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