>>From around the globe with digital coverage of 2020 brought to you by beam. Welcome back. I'm assuming a man, and this is the cubes coverage of Veem on 2020 online. I'm really happy to welcome to the program. We had done the Milan many years, first time doing it online and we have two first time guests. the center square. We have Daniel freed. He is the GM and senior vice president of AMEA and the head of worldwide sitting on the other side of the screen. Is it David Harvey? He's the vice president of Dietrich alliances. Both of them, of course, with beam. Gentlemen, thanks so much for joining us. >>Thank you. >>All right, Daniel, maybe start with you, uh, you know, the online event, obviously, uh, you know, it gives us, you know, there's some allergens, but there's also some opportunities rather than, you know, thousands of us gathering in Las Vegas where right. There's a diversity of locations because if you look up and down the street, the strip, um, and instead we really have a global event in an operation, unity, I'm speaking to you where you are in Asia right now. What, what is, you know, the online event mean? And you know, how you can relate to, you know, how many countries do you have a attending the event. Okay. Yeah. >>Okay. So, so the good, the good thing about, about being online is, as you mentioned, as you said, is, is we can have all, all people from all countries, all around the world present. Of course we are surely, uh, now with my responsibility, my worldwide responsibility for the channels, uh, all countries in the world, we have partners of all in all countries in the world, which means that all our teams, as well as all our butlers are virtual things or the kid limits, uh, of, of joining that, that event today. But that's, that's why I'm very, very happy to have these virtual events, which is much easier. And they're heading all people try flying in from all the different parts of the world, do they guess? Right. And, and, and David, you know, also with alliances standpoint, I assume since, you know, they don't actually have to fly to Vegas. We've got the special guest appearances by Satya Nadella, uh, you know, Arvin, Krishna, you know, all of the, you know, Andy Jassy, you know, everyone's coming in, but no, and also seriousness from an Alliance standpoint, uh, you know, we'd love to hear how you're, you're working with them., uh, for, for the global event. >>Yeah, no, absolutely. And security is having a tough time keeping them at Bay right now. I mean, the online thing is handy because we can just cut them off, but, uh, yeah. Uh, but you're exactly right. It, the support of the alliances has been fantastic. Uh, everyone was trying to adjust to this new world we're in, but what you're seeing this week, um, he's a fantastic mom's body alliances. So once in Mike, all items should really work and we're doing the same for their events. And it's just a really nice >>If >>Camaraderie is coming together. And so, um, they've been great in supporting us as you've as seen through the week. Um, and we're excited about know whole vibe that getting in a commitment >>That, that we're getting from the customers I'm from the alliances, which is really, really good. Excellent. Well, we know that, you know, Veeam is a hundred percent partner focus, Daniel, maybe let's start with you, uh, you know, what, what's new kind of in the last year. So since we were together, last year, so on the new, on the new things that we have been doing for the last year, it's actually continuing first to move with our hundred percent, uh, since the beginning of, of, of Veem and all the way to the fully do squatters, that's more important even that is definitely the move that we see, uh, with working with your answers, uh, and their partners, as well as working much more with the Saudis providers, meaning the cloud service providers, where are there is a big, big trend now in the market with customers requesting more and more rather than, than I would say, technologies and products on premise. >>Uh, so we see that everywhere around the world. It is actually writing now again with the nutrition that we see, well, why, because of these, Nope, this is about situation, uh, where virtual is a big move that we, uh, we, we can see from customers and the partners that we have, the ecosystem that we've built, um, all around the world, he's helping very much in this move. Excellent. And David would love to hear the, the, the progress that, uh, your group with some of the parts. Yeah, absolutely. I mean, it's been a, it's been a really exciting ride, uh, year over year growth rates with the alliances, continue to shoot out, which we're really excited about. Um, the VTN launch was fantastic for us for most of our major strategic alliances. So we're really pleased about that. And a lot of our technical alliances as well, they really benefited from some of the new capability coming out there. >>So what we're seeing is not only are we seeing our go to market, be enriched more and have a lot of success with the strategic alliances, the technology Alliance is a really starting to benefit from some of that new innovation that just came out and funny as well. So that global systems integrators, we've seen a massive uptick in that interest in the last, in the last couple of quarters. And that's really helping too Alison tonight. Oh, I spy. So yeah, it's been a really exciting year. And certainly when you do these types of events virtually yeah. LinkedIn, your, I am, and text messages go through the roof, which is a nice way to, to keep communication with the alliances. Yeah, I did. David, I'd like to just drill in a little bit on some of the pieces that you're talking about there, uh, you know, I really feel in the last year, yeah. We saw a real maturation in what we do talk about. Yeah. Hybrid cloud and multicloud. Um, I, I know one of the, you know, key strategic Alliance is actually from day one for Veem. Yeah. And you know, every time I saw an announcement of some of the VMware Bob pieces, I usually felt like there was soon after a Veem piece of it. Uh, could you bring us inside a little bit, especially some of the cloud pieces and maybe how beam differentiate, uh, from, from some of the competition out there, you know, both VMware, >>You know, Amazon, Microsoft and that whole ecosystem. >>Yeah, absolutely. I mean, as you touched on, uh, VMware and ops have been very close, Brown is process, and we're really excited about, uh, some of the recent work has been going on with them as well. Um, we're also have tremendous steps fools with Amazon that continues to be a strong area. And the Microsoft is a cloud in the way that we continue during the harms, the way we work with their solution. Um, it's really providing right strides forwards, especially for the enterprise customers. Uh, we also were excited about the recent announcement related to Google cloud as well. So that's another big area for us. Um, and so that was another thing that continues to differentiate us. And what I would say overall though, is it's about having that philosophy as customers continue to have there philosophical view related to on premise cloud on off premise cloud. >>What we're showing is whether it's through the hardware partners, whether it's through the application partners well through the cloud is we're enabling you to decide your workflows. And I think that's the bit it's a little bit different than, and some of the others that are out there taking that heritage, should we put into the virtual world and that mentality, there's certain it departments have. It enables us to really synergize with those different partners as they go through their evolution and a certain customers move more towards the public cloud. And then you might be look towards some workplace back to the private that synergy between all of those areas is hugely important. And even for the hardware partners that we have, do you have cloud plays, mentioning some of their value solutions as well. So it's a really sort of, um, heterogeneous world that it we're really pleased on the way that the market is accepting it. Yeah. And Daniel that this, this move and a maturation of what's happened in the cloud is a significant impact on the channel. I'd love to hear, you know, anything specifically, you know, with your, uh, your viewpoint on the channel as to, you know, how your partners are now adjusting to that, you know, VMware, Microsoft, uh, some of the other pieces is that how they are now ready, uh, to help customers, uh, through these transitions. >>Yeah. And, and let me, let me make one run back, which is very important. First of all, VIM is not Mmm. The cloud provider and will not be accepted, right. Or in other words, the idea is that we will never compete with our brothers, never. Uh, so we provide technology, which is used by our partners and a number of them. I just think that technology to provide services, a number of them are using this technology to resell, uh, or to implement some additional services for the customers. And this is a key, key element. We're not there to do anything and competition. We are here to compliment and to use it, to leverage as much as possible, all our partners, as much as we can, uh, they know very good the market, they know very good at how things are moving. They know very good where they can do they know very good where they cannot do and what their customers want or, or, Oh,. >>Um, so the big, big move that we see in the market is how everyone is moving more and more to, again, there's said initially, uh, to the cloud, um, I mean, providing cloud services, whether it's multicloud hybrid cloud, as you mentioned it, as you listed them, we have all different types of scenarios. And this is a very interesting thing, is us helping them, educating them on how to use our technology, to be able to verify we be provide services and capabilities to their end customers. So we have a big, big investments in this enablement in what we call sales acceleration software, because it's all about businesses, uh, and helping our partners to get there and to move them as fast as placebo. Again, there is a big, a big need, a big request from the end customers and the role of the partners. I understand that and have to move very quickly to this new world of services. >>And we are there to help and support because we strategically no, that this is a way not only for him, but for the entire market. Yeah. And Danielle, you know, an important point. I think anybody that thinks that, okay, editor, uh, you know, to the channel or things, you know, probably doesn't matter. Okay. Or value proposition, a Veeam. What I'm curious from your standpoint is what was the impact of know wire now? You know, obviously some management changes there. Uh, I'm, I'm curious what feedback you've gotten and how that impact, uh, you know, the channel first. Yeah. I mean, let's be open as you know, it's one of, I hope one of our qualities, that theme is the transparency and the way we communicate again with the world, with our, especially with our partners. So initially the feedback that I had and with a number of partners and partners, well, a little bit of, okay, Nope, no worries. >>Uh, no, no. What is going to happen? What is next? Are we going to, to lose the DVM culture? Are we going to, are we going to go through a number of changes eventually in the strategy of him? And actually I have to say, and I'm extremely comfortable, uh, in my, let's say regular communications and connections with, with the insight partners, we have quiet team software because they think that the strategy that we had and the strategy that we have now is the strategy they want just to keep on doing, because it is a successful strategy. And by the way, when we do get the data, uh, that we got from the market from, uh, from, from some, from IDC that that was out lately, we see that Veeam is the number one in both, all around the world, compared to all the other vendors, doing the same kind of technology. >>That means that each is a successful strategy going with the partners and through the partners, he's a very successful strategy. And there is no reason that that yeah, and insight partners understands that extremely good. And I feel very comfortable with it. Yeah. With our future. That would mean more to us, but that's okay. We'll see. In the coming quarters. Well, I, I think, uh, you know, we, we, we do need to have, make sure that VMs has a little bit more focused on getting some green in your home environments there. Um, cause normally if I'm doing an interview with green, I'm expecting with BMI Mexican and a little bit more of the, of the breaker in there, David, you know, obviously, you know, the strategic alliances, uh, you know, some of those executive relationships, good morning, bring us in a little bit, as you know, Daniel was saying there's a little bit yeah. >>Of trepidation at the bit. And they've worked ruin, uh, from the Alliance standpoint, uh, you know, what is this, uh, what what's, what's transpired. Yes, true. It's, it's one of those things. It's a really unexciting answer because they aren't similar, simple answers calmness. Um, I often 24 hours, once we announced it, my call sheet was pretty, pretty empty for the simple reason being that, uh, we've spoken to everybody very quickly and the resonant feedback was that's great news. We know insight. We trust insight. We're glad it is say a growth play. Uh, also it clears up the future. And obviously, yeah, when you have strategic alliances is always in the back of their mind, wondering when is one of our competitors going to come in and Acqua you guys Mmm. Your article feedback was, this is fantastic. This is exactly what we wanted to see. >>Um, you provide clarity to our partnership. You can continue to invest in grow, which you've demonstrated for years, and you can move that forward for the next few years. Um, but also more importantly, this enables us to feel even better doubling down on veins. And so frankly, while we haven't had any issues and I'm sure a lot of the viewers out there have been through events seeing sometimes that can be crazy. It's a Daniel was pointing the strategy. Hasn't changed, we're executing, we've got the support. And the strategic Alliance is probably for the executive level and also the day to day level on leaning in more and more of them please that we're executing on our strategy, focusing in the U S with a big push. Okay. Bringing the investment, moving forward, stabilizing the leadership team. It's just been overall. It's been fantastic. So yeah. >>Yeah. It's, it's a really unexciting new soundbite answer, but that's a, how long has inclarity clarity has been a real takeaway? Excellent. Well, one of the, the key messages in the keynote, of course talking about a digital transformation, we'd love to hear, uh, for, from both of you, uh, you know, what you're seeing and hearing how beam's message is a, you know, engaging with both partners and ultimately the, the end user itself, uh, Daniel, maybe we'll start with you on that. Yeah. Yeah. Thanks. Thanks for asking. It's usually always comes from the end customers and their needs, and we all know that the need for data uh he's he's getting exponential. Uh, so that is why we can't do things manually anymore. So it has to be digitalized everywhere. Yeah. The very interesting thing is that not only something that express with the end customers, but we see more and more because it's an absolute need. Uh, when partners are providing, uh, services or providing all night, chubby she's out services or providing even, even products, they have digitalize also themselves. They are doing it at very, very high speed. But I know I'm mentioning that because I'm extremely pleased with the ecosystems of partners that we have >>Because they understand it's very good, how the market is, is evolving. I'm still only about the customers, but it's also about themselves. Yeah. That they are evolving 21st. And did you digitalization of all the processors? Well, the way they work with their customers, it's definitely one of the key elements, uh, which is going to be extremely good for the future. That's why, because of all this moves in a very positive dynamic way, there is no reasons why we should change our strategies and no remaining said our rights, uh, lions first, whatever it is, uh, continue driving the ecosystem, building the ecosystems, organizing the acquisition. And he's absolutely key for the success of everyone, including people, Brittany and David, please from the Alliance side. Yeah, it's do, I'm sure you'll notice, but in anybody and, uh, we're in a fortunate situation that we probably both get to sit through, uh, all of the strategies that a lot of the Titans of industry are all focused on right now and, and, and having ecosystem we do in your line side, that rich tapestry from the very large to very small is focused on that digital transformation. >>And I think that the good news from my point of view, and I'm going to touch on one of the points Daniel mentioned before was we don't eat with them. And so, yeah, he volunteers, we've got his work hogging, a piece of that, the strategy that they're looking for, the criticality of data three is transformation is huge as everybody knows. Um, and what we're finding right now is that the approach that we take yep. Approach to focus on doing what we do extremely well is synergizing with the evolution of the customer is seeing as they go through that transformation and transformation, sometimes a scary transformation sometimes brings nervousness and they want to do it with a lot of their thought leaders. They working with the VM-ware has the Microsoft, the HBS, and then apps, et cetera. And so from that point of view, the fact that we can providing them with that peace of mind for the complete solution, it's been fantastic. >>So, you know, when you look at a 75 plus partners, there's always going to be one way you need to thread the needle. Shall we say on exactly where intellectual property provides that value to them? But the good news is we don't have to spend a lot of time on that because we're clear, we're concise. Uh, and a lot of times they've been involved in a lot of our strategy sessions. So they're on board with us. And I think the Daniels area as well with the channel, the channel sees that as well. And that's why, whether it's through the alliances channel or with us directly to the resellers, uh, we're finding that, uh, that harmony is bringing a lot of peace of mind. So you can focus on the pains of the customer. I'm not worried about your technology partners fighting with themselves. And that's really where we are, right. Uh, the overall ethic of the company. All right. Well, the final item I have for, for both of you is, you know, normally, you know, but we have a certain understanding of where we are and what the roadmap is. Look, of course, we're dealing with a global pandemic, right? So >>As we look forward to the outlook, uh, I'd love to be able to hear a little bit about, you know, what you're hearing from your partners, how that is coloring, you know, decisions that are made really for the rest of kind of the next 12 months or so. Um, and you know, okay. Any other data points that you have, uh, from your broad perspectives as to how people think the recovery is going to be know, obviously we understand there's a lot of inserts. Nope. Daniel, you've got a, uh, great global viewpoint. We understand, uh, you know, what, what is happening impacts differently locally quite a bit, but, um, what are you seeing going forward and do you know the impact? Bye bye. Yeah. So I couldn't say the contrary. Yeah. So they correct. And we see it in our numbers that the countries, which are the most impacted, I would buy the QVC. >>I would have been more difficulties than the others, uh, to move, to move forward for a business standpoint, uh, which everybody understands, but we've received in the numbers. No, the thing. And this is what I liked very much about, but our ecosystem and where is we had a plan, uh, that we said that we said in 2019 before we knew anything about curvy a con for 2020, and you know what, uh, we are now in no, in, in, in our, the second part of the month of the year, you too, and are going to make our numbers. We are going to make our plans and why are we going to make it? That's the only because, you know, it's just been because perfect, but he's very, very much because of all our partners who, despite all the issues that are, they are in country because of coverage are just getting there, biking, helping themselves, helping us, and altogether as, as a big business machine, as big business system, we all just making success. >>And this will only show extremely good at the end of the year. When we look at the market share, Jamie's going to gain again, uh, with all our butters, it will be the, the results of the success. So good results. Very good results. No. And, and do you mean just continuing to move with these, he's a network of fathers and David, obviously we've seen, you know, you know, many of the big partners, you know, uh, you know, very circumstance and their response, you know, nobody wants, are you seen as, uh, you know, doing something that is untoward towards customers taking care of business. Okay. So, you know, how how's this impacting, you know, what you're doing with your partners? And it gives a little bit of the outlook going forward. Yeah. I mean, why not use for this as energy? Mmm. Some of these headlines that you see, of course, they're not going to get picked up with the impact related to it on a day to day basis, through the discussions with the executives are in the field level, we're seeing the energy with same people want to make sure on what is a tricky situation was a very impactful situation. >>Um, but what, we're not seeing people Mmm. He was onto it. We're seeing people really want to, um, make sure that they are also relating to the needs of their customers today, whether it's more and point whether it's moving towards the user experience, but also taking this time to keep building the foundation for a lot of that infrastructure related to data protection, data availability, um, that we've enjoyed for a long period of time. So yeah, you know, you, you have a degree of disruption, but the objective that I'm seeing from all the major guys that are out there is let's make sure we drive hard. Let's not take the pedal off the metal. Let's not use this as an excuse. Let's keep moving. What, uh, I mean, I sh I would say our engagement with them has increased in sort of happened. Um, and so I don't think we ever expected to be running into tempo. >>We're running bean does it as standard, but we don't normally I have that same temperature. Okay. From some of the, uh, some of the alliances we're really pushing hard with him. So, yeah, we're excited. And we continue to evolve rudeness how, in a situation, everyone's going to be employees with a lot of aggression, a lot of desire to keep capitalizing on the work we've done together. The key solving the customer demands that are going to come over the next 18 to 24 months, um, and reading, make sure that, uh, this is really okay. Yeah. It's impactful just to be clear, but, but not one that we're going to let define our future. I'm looking into that together. So I think from us, um, we're excited about not only as Daniel said, beam success. Well, what, we're starting to see us really good attitudes, uh, from all of our lines bombs, which we love. Yeah. All right. Well, Daniel and David, thank you so much for the update. Great. Yep. Okay. Thank you. Thanks. All right. Lots more covered from Veeam on 2020 online. I'm assuming a minute. Thank you. Oh, wow. The cube.