>> Announcer: From Miami Beach, Florida, it's theCUBE, covering Acronis Global Cyber Summit 2019, brought to you by Acronis. >> Okay, welcome back, everyone. It's theCUBE's two days of coverage here in Miami Beach at the Fountainebleau Hotel for the Acronis Global Cyber Summit 2019. I'm John Furrier, your host, James Slaby, the director of cyber protection for Acronis is here on theCUBE. Thanks for coming in, it's great to see you. >> John, great to be here, thanks. >> So, we talked on the day one reception that we had. We were having a chat about the cyber protection positioning, and how the confluence of data protection is emerging in this new modernization of the enterprise. >> Sure. >> Sports teams are out there, it's obvious pick customers, so it's happening. >> Absolutely, it's something that the analyst community has been talking about for years. And certainly, I think people in the data protection space, on the vendor side, in the cyber security space, have been seeing it coming. I think there's been a little bit of weariness of it on the end user side, particularly if you look at the large enterprise space where you've got fairly large teams and they're specialized. You've got the security folks on one side, data protection IT operations on the other, and often different budgets, they don't necessarily like each other, or talk to each other a whole lot, sometimes competing agendas. But frankly the way the world is going with the kind of explosion in data, the fact that data's growing five times faster than IT staffing is able to grow, and with this explosion in the threat environment, not just cyber criminals though they've gotten a lot cleverer in recent years, much more industrial in their methods, basically I like to compare them to Salesforce, but evil, right? So, they've industrialized their production methods, >> And they're causing disruption. They are disrupting the continuity of a business by hijacking their data before there is ransomware or zero-day malware, it's here, it's happening all the time. >> Yeah, and it's not just the criminals now. You have state actors involved. North Korea basically runs itself as a criminal enterprise these days to fund the regime because of economic sanctions. And they're very well-funded, they're very expert, and with tools like ransomware and cryptojacking at their disposal, they're sustaining themselves. So, between the threats on all sides, and the explosion in data, the operation side of the house, and the security side of the house really have to come together. It's not a luxury that frankly small to medium businesses have ever had. You typically have much smaller staffs. It's one, two, maybe three people handling all of that. So, in some respects that convergence is going to be a welcome simplification of life to them. >> What's interesting to me and I want to get your thoughts and reaction to this is that with the Cloud computing, and this new modern era of compute power and software defined stuff, you're seeing categories that used to be niche white spaced categories become full-blown important areas. I'll give you an example. Network management turned into observability. Configuration management's now automation. So, at the plumbing level infrastructure when they start to see stuff emerge that was once a feature and now important. Data protection involves a cyber protection. Again, it's elevating an importance because the game's changing, but it's still the same. It's data protection, but data's everywhere, but cyber's the driver. This is an interesting dynamic, and I think you pointed that out, again, on our first night, it's highlighted there. Are all the analysts seeing it this way? And because we're seeing, observability, what is observability? It's network management on steroids. So, this new modern architecture of an enterprise is our thinking like a system, and cyber protection is a new, I guess category. Well, it's not really a new category, it's data protection or cyber threats and cyber things. >> I think it's a useful coinage to capture in a couple of words, this convergence of classic data protection disaster recovery kind of functionality with cyber security. I do see the analyst community having anticipated the trend by a couple of years, Forrester with their zero trust model is a slightly different perspective on it, but ultimately it puts data at the center of everything. You've got to protect data, you've got to protect people from stealing it, you've got to defend against people tampering with it. And once you start putting data at the center of your world, then all those functions whether they're classic IT operations functions, or what we historically associate with cyber security, it doesn't make a whole lot of difference. The challenge is to find ways to achieve those basic functions in a way that is managing the complexity, you've got an explosion of data sources, an explosion of data volume, here comes the Internet of things, here comes 5G wireless, suddenly everyone's going to be storing 10 terabytes of data on their smart phones. So, you've got a lot more data in a lot more places to defend against. And the bad guys are coming up with increasingly sophisticated new ways to get at it. So, looking at it as data first, and I think what our MSP and VAR partners, and what their customers are asking for are ways to help us manage that process in a way that's simpler to manage, that's cheaper, and can defend against these kind of new more sophisticated threats. >> More threats, the complexity is increasing, data's increasing, the costs are increasing, and it all revolves around the digital business as data, and the Red Sox and the sports teams encapsulate that because their product's on the field, but also they have a business to run, they got fans to serve, their consumers, it's a digital business model, it's a data. >> Yeah, they look sort of like extreme examples today. Our business doesn't need our F1, our Formula One partners to capture the racetrack data from a rocket ship with a 1,000 sensors in it, and real time telemetry, but that's only looks extreme today. We're not very far away from having to handle that kind of data in real time in our business. So, in the same way that the Red Sox are capturing all kinds of video information and analytics, and analyzing the performance of their players, we're going to be doing similar kinds of data collection and processing on business information in just a few short years. So, it's useful to have leading edge partners like that, but the rest of us aren't really far behind-- >> Well, I think the platform play is very interesting. You guys put a lot of work into that. Obviously you can't do that overnight. Many years have gone into that. Having an open ecosystem is key. You mentioned VARs and partners earlier, this is a big part of the business model of Acronis, and so that's ultimately the true test of a product because the channel is a very efficient business mechanism. >> Yes. (laughs) >> If it works and it's profitable, and creates happy customers, their customers are happy, they keep their customers. They're a very tough crowd too as well. What are your partners in VARs and ISVs, what's in demand of them from their customers? Because they're selling your product as a solution, putting servers to run, but they have customers too, and they're looking for them to be a player and serve them well. What are they hearing? What's their customer customer? >> Yeah, you're right, they're absolutely, our partners are our key source of intel on what the buyers ultimately want. And again your typical buyer, let's say it's a small or medium business for argument's sake here, is confronting the fact that there's a giant labor shortage in cyber security talent at the moment. So, in two years there'll be 3 1/2 million cyber security job vacancies worldwide. I tell young people I know that are coming out of high school or college, go into cyber security, there going to be a lot of work there in the coming years. This is advice I just gave to my nephew. And they can't compete for the existing talent that's out there. If you're a great cyber security talent, you're going to want to work for a managed service provider where you're constantly facing new challenges, new customers, new technologies, it's the great Petri dish to learn and hone your craft, and move up in the world or maybe you go into the large enterprise space, cyber protection staff there where the pay is a little bit better. It's very tough for an SMB to compete with that. They just can't find, retain, or pay the talent that they need to keep their own data secure. So, that's a huge one just from-- >> And they're also under a lot of pressure because the way these supply chain relationships work is I could have the best security on the planet, but if you're my business partner and you don't have good data hygiene, my data's exposed through you because we're working together. Listen, this is a really dynamic. >> Yeah, and it's kind of an interesting, it's a bit of ancillary topic here I think, but just a tax on elements of the supply chain like managed service providers themselves as something that has raised its head. So, as a buyer, you have to evaluate whether your provider is taking appropriate steps to protect themselves because if they can't do that, then you will be someone who's intimately connected with them that will be vulnerable to the same evils that befall them. >> I hear that a lot from people that are selling security, and, or data protection to customers is that there's now requirements in the sales process to do it, and I don't want to say audit, that's not the right word, the word we're looking for, but inspection of how the data's being handled. Obviously, you've got GDPR out there which is a whole 'nother animal, but this is now a real criteria so, IMSP, I have to build that out myself. Is this where they are using you guys? This is where there seems to be a dynamic where you guys are doing well, certainly ransomware's been a big part of it too. >> So, they have a couple of challenges, our partners do. One is beating that customer requirement to protect me, make sure you've got the expertise that I can't retain to provide security for my data, do it in a way that's cheap, do it that it will grow as my data volumes are growing, and automate it wherever possible, right. I do not want to have to worry about this stuff. The MSPs have both technical and business challenges themselves. From the technical side their problems are similar to the customer's. They need any solution they have to be simple, they need it to be cheap, automation is super important to them, and they need to keep ahead of the security gap. From a business perspective you've got additional challenges like, how do I grow my individual, my average revenue per user? How do I offer additional services that are going to increase my traction with them so that I can reproduce churns, that I want to be stickier, right? How do I get hooks into my existing billing and provisioning kind of systems? So, the customer has a range of challenges that are reflected mainly in technical terms in the service provider, but the service provider has their own businesses sectors that are unique. And this is in part how things like Acronis Cyber Protect at cyber infrastructure, and the opening up of Acronis Cyber Platform so that their ISVs and the providers of the tools that they're using can get tighter integration into the infrastructure that they-- >> You guys are now just open APIs, just opening up the API's developer network and then the customer portal, big news here at the show. >> Yes, yup! >> You guys were holding back from us, well, now you've got it covered, but this speaks to the ecosystem. Now, I got to ask you about the competition, the industry, RSA, these big conferences, buzzword bingo goes on all the time, hype is like, I got this, I'm throwing a platform. >> What's your favorite game? >> I wouldn't be surprised if cyber protection, cyber protect is a category as it emerged people start whitewashing. We've got a platform, so, people are talking the platform game. What is hype and reality? Take us through unpacking your opinion where the hype and reality, because customers are trying to squint through the noise, and look at the hype versus the reality. How do you distinguish between what's real and what's not? >> Well, I would say a useful starting point is, allow me to toot Acronis's horn here with what we have rolled out with Acronis Cyber Protect. So, it starts with our classic value proposition which is backup and disaster recovery. The next step is something that we got into the market with several years ago which is anti-malware that is buttressed by machine learning and artificial intelligence. So, the goal here is not just to be able to identify, and stop known threats by their signatures, the classic antivirus approach given the increasing sophistication of malware developers, you have to be able to identify stuff by the way it behaves. So, even if you've never seen it before you have to be able to say, that looks suspicious, I've got to stop that, and do it in a way that's smart enough that you're not halting up innocent processes that might be doing something that vaguely looks suspicious, right? You've got to stop the real threats and minimize the false positives, right. Now add to that things like health and performance monitoring. So, the capability from the exact same console to monitor the health of your hardware, including being able to predict drive failure rates, again, with the help of artificial intelligence to the point where given that half your hard drives are going to fail in five years, we can predict within 98% accuracy when a hard drive is going to fail, and that's a giant way to head off a big data loss is move that data before the hard drive fails, but also monitor the performance of your network, your applications, your operating system, as well as hardware performance. >> It's an end to end holistic view of data. >> Yeah, it's something that you might be able to do with multiple tools and maybe cruder tools, like the smart capability for drive analysis has been around for a while, but the name hasn't aged well. Health monitoring, remote desktop, right. So, the ability, really important to an MSP to reach out and troubleshoot issues on a remote desktop including things like managing their windows defender environment, so that you're making sure that the end user isn't violating your security policies because they think it might improve their performance a little to shut off some features of Windows Defender, right? Where I think it really gets interesting is in capabilities like vulnerability assessment. So, the ability to scan an endpoint and figure out which revisions of their operating system, their traditional productivity applications, all their third party applications, where they are relative to the patches that are out there to close known vulnerabilities to malware threats. And then based on that proceed to patch management where you figure out a sensible, scalable, manageable way to install patches on all those devices across your organization which is part of the daily grind for operations people, frankly. So, giving them all of those tools in one place with a single interface, oh, by the way let's throw in URL filtering, another capability that really will keep your users out of a lot of trouble, keep them from visiting sites where malware loves to lurk, because where pirated software and these kind of things, places you shouldn't go that people tend to go, and invite the evils of the world. So, imagine all these things on a single pane of glass that you need one organization with one training regimen to operate, and suddenly you see the kind of efficiencies that you're going to generate as a service provider in terms of lowering your own costs, automating a lot of the functions that you previously had to do manually, and so on. Sorry, I had to finish that, sorry. >> No problem, that's a huge-- >> That's the rest of the story on cyber protection. >> Well, this highlights to me what I think is a very comprehensive offering. You guys have comprehensive storing. You have infrastructure, a platform, and then a set of services, that's deep, deep bench of technology. >> Well, there's a lot of innovation in there as well. So, this was something that had never occurred to me that fortunately occurred to our RND people which is the notion of why don't we start scanning our backup images instead of relying on endpoint scans. So, we've got a recent image backup, why don't we scan our copy of it? We can do the vulnerability assessment, the patch management of it, and, oh, by the way, that means that we can do things like if you've got custom applications that maybe sometimes don't play nice with newer revs of the OS or patches, you can actually test that offline. Do those upgrades, install those patches, run the application, if it doesn't work, if it gives you performance problems, or functionality problems, you know not to roll those patches out across your environment. And those are kind of clever things that, oh, by the way, oh, this is the burden and potential conflicts of scans on the endpoints. So, again, I-- >> That shows the benefit of the ISV market too, as more stuff comes on, the benefits of the collective ecosystem getting right back into the customer-- >> And it works a couple of ways. So, some of my independent software vendors are going to integrate functionality from Cyber Protect into their products in a way that is sort of invisible. They'll be Acronis inside, but their customers won't necessarily know it. It also means that MSPs and the vendors that serve them with a variety of tools can more tightly integrate their functionality with Cyber Protect at the core of the managed service providers offering, and provide value to both sides of that equation as well. >> You guys have great validations platform, solutions, robust ecosystem, now you'll bring out the developers, so congratulations. James, thanks for coming on, and sharing the insight, it's appreciated. >> John, thanks so much, this was great. >> All right, Cube coverage here in Miami Beach for the Acronis Global Cyber Summit 2019. I'm John Furrier, stay with us for more day two coverage after this short break. (upbeat music)

>> Live, from Miami Beach, Florida it's theCUBE covering VeeamON 2019. Brought to you by Veeam. >> Welcome back to Miami everybody, sunny Miami. Dave Vellante here with Peter Burris. You're watching theCUBE, the leader in live tech coverage. We go out to the events, we extract the signal from the noise, and there's a lot of noise here, and there's a lot of signal here. VeeamON 2019, this is theCUBE's third year doing Veeam's big customer show. We started doing NOLA, last year was Chicago, a very hip location here at the Fountainebleau Hotel. Carey Stanton is here. He is the Vice President of business development and corporate dev, corp-dev at Veeam and Jeff Kalat, a CUBE alum, >> Yep, you bet. >> long-time friend of theCUBE, senior director of strategic alliances at Hewlett-Packard Enterprise. Gentlemen, welcome to theCUBE, good to see you. >> Thanks for having us. >> You're very welcome. Carey let me start with you. Uh, I really want to talk about sports with you, but anyway, we won't. We'll hold that off. (laughter) >> (Carey) One day. >> Momentum. You're relatively new to Veeam. But you've been here now a couple years. Where's this momentum coming from, from your perspective, as a recent Veeam entrant. >> Yeah, no, the momentum's coming from across the board, but I think a big momentum is coming from new product innovation that we're doing with Office 365, and we're just driving up subscription business momentum that we have for the pent-up demand that we had for Euphor. But a big part is coming from our relationships like we have with HPE. We invested heavily a few years ago when we announced that joint reseller agreement. What we've done is not just continued to sell but add a plethora of new solutions to it Jeff's going to talk about what we're doing with GreenLake adding SimpliVity, adding the overall solutions that we have. But that's a team that started two years ago with two people that we now have over 20 people just working, dedicated with HPE on co-selling. And I'm happy to say that our business in first half, or I should say year-to-date is up 50% year over year on a global reseller business. >> Well Jeff, theCUBE as you know, has been documenting the ebbs and flows of HP and HPE over the last, better part of a decade. And when HP split in two, to HPE and HP Inc. One of the things that-- And then sold the software business, or a large portion of it. One of the things that went was data protection. >> (Jeff) You got it. >> (Dave) And that just opened up a whole new set of opportunities and Veeam was obviously one of those. And it's starting to pay dividends. >> You got it, yeah, to that point, that evolution through HPE.nex, we were able to focus on our core. And the benefit, the inherit benefit is that we can partner with the best of class in the marketplace. And Veeam is considered best of class. So when it comes to data availability, data protection, we're all in. And we're actually, as a company, we're actually doubling down now in our partnership with Veeam. We've actually taken them from, maybe a traditional storage alliance, and taken them to be one of our top global strategic alliances in the line of the Microsoft's, the Veeam, or as the SAP's. Because we see great momentum, we see great customer adoption and interest and we see great innovation at the product level, but also in the whole global market chain. >> Well talk a little more about that because it was, the move allowed you to form new partnerships that dramatically expanded your TAM but, I'm interested in the nature of the partnership. Is it, just go to market, is there engineering integration? Talk about that a little bit. >> Our first step when we came together and said okay let's take this to the next level, we realized we need to narrow our focus to the core customer values and we really settled on three core areas of this relationship. One is first, data protection for, around our intelligence storage, as you know, our storage portfolio 3 Par, Nimble, we've had a great relationship there, we continue to drive co-innovation at the road map level, but also drive go-to-market activities and marketing and we have feet on the street actively selling. So the first one's really expanding our work with storage. Now we're taking it, we're extending, if you will, through consumption based data management, using, well HPE has GreenLake, Greenlake we see 40% of customers by 2020 are going to be consuming their data center IT more in a consumption model. There are inherent benefits of that. What we now have offered and launched just recently Backup,is a service through our flex capacity coming out of GreenLake, providing customers the choice, if you will, to move from a, not from a capital expenditure, but, by the drink, if you will, consumption base. So that's the second core area. And the third core area is new for us, and that's around our HCI portfolio. As you know, we purchased SimpliVity. Well, SimpliVity has a lot of inherent backup, dedupe compression in line, but there actually are some Zivik use cases that we're deploying out there that show how Simplivity in a Veeam environment can actually, customers can see actually incremental values. So, those are the three key areas we're focused on as we up-level this whole relationship and partnership. >> (Dave) So Carey, please. >> I was just going to say if you think of, we talk a lot about we go after the technical decision maker in all these, hundreds of people here at the conference. And then going towards the executive, the enterprise. And it's through relationships with HPE on this, the flex capacity, being able to go to a customer and offer a true enterprise solution that they're looking for, everyone wants as a service. And so we've closed multiple deals this year thanks to having the Greenlake. So, our relationship with HPE continues to elevate and the enterprise is a result of the solutions that we're doing. Not just selling storage, but selling a complete solution. >> Rathmeyer was kind of tongue-in-cheek this morning at the analyst and media event. He was talking about how in 2013 he predicted that Veeam would be a billion dollar company by 2018. And he said he missed it by six months. One of the reasons was because you know, you got the subscription model. So that's, you know GreenLake obviously is part of that, maybe not the predominant part yet but I think you said you have 40% you're saying will consume, as a service by 2020. >> 2020, actually soon. >> (Dave) Okay so pretty substantial. >> Yeah. >> What's driving that? Is it just CFO's want to go to opex? Or is it-- >> I think it's a, there are many, the value you get without locking yourself into every three years needing to do a total forklift upgrade of your infrastructure, that's one thing. The second thing is moving it from a capital expenditure to an opex expediture. It can be planned, it can be budgeted as well. The third thing is the customer doesn't have to mess with all the technology, updating the firmware, the drivers and all that. We will do it on their behalf, right? We give them the economics of cloud on prem and that's the beauty of that. So we believe, and lock-step in alignment with Veeam, the world is hybrid in the future. So on prem is here to live forever, but increasingly we need to leverage the assets in the cloud and this is providing the ability of doing it in a consumption model. >> And it's not just the economics it's the experience as well. >> Oh totally, if you want to, if you live in a house and you're a home owner, and you want a new bathroom, you put in a bathroom. If you're a renter you end up in a long, laborious negotiation that you're going to lose. And the same kind of notion is here as people realize there's greater strategic opportunities and options from how to use their data differently. They want access to those options. And that's the basis of agility. The opex to capex is good but you've got to put it in business context. It's how you create additional options in your data oriented investments. So, as you guys are moving forward are you starting to have that conversation with customers? And relating data, data value, asset management, Backup, Restore, to this broader picture, this broader strategic union you're putting together? >> Yeah and that is a key imperative of how we get even stronger in traction is telling the bigger picture. And you look at the world of yesterday, where it's just backup and recovery, look at the advent of edge devices and the amount of data that's being put at the edge. Now look at AI and machine learning where, the data is inherently needed to project the changes and the needs that are in the future. So, I think these all tie in to the play and I believe at GreenLake our consumption model can provide great benefits, above and beyond the traditional backup and recovery. >> And I was just going to add to it, is that it also brings in our ecosystems, so the relationship, that tier one relationship we both have within Microsoft. So when you start looking at a solution that the business owner wants, they want to be able to say I need cloud, I need on prem, I need backup recovery, and so by going through GreenLake they can encompass, we have a broader ecosystem that we're able to bring in versus just single thread in these discussions where you're going in and selling a data protection story and leaving but you didn't solve that broader customer problem, and with GreenLake, they are solving that overall problem. >> Yeah, I'd just like to say nothing really happens until you make a sale. You talked about some of the growth earlier. But why Veeam? Obviously you're getting some traction in the market but there's a lot of players out there that you could partner with. And you do partner with others. But why Veeam? What makes Veeam so special? >> I think one, inherently we are lock-step in agreement of the over-arching strategy, we talked about hybrid, we talked about portfolio. Two is we've got the engagement at all levels of our organization, which all stems truly from having a unified roadmap. Innovation has to happen at the roadmap level and you need to be lock-step aligned through the value chain in the way you take it to market, the way you align your sellers, the way you deliver a value proposition that truly is valuable to our customers. It's proven from our IDC research that customers who are deploying and purchasing HPE and Veeam solutions are seeing a 250 plus percent ROI on that investment. So there's this huge customer benefit, and why not go bigger and go bigger and go bigger with them. >> (Dave) Same question to you Carey. So why HPEE, why is HPEE so special as a partner? >> I think HPE first and foremost, being that first partner that came to us to want to go all in, as Jeff was talking about, from day one, and top down. So we're not just working with a department of HPE we have it from Antonio, from Jim Jackson down the stack in the organization. We were aligned from day one. They lead with data protection, it's no longer, it's a a nice to have, it's a requirement in every one of their sales processes. We're their lead partner that they have in data protection. And what we'd been able to do and have that enterprise visibility by them assisting us on our journey. So, from across the board, whether it's through management, through technology, or just in true go-to-market, they're by far our number one partner that we have on our sell-with motion. >> So Jeff, I want to talk to the group about GreenLake. And Carey, I'd love to hear your thoughts on it as well. What are the challenges that go into a consumption-based model for a company that's traditionally sold products. As part of this overall move in all industries, all sectors, from a product to a services orientation. How do introduce metrics that are associated with the service? Because it used to be you just sold a product. And the metrics for storage are different from the metrics from backup, different from the metrics from compute. So as you've gone to GreenLake, because I love GreenLake, what kind of specialized, or specific types of things, how are you selling it to try to tie that service into the business outcomes that your customers are trying to see? >> Well clearly, I believe, some of our first wins, early wins we were able to monitor and metric the value the customers were getting, the service levels they've received and so we have a number of different methods of capturing the data, the empirical data, on the service levels and being able to use that to then, use that in the selling motion to be able to articulate the experience and the expectations that come with that. >> What are some of the harder problems that your customers are asking you to solve? And how are you approaching it together? >> Well I think that what we're talking about with GreenLake here is a real hard problem to solve, right? Consumpton based across geographic regions, across different technologies, on prem, off prem, hybrid. And we don't have another partner that we can go to market with when we hear this from the customer. So when we hear it, we know that we can lean in. And we truly are, to follow up from your question, is the fact is that HPEE is solving all this and then bringing us in as their number one partner, is the differentiator that we love. So solving those problems at an enterprise level, and at a commercial level and doing it with one partner is easy, right? We're shortening the sales cycle, increasing the value to the customer. >> Yeah, one thing I have to say and it's always, complexity is always a problem and an issue, right? So it will always be a problem and an issue and we will always be striving to improve and improve the complexity. But you know, Veeam, we're super simple, right? And we, especially when you look in our HCI portfolio and that's all about driving simplicity, if you will, in a way you can deploy IT, you can scale it. So I think complexity is, and will always be a problem. But it's a given too and it will always be there. And we will always be striving to make it even easier and easier for our joint customers. >> Well one of the challenges that you face, especially as you go to a sevices-only model, is how do you put a price on the outcomes that you're delivering as opposed to the price on the assets that the person is taking? So I think one of the biggest challenges, and it sounds like you guys are pretty close to getting this together, but it's part of a broader portfolio, is where does this, let's put it slightly differently. We've talked about this before in some of the other interviews. backup is moved from a have to have it, for maybe compliance or it just makes good sense to have it, to a strategic business capability for a company that's increasingly differentiating itself on it's data assets. That moves this conversation about, as a service, into a different group and a different, different level. And that's what I'm wondering. Those metrics have got to be a big part of the conversation. Because the entire organization is now recognizing backup is more than just a bolt-on. >> Yeah. One example, one of our close partners, we're here with them, Island. So, disaster recovery as a service, right? They standardize on Nimble and Veeam and together, that combination to them was good enough to build their business on. So there's inherent value and we expect to continue to grow and be able to expose that value. 'Cause we believe more and more customers, not just your pure enterprises but, from your mid-market all the way up, can be able to utilize and see that value and experience it. >> Just a point of clarification if I could on the HCI piece. Specifically around SimpliVity. So SimpliVity was known for it's backup use cases. >> (Jeff) Sure. Still is. >> So where does Veeam and SimpliVity fit, versus Simplivity solo. >> Yeah, yeah. Well first and foremost yes, Simplivity has inherent, great data availability features, inherent in it. That's core to it. But in reality, for customers, let's say a mixed environment, whether it be virtualized, non-vitrualized, there are inherent benefits to having Veeam in addition to SimpliVity. Another example would be customers who want to really have the access to be able to do specific file restores. So we see capabilities in running Veeam in parallel with SimpliVity. Actually I see a lot of customers that are deploying SimpliVity are also deploying Veeam and there, it's an additive value that they're seeing. And they're able to parse out features and functionality and be able to increase their level of value that couldn't be done, just purely from a Simplivity standpoint alone. >> All right Carey, we'll give you the final word. >> The final word is-- >> Bumper sticker on VeeamON. >> (laughing) >> Bumper stickers. >> I would say that, what we're doing here with HPEE, we would say we're in the first inning. What we're seeing on the innovations that we have coming out later this year with HPEE, coming into next year, and we're just thrilled to be having them a platinum sponsor of VeeamON and look forward to another successful year. >> Awesome. Guys thanks so much for coming on. I got to ask you, Boston-based person, Bruins fan? >> (Carey) Bruins, yes. >> You worried about Tuulka, at all, a 12 day layoff? >> (Carey) Nope. >> No problem. >> (Carey) Nope, Chara's going to be nice and rested and-- >> (Dave) Chara, more Chara or less Chara? >> I'm going to, yes well. I got to take more thanks. >> Okay, all right, good. We'll see, we'll see. Go Bruins. All right guys thanks so much for coming out and thank you for watching. Keep it right there we'll be back with our next guest shortly right after this break. You're watching theCUBE from VeeamON, 2019 from Miami. Be right back.