>> Announcer: From around the globe, it's theCUBE covering HPE Discover Virtual Experience. Brought to you by HPE. >> Hi, and welcome back. I'm Stu Miniman, and this is theCUBE's coverage of HPE Discover 2020, the Virtual Experience. Happy to welcome back to the program, just had him on at VeeamON at theCUBE's coverage there. David Harvey, he is the Vice President of Strategic Alliances at Veeam. David, welcome to our coverage of HPE Discover. >> Thank you. I appreciate the invitation and great to see you again. >> All right, so when I talked to you at VeeamON, of course, you talk about lots of partners and you love all of them, but now we get to hear the truth. HPE, which one of your partners do you love the best? Talk to us a little bit about that HPE relationship. >> Sure, yeah, absolutely and really great to be part of Discover this year. And I think it's a fantastic set up in the way that HPE is running this event. As we've talked about with you guys before as well, HPE's always been a really special relationship for us. It was really the first relationship that we sort of established over eight years ago. And so from our point of view, it's got a long, rich heritage, that level of trust and desire for growth has been fantastic. And in the recent years as well as both of us have really continued to lean in, it's just continued to grow at a fantastic rate. I mean you would've seen some of the recent results there. Veeam's grown over 20% in the second half of 2019 with IBC. I'm really happy to say that the HPE alliance is growing well in excess of that. And so we're really pleased on how things have continued to evolve. >> Well congratulations on that growth. Yeah, boy, eight years so much has changed. So of course, I think about HPE and VMware and one of the earliest partners for server virtualization. But HPE's got a broad portfolio. Bring us through where Veeam sits. You know you got solutions like GreenLake out there, of course, traditional virtualization. So give us a little bit of kind of the breadth and depth of engineering work and partnership that you have. >> Yeah, great question Stu. And I think the interesting part of this is when you look at sort of the ecosystem that's out there now and the evolution HPE's gone through in embracing partners, the focus on the portfolio development and engagement between the two companies has reflected that. There are so many different areas that we could work with HPE on, but when we sat down together and we said where can we really provide the best value to our customers, we focused on a few key parts of the portfolio. Storage, obviously, is key. 3PAR, Primera, Nimble, StorONE, Apollo, areas where we've done really strong work over the years and continue to provide great solutions to the customers. Really pleased with how we've increased into SimpliVity. That's a really big push area for us over the last 12 months. And we're starting to see some great success together with that providing really unique solutions to extend the value of SimpliVity into new use cases, complimenting what they already have. And then obviously at Discover a couple of years ago we did a big push with GreenLake. And we're really pleased with how that's moving forwards as well because that's not really as much as a technology type of play, but that's a philosophy play about how we're satisfying the economic and service needs of the customers. So we're really pleased how that's been moving forwards, and that's another really big push for us this year. >> Well excellent. Maybe it would help to illustrate this. Do you have some customer examples? I understand sometimes, if you can share who the the logo is >> Harvey: Sure. >> that's great, otherwise if it needs to be a little more anonymized, that's fine too. >> No I think that's a great question, and the reason why we like talking about these types of things is we do thousands of orders a year with HPE. It's a really rich partnership on a global basis. If I remember correctly, last time we had over 100 countries where we've done deals together, so it's really nice to see it be appeared as on a global basis. A couple of easy ones that come to mind, certainly is White River Health Services. Big medical system solution serving over half a million customers that are out there. And those guys had a massive growth rate of data, 30% growth year over year, and really needed to make sure that that availability of data was there so that they provided solid solutions to their customers. We partnered up with a solution with StorONE and provided them with a fantastic amount of savings per year on their overall solution but also gave them that business continuity that they were looking at. So I think that's a great example. If we move over to Europe though there's another good market for us where we're seeing really success, great success together. The Metropolitan Thames Valley is a very large housing authorities are a very different virtual but shows the wide applicability of the solution, where they were having trouble looking at the ability to put a full disaster recovery plan into place, And obviously contingencies is a key topic right now. So we worked with HPE and then we've really put in great solution that not only reduced the ability to recover from seven days to less than 30 minutes, but we also managed to be more efficient with the amount rack utilization that was in place for them as well. So economic support, very critical business continuity support, and obviously a unified solution to allow them to be in a scenario where they knew that the IT partners they were working with were fully in unison so there was never any service question if they needed any support. So a couple of really good examples from around the world. >> You know, I wonder if we can touch a little bit on the competitive dynamics here. So eight years ago, HP had its own data protectant. When HP split that piece went over to micro focus so it kind of (murmurs) the swim lanes a little bit. But HP has also been increasing their partnership, so Veeam, you're a good partner but there are other partners out. So how do you help differentiate and how do you make you got clean engagements through HPE's channel and with their field? >> Yeah, that's a really good question, and there's a number of different answers to that, but I think that one of the things that will support what I'm about to touch on is that we're really proud that we just got awarded the Global Technology Partner award again this year. This is the second year running for HPE. Last year was the first time a software application partner was provided and now two years in a row, we've demonstrated that the partnership is really valuable for HPE. And I think to your point, Stuart, it comes down to a couple different areas. The first is just the overall attitude, approach, and relationship. Partnerships work when you can turn your back on each other. They work on the assumption that you really have the same vested interest for success and you can roll through some tough times as well as the good times. With good dialogue, with focus on the objectives you are trying to achieve, but also more importantly that you are excited and you enjoy working together. And so, it's a pleasure to spend hours and hours together to come up with something that satisfies the customer pains that you are solving. Now combined with that attitude because to me that attitude is a core foundation, technology's hugely important but if you can't have a business relationship, you can't actually execute that technology position. Now we're fortunate enough as well that you combine that attitude of partnershipping together with the investments and technology that we've done, and that's why we feel like we continue to differentiate. I think it's great that HPE has such a rich ecosystem. I think it's helpful to get focus on what is a huge topic for customers and frankly, the technology world is a complex ecosystem nowadays. But I think you stand out from the rest by focusing on being the most successful, being the best, having the right attitude, making the right investments together to move forward and that's where we've demonstrated, historically, our engineering commitment and our future roadmap commitment, which we're working on right now together heavily combining with a big marketing and sales investment, so all of the facets and the organization come together in a nice, seamless manner. So, you know, trust, I think it's great that they have the depth of ecosystem that's out there, we're just really proud that we continue to be the preferred partner in this space and we keep getting recognized for the investment that we have with HPE as well. >> Excellent. Yeah, you brought up it is such a complex ecosystem out there. One of the themes that we heard, your show as well as HP Discover, you know, we're talking about customers going through that digital information. You gave us a couple of customer examples, but maybe some big themes, what're you hearing? You know, how do the (murmurs) markets align between Veeam and HPE? >> Yeah, great question. And I think that is another great example where when you use the topic of data transformation, it's a really broad discussion. You know, what we've tried to do is focus on the areas that we provide the most value to customers right now. And I think that focuses us down and data protection powered by intelligence storage, which is a really key topic for a lot of our joint customers that are out there. We really want to make sure we can extend your data management from on-premise to the cloud. That's a really key area we're working with the Simplivity team on. And then finally, the consumption-based data management working very closely with GreenLake. And the (murmurs) of all of those solutions satisfied the plethora of needs that the customers have on storage of data availability. And I think that from that point of view, that's where keeping that focus on what is solving pains today, is why were having such great success together. So I think from that basis, we found that that helps the sales teams identify and satisfy the needs of the customer, It helps us get clarity on execution, and more importantly, keeps us in the scenario where we got really clear bars for success to make sure that this partnership is not just a, I call it a website partnership, but a real partnership that's driving key revenues, key (murmurs) leadership, and frankly, key solutions for the customers. >> Yeah, if you talk about where your data lives and how Veeam could support across multiple environments. There's the technical pieces which Veeam's done a good job on and I think people understand pretty well. I wonder if you could talk a little bit about the financial piece of things. How do you make sure, you know, especially with a deep partner like HPE, that you make it seamless as companies are trying to move more towards the SaaS and Opex models, and that it's not getting understanding, full control of what my billing is, and how these things go together. >> Yeah, it's a really good point, and I think there's sort of a capital facet to that. You know, the first part is, on a global basis across all of the segments that we've worked together on, especially if when you look at the success we have at the higher end price together, and the high end commercial. You have to be in a situation where you can support the financial structure that they have as a business. And that's looking at it whether or not it's a traditional Capex employment related to more of the traditional HP solutions, or looking at the flexibility of the Veeam licensing combined with that so they can have the choice that they desire. As well as moving down that path, that if they decide they want to move through a more consumption-based type of position by having that seamless integration with GreenLake as well, you get through a scenario where you can find the right solution for their needs and then the economic structure is really a choice for them, taking away a lot of that pain imposition. Now what we're seeing overall to that point too, which I think is also interesting is customers are going through evolution. If you go back a number of years, every conversation and topic was related to public cloud and it's still a huge area of focus. But, I've also seen a lot of organization especially at the higher end, really start to look at how they can take a lot of their consumption-based economics and bring it on-premise because they want to make sure that the reaction position they got, they're getting their data back is within their premise as well. And so that's why we're really enjoying a lot of success together because we can synergize the flexibility of the HPE offerings with the commercial offerings of (murmurs) Veeam, and be in a scenario where it's almost a perfect fit for most customers. And we try not to force them down a specific path because I think those days are gone, but customers want to look at the economic or the budget constraints they've got today and find the best fit, but they want that best fit without compromising on their overall support they get, and they want the scenario, like we have with HPE where it's fully on their price box, single supplier, single throat to choke, making sure were in unison, and they've got continued investment moving forward in the portfolio (murmurs). >> Excellent. Well final question I have for you is in the general market place, people often get stuck in their head to how they think about a company. Veeam is such a close partner to HPE. (murmurs) has thousands of customers with them. Give our viewers a little bit of how should people be thinking about HPE in 2020, and then also give us the final take away for Veeam and HPE. >> Yeah, great question. I mean, I've been working with HPE now a multitude of, overall over six years now. And the evolution that we're seeing is fantastic. I think that my view on how you should see HPE is, a trusted advisor related to talking about the transformation you're going through your data, and also a clear, solidified portfolio, especially in the storage realm related to the control of the data. Following the data from the origination point of the application all the way through. And so I think from that point of view, there's clarity with portfolio, there's a comprehensive interlock of the portfolio. And so from that point of view, I think there's calmness in the discussion. What I would say is that (murmurs) further and how to look at the HP (murmurs) relationship is. That continued investment on future proofing and hopefully some exciting announcements as we move through the year, will demonstrate that we are constantly making sure that we're differentiating at the frontier (mic cuts) for the customer. And you can see that in the growth of our enterprise business together. You could see that in the growth of high end commercial business together, and you can also see the fact that our customers are growing every single year together. So when we put these solutions in place, they're loving them and they're growing them year over year, and very quickly as well. So we're seeing a very high percentage of our customers reorder within the first year because they're really enjoying the unification of the solution. And so hopefully, the HP customers should look at that, through confidence, through calmness, and be really pleased that the market leader approach will indict protection by Veeam and they're primary (murmurs) leader when it comes to technology with HPE, together provide a really powerful solution, and we're really pleased on the customer satisfaction results we're getting from this work. >> All right. Well, David Harvey, thank you so much for the updates. Looking forward to some of those innovations that you talked about coming later this year. Thanks so much for joining us. >> Thanks so much. I really appreciate the time and enjoying Discover, and I hope everybody's having a great event. >> All right, stay tuned for launch of theCUBE's coverage, HPE Discover 2020, the Virtual Experience. I'm Stu Miniman. Thanks as always for watching.