>>long from Las Vegas. It's the Q covering a ws re invent 2019. Brought to you by Amazon Web service is and in along with its ecosystem partners. >>Welcome back here in the Cube, we continue our coverage here Day one, a day Ws re invent 2019 were on the show floor You could probably see behind the city's packed is exciting. Great exhibits, great keynotes this morning, Dan. A lot from Andy Jassy, Justin Warren. John Walls were joined by Jasper Singh, who is the founder and CEO of DRUVA. Good to have you here on the Cube. Thank you very much. And I say a whiner whose principal technologist at a. W s and I say it Good to see you this morning. Thanks very much. Thanks for being here. First off, tell me a little bit about drove up for folks at home. Might not be familiar. And then we're gonna get into your relationship with a W s. And why the two of you are sitting in first. Just a little thumbnail about druva. >>Sure, as we all know, data is growing by leaps and bounds on dhe. Data management prediction has been a big challenge for all enterprises driven the SAS platform very long. AWS, which helps him manage to get up and do it from the center to deal in the cloud toe at the educations, simply console to manage protection governance management on a single pane of glass. All >>right, so the two of you together we were talking before the interview a little bit about maybe some of these common attributes or shared values which make your partnership. I wouldn't say unique, but certainly make it work. So go over that a little bit about maybe we're that synergy exists where you see that overlap in your mission and why you think it's working so well for you to reveal your partnership. Once you're Jeffrey, why don't you jump on that? Isaiah? I >>think we saw a big chain in the enterprise landscape Hunter team and I made personally met Fiona Vogel back then and understood that big change and enterprise buying when it comes to a public cloud, data belongs to public cloud, the weeds growing and eventually manage on rebuild the entire rocket picture around the whole notion off a centralized sort of a data lake to predict it manageable on Arab us. We thought about eight of us in public cloud of completely different operating system. It's not just not about our technology team kicked out of the business changes with people want to buy an S L. A. Across the global consistent price point so delivered already have toe, understand how they built differently, operate differently security point of view cost part of you and also sell differently. You're gonna market partnerships you're setting motion procurement. All changes to be redesigned, reactivated entire drove our experience around Public Cloud And Amazon is in a great partner all throughout to build a story on top of the platform not just to based technology on, but are breeding a printing model on selling motion on and course introduced to customer benefits on. >>So one of the things that customers tell us is that when they come to the cloud, they want less stuff to manage. And it can be difficult sometimes to deal the new set of primitives. You know, the way things worked in your data center understanding locality, these sorts of things. A lot of this stuff gets abstracted in the cloud, and so druva help sort of take away all of that and create a simple solution for customers. They've been doing this for a long time, actually, you know, offering full SAS solution to customers not only who want to protect data in the cloud, but also on Prem to the cloud. And the way that eight of us goes about an Amazon in general goes about creating things for customers is way. Have what we call a working backwards process. And it all ties back to our first of 14 leaders, principles, customer obsession. And so one of the things that's really nice about working with druva is that they also have a working backwards process. And so we get to do a lot of that stuff together there, also a customer. So, you know, it's not just a partnership there. Also a customer, because they operate this SAS platform. And so, for quite a long time, for example, they've been one of the larger dynamodb customers. They've developed tight relationships with our service teams way our field knows them, you know, if you ask the field, you know, name a backup provider, you know chances are pretty good. They're gonna know Drew right, so and because they're all in on eight of us, it gives us an opportunity to launch things together. So when we have new storage classes in the past and new devices, new offerings Drew has been a launch partner on multiple occasions. I >>was gonna ask about that. A lien on AWS, like as a customer if I'm buying some clouds. So it's like I want to buy an S l A a cz you mentioned. Just do it. Do it. Really care which cloud you you picked as a customer >>customer. You really cared about an SL for for data recovery, which you need a guarantee across the group. That's a simplest part. So in that context, they don't care. But it goes beyond that. Data and infrastructure is very connected to shoot for the enterprise they wanted, you know, just to be recovered. But integrated with other service is, for example, Panis is are they have other value. Our service is you want to be part of the whole story from that perspective because there is so integral to their lesson strategy. They do care about where we're building this new every center from my data management, but they are getting more and more fragmented in both centralized way to manage. The more centralized way happens to be on the best known of embroidery, which happens to have all the service is to surround it of it. You do start to care about you know how they're holding me may transform the journey of data for the customer >>Ueno from the Kino this morning that I think it's only about 3% of total spend is on clouds, and there is room for a cloud to grow here. But that also means that there's a lot of data that sitting out there that isn't actually in the cloud. So a cloud based backup service like how the customers who already have existing onsite data, How should they think about this? You mentioned that they need to think about it in a different way and change the way that you experienced backup. So how how the customers start to understand what they should be doing differently and how they should think about their data in a different way. To start looking at something like the river >>Absolutely reversal. Ashley's got people, plus one that typically customers have 3.1 bucket solutions in their in their environment. They don't accept it, but they do have multiple softness. They always are the new one to replace an old one, but it still keep their legacy on what they need to do. What I do when I was to look for meditators before driven were tons and tons of legacy being managing very cars. And then I was always very, very hard. You have to spend a lot of time to manage all throughout, withdrew. Our philosophy is that your next generation of workloads, your next edition of evolution towards loud used to happen in river for a legacy. You could still keep the legacy software's IBM better cars. Let's keep on doing what you do with them. You're next. Attrition off architecture refresh, Refresh should happen in >>a zone old back of admin Who's gone through that process multiple times. Managing tape is a nightmare. Yes, I can. I can absolutely attest that that is the process. That enterprise tends to go through it like you want to pick something that you want to put all the new stuff on. Do you? Do you see anyone actually bringing data from their old system that they migrated across. So they just go, You know what? We'll just wait for it to die. >>I think a lot of people do a mix of both right today. They may have a cold data with a more humanity move toe deep archive a glacier from active data management part if you want to see how do it, how do they change processes to impact date evolution From now on 1st 1st 1st and foremost before they started, Look at old arcade media could be born on a CZ. Well, I think with evolution of deep archive, evolution off other service is much cheaper than tapes. It's about time that people start now, look at older technology that how do you know Maybe encompasses? Well, >>yeah, To me, this stuff is kind of hard. All right, on down might be oversimplifying, but you've got your warm data. You got stuff, it's cold. That might sit there for years. And we're gonna work, you know, we're never gonna worry about it again. But I have to decide what's warmer. What's cold. If I've got legacy and I've got new, I've got to decide what I want to bring over what I don't and then I've got the edge. I've got a i ot I've got all this stuff. No exponential growth data scale. So to me, it's it's It's a confounding problem of I'm in enterprise. It's already got my stuff going, as opposed to. If I'm totally born on the cloud, right, that's a how do you deal with? It's easy to do it from scratch. It's a lot harder to do it when I've got I'm bringing all his baggage with me and why do I want to bring on that headache? >>So I want you to think about it, says that you know, where would you want to innovate and start their first like a zombie? This is said that this morning in Kenya, or that whenever someone tells you you have one tool for it all, they probably wrong about it. Right? You. It's all for the best tool for the best problems. So you look at the way you really wouldn't want it any way you start there first to bring in the cloud first, then it slowly insanity. Start to lower your workload by getting rid of legacy or by re factoring in overtime. >>You've been doing this for a little while, So I assume that this isn't This isn't something that only just a couple of people of dipping their toe in the water and trying out. You told us before they actually had quite a bit of success with this. >>I think whenever there's an interesting problem, this competition. So we do have some new age companies coming to tow. What we do for a living drama is heading scale we announced this morning. We're $100 revenue run rate of business. So you just thought about building it right? But as I mentioned, it's about operating unit scale will be run about six million back after a week, with more than with better than 0.1% efficiency. It successfully the amount of paranoia going into security cost optimization Dev Ops Mount Off Hardware goes into building a good market motion to buy from marketplace by consumption models is very different from from legacy. Technology for side is only the first body, but Amazon has done for industry, which we're leading with cheerleading and we're falling. Example off is how you transform the buying baby of customer was something radically simple than ever before. >>You know, as a that's been been really a topic, and he's talked about it a lot. This transformation versus transition. It's kind of like being a little bit pregnant, you know, you have to transform yourself right and maybe it's not dipping the toe, but it's diving in that deep end. So from the AWS perspective and from what we've been hearing, just free talk about put it in that in that context, if you will, about people who are, I guess, willing to make a full fledged commitment and jump in and go is supposed to dabble in a little bit and maybe being a little bit pregnant, >>I mean something you mentioned earlier about two people. Just let let stuff rot. Yes, there is some of that like, don't get me wrong. I talked with customers all the time and they have three different backup providers. But the fact is, is that when they go to the cloud they look at okay, where can I cut and run, you know, And when they look at their the things that not only matter in order for them to transition their operations into the cloud. But then they look at, like, the new rate of data creation that they've got going on in the cloud. They sort of a lot of customers. They look at the old models of of enterprise, back of sweets and they say, Okay, I know how to operate this, But do I want to? Or they look at it, You know, some of the finer things. Like, you know, am I doing all the right things from a security perspective? In all of the right connection points across all of the right pieces of software, the answer may not be yes. Or maybe the answer is yes. And they look at other things, like, you know, what is my r p o gonna be? What is my rto gonna be? Can I abandon my eight of us account because of about actor scenario and go to another account and do a restore without having to have infrastructure in there? First you can if it's in somebody else's infrastructure in this case druva right. So, like there's there's a hard way to do things in an easy way to do things and drew has done things. Arguably, I would say they've done things the hard way so that customers can do things the easy way. It's probably a good way to characterize it. Early on, Druva decided that they didn't want to be in the infrastructure business, so they built something on top of a platform that would allow them to stop having to worry about that stuff. And if you're trying to on board a lot of customers concurrently than that, something that you want to scale automatically right, you know these kinds of things. When we talk to customers and customers ask us questions like You know what? Our customers using toe back up in eight of us. They often ask qualifying questions like I'm in a certain region or I'm in govcloud or I have too much data on prim for my bandwidth capabilities. And I don't really want to get into a new three year contract because I want to shut down this data center in October and it's, you know, maybe it's September, you know, maybe I don't have a lot of runway on, so they're looking for things like support for Snowball Edge. They're looking for things like not having Thio worry about. Do I have to modify all of my traditional applications to take advantage of other storage tears or my cold data? How do I get it into something like Amazon has three glacier deep archives without having to really know how that works on DSO. When these folks look at the clouds, they think aws because of all of the things that AWS enables them to do without them having to have, ah, a massive learning curve. When it comes to data protection in the cloud, Dhruv is doing the same thing. >>Well, the good news for Justin and me and Isaiah's, Jasper said. You hit 100 million. So dinner's on you tonight. This is great. I look, congratulations. Thank you. That is a big number and congratulate great success. Wish you all the best down the road and thank you both for being with us here on the Q. We appreciate that. Thanks very much. Back with more live here in Las Vegas. You're watching the Cuban eight of us. Raven 2019