(upbeat music) >> Introducer: Live, from San Francisco, celebrating 10 years of high tech coverage, it's theCUBE. Covering VMworld 2019. Brought to you by VM Ware, and it's ecosystem partners. Hello and welcome back to theCUBE's live coverage here in San Francisco, from VMworld 2019. I'm John Furrier with my co-host Dave Vellante. Dave, 10 years of theCUBE, covering VMworld. A lot's changed, a lot's happening, 10 more years. Two great guests here from Veeam. Carey Stanton is VP of Global Alliances and Ken Ringdahl who is the VP of Global Alliance Architecture. Both with Veeam. Love the green. >> Good to see you gents. >> Epic party last night. You guys are known for the legendary party. >> Yes. Andy Rammer? Did you? It was great. We had 2,500 people waving, shouting. Yeah it was great. >> So welcome back to theCUBE. So what's the news for you guys? You're always popping some news out. What's going on here for you guys at VMworld 2019? Top story. >> Top story for us I think is continuation of what we're doing with VMware on VMC and AWS, you know we continue to be the number one data protection workload on VSAN, working with them on their new marketplace as a design partner that they just launched this week as well, so I would say that we are always everything to VMware and then we just continue to ratch it up with continuing to grow out their ACF platform with VSAN and the new marketplace which is their VCPP, which is a big part of our business. >> And the cloud's certainly a big part of the equation for VMware this year. I mean you've seen the announce cloud native support, kubernetes on Vsphere, so they're starting to get their software mojo down on trying to build that next generation platform. You guys are kind of there with your solution. What's the big takeaway technically that's going on that customers should care about in your mind Ken? What do you think? >> Yeah, you know. Certainly this, is a big push towards Cloud I think. You know as Ratmir our co-founder would tell you, "hey, we track VMware." So when VMware started on print we would track along, they've now moved into the public cloud, and we're following along there, so whether it's VMC and AWS, the new relationships with Azure and Google, you know, goodness for us because we provide inherent support there. But you know some of the next generation things, a lot of news about project Pacific, and kubernetes, and next generation cloud native applications and, yeah we're here to support our customers, you know we're looking at all the new things that are there, we've done a lot of things recently about adopting object storage for cloud storage, etc. A lot of things we're doing from a product and technology perspective. >> So Pat Gelsinger, on theCUBE one time said, "If you don't ride the waves you're going to become driftwood." You guys have always been wave riders. When you see something like the project Pacific, what does that mean to you? How do you respond to that? Do you talk to customers? Do you sort of huddle internally and start designing? >> We do. We certainly take a lot of feedback, you know as we all know in tech, there's a lot of things that come and go, some of these things are great ideas, and at VM where you can look at vCloud Air right? You know, it was great momentum for a while and VMware made a very good pivot right? They understood that, we shouldn't compete in the space, we should partner in this space, and so we do the same thing, we look at when we're evaluating new technologies, kubernetes, etc., I mean I think at this point we know kubernetes is here to stay right? That's not a fad. It's very clear, the adoption is clear, so we're evaluating how we participate there. Our customers are largely, on-prem customers but moving to the cloud it's a real hybrid story, and so when we go in and implement our support and look at how we're going to integrate that, it's all about how we help our customers in that world. So when you see a new trend you say what, "We can protect that." Right? It's anything, everything needs to be protected. How do you think about protecting containers? Yeah so we look at it and say, hey look, the way that containers are delivered it's inside of a system regardless so, sometimes it's inside a VM, sometimes it's within a physical system. We can protect what support's there and we're looking at how can we help customers today. A lot of customers are moving their workloads. Similar to when server virtualization came up, it was a little bit of a lift in shift right, I'm going to take what was working on physical, move it to virtual. A lot of customers today are moving what they have in legacy apps and they're just putting 'em into containers just to get there, and then they're building new applications, they're moving in a more stateless fashion. We can support the customers today when they move to a stateful system. And we're evaluation how we support more the stateful longterm view of kubernetes. >> But Carey so you obviously know VMware very well. Yes sir. I've spent some time there. When you think about how the ecosystem's evolving, VMware now is a networking company, they're a storage company, obviously they compute, but they haven't sort of aimed the cannon at data protection, they've left that to the eco system. Your thoughts on how the ecosystem is evolving, your relationship with VMware, and the broader. >> Yeah I think it's not dissimilar to, if we just pick vSAN, storage, primary workload, they don't play in the secondary storage, and they allow their customers to work with reference architectures that we create to say which data protection partner would you like to have. We're fortunate to be number one, if you look at HBE, right, again, they have a lot of partners, we're number one with them, NetApp, Cisco and the like, so you know, VMware's not any dissimilar, so we're fortunate to have that Tier 1 relationship with them that they're looking to us as serving their customers. And then we also have a very close working relationship with them on the engineering side to ensure that we're always protecting their customers, and we have lots of other great meetings this week and lots of other things to be announced in the weeks ahead with working with them and their customers so we're very excited on what they're doing in that space and how we can solve their customers. >> That's interesting. None of the big platform players really have attacked ever, historically, back up, I mean I guess IBM kind of, but that's for different reasons. They'd probably say, "Okay, we've replicated, we're good." Why do you think that is? Is this cause it's so hard? You guys as an industry are that far ahead of the functionality? It's a tough business? >> Well I think it's.. It's big, it's a large business I think it is. It's a 6+ billion dollar town. I think that it's also a legacy. I mean if you look at where Veeam came in and we were disrupters when VMware was it and doing the virtualization, we were disrupting the legacy players without saying all the names what we did, and I believe that with the two decade plus world the data protection has been in, and the evolution, that it would take a lot of work on their part to want to come in and say that they're going to get into that space and try and have a solution that is as credible as Veeam is in the marketplace. So again we're fortunate, we stay very close with them and you know we continue to see them as one of our Tier 1 partners as well. >> Talk about the integration aspect because you're Tier 1, you guys are number 1 recommended with these guys, relationship's strong, integration's are key, for you guys and with VMware but also as customers, look at the Cloud 2.0 world, and you guys are following VMware with multi-Cloud, you guys can play everywhere. You're going to be integrating a lot, so that has to be a core competence for you guys. Can you just talk about, how you guys view your integration with VMware and then, from a customer standpoint, why is it important? >> I'll take the first crack and then pass it Ken, but if you look at two years ago with VMC on AWS when they made those announcements, we were a design partner in, and then they started to evolve that and doing those pilot, we're starting to see those pilots turn into large enterprises deployments. You hear Pat and Sanjay talking about the evolution that they're having and we're seeing the result of that, the customer's saying, "I need what was using on-pram." And that's moving to the Cloud and it just works, the Veeam slogan, it just works. So we're seeing a lot of those deployments for customers taking those enterprise solutions that they had on AWS and scaling them out, and we're going to continue to do that across all of, you know, what Ken was just talking about kubernetes, the Pacific project and others that were.. Again, we're at the table working with them, but I don't think that Veeam is going to stay away, we're only going to get closer as go into new technologies. >> You have to and the tech's getting better too. >> Yeah, what I'll say also is, Veeam, when you look at the data protection landscape we're a pure play ISV. That actually makes us pretty unique because all of our competitors either sell their software on a piece of hardware, or it's at least an option. We have no Veeam whitebox option that you'll see a Veeam label on it, and it really resonates with out partners. We're totally non-competitive, or non-overlapping with our partners and so, they welcome us with open arms as a result of that, and it really helps us drive in. But the integrations are critical and just to quickly make a comment about the last question about sort of the point solutions and why doesn't the big platform players. I'll give you two examples, two public Cloud examples: Azure and AWS, the two primary hyperscale Cloud vendors. They both have backup solutions, AWS has site recovery, sorry, Azure has site recovery, AWS come out with AWS backup. About a year ago they announced that at Reinvent. They need that for point solutions for customers that are looking for a checkbox. Customers, really that more the developer that just needs the base level protection. But they partner with folks like ourselves, for the broader support, for the hybrid support, because silicon angle right? I just read an article yesterday, or two days ago on silicon angle. It's a hybrid cloud world. You guys, talking all about it. That's where our strength is and that's why we have these partners coming to us. You know they build point solutions on their own, again for that checkbox, we're not checkbox, we're deep integrations, we're hybrid cloud, portability, flexibility, reliability. >> And that's smart of the cloud guys to do that because some people want end to end or compliance reasons they have to use the cloud's solution, or it's a requirement, but look at Cloud Trail, and data job's going public. You got New Relic. You got these companies that are winning in adding value with their products through leadership. Not necessarily. Amazon's got a solution out there but they're not really, going down that road. >> And John, and what I would say is also they see, the number of customers and the size of the petabytes that we're driving on the respective clouds, again back to Ken's point on AWS and Azure, I mean that business for us is growing 30 to 35%, month over month, and so they understand the number of customers, and they see that this is a hybrid play, the customers tiering off data to the cloud, but their primary workload is on-prem >> That will give you more EC2 cycles. I mean, crank up the EC2 baby. >> And they know that we're coming out with cloud native solutions as well so, I mean we're doing all the heavy RD investment, solving their customer problems, so again reason number 452 as to why they would want to go in and be disrupted to that? >> As you guys do these integrations, a lot of cloud action, you got VMC on AWS, Cloud Tier with AWS and Azure, you have a bunch of stuff going on with VMware solutions with Cloud Simple. As you work in this multi-cloud world, how are you changing your licensing and pricing models to adapt? Yeah a think Ratmir and Danny were on this week and talking about instances, so we're moving the portability of the license no longer, making the customer have to make a hard decision on the day of licensing with Veeam, is we're saying, hey, the license, it's an instance, it's on-prem, it's an instance in the cloud, you determine what's right for your business and move those licenses. So we were the first to really make that giant leap and we're going to continue to evolve that solution and make it even easier for them to do that, and then another thing that Veeam is there's no tax, we don't charge the customer any money if you want to move those data environments up into the public cloud, and again that's Veeam differentiating as it were, that customer company. We're always focused on what's right for the customer, from the product, right down to the licensing model. Yeah you're tag line is it just works. And I don't know it that's the tag line but that's what customers always say. >> It was for many years. And it's more than just a product, it's the business model. You guys have always been, pretty innovative in that regard. And especially with partners, you and I have talked about this in terms of how you make a transparent for the partner, for the sales reps. On the partner's side, to not care, whether it's they're selling on-prem or if it's a cloud solution. >> And it's been well received as you know we have global resell agreement with the Cisco's and HP's and NetApp's of the world and they're very appreciate to the way that we make it easy for them to sell to their customers and allow them to have that portability of the licenses. >> It's been great following you guys and your events, and getting to see you guys be successful, the product does the talking, and the customers are the references. I mean they vote with their wallets. You know and you guys are a Tier 1 partner. Congratulations. >> Yeah. Thank you very much. >> Final question for you, is the event successful in your mind for you guys? What do you think is happening here? What's the top story coming out of the event overall for the folks that didn't make it here? >> So, first and foremost, huge success, we're 100% back here next year trying to make it even bigger, and I would say that what's coming out of it is just the, the success that our customers show by coming to our booth and showing us that they're looking to keep with Veeam on the journey as they go with VMware. And Ken touches on kubernetes and look at all the new solutions, and so we have an overwhelming support to customers saying, "Hey, I've been with you for the last decade, I want to be with you on the journey." And so that's, we've hear that over and over again this week so very strong. >> Yeah, I think I'll second what Carey said and maybe I'll give you a broader picture. I mean if you look at what VMware's done over the last 12 to 15 months. Last year at VMworld they announced the Cloud Health acquisition, they acquired Security Company, Pivotal, you know they're really broading and they're seeing that hey look, it's not just about on-prem server virtualization, we need to have a very broad story. We need to be relevant in the public cloud, we need to provide some management and multi-cloud capabilities. We're doing the same, but I think VMware is clearly in a period of transition and figuring out.. You know I think VMC and AWS is a great step. You know having the CloudSimple relationship and virtustream for Azure, you know runnig VMware, and Azure, and Google, but I think you'll continue to see that evolve and I think they've put the breadcrumbs down so that as we go forward here in the coming months, weeks, and next year when we're here at VMworld, you'll see that continue. >> And it's certainly a great growth in terms of infrastructure's, code. You're starting to see the Enterprise Cloud start to stand up a little bit. Hybrid cloud's got visibility. It's not as easy as leaving stuff in the cloud, getting the enterprise to work, you guys know that first hand. And Congratulations. Thanks for coming on theCUBE. Thank you very much. Appreciate it >> VMworld 2019 CUBE coverage. Here live in San Francisco, I'm John Furrier, Dave Vellante. We'll be back with more after this short break. (upbeat music)

>> live from Anaheim, California. It's the queue covering nutanix dot Next twenty nineteen. Brought to you by Nutanix. >> Welcome back, everyone to the cubes. Live coverage of nutanix dot Next here in Anaheim, California. I'm your host, Rebecca Night, along with my co host, John Furrier. We have two guests for the segment. We have Ken Ringle. He is the vice president Global Alliance Architecture at Wien. Thanks so much for coming on. The your Cube alum Returning to the >> great to be here again >> And we have Mark Ni Mire. He is the director of product management for data protection Nutanix Thank you for coming on the Cube. So we're one of the big thing when the big announcements today is nutanix mine. I want to talk to you and ask you Ken. What brings nutanix and team together to create Nutanix? Mine? >> Yeah, sure where you know we're super excited. You know, we've been partners for many years. We actually brought a product to market together last year, called the availability for nutanix, which added support for primary workloads. But we hadn't been working together on the secondary side, right where we land are backups And it became very clear, you know, from our customers that they were, You know, we really want to provide that seamless experience, a turnkey experience for our customers. So we started talking together and really, this is over a year in the making, right? We came together and we started brainstorming and it became very clear in a lot of synergies between the companies and and what we could deliver to our customers. So it became obvious. Hey, let's let's bring this together. It was more about the high. Not not not when they're you know, it was It was it was how how do we do it? >> And what were the problems you were trying to solve here? What were the issues that you were hearing from customers? >> So when we talk to customers, a lot of complaints that there are customers are voicing its around the complexity in their backup infrastructure, Right? Nutanix is known for providing simplicity for the primary infrastructure, right, reducing complexity that you typically having your free chair our protection. New tenants mind will provides the same amount ofthe simplicity for your for your lack of infrastructure, a type of converts solution that includes the Wien sell fair to provide data protection services for any workload running in your data center >> Integrations A big part of the modernized in hybrid on cloud with, you know, on premises Private Cloud. As you guys know, integrating it is not always that easy. This's pretty important. You guys been very successful with your partnering. Your product has been successful. Revenues actually show that as the cloud comes into the picture, a lot of people have been tweaking the game there game a little bit on the product side because of the unique differences with Cloud. So with multi cloud, private cloud and hybrid, what changes what's changing in the customer mind right now? Because they got their own premises thing pretty solid, but operationally it feels like cloud. But how does it affect the d Rp? Because this is going to be one of the big conversations. >> Yeah, no question. I mean, when we when we talked to our customers on how they're protecting their data, you know, we hear from a lot of customers is hey, we want to leverage the cloud for for a number of things. And I think the cloud has gone through an evolution right, You know, it's just like anything there's, you know, the great great hey could do all these things. And then people come back to reality. And what we see a lot of our customers doing is is using the cloud for long term data retention, using it as a secondary d our site. You know, you go back five years, you know, customer, especially large customers, all have two physical data centers. So now what? We're seeing a lot of our customers. They have that one physical primary data center, but they're leveraging the cloud. Is there as there d our site, right? So they're they're moving their data there with our recovery capabilities, you know, you can actually get a cloud workload recovered in a disaster scenario quite rapidly. And that's that's been a major change over the especially over the last couple years. >> And then, if you really look at integration, right, the the new Tenants Mind solution to Platform provides integration in six different areas. Integration is sizing, making it very easy to size, or we've identified some form. Factors were building it into new. He's an ex isar, very easy to, uh, to buy single skew that basically provides the hardware hardware support suffer for from from nutanix and suffer from being easy to deploy. Very automated installer that turns the nutanix appliance into a into a mine appliance in a matter of minutes and an easy to manage integrated dashboards Easy to scale right Horse entering is tailing out for capacity, but also for increased performance and then integrated support, where we have a joint support model between the two companies to really help our customers in case there are issues. >> So why why did you choose each other? What was the courtship like and and how how did they have the relationship evolve? >> So if you look at vino and new tenants, we really focus on quality and providing simplicity for our customers. That if that is something that really it was very apparent from the beginning that we have the same view points in the same Mantorras, basically around simplicity, providing quality both off our MPs scores are definitely the highest in the industry, something that is that is practically unheard of. So it was a very natural. I think this company's coming together and providing value together. >> Yeah, I mean, we're maniacal about customer success and customer support and customer satisfaction. That was that was very clear early on. You know, Venus as a peer software company in a way, and we need a partner in order to deliver a full stack solution. Nutanix is there's just a lot of synergies that culture, the companies, the size of the companies, the age of the cos it just It's just a great partnership in a great fit where, you know, there's just we're both moving in the same direction in in concert >> both hard charging cultures to, you know, entrepreneurial high quality was focus on the customer but hard charging. You guys move fast, so well, I got the two experts here on data protection. I gotta ask you about my favorite topic, ransomware, because people are fun and get rid of that tape. I got to get stuff back faster on recoveries. But ransomware really highlights the data protection scenario because they target like departments that maybe understaffed or might be vulnerable or just don't fix their problem. They go back to the well every time that it's everything you want to make some cash and go back. This >> is where >> software. Khun solved a lot of problem. What's your what's your guy's view of the whole ransomware thing? Because it becomes huge. >> Yeah, no question. Way Hear this from a lot of our customers And of course, we can't talk about it when we have customers come to us. But, you know, we've had many customers come to us, and unfortunately, it's after the fact A I you know, I had a ransomware attack and, you know, I lost all this, but now you know I can't let it happen again, but it's really from a backup strategy perspective. It's still important to keep air gap. You know, these ransom where these folks that are building these, these ransomware attacks, they're very intelligent. They've gotten extremely intelligent and how they move from one system to another and they even hide out. So you, you you eliminate a ransomware attack and that thing can come right back. You restore a backup that was a month old that has that sitting and waiting. So, you know, having a solution that can actually test your backups before you put him in production. Haven't air gap, you know, have a mutability on some of your backup date of those. These are all things we talk to our coast. >> You'd be a point about the bridges up because it was just going to a customer about this. They fixed the ransomware paid but didn't fix the problem. Yeah, so it's, like, end of the month and eat some cash right around the end of the month. But, you know, saying they shake him down again. Yes. The wells there, they keep on coming back. So there's, like, community of data perfection. I mean, professionals getting together to kind of get ahead of this problem >> on DH, then the other aspect ofthe basically being able to recover quickly his performance, right? Nutanix platform provides have informed the throughput. So you can very quickly restore your work clothes as well. >> Yeah, that would be a great problem of simplifying. Yeah, exactly. >> So what are the next steps for this alliance? Where where where do we go from here? >> So from from basically we've just finished a round of vested beta testing right way are going to be maniacally focused on the first hundred customers really understanding how they're going to put mine in their data centers. How they were going to use it as in their data sent to protect their Derek. There their workloads and their applications from their own. We have a lot of plans, very interesting plans around Rome Emperor. We can build even tighter integration from a management perspective, but also from a data fabric perspective. Weather that's on prime a weather gets goes into desire clouded nutanix icloud There's a lot of interesting areas that brain and I have been brainstorming on white boarding and so on that you'LL see coming out in the next two versions of the products. >> What's the big customer request? What's the big feature request? What's the big ask from customers for you guys together? >> At the end of the day, you know, our customers are really asking for simplicity. They they want, they want to simplify their environment. I mean, it is moving from specialists generalists, and they and they want a system that works well together. That's going to lower their costs and they want peace of mind. So they want. They want to know their backups are protected, They want to know they can restore. And that's really what we're focused on is providing that to our customers >> and reliable. Have making sure their works hundred percent any new things emerging out the multi cloud thing that you guys see coming down around the quarter that you're getting ready for to help customers simplified any any signals from this multi cloud equation. >> So one of the things I look at is really the lines between on Graham and primary and secondary and tertiary. They're really blurring. Also, the lines between Young Prem and Cloud are blurring as well, but you can replicate data and replicate backups really, really efficiently to wherever it needs to be. So I really see that as a zoo core strength to enable value that plays into the military >> true operational model across whatever environment, and still do the tearing and things you need to do. >> Yeah, no doubt flexibility and being able to support, you know, multiple environments. You know, that's that's that's absolutely what we're after. It's It's what we what we leverage is part of the nutanix ecosystem is is that breath of coverage, but but also given customer choice. >> Just talking to Rebecca, which we love data project. Should I leave lights? Ideo delegate always whimsy will you guys be on next week? This is a huge conversation that used to be a bolt on conversation in the old days of now. Data protection, backup in recovery, disaster planning. All part of a operating model. Holistic picture. Yeah. How is that? We're one hundred percent there yet. And all customers where they still use. This stuff's still kind of like, not forgetting to design in. >> Yeah, I mean, protection. You know where you know, lots of our customers are coming to us because their struggle with legacy solutions and they're looking to modernize their whole infrastructure right there, modernizing where they land. The backups are modernizing the platform that that lands those backups on the infrastructure. And so, you know, that's it's a major problem for our customers and really, you know, you you mentioned, you know, availability and you know, you you go back five years, maybe five, seven, eight years. You know, availability was measured in three nines. Four, ninety five, ninety availability. You know, everyone in the world of of everything cloud and everything sas, you know, availability is one hundred percent or nothing. You know, it's there is no there. There really is no sort of anything but a one hundred percent availability, >> and its security highlights all the problems. So another customer about this ransom, one other ransomware customer they were doing all the backups on tape. Can you imagine? Of course, they're talking for ransom where it's just good on the director. He was still using tape because they can't turn around fast enough. It was a big problem. >> Yeah, you know, it's funny, you know, you you know, we're focused on innovation and next things. But when you you know, you you then have some of those customer conversations. And some of them are still, you know, because of their compliance and processing procedures, There's still, you know, five years behind may be where we are. You know, you've got a you gotto sort of bring them along for the journey to knowing that they're gonna they're gonna trail behind. But for the for the early adopters and the innovators way also have to serve them as well. >> And they got there. They gotta level up themselves to it, son. Them too. They had they had the level of >> So speaking of innovation, you are two different companies. You already talked about this, its energies and the similarities in culture. But you are two companies coming together to build a product. How does that work? I mean, do you do get in the same room? Do you watch the same movies? Do you have a happy you? >> So >> get one brain working on this >> female. Vamos a distributed company. We are distributed company. So it's it's It's a lot of calls and so on. But it's it's really fun to really see it. She had come together and becoming really right. Yes, there's a lot of hard engineering problems that we have to solve in some very deep discussions around layout and things like that. But then doubling it up, working on the joint value prop and working on the joint marketing it really is a very nice wide set of off capabilities and skills that we've been working >> on. And when I went out, I mean, it is hard. It is hard to bring to two things together and work on them jointly. And we've, you know, so far been fairly successful. What I would tell you is it it brings some some advantages to us as well Because we have a best of breed platform. We have a best to breed data protection platform. You know, bringing those together bring some advantages that maybe someone that does all that together on their own don't have because it's not a focus area for them. Right? So, you know, it's our job to make sure we take advantage of that and provide some additional things for our customers that maybe they won't get out of some of those other platforms. >> Well, Mark and Ken, thank you both. So much for coming on the Cube. It was a pleasure having you. >> Thank you very much. >> Thanks for having us. >> I'm Rebecca Knight for John Furrier. We will have Ah, we'Ll have more from nutanix dot Next coming up just a little bit. Stay with us.

(electronic music) >> Narrator: Live from Las Vegas, it's theCUBE. Covering NetApp Insight 2018. Brought to you by NetApp. >> Welcome back to theCUBE's coverage of NetApp Insight 2018. I'm Lisa Martin. I've been here all day with Stu Miniman, and we've had a jam-packed agenda of guests. We're now coming to the end of our program. We bring back two CUBE alumni. We've got Bharat Badrinath, welcome back. I feel like it's deja vu. The VP of Product and Solutions Marketing at NetApp. And Ken Ringdahl, also an alumni, VP of Global Alliance Architecture from Veeam. Hey, guys. Thanks for stopping by towards the end of the day. I'm sure you guys have both lots of meetings today. Let's talk a little bit about the NetApp-Veeam partnership. NetApp bought Veeam a few months ago, Ken. The reseller relationship that Veeam has with NetApp was announced. Let's talk about the impetus of that, that momentum coming from joint partners, customers, channel partners? Tell me a little bit about that from Veeam's perspective. >> Yeah, sure. I think earlier this year, we announced that resell relationship, which went live in March. So VeeamON was in May, so we were just at the early stages of that, and we've seen some good momentum. We've expanded that relationship. And now we're able to jointly sell the whole portfolio. And I'd say it's a combination of two things: and really it's customers and partners, right? So, we had a lot of success in the channel. Veeam and NetApp have been partnering together on the channel for, you know, five, seven years. A long time now. And just based on the success of our meeting on the channel and then customer demand and partner demand, you know, we decided to expand our relationship and go deeper and really go deeper not only from a go-to-market perspective, but from a product perspective. We're getting even closer together and driving more business and integration and really highlighting the value of the NetApp platform. >> What's NetApp's reaction to when the channel and customers are saying, "Hey, guys." Tell us about that, Bharat. >> We obviously are here to make sure the customers have a great experience with it. And Veeam brings in something which is unique in the market for the customer, so we've heard it from our customers, our joint customers saying that better integration is going to help them. Being the stewards of the customers' data, we want to make sure the data is protected. And Veeam brings that expertise into the market. We integrate better to make it more seamless for the customer, which is what we're doing as we expand this partnership to the next level. >> Both Veeam and NetApp were pretty early in learning into this hybrid, multi-cloud world. Wondering if you have any good customer examples you might be able to share as to customers that are kind of moving towards this future that we're talking about in the partnership. >> Yeah, sure, I mean at Veeam our goal is to really provide a hybrid environment. We started in the virtual world. We expanded to physical. We've gone to cloud. You know, we see NetApp with a very strong presence on-prem. They obviously have strong relationships with the public cloud vendors and have done a really good job of pivoting the strategy and embracing the cloud, which is what we've done at Veeam as well. We see our customers.. they're really choosing cloud. They're choosing best of breed now, right? So, they don't say, "Hey, I'm a single cloud strategy. I don't do just one cloud here. I'm saying best of breed. Maybe I'm doing my machine-learning and AI and Google, And I'm doing my cloud native apps in AWS, and I'm doing my Microsoft native workloads in Azure." And so really you do need to provide that hybrid solution. That's really what we've looked to focus on is taking the strength of where we came up and providing that best solution in the virtual world, extending that to physical, and now going to the cloud. You know, we see lots and lots of customers that they just want a comprehensive solution. They don't want point solutions, a point solution here, a point solution there. They want a comprehensive solution, and so it comes down to two companies really I think that have a very strong strategy for that hybrid world, for best of breed solutions that we can work together in all those facets. >> Yeah, and I think our strategy and Veeam's strategy are pretty aligned when you look at the hybrid cloud, when you look at our data fabric, (inaudible) in the market, and what we are doing to stitch together on-prem and cloud. Veeam happens to be a great partner to help protect that data as we work with the customer along this journey. And today Veeam just announced an SEI part of it as well. Just making sure that we are helping the customer through every aspect of the journey. >> I'm wondering if you might have.. Since the deal was announced earlier this year, any specific customer examples--even anonymized-- that you could share? >> I'm sure there are lots of customers we have had jointly. I don't have any specific ones at this moment. >> There's a few I can highlight. Probably one of the top ten international banks, AMEA. That's a really, really large deal that we're working to get closed. It's multi-million dollars to both of us. Very, very large deal. I think we're seeing success. Veeam's strength has always been sort of in the commercial world, and we're moving up into the enterprise. That's a big impetus for the partnership quite honestly 'cause NetApp has a lot of strength 'specially with the ONTAP system in enterprise. So, I think we're really sort of dovetailing each other. Veeam is bringing NetApp into more of our commercial deals. NetApp is bringing us into more enterprise deals. But really it's across the board: large banks, even healthcare and other deals as well. I don't know if there's any specific names I can call out, but I can tell you it really stretches the entire sort of stretches vertical, all different types, different sizes, different types of customers. >> We just had Dave Hitts on a little bit ago, Stu and I did today, and he kind of talked about in the last five years, really a big revolution at NetApp that has been around 26 years. Ken, you mention that NetApp and Veeam have been partners for about five to seven years. I'm curious what Veeam's perspective is of NetApp's digital and IT and cultural transformation to now go out boldly and say, "We're the data authority," and really kind of wrap their strategy around cloud. >> Yeah, sure. I would say we are in a data-driven world. Data is the currency in the cloud world. We look at ourselves as being the stewards of data availability. NetApp has the strength in that primary data management. There's really a natural dovetail between the two of us and a natural hand-off, where we can provide the entire end-to-end from primary to DR to secondary and really about sort of managing the placement of that data, the value of that data, and the availability of that data. It's incredibly important. I think together we cover that end-to-end. >> Bharat, one of the messages we've been hearing today is talking about there's a lot of complexity out there. NetApp's goal, like many companies in this space, is to try to help simplify. What is the partnership, the integration, reselling.. How does that help simplify solutions for companies? >> Absolutely. As you heard earlier, it was all about providing a comprehensive stack end-to-end, but what makes it simple is when it is comprehensive and integrated, right? So, when the two companies' engineering teams work together to drive that integration, that results in simplicity, which our customers and our partners.. For our partners, it's assurance that we're both working together, so it makes the solution more reliable, works well, as advertised, if you will. And the customer premise is for customers. It's the simplicity in the form of integration, which comes in where the two companies' engineering teams are driving towards that. >> Last question, Ken, for you. In terms of kind of following on what Bharat was saying, the customers now not only need that simplicity, they expect it. I'm curious where is that in that, in the selling motion, where is that conversation? Is it with some of the folks that are down in the technical weeds, who are looking to drastically improve recovery time and recovery point objectives? Or are you also having conversations at the business level of the business going, maybe it's a legacy not cloud-native that needs to go, "We have so much data, which is an advantage, but how do we use that?" Are you seeing those business leaders, business unit leaders in C-levels involved in this conversation with Veeam and NetApp? >> Yeah, yeah, no question. I think traditionally Veeam has really been compelled by the Backup Administrator, by the IT director. Because the product is so easy to try, you can download it, you can try it for free.. Our whole "It Just Works" has been our tagline because it is just so simple to get started with Veeam. We make it simple to get up and running and to manage your backups and also give some of that power back to your customers. In fact, just a quick sidebar. Had dinner last night with a longtime Veeam customer, longtime NetApp customer, and they said, "Hey, look, NetApp is my storage vendor of choice. Veeam is my backup data protection vendor of choice. And they come together well. And NetApp does such a great job from primary to leveraging the snapshot replication," but he told me about this great story. He said, "We had somebody at midnight needed to recover a file. We have self-restore capabilities that they were able to give that power to their end users to go recover a file to their server instead of calling up and opening a ticket. Instead of what took maybe eight hours to go through a whole process to get a storage admin and then a backup admin took eight minutes." I think it talks to the value of the NetApp platform in providing that availability and the simplicity of the Veeam system to be able to give that power and take what might be complex and make it very simple. So, back to your original question, Lisa, about.. We've traditionally really sort of been very, very valuable to that backup administrator, IT admin. As we move further into the enterprise, of course that goes up into VP of IT, all the way up to the CIO. I think our relationship is really bringing us both ways. We can come bottom-up, NetApp can come top-down. And we're hitting both sides and really that whole stack of influencer to buyer to decision-maker in that whole stack. >> Bharat, last question for you. We've got a few seconds left. I'm curious when a customer says, "Veeam is our backup, and recovery, NetApp is our storage," how does that, in this day as, "Hey, cloud is the heart of our strategy," how do you react to, "NetApp is our storage provider?" >> I don't see those as exclusive things. We manage the data on-prem, and Veeam, given their abilities in the hybrid cloud, if a customer considers us as on-prem storage company, that is great. We're working with them to change that impression, to get with them on their journey to the cloud. So we don't want to force them to get into the cloud, but as they move to the cloud, we want to be there to make sure we can manage the data in the cloud. And Veeam, given their hybrid capabilities and where they've been and what they do with the customer, and their ability to manage monthly cloud maps really well, to what we offer the customers. Of course we'd like our customers to change their perception to not just view NetApp as on-prem storage but as a cloud vendor as well, but it takes time for them to change their perception, and we're working very hard on that. As you saw today in the keynote as well, you're starting to see customers.. It has to be driven by the customer need. Sometimes they realize certain things are done better in the cloud, which drives them to the cloud. We want to be there to provide that service for them as they move. >> Well, Bharat and Ken, thanks so much for stopping by at the end of the day here. We appreciate your time, and we look forward to, in 2019, maybe hearing more from that big AMEA bank and some of the great successes they're achieving with this partnership. >> Thank you for having us. >> Absolutely, thank you. >> Our pleasure. We want to thank you for watching. This wraps up theCUBE's full day. I'm Lisa Martin with Stu Miniman. We've had a great day, Stu, talking with NetApp executives, customers, partners, and we want to thank you for watching. Hope you've learned a lot, and of course, watch the replays at theCUBE.net. For Stu, I'm Lisa, thanks for watching. We'll see you next time. (electronic music)

(Music) >> Announcer: Live from the Bill Graham Auditorium, in San Francisco, it's theCUBE. Covering Pure Storage accelerate, 2018. Brought to you by Pure Storage. >> Welcome back to theCUBE, we are live at Pure Storage Accelerate, 2018 at the Bill Graham Civic Auditorium in San Francisco. I'm Lisa Martin sporting Prince today, with Dave Vellante sporting The Who. And I'm sandwiched, most importantly, between two Celtics fans. And the Warriors are across the bay. We'll save that for after the conversation. So we want to welcome to theCUBE for the first time Ken Ringdahl the VP of Global alliance Architecture. From Veeam, welcome. >> Great. Thank you, Lisa. >> Dave: Well the truth be told, we're afraid of the warriors, okay. We really don't want to play the Warriors. >> Oh really, alright. >> And we're not afraid of many people in Boston, but I don't know, they look pretty good. >> Well, I appreciate the honesty, that's pretty cool. >> Well... Though they lost last night. Right? We're going to start the sports talk now. >> Yep. >> Iguodala was out, they showed some foulability. So, anyway. >> We digress to- >> We'll be back to it later on in this segment stay tuned. >> Alright, so you're just fresh off Veeam On, last week. We're impressed that you still have a voice, you've recovered from that. Tell us a little bit about some of the things that are new with Veeam and Pure. So just a month ago, in April, new intergradation between VM availability platform, and Pure Storage flash a way to deliver business continuity, agility, intelligence for the Cloud era. Expand a little bit upon that. >> Yeah, sure, I mean really this integration with Pure Storage, in the VM backup and replication product, end of last year we introduced this new functionality called Universal Storage API. And what this really is, is a way for us to enable our partners to take control of their destiny a little bit more. It's a program we invite our partners into, you know Pure is one of the first that we integrated with, and invited into the program very early. We announced this last year, and we've now finished the integration, as you've mentioned, we announced it last month. It's now been out there, and I think the number I heard earlier today is that we've already had a couple hundred downloads and deployments. So that's just great adoption, and just shows the pent up demand for that. But what we've integrated is the ability for our partners, our storage partners in particular to integrate with our storage snapshot technology to really off load the snapshot from the VMware side, and really put more of it on the storage side, and take it really off the production environment. And so it's a better together story where you know we take the feature that we've introduced into the backup and replication, and Pure built this plug-in, and they integrate with their own APIs and we jointly test and develop, and release that plug-in. And they can install it with VM backup and replication, and it really takes the mention, it takes that load off the production environment. So that snapshot without this integration, it's a VMware snapshot, that snapshot stays open as long as the backup is. Which can be minutes, and you know tens of minutes potentially for a large system. But now we shrink that down literally to just seconds. So we take a VMware snapshot, we take the Pure snapshot, we close the VMware snapshot. And typically it's like 10-12 seconds long where as opposed to the minutes, and even tens of minutes from before. So, really it's really offloading a lot of that back up impact, and we're able to do it in a very secure quiesce fashion from the production environment. >> Lets roll back and understand that a little bit better. >> Ken, if you could explain it to us and our audience. In the 2008, seven, eight, nine timeframe. Virtualization Gem of VMware in particular started to take hold. And you ended up replacing a bunch of physical servers with virtual servers, which was awesome, because all those physical servers were underutilized, except for one major workload, which was backup. So when you did want to do the backup, you didn't have enough resources. Veeam's ascendancy coincided with that trend, so there was a simplicity component, but it seems like what you're describing now is another instantiation of offloading that bottle neck. So what was the journey to Veeam's efficiency in a virtualization environment? >> Ken: Yeah if you look at that journey, and Veeam really grew up in the virtualization age, right. So backup prior to VM, or virtualization was all agent based, it was physical. So everything was over the wire, and Veeam went and said, hey look you know we see VMware really sort of growing, and we see that trend towards virtualization, right, and at this point, what's the world 95 percent virtualized, at this point the only workloads that aren't virtualized are really legacy work loads. And so we made a significant leap forward in a data protection stance, by integrating with the hyper visors. So instead of off loading that into the individual guests, right. The Windows guest, the Linux guest. We said, okay we're going to go the hyper visor. Right? And we're going to do this in an agent less fashion, so that you don't have to go an visit every little, every system that you're looking to backup. That was sort of the first step, right. Now what we're saying is we can do even better. And we can off load the hyper visor, and off load that to the storage system. So we can have a very small impact on the hyper visor, really minimize that. And now really put that workload on the storage system which has a lot of extra cycles and availability, and we can go straight to the backup environment. And not through the VM, or through the hypervisor to get there. >> Dave: So VMware admins, they don't like snapshots because it's overhead intensive, it clogs up their system if you will. This capability makes that transparent, or irrelevant to them? >> It does, it minimizes them to such a small degree that it's a blip. You know it's a little blip on the radar, as opposed to when you snapshot a VM you're essentially quiescing that VM, so everything sort of slows down for a very short period of time. And what happens is that it spawns another virtual disc. So while that snapshot is open this other virtual disc is being written to. And then when you close that snapshot, and you remove that snapshot, that disc gets merged back in, right. This is generally how VMware snapshots work. And what we're saying is we're going to minimize as much as we possibly can. The data that goes in there, so if you think of a running virtual machine, if you're merging back in a Gigabyte disc versus a disc that has 10 Megabytes, you know that's going to be really, really quick, as opposed to, you know if you keep that snapshot open for a long period of time that merge operation, and it just slows things down, and we're trying to minimize that impact on the system. >> Lisa: So business benefits; I get the performance improvements that this integration with Pure facilitates, if we think of this in the context of digital business transformation, where companies that are doing well, have the ability to really glean actionable insights from their data to be able to drive, you know, new products and get products to market faster. Is this actually going to facilitate a company being able to get new products to market faster? >> Absolutely, so there a feature inside of VM backup and replication we call data labs. And what data labs is, is the ability to take a production snapshot, in this case, we're talking about a pure snapshot, and be able to stand that up in a sandbox environment. And you can run DEV tests, you can apply your Windows' patches in an environment that literally matches production. And it's a key differentiator. It's a key differentiator for Veeam, and it's enabled by the Pure Snapshot integration that you have this environment, and even if you have an infected system, you go put it over in data labs, it's sandboxed, so you can put in a private network so it doesn't have any connectivity. Say if you have a worm, or some other ransom ware, you can run analytics, you can run diagnosis on any of that, and not worry about it infecting any other environment, nor does it put work load on your production environment. So you get patched Tuesday, right, and we all know that Windows' patches don't always go as they seem, right? So data labs, let's take that Pure snapshot, let's stand up a virtual environment, which exactly matches production, let's test that patch, right. And we have confidence there, so when we go to production, we have confidence because we've already done it. We've already run that in production. So there's a lot of value in that capability. >> So we were at Veeam On last week fresh off the Kool-Aid injection. It's all orange here, it was all green at Veeam in Chicago. The messaging there was all about multi-cloud and hyper availability in this multi-cloud world. We're hearing a lot about cloud like function here, but of on prem activity. Of course multi-cloud includes on prem, so I wonder if you could dove tail your messaging last week, what you're seeing in the field, and what you're seeing with the partnership with companies like Pure. >> Yeah no question. I mean the Veeam platform, and really you saw it last week at Veeam On we talked kind of about sort of private cloud, and public cloud and our ability to orchestrate, and really stretch across all those environments, and we know that customer all the way from SMB all the way up to enterprise, right. They have remote offices, branch offices some of them use the cloud, some of them use multiple data centers, and really they need their data protection to be able to stretch across those environments. They don't want point solutions in each of those locations. They want a platform that they can trust, and have visibility, right. That's one of the five stages that we talked about about hyper availability, like last week. Is visibility, they want visibility across those clouds. Phase two is aggregation, they want to be able to aggregate all these different places. And that's what we provide our customers with the platform is backup, visibility, aggregation, orchestration, automation. And we provide them on different stages of that journey for our customers. We have different products, services and integration actions with our partners, that really help our customers along that journey. >> We know from our research, the crew at Wiki Bond does some great work on this. We know that data protection, and orchestration are moving up on the list of CXO priorities. At the same time, for a lot of IT practitioners who are under real budget constraints it's like trying to sell more insurance to a 24 year old. So those are kind of two countervailing trends, what are you seeing in the market place? >> What we're seeing is customers, you know down time is really is gone. I mean, I think last week we heard in one of our keynotes, you know you roll back a couple of years, you were talking about availability in terms of five-nines, right? Now it's zero. I mean people don't talk about down time because down time can't exist, and customers need that sense of security and availability. You know, it will happen, lets face it even Amazon, the best data centers in the world, go down, right, there's been some notable S3 outages, but it's about how fast can you recover. And you're talking about low RPOs, and one of the things that this week at Pure Accelerate we're hearing a lot about rapid recovery, flash blade, and the ability and you take rapid recovery and flash blade, and you combine that with the Veeam platform and our instant recovery, and you can get to near zero time recovery, in your environments. To really provide that security, and lets face it, time is money for a lot of our customers, right? So they longer they're down, the more time their losing money, they need availability, and the RPOs are near zero these days. = [Dave] The other thing, if I may just follow up, just one follow up. The other thing our research shows is the average Fortune 1000 company, over a three or four year period is leaving, literally, a billion plus dollars on the table because of poorly architected backup, or inadequate backup. So that's a huge opportunity for you and others, obviously. There's a lot of opportunity right now for vendor turn. That's the other thing our research shows, is that people aren't wed to their backup and recovery vendor. So, does that resonate with customers, are they because of digital, for example, are you seeing that tipping point, that critical mass occur, and then if you could tie that in to sort of your partnership with Pure, I'd be interested in that. >> Sure, yeah, no doubt about it. We're seeing customers, you know, they want that flexibility and that portability. One of the things we do with out platform, it's one of our unique selling features is is that it is agnostic, right. And I'll tie it back to Pure in a moment, but you know when we back up, we back up in a storage agnostic fashion. So any Veeam backup that lands on a disc on the tape anywhere, can be reconstituted, can be re imported, so even if you have a full disaster scenario, we can go stand that back up some where else, and fully consume that backup and restore it, and we have direct restore capabilities. We can port those backups and direct restore them. For example, a direct restore Azure, for example. So that flexibility, and portability is extremely valuable. Now, bring that back to Pure, some of the things we're doing around rapid recovery around the snapshot integration, we talked about is we're really enabling customers to have high performing primary storage environments. High performing secondary storage environments. And really bring that together in a way that works. We talked about multi cloud, right, you know, remote data centers and work across, and aggregate and give visibility. That's really where the Veeam Pure story together, becomes really strong because you've got an incredibly high performing primary and secondary with a highly flexible, portable secondary data protection environment. And you get the capability to get to the cloud. You know DL, a lot of customers looking to the cloud for DR, because they don't have to stand up infrastructure there. When they need it, they can spin it up, and then they can bring it back. And there's a lot of value there. >> I hear a lot of harmony, but I actually read recently, online, that a different analyst firm called the Pure Veeam relationship a match of opposites. Now they say opposites attract, and you've done a great job of talking about the integration, do you agree that it's a good blending of opposites, and if so what's that kind of symbiotic benefit that those bring to each other? >> Yeah, I don't know that I saw that report, but what I would say you know, there's a lot of synergy, we're growing at a very rapid rate, I think. When I looked at Pure, and I look at Veeam we grew 36 percent last year, I think Pure is growing at like 50 percent year over year. We have NPS scores, our NPS score is 73, we're really proud of that. The Pure NPS score, I think I saw- >> 83. >> Ken: 83. >> Dave: I didn't think it could be higher than 73. >> It's incredible. It is incredible, and I think there is a lot of synergy, the size of the organizations, I think the age of our organizations, the aggressiveness that we have, we have joint competitors in the market, so I think there's a lot of synergies between where we are as an organization, as Veeam, and where Pure is. I wish I read the article in terms of the opposites, because I'd love to understand. >> Personally, as a long time analyst, I would say the similarities are greater than the differences. >> Sure sounds like it. >> You're both about a billion dollars, you're both growing at lets call it 35-40 percent a year. You're both pursuing platforms, your both really aggressive, you're insanely passionate about your customers and winning. And you like colors, you like green, they like orange. Alright, we got to talk a little sports here. >> Lisa: Speaking of green. >> I'm going to start somewhere else though because I asked this question of a number of folks at Veeam On. If you were, Ken, if you were Robert Kraft would you have traded Tom Brady? >> {Ken] No. >> Elaborate. >> I think when you look at a, the guy was the MVP of the league last year, so that by itself stands on it's own, but you have to look and the Patriots have always been about, sort of you know, trading or moving on a year or two early, versus a year or two late. So you could make that case with Tom Brady, but I think there's always exceptions, and when you look at, I mean he is basically like an adopted son of Robert Kraft and the organization. He's brought five Superbowls, he's basically, he built Patriot place, you know. Robert Kraft built Patriot place on the backs of Tom Brady and Bill Belichik to that extent. But how do you move on from someone who's brought you so much success, that has been under market. You know, get paid under market so that they can go and do other things, and have flexibility with the gap. I just don't know how you could move on from that. >> So, that's consistent now, I think it's four for four of people we've asked, Boston fans. So appreciate that feed back. Let's talk a little hoops, you know Celtics we were feeling pretty good, up two zip, now it's tied two-two. Houston, Golden state, tied two-two. Those two teams have proven they could win on the road, Celtics haven't proven that yet. What are your thoughts on that series? >> Yeah so certainly Cleveland came storming back, I think the stories of the down fall of the Cavs were clearly over exaggerated. They came back in a big way. I think they Celtics started to figure out the Cavs in quarters two, three, and four. They got themselves in a big hole in the first quarter in the last game. I feel good, the Celtics are nine and O at home this year in the post season. You know, it's basically the best of three, and they have two of them at home, so. The Cavs will have to break serve if they want to win the series. >> Dave: If they're lucky enough to get through to the finals, which would be unbelievable, do they have any shot against the Warriors? >> So, I think to say they have no shot is probably going a little too far, but- >> Dave: Got to play the game. >> You know you got to play the games, and the Celtics have, traditionally, matched up well against the Warriors. I mean least year, the Celtic actually came into Oracle, and broke, I don't know, what was it, like a 50 game home winning streak or something. So, you know, and that was a team that didn't have Kyrie, or Gordon Haywood, and I know they're still out so the future looks bright for the Celtics. But in the context of this years finals, certainly, if I were a betting man, I'd be putting my money behind the Warriors, but I don't doubt that Brad Stevens could come up with a scheme that could steal a couple of games, and make people in the Bay area feel a little uneasy. >> Would love to see a non Lebron Final, you know. >> Yeah I think as the words would like the Celts >> Sorry Brandon, sorry buddy. >> A little diversity, you know three years in a row we've had the same things, so I'll extend my support to the Celtics in honor of both of you guys. >> Alright, and we can talk, if they get to the finals then we can take it from there. >> I can't imagine what the day after the Superbowl was like for both of you. We won't go there. >> I still haven't recovered, so. >> (laughs) Awesome, well Ken, thanks so much for stopping by. Congrats on being a CUBE alumni, now. We look forward to seeing you Veeam World in just a few months time. >> Yes, great. Thank you. We'll be there for sure. >> For Dave Vellante, I am Lisa Martin. You're watching theCUBE live from Pure Accelerate 2018. Stick around, Dave and I will be back with a wrap in just a moment. (music)