>> live from San Francisco, celebrating 10 years of high tech coverage. It's the Cube covering Veum World 2019 brought to you by VM Wear and its ecosystem partners. >> Welcome back. We're here at V Emerald 2019 in the lobby of Mosconi north, back in San Francisco, where it all began. 10th year of the Cube covering VM world. I'm stupid and my co host is John Troyer. Expensive time working for Vienna, where he's been doing the kid with us now for over three years. It was Veum world that we brought in the first time. >> I believe I was working with you on the other side. That that here >> absolutely and welcoming. First back to the program. One of our cube alumni, Rawlinson Rivera, who's the CTO of the global field at Cohesive E. Thanks for joining us again. My pleasure, man. Always excited when we get to talk to Ah, customer is a customer and a service provider. Brock Marie, who's the chief technologist at? Whoa, >> Correct. Thanks for having. >> All right. So we're gonna get Tau Whoa in a second, cause really want to dig in an interesting name? I'm sure you guys have some fun with that, I would hope. But Rawlinson, first of all, you know Veum world always big celebration back in San Francisco celebration. But 10 years of the Cube to you know, what's it all mean to you? >> Amazing. The fact that I've been here a couple of times now it's great. It's a good, great way to put a stamp on my existence. He would be able to >> Yeah, you know, amazing ecosystem and lots of ah ah, as we said, we just had Jerry chain on. It's the deviant where? Mafia. I'm sitting here with two former VM where employees do so even when they've left their still tight with a lot of going on there. All right, Brock, you've been to this event Ah, a few times before we get into Whoa, Just tell us, You know, what does the world mean to you? >> Soviet world is obviously it's a huge networking event. You get Thio not only see your peers, but also other players in the industries and be able to evaluate their products and see what they have. >> All right, so tell us a little bit about Whoa. >> So what dot com was founded in 2013 we ah, tout ourselves as a cyber secure cloud platform. Ah, we've done more than just stand up TVM where bits for hosting we've actually integrated some threat protection and some network defense items. Uh, around that infrastructure. >> All right, give us a little bit of the Brett. You know, how many locations? Verticality. All that kind of. >> So our headquarters is in Hollywood, Florida. We have a data center presence in Miami, a data center presence in Grand Rapids, Michigan, and one and switch LV in Las Vegas. So that gives us coverage over the United States. All >> right, I've toward one of those facilities. You probably amazing facility. So, uh, >> yeah, well, can you tell us a little bit about what was business? And I'm in particular interested in being a service provider in 2019 right? A lot of noise about the big public clouds. But as the folks here at B M, where no, there's trillions of dollars flowing through a nightie ecosystem that, you know, some of it's going to the public cloud. But there's lots of need for service providers. Providing specialty service's or hands on service is or I'm kind of curious. What is your business? What is your business and like, how does it intersect with data, Which is where we're getting to hear? >> Yeah, absolutely. So with our focus on compliance, that's really one of the major differentiators from us with the hyper scale Er's or the Big three is a lot of people like to call them, um that gives us the ability also to tune and make sure that their workloads are precise and running the way that they want with the security models around them. Uh, plus, it's the you know you got, you could reach out and you can contact us. We pick up the phone, we support all of our customers. Uh, we love to go above and beyond and make sure that they're happy. So we want to kind of give them that that boutique type feel and be able to provide. The service is out. >> We're talking verticals like, >> yes. Oh, health care is a big one. Obviously, um and then there's, you know, huge requirements around that for data protection and ah, data isolation and so forth. Um and also, you know, on the cyber security side, cyber scan the new release from these guys is something that we're definitely foaming at the mouth to get at it. Something that we're ready to put into play because it's it's a value, add back to our customers and having their product in that position gives us an advantage, >> right? Rawlinson. He teed you up. But you know, in general, you know, we know where cohesive He has played in the enterprise on what's been happening. A lot of the environment gives a little bit of the landscape for the service providers and where cohesively plays. We know that that's you know, it's been a great no only customer, but almost a channel for many technology in the space for a number of years. Well, you >> know, we have our own sort of like division within the Coast, just with sports writer of market. What we doing, we're enabling them to provide their customers with the value that we gave our enterprise customers already so opening up more than just the backup, right? So one of the things that rock mentioned is this new capability. Have a performing scans for vulnerability scans within the systems. When have you ever been able to do that on something that just sits there and it's just an insurance policy in the past. Now we can give you the ability to provide your customers ability to look into their data whether there have a vulnerability or not in place and tell him before they do it. Did you want to restore this? You wanna protect it with X amount of vulnerabilities. You want to fix it before you do it, And that kind of level of service is being provided. It delivers in immense value to customers everywhere. All >> right, So is this the first product that uses a few city or have you been using other >> s? So we obviously we dove in headfirst with data protection? Um, our previous data protection product wasn't living up to, ah, up to its claims. And that sparked us to go out and start looking at other vendors. And it actually happened at the end world. A few years ago, I came across Cohesive E, uh, worked with their guys. We did a POC. Um, we attacked some of our major pain points right off the bat, and cohesive handled it without any problems. >> I'm kind of curious. So we're talking about a second secondary storage platform. You know, uh, backup is is a use of it, But once you live in the world now we don't. We still put something, the things on tape, but okay, the bits are live there on a disk somewhere, and back them up. So as an example of this for the security scans, some of this ransomware stuff can lie dormant for months before turning on. So it's not a matter of like, Oh, I've just restored the backup from last week. You may have to go search through the all your your your checkpoints. Right. So that's an example of how having a secondary storage platform really enables a lot of security. So that's my with my understanding. Several out, maybe. Tee you up. Can you talk about data? The secondary storage data platform in general And security is one aspect. Data protection is another. I don't know. >> I mean, that's right. Yeah. The thing about what we do is that we as a data management platform, which was kind of getting falling into that there's many fastest to managing with data. We started with the data protection piece. Now we adding other value to the areas which is just pointed out. There's a lot of dark data that you don't get to see because of description of silos, and >> I >> don't really use that Now. We have the ability to provide that value that everyone else on the service provider business can leverage because now they have. Like you said, I have to go look through all these different generations of that protection job that I'm doing now. We do that instantaneous. We do that at the core. So now you're able to identify and report on that and be able to correct it before you have to go through that process, which is which is incredible. Now, if that's on the data protection side, we also have the ability of using. You can use cohesive as a file if they want to do that. Now we're talking to live information that can access the same suite of capability and tools, are there and can report the same way. >> Yeah, if I can add to that to one of the one of the really cool features that I that I like that Cohee City does is when you're using filer service is and things like that. You still have the ability to protect that data as well. So you can replicate those snapshots out to other locations and so forth. So ah, we found that was, ah, pretty good benefit for us. We have a configuration management platform that we ended up putting amount on one of those servers, and we want to protect that in our other location. And this is our own internal operations. So we leverage the platform is well, we protect that data by replicating into another Geo >> Brock. Connect the dots for us. We understand us pain points. But what is this colucci city solutions that you're using mean for your ultimate end user customers >> Confidence, That's, you know, knowing that when that backup report comes in and hits their inbox, that all of those jobs are gonna be successful. And ultimately, what that turns into is when they need that data back, they need to restore it. It's going to be there for them, all right? >> Anything you'd add about the impact on the customers when you're working with service providers, any kind of broader discussion of the service writers. >> I mean, it's great the things that we do because now we're not only typically we enable our enterprise customers to do this. Now we're neighbors and our service providers to enable their customers to do that as well. And you know what? We just we just in the background. It's their business, right? They're the ones who are providing the service, making a service for for the customer based on what they need. And it is good for us to kind of enable that and let them do what they need to. They would just make money, make money, protect their money and make more money. >> Brock, I'm kind of curious you and your your customers, right? A lot of talking vigil, transformation at agility. We've all gotta make money. We've all gotta move fast, and I'm guessing you know it again. In an ecosystem where there are very big players and very small players, part of you still have to move fast, and your customers expect you to be delivering News Service's and reliable service is et cetera. Can you maybe just talk a little bit about kind of what your customers are looking for? Uh, you know how the relationship goes with, Maybe with a with a provider like like you have a team And will he see building healthy? You know, how fast can you turn on the service is how fast is that ramp up in? Maybe with the >> Sure so. And it's funny because I've actually been having some other conversations on how we can improve the existing workflow. Ah, but the workflow has been, uh, not, um, we've had to re architect a couple of network items to be able to, ah, to facilitate external backups. For example, being a service provider, I don't just back up the EMS within my environment. I backup PM's in customers environments as well. So laying the foundation to be ableto have these. Ah, these units replicate between each other, eases that path and and again it comes down to revenue. The faster I can get that box coming in, the faster that I can realize revenue on the product. >> A lot of discussion in this show about some of the future things you know, the emerging, where is talking about container ization and building communities into Evie's fear, talking about their multi cloud connectivity that they're having. I know the City's got a strong play partnering with all the public cloud environment. Give us look out as toe. How does that impact your business? Where do you see that going from your roadmap standpoint? >> Absolutely. So, uh, with with the cohesive platform, especially with the, uh, the big three hyper scale er's, for example, we're actually looking at a way to put our long term storage out on that out on those service is we'll keep our short term storage internal or on Prem wherever the customers scenario might be. But we want to leverage that that long term storage so that we don't have to manage that data over a seven year period. We do manage it. We'll ever do your guys tools to be able to do it, but it's in a hyper scaler. I don't need to worry about it. >> And to add to that were also as a Zvi, Ammar moves alone and catches on the wave of the Cuban. Any journalist after we also do that already so we can actually provide protection of name spaces for for the kubernetes environment, something you'll start seeing, you'll see we released very soon. So we already given the short stories provides the ability to compete with the hyper scale is providing those newer cloud Native service is they need to be. You have available for them to know we're gonna make that would enable that for everyone. Still haven't we would offer it universal. >> Well, actually, that that brings up a question Brock hour in terms of being cloud native. Either you, you guys spending up more service is more cloud native APS or your customers. And I'm not sure if they're building off if they're bringing off the shelf APS to you or if they're building custom maps. I mean, where do you see the evolution of this hole field in terms of Dev Ops and Cloud Native? >> Definitely. So Cloud Native is ah, is a very interesting architecture play, especially with the micro service's and dynamically building machines on the fly. And things like that is very, very exciting. Very intriguing. Um, our workloads tend to be more traditional vm type workloads. Uh, I have been having conversations with customers, technical groups. Hey, you guys should start looking at Micro service. Is this is something you guys can improve your guys. Your service delivery with um, we haven't gotten there yet. We're using some container service is internally for our own operations, but externally, we're still trying to, you know, part of the digital transformation. Work with your customers to provide them >> solutions. All right, Brock, when you know one of the things we come to this show, we always get. Okay, great. Here's where we are today. Here's where we going tomorrow. Usually have a wish list, you know, we know service fighters. Yes. If you could make it a little cheaper, you know, we need to be able to pass those margins, you know, down to our customer. What? What's on your wish list? What would make you know your company's life easier? >> Ah, well, cohesive. He's done a very good job of that already, so ah, again, you know, having confidence in your backups and being able to sleep at night is definitely huge. Um, so on my wish list, I like the direction they're going with the integration and, ah, lot of the workbench products and so forth. Honestly, I don't have a ton of wish list. I'm more sitting back watching what these guys are gonna come out with because cyber scans, one that actually came out of left field for me. And, um, this >> is awesome. What I think is interesting about these these architecture is that there are this this app layer that they that they're now introducing that Yes, there's kubernetes there, but it's a lot of APS. Data service is that are very close to the data. I don't know what What do you guys have in store? What are you talking about here at the show in terms of new service is because it's now you just containerized it. You, Doc, arise it and stick it in your thing and your your plane. And it's there on the on the device that >> the focus for us has basically continue to deliver value on the platform that people only thought it was data protection. It's way more than that. He has he comes availability scanners being one of them, but also opening the platform for customers and cell service providers. You know what you need. You know what service? If you need to create a developed for what you need to do, do it and put it on us. Do not move the date away from where where is safely stored, located, bring the application to it. That eliminates risks of, you know, data leakage and all these kinds of things that you have a secure, centralized, scalable everything you want. It's all in place. >> Yeah, I think it's a great point. You know, when when the company first came out, it's like, Okay, well, here's the product at the day. But Mohit is building a platform that is his history, and that's not what he's doing. And I know that's what excited a lot of people in the early days. And as you said, your data management platform now. So we know we're now actually are, at least at the early stages of where the company is going with the overall solution. >> Your moments very methodical. He decided to go one way, one thing at a time, right? We're not a Swiss army knife. We're not gonna Well, the ocean we come out, we master the one thing that was the most painful so far. Data protection. We fixed back up, and now we're going to give you the rest of what you get from the platform after we master that. All >> right? I want to give you the final words. You've been going through this journey now for a few years when you talk to your peers, What advice would you give than anything you've learned along the way? Is that all? It's great, But boy, I wish I could have shortcut. Certain things were, you know, planned something a little bit different. You know what learning is gonna share? >> Eso definitely plant plan your deployments. You know, there's there's some new features and new items that are coming out. But, you know, again, one of the great things about you he city you have a virtual ization of the E series. Go in there and break it on the V E Siri's and then deployed on your hardware. >> All right, >> Brock and Rawlinson Thank you so much for joining us. Appreciate all the updates and congratulations on the progress we've been making for John Troyer. Arms to Minuteman. Back with lots more coverage at the midpoint of three days. Walter Wall coverage two sets 10th Year of the Cube at VM World 2019. Thanks as always, for watching

>> Live from Las Vegas, it's theCUBE covering VMworld 2018, brought to you by Vmware and its ecosystem partners. >> Welcome to theCUBE, I'm Lisa Martin with Dave Vellante and Dave and I are at VMworld and this is day three for us. Two sets, Dave, 94 interviews over Monday, Tuesday, today, excited to welcome back to theCUBE one of our distinguished alumni, Brian Carmody, CTO of INFINIDAT. Hey Brian, good to see you. >> Hey guys, how are ya? >> And we also have from US Signal, Marc Creviere, principal systems engineer, one of your customers. Marc, nice to have you on theCUBE. >> Thanks, great to be here. >> So day three, everyone has their voices, that's impressive. Lots of news, lots of buzz. I've heard that this is the biggest VMworld so far. I think we've heard upwards of 25,000? >> I think it's a little over 21, 22 maybe, yeah. >> More than last year. Brian, would love to get your take on VMworld, but let's start with the business overview. What's new at INFINIDAT? >> Oh, things are going great. So this past summer, or this summer, we surpassed four exobytes of customer deployments. >> Congratulations. >> Yeah, our customers just have an enormous amount of capacity deployed globally. In March, we launched our portfolio, so we announced four new products including our flagship F6212. It's our highest capacity, our fastest InfiniBox ever. It's on track to be the fastest selling model and it's specifically designed to handle the explosive growth that we're seeing from multi petabyte per rack requirements and it's all being driven by demand in the analytic space and also in the cloud and service provider spaces. >> What are some of the things that you're hearing here at VMworld, your customers' responses to some of the huge momentum that you just described? >> Right, I mean, what customers ask for is number one, they want us to kind of double down on the fundamentals, which is make the unit cost, the unit economics of storage, go down every quarter. The product has to get cheaper every quarter. The second is maintaining reliability levels, so all of our systems come with a seven nines SLAs with less than three seconds of down time per system per year. In service provider environments, that's incredibly important because their customers are entrusting them with their operations, but the biggest change that we're seeing over time is this nonlinear, insatiable growth for increases in capacity. When we brought InfiniBox to market in 2013, our largest configuration was a petabyte of capacity per rack. We now have configurations with 10 petabytes of effective capacity per rack and we have customers that are screaming at us, asking us to double and triple that density. If there's one thing that doesn't change from year to year, is that there's always an awesome vibe at VMware, and that demand for storing huge massive amounts of information only increases every year. >> It's a place for practitioners to gather, right? The great thing about VMworld is this event has been hardcore practitioners, IT folks, and they haven't lost that. Marc, let's turn it to you, I mean US Signal, what are you guys all about, what's your role there, and I really want to get into how you're using INFINIDAT technology. >> Absolutely, I'm a principal systems engineer in our cloud engineering department. US Signal is an IT services provider based in Grand Rapids, Michigan. We've got a whole stack, we're network, co-location, data protection, infrastructure as a service, and disaster recovery, all as managed services. One thing that we're able to do, we actually have a fiber optic network that's about 14,000 route miles throughout the Midwest, so we're able to deliver a door to data center design, that's everything. As soon as that data leaves the customer premises, it never leaves our assets, which is a great thing we're able to deliver and we layer on top of that our data protection suites. We've had explosive growth in all these areas. That's one of the ways that INFINIDAT's really helped. We used to work in the challenges of managing hundreds of terabytes an hour on multi petabyte scale. Our infrastructure footprint has actually been doubling year over year, so it's matching what you're seeing as far as demand, I think we're matching that demand in our environment. It's not just data on an array, this is our customer's business, so we're really intensely focused on protecting that and delivering solutions and INFINIDAT's really helped us along that journey. >> We're going to get into that but the data center business is on fire. What do you see is the big growth drivers in your business? >> A lot of the drivers for us specifically is reduction of scope of PCI compliance and HIPPA compliance. Our entire offering is actually HIPPA and PCI compliant, so that's a big driver. We got a lot of traction in the financial and healthcare verticals. In organizations, you know, they've got initiative to get to the cloud. We're a very concierge level service. We help people get there whether it's into our cloud ideally or we even help people get to a hybrid approach, leveraging other partnerships as well. That's a big driver, and data protection. We're experts in disaster recovery and helping people not only have it in place but executing on the plan, testing the plan, because until you've tested it, you don't have a DR plan. >> You know Lisa, over the years I've had an opportunity to visit facilities of cloud service providers and I'd notice years ago, maybe it's even still this way in a lot of places, they had one of everything. They had a lot of diversity, a really heterogeneous environment, very hard to manage, a lot of stove pipes and so I'm interested in what led you to INFINIDAT. You got big platform, we just heard earlier that it can both do primary storage and data protection with the same fundamental architecture, so what was it about INFINIDAT that attracted you? Give us the before and after, if you would. >> Yeah, we'd made a pretty significant investment in another vendor's technology, and part of our role is determining cost and lead time as customer projects come in. We had a couple initiatives, one, reduce cost of course, two, reduce the wait time between when that request comes in and figuring how much is it going to cost, how long is it going to take to get in. One of the strongest areas that INFINIDAT was able to solve for us in that is that it's a known cost, the capacity's there. It's gone from a lot of variables on that to have an order come in, and they'll ask when can this be provisioned and I'll shoot an email back saying it's there, send the bill. >> Very cloud-like sort of model in terms of your customer's consumption. What has that meant for your business? >> It's allowed us to be a lot more agile. It's allowed us to be more competitive as far as executing on time frames and cost, as I just said. The relationship with INFINIDAT, I mean, we work with a lot of vendors that tell us here's the product, here's how to use it, whereas INFINIDAT, we really have a good dialogue of here's how we'd like to use it, can we make that work, and being involved in their product pipeline and really, not only being able to provide input but getting feedback on that input and in many cases, seeing it turn into actual product features. >> Is it a common theme that you hear amongst customers? How have you taken the US Signal input? Maybe you can give us some perspective on that. >> I think one of the ways that a lot of the incumbents whose businesses are evaporating and are being disrupted, a lot of places where they got in trouble is they thought okay, we're the 800 pound gorillas so we're now going to kind of decide what's happening in the market and how things should be and dictated that kind of ivory tower model of product management down into their customers. It turns out that if you're paying attention, your customers are way smarter than anybody in your business, because they're closer to where the rubber meets the road. We have what I think is a very successful program, we call it Social Product Management, where guys like US Signal get involved very early in the product development process. We come to them with ideas, hey, this is something we're thinking about building or this is a way we're thinking about modifying our API, and we bring prototypes and we have the kind of relationship where we can iterate on things starting with ideas all the way through to general availability, and the end result is we end up being able to leapfrog the incumbents who have those kind of traditional waterfall ivory tower models of innovation, and they end up with these impedance mismatches, where you're not really building the things that customers need for their next big challenge. >> That's why we're all here, right? We hear that at every event, and you do too, it's all about customers, giving them choice. At the end of the day though, you have to be able to, sounds like, Brian, what you guys have at INFINIDAT, is the symbiotic relationship with your customers who are helping to significantly influence the product development because that's who, it's the US Signals of the world who need to be using this technology so you're not creating it in a vacuum. Sounds like a very highly collaborative environment that is allowing you, it sounds like, to leapfrog your competition. >> It is, it's highly collaborative and it's really hard, I'm not going to lie, because if you go and you ask 50 different customers how we should do something, you're going to get 50 different answers, and that's why you need a really strong product management team to kind of be able to tease out what customers want versus what customers need and oftentimes what they need, they don't know yet because it's a little bit ahead of the curve, and that's where the art of the product management comes into play. >> Marc, I've known Brian for a while. You've briefed me many times, we've done a lot of interviews together. I want to test something that Brian has convinced me of, but I want to hear it from the customer. >> Sounds like trouble. >> Think about INFINIDAT. I hear all the time, simplicity, cost effective, but yet faster than Flash and a variety of use cases with the same architecture. I can use the system for both primary and secondary storage, and then the innovations that come along through with software I can roll back to serial number 001. Every system is able to take advantage of that. All true, has that been your experience? >> Absolutely, yeah, delivers on every one of those. >> Any deviation from those things, I mean come on, tell us the truth. >> No, no, we beat em up. One thing that's interesting about the service provider space is we don't necessarily know or control what the workload is. We know just anecdotally that we've got SQL, we know anecdotally that we've got Oracle and SAP in our environment, and the system stands up to all of it. I mean, it outperforms the platform that we came from by multitudes of degree. As an example, we've got previous platform, multi day preparation for an upgrade. We do 40 minutes a piece and we're done. We're off the phone, it's amazingly simple as compared to other platforms we've worked with. >> These guys, you go on the floor here, there's a lot of buzz, there's a lot of hype. These guys aren't a hype company. I've talked to dozens of your customers and have very similar stories, so I kind of already knew what the answer was. Kind of boring, but consistent. But were you nervous about working with a supplier that probably a lot of folks in your organization hadn't heard of? How'd you get through that? >> That was definitely a challenge early on. We had some people in the department that were very set in the mindset, like they knew what they wanted before the project started, right? Just rigorous testing and vetting and looking at the pedigree of Moshe, the founder of the company. There was a lot of trust put in what he's been able to do and seeing those progressions and yeah, it was a little bit of a leap of faith and we're absolutely glad we did it because it's been nothing but huge payoff. >> Yeah, guy who invented the modern storage business, I guess that helps, alright, good. >> Well Brian, you can't have anything more validating than the voice of a successful customer, so Marc, thanks so much for sharing what you're doing with INFINIDAT. Brian, thanks for stopping by and giving us an update. Sounds like we're going to be hearing some more great things coming from both of you guys in the near future. >> Thanks so much for having us. >> Thanks guys, thank you. >> Bye. >> We want to thank you for watching theCUBE. I'm Lisa Martin with Dave Vellante, we are at VMworld 2018, day three, stick around. We'll be back after a break. (upbeat music)