the threats and the focus and this that's come into play. >> Right. Well, thanks for that. There's some hard news which we're going to get to, but before we do, Rob, Stephen was mentioning the SaaS apps and we've been sort of watching that space for a while but a lot of people will ask why do I need a separate data protection layer? Doesn't my SaaS provider protect my data? Don't they replicate it? They're cloud vendors, why do I need to buy yet another backup product? >> Yeah, that's a fairly common misconception, Dave, that both SaaS application vendors and cloud vendors, inherently are providing all of the data protection that you need. The reality is that they're not, you know I think when you think about a lot of the data within those environments, certainly they're focused on providing availability. And availability is absolutely one thing that you can, for the most part, rely on the cloud vendors to deliver to you. But when it comes to actually protecting yourself from accidental deletion. Protecting yourself from cyber threats and cyber crime that may infect your data through malicious acts, that's really where you need to supplement the environment that the cloud providers provide you, with best in class data protection solutions. And this is really where, waywardly looking to introduce new innovations into the market to really, really help customers with that cloud based data protection. >> Yeah. Now you got some news here. Let's kind of dig in, if we could, to the innovations behind that. Maybe Rob, you could kick it off and then, Stephen, we'll bring you in. >> Yeah. So first piece of news that we're really happy to announce is the introduction of a new Dell EMC PowerProtect backup service which is a new cloud data protection solution powered by Druva, hence the reason that Stephen and I are here today. It's designed to deliver additional protection without increasing IT complexity. >> So powered by Druva. what does that mean? Can you add some color to that? >> Absolutely. So, when we really started looking at the expansion of our PowerProtect portfolio, we already have the ability to deliver both on-premises protection and to deliver that same software within the public cloud from a PowerProtect software delivery model. But what we really didn't have within the portfolio is a cloud data protection platform. And we really looked at what was available in the market. We looked at our ability to develop that ourselves. And we decided that the best path for our customers to bring capability to them as soon as we possibly could was to partner with Druva. And we really looked at the capabilities that Druva has been delivering for many years, the capabilities that they have across many dimensions of cloud-based workloads. And we already engaged with them probably about six months ago, first introduced Druva as an option to be resold by ourselves, Salesforce and partners. And then we're pleased to introduce a Dell EMC branded service PowerProtect backup service. >> Okay, so just one more point of clarification, then, Stephen, I want to bring you in. So we're talking about... this includes SaaS apps as well, I'm talking 365, the Google apps which we use extensively, CRM, Salesforce, for example. >> Absolutely. >> What platforms are you actually connecting to and providing protection for? >> Yeah, so the real priority for us was to expand our PowerProtect portfolio to support a variety of SaaS applications. You mentioned, real major ones with respect to Microsoft 365, Google workplace, as well as Salesforce. But the other thing that we also get with PowerProtect backup service is the ability to provide a cloud-based data protection service that supports endpoints such as laptops and desktops but also the ability to support hybrid workloads. So for some customers the ability to use PowerProtect backup service to give them support for virtual machine backups, both VMware and Hyper-V, but also application environments like Oracle and SQL. And lastly, but not least, one of the things that backup service also provides when it comes to virtual machines is not only virtual machines on premises, but also virtual machines within the public cloud, specifically VMware cloud on AWS. >> So, Stephen, I remember I was talking to Jaspreet several years ago, and I've always liked sort of the Druva model but it felt at the time you were like a little ahead of your time, but boy, the market has really come to you. Maybe you could just tell us a little bit more about the just generally cloud-based data protection and the sort of low down on your platform. >> Yeah, and I think you're right, the market has absolutely swept in this direction. Like we were talking about with applications in so many places and end points in so many places and data centers and remote offices with data sprawled everywhere. We find customers are looking for a solution that can connect to everything. I don't want seven different backup solutions, one for each of those things, I want one centralized solution. And so kind of a data protection as a service becomes really appealing because instead of setting all of these things up on your own, well, it's just built in for you. And then the fact that it's as a service helps with things like the ransomware protection because it's off site in another location under another account. And so we really see customers saying this is appealing because it helps keep my costs down. It helps keep my complexity down. There's fewer moving parts. And one of the nicest things is as I move to the cloud I get that one fixed cost, right? I'm not dealing with the, oh, wow, this bill is not what I was expecting. It just comes in with what I was carrying. And so it really comes down to, as you go to the cloud, you want a platform that's got everything built in, something that, and let's face it, Dell EMC, this has always been the case, that storage of last resort that backup that you can trust, right? You want something with a history, like you said, you've been talking to Jaspreet for awhile, Druva is a company that's got a proven track record that your data is going to be safe and it's going to be recoverable and you're going to want someone that can innovate quickly, right? So that as more new cloud applications arise, we're there to help you protect them as they emerge. >> So talk a little bit more about the timing. I mean, we talked earlier about, okay, COVID really forced this shift to the cloud and you guys clearly have skated to the pocket and you also... You referenced sort of new workloads and I'm just wondering how you see that from a timing standpoint. And at this moment in time why this is such a, you know, the right fit. >> We've seen a lot of customers over the last again 12 months or so, one really accelerate their shift to things like SaaS applications, Microsoft 365, and we're not just talking exchange online and One Drive, but SharePoint online, Microsoft teams, really going all in because they're finding that, as I'm distributed, as I have a remote workforce, my end points became more important again, but also the ability to have collaboration became important. And the more I depend on those tools to collaborate, the more I'm depending on them to replace what used to be in-person meetings where we could have a whiteboard and discuss things. And it's done through collaboration online tools. Well, I need to protect that. Not just because the data's important, but because that's now how my business is running. And so that entire environment is important. And so it's really accelerated people coming and looking for solutions because they've realized how important these environments and this data is. >> So, Stephen, you mentioned that you guys, I mean, obviously you have a track record but you got some vision too. And I want to sort of poke at that a little bit. I mean, essentially is what you're building is an abstraction layer that is essentially my data protection cloud. Is that how we should think about this? And you've referenced pricing, I've seen your pricing, it's clean. It looks to me anyway like a true cloud pricing. Going to dial it up, dial it down, pay as you go, consume it as you wish. Maybe talk about that a little bit. >> Yeah. I mean, I think if you think about the future of consumption is that so many customers are looking for different choices than what many vendors have provided them in the past. I think the days of of going through a long procurement cycle and working through purchasing in order to get a big capital expense approved it's just not the way that many of our customers are looking to operate now. So I think that one of the things that we're looking at across the portfolio, whether or not it be on premises solutions or cloud-based services, is to provide all of that capability as a service. I think that that will be a real future point of arrival for us as we really rotate to offer that across all of our capabilities, Dave, whether or not it be in the domain of storage, or in the domain of data protection, the concept of everything as a service is really something which is going to become more of the norm versus the exception. >> So what does a customer have to do to be up and running? What's that experience like, is he just going to log on and everything's sort of there to them, what do they see? What's the experience like? >> Yeah, that's one of the great things about PowerProtect backup services, that once the customer has worked through that, their Dell technologies sells a team or the Dell technologies partner, they effectively get an activation code to sign up and set up the credentials with PowerProtect backup service. And once they actually do that, one of the things that they don't have to worry about is the deployment of the infrastructure. The infrastructure is always on ready to go. So all they do is they simply point PowerProtect backup service at the data sources that they wish to protect. That's one of the great advantages around a SaaS based data protection platform and it's one of the things that makes it very easy to get customers up and running with PowerProtect backup service. >> So I'm guessing you have a roadmap, you may be, you may be not, you may be holding out on us in some of the other things that you're doing in this space, but what can you tell us about other things you might be doing or what might be coming? What can we expect? >> Well, I mean, Dave, that one of the things that we always talk about is the power of the portfolio. So, with the addition of PowerProtect backup service, it's not the only news that we're making with respect to client data protection. You know, I mentioned earlier that we have the ability to deploy our on premises solutions in the public cloud with PowerProtect data manager and our PowerProtect virtual appliances, and with this announcement that brings backup service into the portfolio. We're also pleased to expand our support of the public cloud with full support of Google cloud platform, making PowerProtect data manager available in the Google marketplace. And then lastly, but not least, you know our other cloud snapshot manager offering is now also fully integrated with our PowerProtect virtual appliances to allow customers to store AWS snapshots in a debilitative fashion within AWS S3. So that's an excellent capability that we've introduced to reduce the cost of storing AWS infrastructure backups for longer periods of time. So really, we've really continued to double down in bringing new client data protection capabilities to our customers, wherever they may be. >> And nice to have, Stephen, you guys must be stoked to have a partner like Dell, a massive distribution channel. I wonder if you could give us any final thoughts, thoughts on the relationship, how you see the future unfolding. >> Yeah, I mean, and obviously I've got history with Dell and EMC and Rob. And one of the things I think Dell has always been fabulous at is giving customers the flexibility to protect their data when they want, how they want, where they want, with the investment protection that if it shifts over time, they'll be there for them, right. Going all the way back to the data protection suite and all those fantastic things we've done historically. And so it's really, it's great to align with somebody that's got the same kind of value as we do, which is with Druva, it's that same model, right? Wherever you want to protect your data, wherever it is, we're going to be there for you. And so it was great that I think Dell and Druva both saw this demand from our customers. And we said, this is the right match, right? This is how we're going to help people keep their data safe as they start and continue and extend their journeys to the cloud. And so, Dell proposes the PowerProtect backup service powered by Druva. And everybody wins. The Dell's customers are safer. Dell completes this offering, and let's face it, it does help to really accelerate our momentum. So this is and it's a lot of fun just hanging out with the people I used to work with especially it's good seeing them again. >> Well, you guys both have kind of alluded to the portfolio and the optionality that Dell brings to its customers, but Rob, you know, I'll give you the final word. A lot of times optionality brings complexity, but this seems to be a really strong step in the direction of simplifying the world for your customers. But, Rob, we'll give you the last word. >> Yeah, for sure. I mean, we've always said that it's not a one size fits all world. You know, I think that one of the things that this evolution of a PowerProtect portfolio brings is an excellent added option for our customers. Many of the customers, if not, almost all of the customers that we currently sell to, have a requirement for SaaS application protection. Many of them now, especially after the last year, have an added sensitivity to endpoint protection. So those two things alone I think are two things that all Dell technology customers can really take advantage of with the introduction of perhaps that backup service. This is just a continued evolution of our capabilities to bring innovative data protection for multi-cloud workloads. >> That last point is a great point about the end points because you've got remote workers, so exposed, guys, thanks so much for sharing the announcement details, and the relationship, and really good luck with the offering. We'll be watching. >> Thanks, Dave. >> Thanks Dave. >> And thank you for watching this CUBE conversation. This is Dave Vellante for theCUBE. We'll see you next time. (soft music)

>> We're back with Rob Emsley who's the director of product marketing for Dell EMC's data protection division. Rob, good to see you. >> Hi, Dave, good to be back. >> So we just heard from Beth about some of the momentum that you guys have. From your perspective, from a product angle, what is really driving this? >> Yeah, well, one of the things that we've definitely seen is as we talk to our customers, both existing and new customers, cloud journeys is top of mind for all of the CIOs. It's being driven by either the desire to drive efficiency, take out costs, and data protection is one of the most common use cases. One of the things that we find is there's four use cases for data protection that we see. Long term retention of data, cloud disaster recovery, backup to the cloud, and the emerging desire to stand up new applications in the cloud that need to be protected. So backup in the cloud really completes the four major use cases. >> Well, one of the things I think is really important in this market is that you deliver optionality to your customers. So how are customers enabling these use cases? >> Yeah, so the first two use cases of long terms retention and cloud disaster recovery is really driven by our software and our appliances. Both of those are really predicated based upon the assumption that customers are going to deploy data protection on premises to protect their on premises workloads and then tier to the cloud, or, which is becoming more common, use the cloud as a disaster recovery target. It's delivered by our data protection software and that's either in a software form factor or that software delivered and integrated appliance form factor. >> So let's talk about purpose built backup appliances. I think our friends at IDC I think coined that, they tracked that market for awhile, you guys have been a leader there, the acquisition of Data Domain obviously put you in a really strong position. Give us the update there. Is it still a vibrant market? Is it growing, what's the size? What's it look like? >> Yeah, so as we look at 2020, IDC forecasts the market size to be a little under $5 billion. So it's still a very large market. The overall market is growing at a little over 4%. But the interesting thing is that if you think about how the market is made up, it's made up of two different types of appliances. One is a target appliance, such as Data Domain and the new PowerProtect DD, and the other is integrated appliances where you integrate the target appliance architecture with data protection software. And it's the integrated appliance part of the market that is really growing faster than the other part of the PBBA market. It's actually growing at 8%. In fact, IDC's projection is that by 2022, half of the purpose built backup appliance market will be made up of integrated appliance solutions. >> So it's grown to twice the overall market rate, but you guys have two integrated appliances. Why two, how should people think about those? >> Yeah, so a little under three years ago, we introduced a new integrated appliance called the Integrated Data Protection Appliance. It was really the combination of our backup software with our Data Domain appliance architecture. And the Integrated Data Protection Appliance has been our work course for the last three years, really allowing us to support that fastest growing segment of the market. In fact, last year, the Integrated Data Protection Appliance grew by over 100%. So triple digit growth was great. It's something that allows us to address all market segments, all the way down to SMB all the way to the enterprise. But last year, one of the things you may remember at Dell Technologies World is we introduced our PowerProtect portfolio and that constituted PowerProtect Data Manager our new software defined platform as well as the delivery of PowerProtect Data Manager in an integrated appliance form factor with PowerProtect X400. So that's really our new scale out data protection appliance. We've never had a scale out appliance in the architecture before, in the portfolio before, and that gives us the ability to offer customers choice, scale up, or scale out, integrated and target, and with the X400, it's available as a hybrid configuration or it's also our first all Flash architecture. So really, we're providing customers with the existing software solutions that we've had in the market for a long time, an integrated form factor, with the Integrated Data Protection Appliance as well as the brand new software platform that will really be our innovation engine. That will be where we will be looking at supporting new workloads and certainly leaning into how we support cloud data protection in the hybrid cloud reality of the next decade. >> Okay, so one of the other things I want to explore, is we've heard a lot about your new agile development organization, Beth has talked about that a lot, and the benefit, obviously, is you're able to get products out more quickly, respond to market changes, but ultimately the proof is in translating that development into product. What can you tell us about how that's progressing? >> Yeah, so certainly with PowerProtect Data Manager and the X400, that really is the epicenter of our agile product development activities. We've moved to a three month cadence for software releases, so working to deliver small batch releases into the market much more rapidly than we've ever done before. In fact since we introduced PowerProtect Data Manager where we shipped a first release in July, we're now at the third iteration of PowerProtect Data Manager and therefore the third iteration of the X400 appliance. So there's three things that I'd like to highlight within the X400 appliance specifically. First is really the exciting news that we've introduced support for Kubernetes, so we're really the first large enterprise data protection vendor to lean into providing Kubernetes data protection. So that becomes vitally important especially with the developments over at our partner in VMware with vSphere 7, with the introduction of Tanzu, and the reality is that customers will have both vSphere virtual machines and Kubernetes containers working side by side and both of those environments need to be protected. So PowerProtect Data Manager and the X400 appliance has that support available now for customers to take advantage of. Second, we talk about long term retention of data in the cloud. The X400 appliance has just received the capabilities to also take part in long term retention to AWS. So those are two very important cloud capabilities that are brand new with the X400 appliance. And then finally we introduce the X400 appliance with a maximum configuration of four capacity cubes. Rough and tough that was 400 terabytes of usable capacity. We've just introduced support of 12 capacity cubes. So that gives the customers the ability to scale out the X400 appliance from 64 terabytes all the way to over a petabyte of storage. So now if you look at our two integrated appliances, we now cover the landscape from small numbers of terabytes all the way through to a petabyte of capacity whether or not you pick a scale up architecture or a scale out architecture. >> Yeah, so that really comes back to the point I was making about optionality. Kubernates is key. It's going to be a linchpin, obviously, a portability for multi cloud sets that up. As we've said, it's not the be-all end-all, but it's a really necessary condition to enable multi cloud which is fundamental to your strategy. >> Absolutely. >> All right, Rob, thanks very much for coming to theCUBE. It's great to have you. >> Thanks, Dave. >> And thank you for watching, everybody. This is Dave Vellante for theCUBE. We'll see you next time. (bright music)

>> From the SiliconANGLE Media office in Boston, Massachusets, it's the Cube! Now, here's your host, Dave Vellante. >> We're back with Rob Emsley, who's the Director of Product Marketing for Dell EMC Data Protection Division. Rob, good to see you. >> Oh, good to be back, Dave. >> Yeah, so we heard from Beth about some of the momentum, the pivot-to-cloud. What's fueling this from you standpoint. >> I think one of the things that most people know, is that if you're a C-I-O today, is that you have to be looking at how you're going to make use of the cloud. And data protection is one of the easiest ways of getting into, kind of your cloud journey Whether it be using the cloud as a backup target, or a backup to the cloud. Using cloud for longterm retention. And we're moving away from on premises or off premises, backup storage using the cloud for that. Using cloud for disaster recovery, standing up copies of your production environment when you need to in the case of a disaster in the cloud. Or if you've deployed applications in the cloud, backing up in the cloud. So protecting the data that that's in the cloud applications. >> That's a good point. it's actually a pretty low risk choice to use the cloud for a data product. There was an article in the wall street journal the other day and they had these experts talking about how should you protect data? And a lot of them were saying, "Well, I might protect it two, three, four times." Is that kind of what they're doing in the cloud? I mean, I can say it's a safe bet, right? >> Yeah, it is. I think the idea of using the cloud for longterm retention, I mean, so many customers, they use their backups as an archive of the history of their production systems. And one of the things though is that architecture in that situation does actually matter. So one of the things that we've been able to do is we've been able to take our on premise appliance technology that we've had in the market for many years with date domain. And our power protect DD. I've been able to take that technology, put it into a software defined architecture and deploy it in AWS, Azure, GCP. So that really allows us to bring the duplication into cloud economics. So people always say, "Oh, cloud is cheap." But you still get a bill every month. So if we can reduce the size of that bill, customers say, "Oh, that's an actually good architecture to use." So that's a big benefit. >> Yeah. And they can put that money elsewhere. So is that really how customers are enabling all these various use cases that you're talking about? >> Certainly from a longterm retention to the cloud perspective, the ability to tear to the cloud from on premises appliances, whether it be a target appliances with power protect DD or integrated appliances, letting the integrate data protection appliance or the power protect X 400. So a very easy use of the cloud as a target. So after 14 days of on premise retention, you move that data off into the public cloud. >> So let's talk about purpose-built backup appliances that was a booming market. Data domain kind of took off, got the lead. EMC obviously acquired them. Now it's Dell EMC and it's a critical part of your portfolio. Can you give us the update on what's happening in that space? >> Yeah, so still it's a big market. I think in 2019 it probably was a $3 billion market. Rough and tough. We're still very fortunate that the customers still vote with their hardened budgets to choose Dell EMC purpose-built backup appliances to put into their on premise locations to store their backups. Certainly the market is divided between two types. One is target appliances and the other is integrated on the target appliance side. We've been lucky enough to, with the acquisition of data domain and now with the new Power protect DD appliances, we already maintain a really significant market share position with those The target clients is very useful, they can be used with our software, they can be used with third party software. It's kind of a, we need a default solution for target based appliances comes from Dell EMC. But what's changed is integrated appliances have become sort of much more interesting to customers as they start thinking about what they do next with their backup software. The form factor that they like to use is an integrated appliance, >> But you still got two integrated appliances. How should customers think about those in terms of strategic fit? >> Yeah, so we introduced our first integrated appliance by combining our data in the main technology with our backup software. And we introduced the integrated data protection appliance into the market in 2017. So think of that as our scale up architecture, bringing our backup software together with our D duplication storage highly integrated with the client, the cloud's hearing, cloud AR. and that's been a very fast growing part of our portfolio. In fact, through the first three quarters of last year as trapped by IDC, we actually grew that business by over 157%. So in a very, very good way of consuming backup software and appliances. But as you mentioned, last year was a big year for us because we introduced our first scale out appliance with the power protect X 400. So not only was it our first scale out, we offered it in both a hybrid form factor, but also an all flash form factor. So that was something that really, really leans into sort of our next generation of appliances. We started using something called multidimensional appliance portfolio scale up, scale out, hybrid or flash, integrated or target. So it's really the focus of giving customers a choice of how they actually consume data protection for us. >> we've talked in the cube a lot about these data protection market, how it's evolving, extending into data management. We talked today about cloud. I want to ask you as somebody who's been in the industry, you've seen a lot of different approaches. I was commenting recently on the amazing transformation of Dell, Dell technologies, from largely a PC company with an enterprise business that was, you know, okay. But not nearly as what it is today, what amazing transformation, 90 plus billion dollar company. You left when it was EMC and now you've come back in Dell technologies, there's been a really a much greater emphasis on speed agility of the AC cloud. How do you see the culture generally and in specifically within the data protection division? >> Yeah, good question. I think that one of the biggest changes for me is the increase in time to market being so important the ability to rapidly evolve your solutions to meet market requirements. One of the things that the data protection division has done is they've truly embraced agile at scale product development. So if you think about our power protect portfolio, specifically the X 400 appliance and the power protect data manager software that powers it is that's on a three month release cadence. So that gives us the ability to rapidly provide net new functionality to our customers. That in the days of our older products is that even though those have also evolved to a more regular release cadence, that used to be the time between releases was often measured in a year to 18 months. And that's completely different now since I've come back. So that really gives a marketeer the ability to really lean into communicate into the market on a much more regular basis. Having a more of a continuous theme to deliver. So if you think about our theme for this year, cloud data protection is really the focus of what we're talking to the market about and VM-ware and cyber recovery is on how those relate to our client deck protection theme is really what we'll be using to communicate and then be supported by these regular releases into the market. >> Well, the focus on acceleration, cultural agility it's key. You guys are a leader. Everybody wants a piece of you, you're hired, you're not just going to let them take it. So you need that type of discipline to really continue to drive innovation in the marketplace. Rob, thanks so much for coming on The cube was great to have you. >> Thanks Dave. >> You're welcome. And thank you for watching everybody. We'll see you next time. (upbeat music)

>> live from San Francisco, celebrating 10 years of high tech coverage. It's the Cube covering Veum, World 2019 brought to you by IBM Wear and its ecosystem partners. >> Welcome back inside the Moscow The Center. We're here, Mosconi North, Wrapping up our coverage here. Veum World 2019 Glad to have you with us here on the Cuba's. We continue our 10th year of 10th consecutive year of coverage here of the events to minimum, along with John Wall's joined now by Robin's Lee, who was director of data protection, product marketing and L E M C Rob. Good to see you, sir. >> Hey, Joan. >> So you almost want to walk to the first person I saw when I walked in the room the other day? >> You. And >> now you won't be one of the last on effort to tell Shy, Who is the director of Data protection and Cloud native APS. Adele AMC Effort. Good to see you, sir. Good to see you. Yeah, First off, let's just let's just talk about the world of data protection in general here by sucking multi and hybrid and all these things. Your world's changing a little bit, right? Because of these new environments in these new opportunities. So if you could just paint that 30,000 foot picture first off thematically, how how your world is evolving. >> Yeah. I mean, I think the key would indebted protection is data, you know, and I think that wherever it is created, and wherever it is managed, customers need to look after it. You know this? The old adage that there's only two things that customers worry about one is their employees, and two, is there data. So as we've seen the adoption of of Cloud is a A zone infrastructure model on you're starting to see many customers extend their own premises infrastructure to the cloud on using the cloud for production level applications. They realize that on often they're told, you gotta do something about your data. So that's led to all vendors and especially ourselves over the last several years, really expanding the portfolio and the capabilities that we have from a non premises centric environment to the multi class. >> Yeah, so every ah, a lot of discussion about kubernetes. Before we get into that, you've got cloud native in your title, and Rob talked about data and talk about the applications I'm hoping you can bring us inside is to you know, what's different when we're talking about cloud native applications that from a data protection standpoint, you know, what do you have to think about differently? Is it the micro Service's architecture in containers Fundamentally changed the way things are done, is it, You know, similar what we've done in the past? >> Definitely. We see customers. Some customers are taking what they head back now and they move it in tow. Cloud native infrastructures. A lot of customers are building new applications and new workloads, and they build it on top off new applications. So they basically building a whole new set off applications and infrastructure and want to combine in together and they come to us on Dad, ask us, How do I protect this? And these things spin up, spin down, move around. They have very different life cycle than the traditional applications. >> Okay, Yeah, it's funny. You know, Rob, I think back to you know, it's like tape. You know how we dealt this because of the environment versus disc versus, you know, containerized application. Buoyed by the time I want to set something up isn't that gone and things move around all over the place. It's You gotta put a different different types of environments than you need to span. All of these >> I was chatting with with every earlier, and we were talking about what? What's what's changed, kind of in the last couple of years around the deployment and usage of of kubernetes, the deployment of containers. And after he was saying that one of the most fundamental changes is the introduction of persistent volumes on a Sooners. Persistency comes into the mix. You know, that's where things start to change. And, you know, Jeffrey's phone started ringing with respect to hate. What are you doing to bring dead protection into you know, this environment? >> I think two years ago, everything was Toby stateless on then suddenly, people understand that's not enough. You need to add states some states to existing applications. And then the notion of persistent volumes came along and then customers and developers so that it's actually working quite nicely. And they started relying more and more on moving more state in tow, their applications running on containers, environments. So the first thing that customers ask us about is where I store my data. Where's the primary volume that is done by our storage folks? The next question is, how do I protect my data? And this is where we come into the picture. And we offer an architecture that is built for containers environment and takes care off that life cycle that we talked about before. Containers are coming and going. You need to protect the data and the containers, the data and the meta data together in order to bring that protection level of customers. Looks from, >> you know, as as the concerns about data protection have been elevated now and sea sweet discussions now, um has that created a different approach, or maybe a change of tone or tenor from your clients to you, because the discussions are being elevated in their own businesses. And and so there's Is there a different kind of attention being paid to this or different kinds of concerns that maybe 34 years ago? Yeah, >> I mean, it's interesting. I mean, one of things we were on every couple of years is a ah, global study. We called it the Global Day Protection Index. This year, we we interviewed 2200 i t. Decision makers and we kind of asked them about you know, how how are they value in dead protection and also how the valuing data and the one thing that has definitely changed is that the value of data to them has become Maur critically important. I think it's always been important, but I think you know, if they start thinking about data is capital, you know they are starting to realize that it's only capital if you've got it. If you don't have it, it's It's nothing Thio >> and it's only yours if you have it. Well, yeah, and nobody else. Absolutely. Right here. >> Every kubernetes courses open source and everybody's got what they're what they're doing in it. You've got announcement, some work you're doing with VM, where it's open source. Also bring us inside a little bit. Valero, how did we get to this point? You know this, you know, part of the C n c f. Yet it kind of being submitted, or how does that fit into the whole community? >> Yeah, sure. So, as you said and we talked about earlier this week with Beth and people at the protection announcements We are working with collaboration with Valero now part off Veum, where in orderto being that data protection solution So Valero is an open source projects. It's out there in the open. You have thousands off stars get up. Stars are very popular among the Dev Ops community about communities users you can hear about it from customers that are looking for for solutions. There is very good at backing up cluster containers and applications. And we have a lot of experience in enterprise data protection making sure that you have a solution that, um, has compliance reporting. You contract your data, you can define policies scheduling all of that eso we are combining these two and collaborating with Valero in orderto have a solution that answers. Boston is off the back of that mean and they just want to go home knowing that the production environment is protected, the and the develops people in the communities administrators and they just want toe, get the volume and forget about the protection. Everybody can work in their environment with the tools that they know with permissions that they want, and they can both work together and be happy. And the companies that we work with are the ones that have good relationship between the devil steam and the backup administrators. And they see that the same table and talk to us, and everybody tells us what they want and what they need. As a result, we build a solution so that we'll be able to answer the needs of both of them. >> So do you have to build sometimes those relationships within a company to get them to talk or collaborate in a more conducive environment cause you see all kinds, right? I mean, you see, the full range just talked by then a free that some very successful, some very constructive, maybe some that that aren't on the same page agent. So that's almost part of your responsibility. Coming before you even get to where you could talk about the work, we've got to talk about the collaboration. Yeah, that they're not area >> we really come When there is a story, people try to move their applications to production. The developers are really already working on something, and now the developers want volumes on the I T ops people. Tell them No, no, no. If you can't protect it. According to our rules. We will not pass the audience. We can do that for you, and that creates the friction inside those teams in the organization that we talked with. There is recognition off that already and now they come together to the table and they want to hear something that would they would be able to work with us both on the management on the I T ops and and management on cube control and what develops people are using. >> And it's it's large companies that are coming in talking to us. And I think, you know, when you get a large companies, quite often you have some more of these things different fiefdoms of, of, of users inside. But because they're large companies, they have, you know, certain requirements from regulations and compliance is perspective. So they have those concerns, but and every has been saying is we look at the early design partners, customers that were looking to work with, you know, the big the big companies coming to us. >> Rob, can you just help us understand? We talked about Valero there says some open, soft, soft, soft words. That's the power tech. Just sit on top of that >> s Oh, it's a great question. So, you know, as you know, we introduced power protects after exile technologies world. It started shipping to customers at the end of July. And Coop, in any support, is really the first example of what we said that we were going to be able to do, which is more rapidly bring new workload to new capabilities into our power, protect softer offering than we've ever been able to do before. You know, we're really embarking on a quarterly release cadence, you know, which will allow us to, you know, to do things that, you know in our existing portfolio are released cadences. What's being measured in in many, many months and quite often is long as a year and beyond. So what we will do is the tech preview that we that we announced this week. You know, we will roll that out in a nup coming release in production on that will become available to any of the parent protect software users. So right within the power protect software match me interface. You know that has the VMS support Oracle sequel in file systems. We'll add the additional workload support have been able to protect kubernetes using the same workloads, the abilities to create protection policies and I'm interested every is is with protection policies. Because that she was saying about how the environment can change quite rapidly is that by using a policy, you don't need to watch for those changes as changes happen, the policy. We'll keep track of what it needs to do as far as protecting the new applications as they come up and have to go away. >> What happens is the ones we find. The policies are the arty operations in the back apartments. They want to comply with the rules that they have, and they define the gold, silver, bronze policies, whatever have you and then they can give it to the Cuban, said Means. And, the criminalist admits, can say OK, these are my volumes. These are more applications I will just use keep control and potatoes objects We will discover that will automatically create a schedule that would create that that backup. So in essence, the community suddenly doesn't need really need to care about the compliance rules they need to care about policies and the Becca pod mean can take care of other wrist >> and the applications of driving the policies and not not the other way around. >> Yeah, I mean, the creepiest ad means are used to defining policies in terms of five day provisions, their storage, for example. We want to do the same in the data protection area. >> So as far as things like retention periods, as far as whether or not the data needs to be replicated, where not the data needs to be a tear to the cloud that those are all things that the I T admin team can do on it sort of separates kind of orchestration and governance is, is a big part of perfect ex often >> love to get your viewpoint on is data protection historically was not one of the faster moving things in the I T. Realm Last two or three years at VM World, it's been one of the hottest topic, I said. You know, the keynote on Monday felt like we were kubernetes world. Not quite Cube con just yet, because there's a lot of projects there, but I walked down to the the show floor. It's not storage world like Thursday. Its data protection world is Cygnus lots of glowing parties of people so that customers, you know, the embracing change. And what does that mean for your portfolio? >> Yeah, I mean, it's interesting. I mean, I think over the years, if you think about where you go if you want to learn about data protection, VM world is probably one of the best shows to go to because >> we're >> all here. I mean, I mean, you know when you know, you know, I've you know, I've been crazy enough to be in the debt protection business for almost 15 years now. Um, and it hasn't changed. If you if you want to talk to data protection vendors than VM World, is a really good show to go to. You know, I think that that for us, you know what I am. Where has done is It's It's It's It's It's provoked provided a common foundation, you know, And that's also providing a common foundation to get us from on premises into the multi cloud environment. So once she developed, um uh, great data protection solutions in the van, where environment is that you're your target market becomes quite broad because, you know, there's so much VM were virtual ization out there in the market, but you're absolutely correct. Is that you on the show floor? And it's It's It's an interesting sight >> thinking. In addition to that, you also have obviously been at this in the show, and I think what we have seen over the last couple of years is that customers were coming tow us, asking for solutions. And this is why we were able, with the power, protect architecture and platform to innovate more quickly and respond to those faster changing trends. Because now you have persistency of volumes. Now you have protection. The M were acquired. Help tell, you know, we could work together on creating the solution. >> Yeah, absolutely. Have we've been at the Cube contract for number years. Help Theo. Of course, the president's last year VM were had a bigger presence, but that maturation of the storage component with something we knew would take time. You know, we watched it in the virtual ization world. Those of us that lived through that, you know, 10 to 15 years ago and container ization. It's starting to reach that maturity, and we're getting that inflection point >> if you also want to think about the announcement that path made on the keynote on Monday where he said we're goingto work much more with park protects, toe address, spot data protection capabilities. This is one of the things we're collaborating With the help to your team, we're contributing to the open source. We're building together things that can move in the pace off communities and address the needs off our more legacy. Companies that needed protection with complaints. >> So, Rob, that will keep you in business for another 15 years? >> I hope >> so, gentlemen. Thanks for the time. Thank you. Appreciate that. Especially on your birthday. Right? Tomorrow. Tomorrow, Right here. Tomorrow. Your birthday home for that Happy early birthday. >> Thank you very much. >> We should have a cute cake, but should especially >> the end of the day. >> I know, I know. I'll end of the day. We got something better than a cake. Gentlemen. Thank you again. Thanks. We'll be back in a little bit. Streaming content. Continuing coverage here. Avian World 2019 with some final thoughts from our panelists. Just a little bit. See on the other side for that

>> Live from Las Vegas, it's theCube covering Dell Technologies world 2019 brought to you by Dell Technologies and its ecosystem partners. >> Good afternoon and welcome back to theCube day three of our live coverage of Dell Technologies World 2019, I'm Lisa Martin with my co-host Dave Vellante. Hey, Dave. >> Hey, Lisa, how's it going? >> Good. Day three. >> It's cold here. >> It's cold in here. I agree. But we're going to lighten it up with some really good conversation. We've got Rob Emsley back on thCube, Director of Product Marketing for data protection, Dell EMC, Rob, great to have you back. >> Great to be back. >> We got show and tell you brought Adam Schmitt network architect from customer GEI consultants. Welcome, Adam. >> Thank you-- >> Time to heat it up. >> What a great topic he's out with data protection. >> It's a hot topic. You're right. All right. So before we turn the way up on the seat, Adam, give us an overview of GEI Consultants who you guys are, what you do. >> Sure, GEI consultants is an environmental water resources, structural an engineering firm, we focus on anything and everything under the sun from structural geotechnical, bio chemical, you know, pretty much anything and everything engineering. >> So important stuff. Talk to us about before you were using working with Dell EMC, talk to us about your, your infrastructure, on prem, hybrid, what were you doing in terms of ensuring that that data was protected was accessible, so insights can be extracted from it? >> Absolutely. So GEI has 43 offices East to West Coast, and each of those offices has their own actual infrastructure that we have to protect at each site, ranging anywhere between three to 15 terabytes of size. So we're talking a lot of data and a lot of different geographical locations that I as a network architect had to worry about protecting, and one of the challenges of our older infrastructure, we were running 40 servers, just doing file level backups and restores, and we didn't have the ability to do any offline site backups in any locations. Now, we did have those in our primary data centers, and we were able to cross backup from each location to another when necessary, but it was, again, only a file level backup, it wasn't an actual full image, and we didn't have a full cloud picture yet that we could expand on going forward. >> So not a really robust data disaster recovery strategy in the event that you had to get something like that. >> It took several times and there are examples that I could give you office lost hardware in their actual infrastructure and we had to do a restore by restoring the files out an off site location, putting it on a USB hard drive and shipping it to that location, and then having to rebuild the infrastructure from the ground up and copy the data over not a timely manner of free storage. >> Or inexpensive. >> Robin, in the old days, you'd have an admin in the remote office, they load in a tape and it did recycle the tape every day, you know, you'd have it for a week, and then you'd reuse the same tape over and over again. That was the architecture, state of the art back then. >> Yeah, you probably remember something for those ads, there was a picture of a slightly undesirable individual and says, would you like this person to be your backup admin, which I thought was a little bit strange. But now I think things have moved on a little bit. >> What's the architecture look like today? >> Well, you know, one of the things in architecture is a very key word, because we have a belief in a saying that architecture matters, and when you have a distributed network, where you have lots of edge locations, and you have the requirement to protect them, and bring them back to the edge, the architecture that you deploy, really does make a difference. You know, there's a famous Star Trek line, I've heard it a few times this week that you cannot change the laws of Physics, and the amount of data that you move from the edge to the core, you want to make it as small as possible because if you don't, the amount of time that it takes to get data protected from the edge, especially you have lots of edges becomes a real constraint. So that was something which you know, GEI was able to take advantage of. >> So can you do that at speed? Doesn't that change the laws of Physics anyway? We don't go there, okay, so I wonder if you could share with us kind of how you came to this spot? What was life like before? Did you look at any other vendors, you know, paint the picture for us. >> So working with the Dell EMC technical team, as well as the DPS sales team, we were able to come up with a different strategy going forward. But it wasn't after a lot of trial and error when doing proof of concepts with other companies that, you know, made promises that they could do the backups that we needed off site at different locations geographically, but when it came down to it, we were going to have to fork up a lot of money for infrastructure being installed at every single location, whereas Dell EMC, I don't have to deploy any or any hardware, all I had to deploy was a virtual appliance at each location and we were successful in backing up remotely, we tried various technologies that claim that they could do it, and they didn't work successfully. So after a lot of trial and error, roughly, in total about a year's worth of trying, we finally got Dell EMCs technical team and the DPS came on board and we sat down in front of a whiteboard in Boston, Massachusetts, and said, this is what we're trying to paint as a picture, help me paint this as a full blown architecture and make this happen in this design fashion, and luckily, the Dell EMC team was so experienced and has so many different strategies that they can focus on, they were able to take every little thing that we needed, mark every checkbox and deliver a package with DPS for our solution in our own architecture that answered all of my questions instantly. >> You said virtual appliance it's got to run on something. So what is that actually? It's like serverless, right? >> So we have a physical infrastructure at every location, I deployed a virtual CentOS box, that's proxy that talks back to my data domain and communicates the CVT data changes back for backup. So it's not doing a full consecutive backup. That leaves a lot of headroom left over on your actual production server, so that it's not pegged while staff are using it. So I can kick off backups during the day, it takes a snapshot, and then the data gets backed up without anybody knowing. >> So this is really important as you said, Rob, you can't change the law of Physics. I imagine you got a straw and you got to put all this data through. It's like, it's like when you backup your iPhone for the first time it takes forever now. So you're talking about, you know, changed, just checking the changed data, and putting it through that straw, even though it's maybe a little bigger than a straw, so each day, it's just a smaller amount of data, okay, but what happens on a restore? >> On a restore same instance. So we'll restore that file, if we're doing the file level restore to the data domain, and then copy it wherever we need to on the network. Or if we're doing a full image based backup, we can restore that either to the cloud disaster recovery into AWS or Azure, or we can restore it to the actual data domain and Vmotion it wherever we need to after that point. >> So let's talk about business impact Sounds like there was a lot of trial and error, as you explained, really needing to work with a strategic partner who said all right, I get what you're trying to do, obviously, not easy, but you've been able to implement that. So how is GEI's business positively benefiting from this data protection strategy that you've implemented? >> Well, not just on a financial perspective, because we've eliminated the need for a completely separate off site data center, we have everything running in a cloud environment for CDR, so that we can restore instantly anytime that we need to, so we no longer needed to spend the footprint on another network architect on another infrastructure on all the different things that rely on another infrastructure at a separate location, so on top of financial savings for the company, I mean, we saved a huge amount of money, they're on infrastructure, that's only for disaster recovery, it's not doing anything, whereas we can just spend money on object storage in AWS, and use that as our cloud disaster recovery strategy. When you need it, you pay for it for your instances but otherwise, you're just paying for object storage, it's a lot cheaper than ever having to run a full separate data center. >> Specifically what is Dell's role in that equation in terms of the value chain? >> The data domain, we also got CDR, which allows us to use an appliance on premise to talk to an instance server in AWS or Azure, and it after its normal backup period, the backup completes and then shoots all the data that changed up to AWS in an S3 Bucket, and your data stored there and in a VMDK chunk data, that after need for restore can be turned into an AMI for AWS available, and then online whenever you need it. >> So this is very key, you know, on Tuesday, cloud was a big topic, hybrid cloud reality for the majority of customers and Adam and GEI the leverage of AWS is a great example of what many of our clients are looking to do from their investment in the public cloud. Certainly no GEI today is using AWS as a alternative to having to purchase a secondary disaster recovery site, or having to sign up with a managed service provider that's providing like a co-location service for disaster recovery, so using the public cloud and using the software capabilities around cloud disaster recovery, gives them a tremendous opportunity to save themselves a lot of money and do it very efficiently. >> It's like though friends don't let friends build data centers just for DR. Yeah, if you're going to build it for something that gives you a competitive advantage, okay. >> But it's interesting with some of the plans that Adam's got for the future, you know, you want to share some of those as far as what you're thinking about for the next few years. >> So future plans for GEI is definitely more cloud growth and minimizing the footprint that we have on premise, making it so that we don't have to have infrastructure at every location, consolidation of all of our data, obviously, going forward, GEI is going to continue growing with data, with videos that were modeling for different damn inspections, levy inspections, we're collecting a lot of data. But the problem is having that data geographically everywhere makes it challenging for future admins, including myself to continue to restore and backup and keep everybody happy. It's a really challenging task to continue supporting. So going forward with consolidating all that data into a central location, i.e. multi cloud environments, or Dell EMC cloud that was announced this week, we have the option for leveraging multi cloud instances, and being able to keep all of our instances alive in the cloud, rather than on premise. >> So you said put it on one location you talking physically or is it some kind of logical mapping that you're doing? >> There'll be logical mapping with some type of caching technology at the off site so that it's ready and available-- >> So a mapping that allows you to recover really fast if you need to, what about as part of that future in the roadmap, analytics on that of backup data? >> So the analytics on in terms of how much backups are going on on a nightly basis-- >> So specifically, are you using that corporate for any other reason? Well, let's see, might be looking at anomalous behavior, doing stuff with with air gaps, and you know, investigating that other DevOps activities. >> It's interesting that you say that because we were talking about a Data Domain having an air gap last night, at an event and the air gap method, making sure that your data domain is protected, it puts it in a right only mode, so that nobody can get into your data domain and actually do any damage to your data. Because you're right, you're backing out. There are anomalies that happen. If those anomalies happen to get into your infrastructure into your data backups, you could technically get ransomware or you know, locked out of your own data. Whereas Data Domain does support air gap technology, allowing you to lock down the system and require two admins before any changes are made to it. So definitely going-- >> Read only, read only. >> I think I heard that. But it's it's a good question with respect to data reuse is that, you know, the use case that Adam is currently using is to use AWS as a disaster recovery location, but the ability to spin up his data within AWS, yes, for the purpose of insurance, being able to access those production copies within AWS. But why not be able to use those for other purposes, such as interrogation of the data that was in them? That's all things that really start to evolve the conversation from what do you do for data protection to what do you do for data management? >> Yeah, so let's use some of the tool chains in live in AWS, say for example, apply some machine intelligence and machine learning and see what we find there, maybe anticipate anomalies or find some things that we didn't know. >> Absolutely, especially when users are dumping large amounts of data, we had an instance where before we started to actually seeing large data dumps when our data started to grow in the first place, we were inspecting levees and models in Colorado, and we had three engineers fill up an entire server of 4k videos, and our nightly backup all of a sudden said, Hey, you just got a huge amount of data change in an instant. Were you expecting this kind of change? If not, you should probably start knocking on someone's door, so we were able to use that analysis really quickly. >> So looking at day three of Dell Technologies World lots of announcements, Robbie, you kind of talked about some of those, you know, cloud enabled data protection becoming a big focus for you guys, I'm curious, Adam, to get your thoughts on some of the announcements. You mentioned the VMware on Dell, a cloud on Dell EMC, what are some things that really kind of piqued your interest as, hey, we're going to have more and more data coming, we've got lots of edge devices, they talked yesterday about the edges coming what did you hear that you thought, awesome, this is really going to be integral part of our strategy going forward? >> Definitely, so one thing that was mentioned was Power Protect, and that has everybody's interest right now. Because having the ability of basically an Avamar system with all flash or a Data Domain with all flash gives you obvious IO advantages in the future, that's probably going to be my next hot topic that I'm very vigorously researching everything out to see if in a couple of years or sooner that's going to fit into GEI's infrastructure and give us more benefits going forward. >> What's your biggest data protection challenge in 2019? >> Our biggest challenge up front was definitely moving from one backup strategy to a new backup strategy and that's from file level backups, only to image based backups, that was one of the biggest challenges, because anytime you lift a backup infrastructure out of production, and put a new one in, you're starting from zero, you can't really start from where you left off, you had to get all of that data, and geographically 43 offices doesn't seem like a lot, but when you're collecting data at all of those locations, that was a challenge, getting everything worked out and getting everything backed up in the first place. >> So you're knocking down that problem. If you're in a private meeting with Rob and his engineering team is there, what's the one thing that he could do to make your life easier? >> One thing he could do to make my life easier-- >> Drop prices-- >> Oh, sorry, then I have nothing else to say. (both laugh) >> Sounds like you-- >> Really, is that what you were going to say? >> So if we could enhance the performance of DD Boost, DD Boost already does a lot of performance benefits for what we do, DD Boost, in essence of what your network performance is, if there was a way of tweaking that on new servers, when you implement it, for example, we acquire companies every now and then we're implementing their strategies for their backups, and we have to start new backups, if there was a better methodology of seeding rather than having to go out physically plug in a hard drive and an NFL storage, make a clone of it and transfer it back. If there was a different method of seeding that technology or those backups, that would make things a little bit easier. >> Get on that. >> I mean, nobody can ever have enough performance and then, as Adam said, the big part of the Power Protect announcement yesterday was, you know, the introduction of, you know, the industry's first all-flash purpose built backup appliance with integrated software capabilities, and an all flash, I think, over the coming years is going to get is going to become a definite option for secondary storage workloads, not only for the straight performance of backup and restore speeds, but also for this huge opportunity around data reuse, and I think that you'll start to see more flash appearing in the data center, not just for production systems, but also for secondary workloads and where you're storing copies of production. >> At the end of the day, it sounds like you're probably quite the hero to all those folks that need making sure they have access to that data because that's what is, as we say, it's Michael Dell said it's inexhaustible, it's gold, that's what drives the business forward, that's what allows you to identify new products and new revenue streams. So we'll say congratulations on being an enabler of the business so far, we appreciate you guys sharing what GEI is doing and Rob, we appreciate your insights as well. We thank you for spending some time with us on theCube. >> Thank you very much. >> Oh, our pleasure. For Dave Vellante, I'm Lisa Martin. You're watching theCube live, Dell Technologies World 2019 day three of theCubes coverage continues in just a moment. (upbeat music)

live from Las Vegas it's the queue covering Dell technologies world 2018 brought to you by Dell EMC and its ecosystem partners welcome back to the cubes coverage of Dell technologies world I'm Lisa Martin we're in Vegas I'm with Keith Townsend and we have a couple of guests here joining us as we wrap up day - we've got Chad Dunn a cube alumni VP of Product Management at Dell EMC and Matt Harris senior director of product marketing at VMware welcome so guys lots of news coming out today saw in the press release Dell EMC now is the number one market leader in global hyper-converged infrastructure announcements 2vx rail VX rack sddc what's new obviously there's a lot new I mean really happy with with the market share and the and the traction that we're getting with both of the products in the VMware hyper-converged portfolio VX rail VX rack at CDC on VX rail we added new capabilities like 25 gig Ethernet nvme drives new security capabilities new graphical processing unit high density memory on the VX rack side we're now on Dell 14 G servers in fact that hardware is basically VX rail inside VX rack SD DC so you can sort of start to see how these things come together as we move forward in the roadmap and we also announced a VMware validated design on VX rail and again we're starting to sort of merge the divisions of these two products so they become consumption models of the same technology so met helped paint a picture for what this means for VMware and typical vmware vsphere we abstracted away the hardware so the hardware doing no longer matters right yeah well that's a great analogy actually so I'm a longtime vmware employee and one of the things that's Jean about vSphere is it really brought together more than one component for the underlying virtualization infrastructure so what cloud formations really doing it's like the next iteration of East here it's bringing together the storage compute network and management layers that make up our entire sddc solution and delivering that as a automated and and a two operated system the customers get the maximum value out of that and when we partner up with somebody like Dell I was able to bring unique value on their hardware platforms that's cognizant of all of those capabilities and Clapp foundation we're able to really get a lot of traction in the marketplace and hardware always matters we're literally nothing without it first Dell technologies world in the name change an indicator alone of the incorporation of the EMC Federation companies what we'll say power does that are you hearing from the customers and the partners that are here in terms of the strengthening of what that means for Dell EMC and VMware well I think the the obvious thing that everybody sees is the power of the portfolio that we now have ya know me as a product owner of a hyperconvergence platform I was doing that job at EMC and I didn't have a server there are a lot - OH - MS do to get servers to build our product but now you know I've got the best x86 portfolio in the market yeah right here under the same roof and now I have product managers who work for me are now in Round Rock or integrated with those teams so having the power both internally and npower for our customers to tap into all the things across the portfolio VMware pivotal RSA secure works virtuous dream I mean it's a really amazing IT portfolio and the great thing about coming to a show like this is I've seen a lot of the same faces of people I've known for years I've been here 11 years and I'm seeing a lot of new faces and getting them reenergized about the technology so Matt let's execute a similar question pre-merger one of the things that on the customer side you know I had an EMC rep rep I had a vmworld rep generally speaking never suck we've never met together can you talk about the cultural change if any with the relationship with dale emc versus the previous emc where the pro folio was limited to mainly storage products yeah well so the reality is vmware has always had a great relationship with obviously emc where i owned us but also with dell I mean if I think about my years in the field with customers Dell was the easiest partner for us to go to market with together they had a great sales organization and great products that customers loved it was always the easiest to walk into a customer account with the Dell Rob that's only gotten easier and because my product that I'm responsible for Clapp foundation is one that lands very specifically on unique capabilities from Dells solutions that just makes that conversation more meaningful it's a great story between us and VMware because we're actually able to to leverage some of the IP that we created for VX rail and now bring that into our cloud foundation instantiation which is VX RAC sddc so you don't think our group and we're pretty proud of the fact that we probably collaborate more closely with vmware in more places than anybody else in WMC we've had a long-standing collaboration on VX rail and now with cloud foundation it gets even better and what's the business value that you're seeing from VCS in the customer service in light of this strong new collaboration that's that's a great question so you know you know virtualization is great but what really customers are looking for is something that's adapting to the new realities of the way datacenters actually exist today it's not just private and public cloud the dimensions of the datacenter expanding all over the place edge systems are important as public and private cloud and what the value proposition we're seeing is having a ubiquitous consistent and transparent underlying infrastructure that can exist across all of those streamlets operations it adds agility to organizations to actually be able to deploy workload consistently across all of those different platforms and and you know if you combine it with something that we're doing together with Dell then all of those customers are benefiting across multiple parts of what they consider their data center I'm a great example this is the kind of work they were doing around IOT with Dell and that's another possible profile of workload that could live on top of class foundation now you've got multiple business value points traversing both of our solutions so I can take the extra lvx rack instead of setting up a POC of open source software to find data centers I'm sure customers have tried that and attempted it talk about that conversation when they come back either through the Dell channel or back to VMware and say you know what we tried this this is where it was good and this is why we're having this second set of conversations where are the pain points that VCF but on top of vehicle rack it's all well start from the bottom up and think about the things that we worry about so that you as the customer don't have to there are between nine and twelve different programmable firmware devices inside of PowerEdge server do you really want to track all those and make sure they match up with all your VMware drivers no of course not right you want something that's automated that lives in the system that knows how to upgrade those drivers out upgrade that firmware connect it to the right bits in in the VMware stack and make sure that you're always in a known good state and you're gonna get peak performance so we want to take those things that nobody really wants to do and let us do them for you when people tried to do it themselves they quickly find out that we were doing a lot of stuff that we didn't always talk about that made their lives easier so that's not on the hardware side on the software side yeah so I will tell you that there's no way to really deploy applications across multiple points of presence hybrid cloud for example is not doable unless you can really remove make the infrastructure invisible in a way and that's what this collaboration is really done and that's a critical pain point that you know customers have always derived benefit from NSX the Santa Ana VCR but to have these things all integrated into one product with the cloud foundation that was a game-changer for bringing these solutions together for lifecycle management day to operations as I mentioned that's unique capability there that is differentiated than just doing a ad hoc deployment of any of these technologies so the theme of the event make it real if you look at a financial services institution for example together what are you making a reality for them as it relates to IT transformation or digital transformation what is that reality that you're helping them achieve yeah well so one thing I'll say is that the reality of any workload across multiple clouds delivered to any user to any mobile device or desktop device that's a real capability that we're delivering for example Clapp foundation can instantiate through this concept called workload domain both traditional infrastructures of service applications and VDI the virtual desktops so this is real work that we're doing with real customers today together yeah just not with 1:00 this morning and they're now migrating about 500 virtual machines per week on to their VX rack sddc infrastructure and I believe they just crossed the 5500 VM mark and there'll be 8,000 VMs when they complete the project so that's real and and from the business outcomes perspective what does it allow that customer to achieve that then allows them to you know transition from where they are today which is about 60 percent virtualized to 95 percent virtualized when they when they reach the end of this journey and because we offload a lot of the tasks around managing the hardware managing the software on all of those lifecycle things and the automation that comes from the cloud management platform you can start to redeploy some of those resources to things that differentiate the business right instead of worrying about all the you know the bits and pieces that are in your infrastructure so what's next what was one on the horizon for the relationship what our customers asking for 200 meetings this week I'm sure there's been requests from customers tons of requests they want to see more automated lifecycle management they want to see vx rail releases in VMware releases get closer together in time they want us to be simultaneously shipping which is something that we're working on they want latest and greatest everybody wants to talk about nvme you know now we have nvme faster connectivity for the devices so you know the platform roadmap will continue but I think what Matt and I what we talk about quite frequently you can start to see us foreshadowing this strategy as we have the x-ray oh and we have the X rack sddc and we have cloud foundation doesn't need to be - right how do these come together is this consumption model it's just a different consumption model for the same technology so we're looking to see what synergies can we bring across those two products - to build a better portfolio for the VMware I've converged use case and I would say for our part we look to continue this partnership and I love what Chad was saying about the idea of you know VX rail and in VX rack having you know the same underlying components and how can we bring those things together I'll also say that looking out into the future I mentioned multiple workload profiles data analytics IOT NFV in addition to traditional high as it would be very interesting for us to work together to see how can we move up the stack for from an automated perspective can we automate the applique underlying application infrastructure in a way that will make customers more agile and that's something we could definitely look to try to do together in the future well guys thanks so much for stopping by talking about what's new how you're enabling cuz to really facilitate the IT transformation enabling that digital transformation and delivering a differentiated way of doing that to be here thank you we want to thank you for watching the queue we are live at day two or finishing day two I should say of Delft technologies world in Las Vegas I'm Lisa Martin for Keith Townsend thanks for watching we'll see you tomorrow