>> From the Aria resort in Las Vegas it's theCUBE. Covering AWS marketplace. Brought to you by Amazon web services. >> Hey everybody, Jeff Frick here with theCUBE. We are kicking off AWS re:Invent, I don't know how many people are here, I'm guessing 60, could be 70, I don't know, there's a lot of people here in Vegas and we're excited. We'll be here for nine days of continuous coverage spread out over three calendar days, and we're kicking it of tonight. We're at the AWS Marketplace and service catalog experience here at the Quad over at the Aria, so stop on by, there's a lot of cool things going on, and we're excited to have a CUBE alumni on to kick things off. He's Sahir Azam, the SVP of Cloud from MongoDB. It's great to see you. >> Thank you Jeff, great to be here, exciting week coming up at AWS re:Invent. >> Are you ready? >> I think I am ready. It's going to be a long week in Vegas, but it'll be a good week. >> All I could think was all those posts before we got started, said how to plan your time at re:Invent, >> They all say drink a lot of water. >> Drink a lot of water, stay hydrated. So we last caught up at Summit in New York City, I believe. >> Yeah AWS Summit in New York. >> So that was last summer, so how have things been going since then? >> Things have been great, obviously, the business is doing really well, especially our cloud products MongoDB Atlas, and MongoDB stitch have been an absolute rocket ship for the company and that's why we're here, is just really help the community, and drive even more adoption of our technologies in the market. >> So is that a big strategic, I mean obviously, it was a big strategic move for you guys inside, but I'm just curious some of the thought process behind, you know, offering a database as a service via a partner like Amazon. What were some of the things you were thinking about, and how's it kind of turned out based on what your expectations were? >> Sure, yeah, I mean I think, if you look at just overall adoption of MongoDB, obviously you know, we're one of the most widely adopted databases in the world, given we're open source, and really a pioneer in modern non-relational databases. >> Right. >> We've always been heavily used in AWS, even from the early days, nine or 10 years ago and in many ways we feel like we grew up in the cloud, as a company, given just our technology and adoption in that marketplace. Now, what's changed is I think probably, five years ago or so, we really started to hear customers say, you know we really want to get out of the business of operationalizing and securing, and managing these databases, and would rather you give us the same technology, the database we love but deliver it as a service on our cloud platform of choice. So we started on a project internally, to build MongoDB Atlas, which is now available in 15 plus regions on AWS, as well as other cloud platforms as a global database as a service, to help those customers move even faster >> Right >> with MongoDB. >> And it's been about a year right, since you since you released it? >> It's been about three years for MongoDB Atlas, but especially in the last year we've started actually selling out was through the AWS marketplace. >> Right, right. >> Which is really fantastic. >> So how does the marketplace change? I mean obviously, Amazon's got a great scale, and it's a nice sales force, sales presence for you to leverage so, how has that relationship gone? >> Yeah, it's gone really well actually, and especially in large enterprises. I mean, we have large automotives, we've got manufacturers, we've got you know telcos, that have sort of all procured our technolog6y through the AWS marketplace. And I think the benefit for us as a partner, really comes in two ways, first and foremost, its awareness, there are definitely some AWS customers that find their technologies by searching on it in the marketplace and when we pop up, and say okay great this is the databases service from the people behind MongoDB. That instantly just drives our awareness up, and then secondly, it drives really good alignment between our sales teams and Amazon sales team. So the AWS sales force is now aligned and incented to work with us on driving joint opportunity for MongoDB, and now Amazon customers. >> So is there a lot of joint, kind of opportunities that you guys are working together? >> Yup. >> I guess my perception would be that more the marketplace is, you know I find it, I order it, I install it, versus more kind of a joint enterprise sale, but maybe that's not. >> For us it's actually been really interesting on the joint enterprise sale, where it's been, you know they're really that high touch model because it's beneficial for customers to be able to buy their technology through the marketplace, and it's also beneficial for our go-to-market, and our sales teams to be aligned and not feel like we're competing but are actually driving an outcome together for the customer. >> Right, so partnering with Amazon's been a good experience, I know a lot of people are kind of afraid, do we to be partner with these guys, are they big, are they going to you know roll up our functionality? But you guys had a great experience. >> Yeah, I mean the reality is we there are definitely database technologies from Amazon that we compete with. But that's true of probably every technology vendor, and where there are places for us to work together, and deliver real customer value, I mean we're the most widely adopted modern, non-relational kind of database on the planet. >> Right, right. >> So Amazon probably sees that demand, and it's been a good working relationship through the marketplace team, especially at Amazon. >> Good, so I wonder if you can share some other trends you've seen in the marketplace, especially as you said you guys are doing a lot of joint customer activity, what are some of the things you're picking up on, what are you hearing out on the streets? >> Sure I definitely think server list continues to rise. Right, this past year with G8 MongoDB Stitch, which is our server list platform that makes it really easy to extend the power of the database all the way through mobile devices, client applications, and really have a data architecture and not just think of Mongo as something that's used on the backend, so we've been seeing quite a bit of adoption of that platform, and in particular for use cases where MongoDB Atlas is used with complimentary AWS services. So if you want to use AWS Lambda with a MongoDB database, the best way to do so is with Stitch. You want to tie you know Kinesis and streaming technologies into a database for MongoDB, Stitch makes those integrations natively in these other AWS services really easy. >> Right, so I'm curious get your perspective on kind of what percentage, don't share anything you're not supposed to share, of the sales on these things are, new kind of projects inside these enterprises, versus people doing migrations, because there's always this big debate right on legacy? You know you're going to lift and shift, and move it all, versus let that stuff just do what it does, and really the opportunities on Greenfield. >> Yeah, I think, it's probably hard to quantify, but we certainly see a few different patterns. First and foremost, there's like large enterprises that are lifting and shifting, and migrating those applications from on-premises data centers and into the cloud. And really what we see is an opportunity, not just to lift and shift, and manage things the same expensive slow way, but to actually modernize at time of migration, as well. So you can adopt the benefits of a platform as a service, or a database a service like ours, while you move into the cloud. So that helps customers move faster and operate in a much more economical way. So I think that's sort of one piece of it, and then of course there's all sorts of new modern applications, whether it be Connected Car or IOT platforms, modern mobile applications, we're seeing a fair share of like new, fancy applications being built, as well. We definitely see both, and I think for us, one of the things that's unique is given there's been so much MongoDB adoption in AWS, we're seeing a migration of customers that want to get out of the business of running the database, and want to have us manage it for them in the form of MongoDB Atlas. There's that third camp of people are already in Amazon, using MongoDB, but are now saying I want to move it into Atlas because it provides a much better way, and in fact, it's probably the best way to run MongoDB in the cloud. >> Right, right, it makes a ton of sense. I'm curious I'm the first one though, when you talk about modernizing while you're lifting and shifting, or while you're shifting over from legacy infrastructure, what are the key things without doing a complete rewrite, that people can do kind of a modernization of the application, 'cause that's kind of an interesting concept? >> I think it's two things, there are certain applications that people don't want to touch and change that much, and those are probably good candidates to lift and shift, and try to minimize the amount of change on. But frankly those are oftentimes not the most strategic applications anymore, they might be important to keep the lights on, but they're not the ones that are driving the customer experience or driving the revenue, you know new opportunities for businesses. Many of those applications are actually being kind of decomposed from monolithic old technology stacks and legacy tools to more modern micro services based architectures, and what we're seeing, is oftentimes the trigger for that modernization is a cloud migration. So in many ways what we're saying is, get off of a legacy relational database technology, move to the cloud, but don't now operate it the same way you always have, actually consume it as a service, and that's what's really going to unlock all that developer velocity, the elasticity, the cost savings people expect from the cloud. >> Right, so is the the database really the key piece for kind of a modernization effort, without rewriting the entire application? >> I think it's one of the most important pieces, for sure. I mean we like to say that the database, in many ways, is the heart of the application, because an application without data is really sort of generic and useless. So it is definitely one of the more complicated areas, and that's why we spend so much time with customers, building technology that makes it easier for them to modernize, leverage new capabilities, even if it's only new features in an application, versus a rewrite of the whole old model right with the block. >> Alright, Sahir, I think they open the doors, I think AWS is coming in. >> The rush is coming in. It's officially underway, so I know you got a busy week, I got a busy week. >> Likewise. >> Thanks for taking a few minutes of your time. >> Absolutely. >> And stopping by. >> Yeah great to see you. >> Alright, great to see you. >> Alright, thanks for stopping by. He's Sahir, I'm Jeff, you're watching theCUBE, we're at the AWS marketplace and service catalog experience, at the Aria, stop on by, see ya. (dance music)

Live from Nice, France, it's the Cube, covering .Next Conference 2017 Europe, brought to you by Nutanix. Welcome back to the French Riviera, Riviera, sorry. I'm Stu Miniman, and this is the Cube, and we're live, so every once in a while, things take a little bit longer, or we slip on a thing or two but we're really excited to have two guests from Veeam with me. Of course the Cube was at VeeamON earlier this year, and so I've got Nicolas Savides, who is the Senior Director of Alliances in EMEA, and Michael Cade, who I've known from the virtualization community for a number of years, but first time also on the program, global technologist, also with Veeam. Gentlemen, thank you so much for joining us. My pleasure. All right. Nicolas, let's start with you, tell us a little bit about your background, how long you've been at Veeam, what's your role there. So I'm in charge of follow alliances for the EMEA region, so I've been at Veeam for six years now. My mission is really to build full stack solutions with our set of alliance partners to deliver the best possible solution on level of availability for our customers. All right. Michael, same question for you. So, I started at Veeam about two and a half, three years ago, I started off as a systems engineer with a data center background, so doing Veeam as an SE, and then moved up into this global technology role. And basically, I work very closely with product management, within the product strategy team, so one of my key responsibilities is gaining feedback from our customer base, and hopefully getting new features into the product that are going to help Veeam grow from a technology point of view. Awesome, good. So we get to talk about the ecosystem, we get to talk about the partners between dues. Nicolas, at your conference, per your whole executive team, talked about, Veeam had ridden that wave of virtualization, like many of us, I've spent a lot of time in that ecosystem myself. Today, virtualization of course hasn't gone away and is still majorly important, but it's a really about a lot more than that. There's a lot of cloud going on now, a much broader ecosystem, I think for many years when I thought of Veeam, there was one partner that was critically important and there were a few others. Now, there's a lot more. Tell us, how's your role been changing in the last couple of years? I think, our customers asked us to think broader than we used to. So yes, we started on virtualization, inside the data center, and the needs expanded. So, inside the data center it became diverse, not only VMware, but Hyper-V, and then it went beyond the border of the data center. Public clouds, Azure, Amazon, and more and more coming, and our customer loved the level of simplicity, and quality that Veeam delivered in silence, they wanted to keep that quality when they were expanding to a multi-class strategy. And that our job is changing today, our product is evolving, to take in charge that diverse wall. Our mission today is to protect any app, any data, in any cloud. And we've released a set of products to take that in account, and that's something we share, in the vision we share, with Nutanix here. Michael, I want you to take us into, the mind of your customers today. Of course, it integrates spectrum out there, if you talk about, virtualization, I've still run across customers that are still very early in that journey. When you talk about cloud, this week at the show, I've talked to some that, well, I've got regulations, especially in certain countries here in Europe, where I'm not doing it and others that are heavily, heavily, heavily, weighted toward the cloud. So, give us the flavor for what are the big problems, the real reasons when you're engaging with customers. So, I would say, exactly that. Let's see we've got people that are, just beginning to go down that virtualization route, but then we've also got some big customers that are looking at how do we leverage AWS, and other public cloud-type offerings. I think that's, so 18 months ago, we announced that the availability platform, which as Nicolas said, any app, any data, any cloud, the ability to still, obviously we've got a strong heritage in that virtualization space, with vSphere and Hyper-V, I think with the extension of AHV on top of that, but also with our agents, for those physical workloads, but not just physical workloads, think cloud instances, any virtual machine that we don't have access to the hypervisor, up in AWS, or Azure, we've got the ability to leverage our same toolsets, to be able to manage and back those up, and make them available, as well as software as a service, so we see a lot net-new customers coming in, and actually where they don't necessarily use us for the virtualization environment, but they're looking to us to use us for Office 365 mail backup, bringing that back on premises rather than leaving it all down to Microsoft to look after that protection window, so you can see there's quite a lot, and then on top of that we've got, we're enabling our service provider, our reseller community to offer backup as a service, DR as a service, we've got a cloud connect model, so you can see, where pre-18 months ago, we were back up in replication, for virtualization, and now we've got this whole portfolio, this whole availability platform, where we can hit a lot of the different aspects of up and coming infrastructures that are out there. Yeah, when I listen to Nutanix talk, they talk about enterprise cloud, and it was not just data center, but it was data center and cloud, and they're even talking a little bit about Edge, and they don't talk about much, but you just brought up Sass is a huge piece, from our numbers, it's got two-thirds of the public cloud numbers. Where does, give us from the customers' standpoint the overlap between where you see Nutanix today, in that whole cloud discussion. So, we're seeing quite a large number of Nutanix customers teaming up with Veeam, to protect those virtualized workloads, especially in the vSphere and Hyper-V area. Obviously we don't have the AHV support just yet, but definitely seeing a lot of uptake, and even in the session yesterday that I did, we forget that half the room said that they were using vSphere or Nutanix with Veeam, and then probably a 1/4 using Hyper-V, and a 1/4 using AHV. But then when I asked a question about, to the audience of around 250, 300 people, we probably saw half the room say they were considering moving to AHV, because of what Veeam is doing in that space as well. Yeah. We know that AHV of course is something Nutanix has been beating the drum. I need to get the partner perspective on this. How much of this have customers been asking, how much of it is from the Nutanix end, give us the update as to how long is this going to take, and how hard of a lift is this. So, when we decided, to go onto launch support for AHV, this was really a demand from our customer. This was, we started from a statement that said, okay, we know as customers, we will have to go multi-cloud, whether it's for resiliency, cloud, quality of service, whatever the reason, we'll have to go multi-cloud. And then the question that comes next is, what's the best player to make it happen? And how do I guarantee the right level of SLS, availability, when I go that way? We think Nutanix has a pretty good answer on how do I make multi-cloud strategy happen, and we already partnered on the Hyper-V and Vmware part, and our customer was saying, I will go to the multi-cloud, I will use AHV eventually. Growing slowly, not overnight, but that will grow, and I make a choice of data protection, availability, for the long run. Veeam, please help us get into that direction, and that was making perfect sense of us, getting with them into that multi-cloud direction, and support acropolis. We've announced it a few months ago in .Next in the US, I've made a first live demo yesterday during the session, so Michael was doing it, and we expect the product to be released in 2018. But we're already feeling a lot of demand and very positive feedback around it here at the show and at our booth. Great. 2018, coming pretty quick. One of the things you hear from customers is they understand, it's going to be multi-cloud, multi-hypervisor kind of ends up there, managing across those different environments is tough, the biggest sin in IT is always you end up with a heterogeneous mess, and then the poor admins have to deal with it. Veeam has a nice story, more than a story, but that's something that, really, you're trying to position and help customers across those environments, maybe you can speak to that some. Yes, so I think one of the really important things for us is making sure that that interface, or that experience when just deploying Veeam, is very easy to use, very usable, it's very important to keep that, as we move forward and develop all these new products. All of the new products use a very similar, easy-to-use, wizard-driven type approach, but with some extra functionality to allow things like restful API out the back so that people can customize that. But when I showed the AHV demo yesterday, it's really aimed towards the Nutanix acropolis administrator, so it uses very much a prism-looking view, an interface, a web interface, but then it still links in and authenticates against VBR, so Veeam Backup Replication, to leverage the repositories, still uses that native file format that we have, the VBKs, the VIBs, so then we can start to use the same functionality that we have within VBR, to use backup copy jobs, send things to tape, use our Veeam explorers for application, item-level recovery, all of that good stuff that we have today that exists in vSphere, admins will know if they're using Veeam and vSphere, but we wanted to import that into, or make it, remember that this is a version one product, and everything, to your last question as well, is around everything Veeam do and develop, is generally based on feedback from our customers. We listen to those and implement those changes where we see that it's going to help people to achieve what they need to achieve, whilst still trying to keep that easy-to-use mentality. Okay, so relative confidence you can talk to customers and say hey, you've got vSphere and you want to do vSphere and AHV, your management of that environment isn't going to be horrific. Yeah, absolutely. (laughs) Yeah, yeah. Nicolas, so we've talked about the AHV, what else would the partnership, where do the key engagements and anything down the line beyond we've talked about already that we should highlight? Really, where we go is we're both companies that work a lot with a channel, so resellers, integrators, so that's obviously the next step, getting Oracle system ready, jointly, to deliver what we promised to our customers, make sure they're aware of how that works and what are the benefits, and of course, last step is really a collaboration, around going together to the customers, making sure it's not only an alliance that is from the technology perspective of a product, but it's really something our customers can feel on the ground and can trust. One of our customers who is there today, a manufacturer in the aeronautics industry, he's been using Nutanix and Veeam for a year now, he's very excited about the announcement, because he loves the flexibility we already offer, an order comes in, comes out in that sector, on the scale of it that was offering, but we know he will move progressively to acropolis and he was very happy about us, and we are together, with him, to go into his journey into digital information multi-cloud strategy. Yeah. In talking to Nutanix leading up to the show, they actually said from a pre-registration standpoint, your sessions were at the top of the list from a partner standpoint. Of course Nutanix loves all their partners. (laughs) But Michael, what is it that customers, usually it's I want to learn something, or something that's really going to help them in their job, what's so exciting that's pulling the customers in, what are the types of questions they're coming, what are they taking away from a show like this, from a joint, Veeam-Nutanix? So from our point of view, it was, one thing that we didn't put in the abstract, was around we want to show the AHV thing, because we announced something in June, we felt like we needed to have that, at least something to show. So actually, we're close to having a landing page that will allow the interested parties to come in and look for that beta and we'll give them that information but we split the session into two parts, one was the vSphere and the Hyper-V that we have on the truck today, and secondly was the bit to keep everyone in their seats, right, to show them the AHV stuff and how it looks from an interface point of view, and actually the methodology that we're using to take those backups and as well as the guest file restores, through a question point of view, so the architecture looks pretty simple and easy to use, and that's exactly what we wanted to hear from the v1 feedback is okay, that makes sense, why you're doing that, so from that architecture point of view it's going to look very simple, it's an AHV proxy appliance that's going to sit inside the AHV cluster, and it's then going to authenticate to an existing or a new VBR server. So, in terms of people were interested about the beta, obviously that's generally what comes up, but that was really the feedback that we got, they were asking about what's next, when can we have this, that, and that's important for us, but it's also very positive for us, because if people are already thinking about v2, v3, then that's a great roadmap or vision for what this needs to look like in the short term. Excellent. Always love to hear the customer excitement and engagement on that, I'm sure everybody will be looking for the beta code, look to catch up with you at a future event, when we can talk about the full G8. Nicolas, Michael, thank you so much for joining us today, I'm Stu Miniman and we'll be back with lots more coverage here from Nutanix .Next in the French Riviera, you're watching the Cube. (intro music)