>> Announcer: From around the globe, it's theCUBE with digital coverage of AWS re:Invent 2020, sponsored by Intel, AWS and our community partners. >> Hello everyone, this is Dave Vellante and welcome to theCUBES Wall-To-Wall coverage of AWS re:Invent 2020 virtual reinvented our coverage over three weeks over cloud. We're looking into the next decade of innovation. And with me are two great guests, Chris Wiborg is the Vice President of Product Marketing at Cohesity and Sabina Joseph is the General Manager for Americas Technology for Partners AWS. Folks, thanks for coming to theCUBE. Great to see you. >> Great to be here today. Thanks for having us. >> You're very welcome. It's great to see you and Chris, before we get into the partnership, I want to ask kind of what you've seen in the market, with the increased focus on data, digital business, obviously the last nine months, people have really shifted their priorities. How have you seen customers responding? >> Yeah, it's sort of strange to say this at a time. It's really hard for all of us dealing with a global pandemic, but the market has picked up in many ways and perhaps that's not surprising given a lot of folks have started to shift things to more virtual way of working and the data hasn't slowed down. And so with that we've also seen a little bit of a shift and this is part of the reason behind the announcement we're making of trying to accelerate for many organizations projects that had originally been planned to put in a data center to moving more towards the cloud. Part of this as a CapEx to OpEX shift. But I think it also in some cases all is under this umbrella of digital transformation, where they're trying to accelerate new ways of doing things while in some cases, people can't even get into data centers in some cases anymore. And so how can you do that more remotely? How can you go to a model to loot more Self-Help? And all that leads up to part of what we're going to be talking about today. So the market has been very busy because again, data growth hasn't slowed down. I think the one thing that I'd add to that is you'd see an uptake in terms of focus and interest in some of the things that we do because of all the ransomware attacks that are out there. That's another piece of it. >> I want to get into the announcement as well, but I mean, you're right, Chris, it's a very hexy, it's tough as it is for the climate. It's a good time to be in tech. It's even better if you're in cloud. So Sabina, I wonder if you'd had... I think you must have a lot of people in the ecosystem really wanting to work with you. >> We do, I think with the proliferation of data. And data across many different silos I think the key is, how do we provide customers more value from this data, that way they can make it optimal for their business. So, yes, we do have a lot of different partners wanting to work. >> Okay, so we're all busy. I feel like we've never worked so hard in our lives, but so Cohesity and AWS, you've announced a strategic collaboration. Tell me more about it. Why did you choose to collaborate together Chris, other than AWS is the number one cloud platform. What were some of the other factors that we should be focused on? >> I think it's the Sabina, please do chime in here as well. I think the big portion of it, Dave has to do with this shared vision that we have around. Really what we believe is the next chapter in data management. And so how do we make it simple for organizations to not only protect and secure and manage their data, but also get more value out of it and derive more value from that data, which is kind of what Sabina was hinting at. And a lot of the reasons that we think this is such a good match, given all the varying services Amazon has, that you can build off, given what Cohesity does. So Sabina, I know you going to start with customers. You always interviewed enough Amazon, and it was only us to know that's really the starting point, the prison from which you looked, but so from that prison, from your perspective, what's the collaboration? Why the collaboration? What does it bring for customers? >> So, you know, I've the saying here. I think there was a lot of alignment, both in terms of culture and working backwards from customers, customers session. And really kind of understand, what can we do right into the Intelligent Data Management Solution to enterprise and mid-sized customers and provide simplicity, flexibility, and reduced total cost of ownership. And that's where Cohesity and AWS, we really shared that vision. I would say over the last couple of years, Cohesity of course, has been a partner of AWS for quite some time now. And then when we started to talk to each other, we understood that these were some of the things we wanted to not just address, but also provide an opportunity for customers. So that's why we collaborated in this unique way to bring forward a Data Management as a service solution for our customers. >> All right, Chris, I really want to dig into this a little bit more because I've talked to a number of CEOs that have said, boy, our business resilience strategy was way to focused on DRA maybe too much focus on backup. We're now a digital business, because every business, so you're out of business, if you're not a digital business overnight. And so this notion of data management and data management as a service, what problems are you really focused on solving there? >> I think two things, Dave and let's go back to a Cohesity after solving as a company. And that's the problem with what we call mass data fragmentation, where you have data stored in many different locations, prem, cloud, edge, et cetera, typically in many different pieces of infrastructure. So there's a lot of silos going on there, and it's really hard to get your hands around the entirety of what you have. And first of all, make sure it is protected. And there's some compliance implications to that and so on. And then also again, how can you not only protected, but do more with it and get better transparency and more value out of that data that today might be dark, might be opaque because a, do you know where it is? And b, even if you do, what more can you do with it? And so that's kind of the first problem we're setting out to solve. And why as we look at moving to doing what we're doing with AWS, providing an alternate consumption option is also really important, we think. So some people have staff and skills to roll their own, to do their selves and cohesively we'll continue to support those customers, obviously, as we do today. But what we also want to provide a new option for those that want to make that shift from CapEx to OpEX, and more from a management of their environment doing it themselves to having somebody else manage it for them, and really reducing that cost and overhead associated with running your own data center effectively. And so bringing valuable Cohesity leaders to the cloud is the second piece of that, where we want to make sure we carry that bigger vision along where we're not just doing one thing, we're doing multiple things. And so Data Management in our sense is not just about backup, although that's the first thing you'll see. We're also going to tackle that dr problem, you raised as well. If you look closely a couple of weeks ago, we made an announcement around what we're doing with a product we call Site Continuity on the on-prem world, guess what that's going to come real soon to AWS. And then beyond that files and objects, test data management and as we'll get to a little bit later more when we start leveraging the value and the power of some of the advanced services, AWS hasn't been to the table for things like compliance and so on. >> Great, thank you for that. And so Sabina, I mean, we run on AWS, we're small, but still we go into the console and there's this buffet of services and we have a lot of options. So, I wonder if you could talk about customer choice, your philosophy around that, why that's important, how you're providing different deployment models. And the example I would use is why is backup as a service? Not enough, why do we need to go beyond that? >> First of all, thank you very much for being our customer. >> Welcome. >> And I think the key behind this solution that Cohesity is building on top of AWS is to really provide one platform and one user interface. Yes, backup as a service is the first service that we will start with and we are starting with, but I think we all realize that customers do many different things, but get data. They do disaster recovery, they have file services, Dev and test, and then the value add services, which we'll talk about in a bit around analytics compliance, machine learning and so on. So those are all the different value, at least we want to provide the date with that data. In addition of course, backup as a service disaster recovery, as a service file services and so on. Well the backup services comprehensive that we are launching with and provide some rich protection across all of this data, but at the end of the day, it's customer's choice whether they want to manage your own data and infrastructure or Cohesity kind of manage this across the infrastructure for them both in a hybrid model and in a cloud model. And we have many customers kind of wanting to look at both options because they had both environments. I don't know Chris, if you want to talk about Dolby a little bit, but I can certainly get into it. I don't know if you want to get a little bit into Dolby and how they're using it. >> Yeah, that's a great example, actually Sabina. So, I think Dave, Sabina is suggesting, one of our early design partners on this was Dolby and they're an existing Cohesity customer. Today they're very happy what we're doing on-prem. And so I asked them why would you be interested in managing data also in the cloud? And his answer was, well, "look for me, it's really all about the self-help option. "I have a lot of clients, I do well centrality, "I have a lot of clients in my organization, "but I want to point to do their own thing "and not have to directly manage them. "This is going to be the perfect option for them. "They can just go sign up, connect and protect "to get started. All right, Step one." >> I talked to another customer who commented well in this sort of hybrid configuration that Sabina suggests the stuff that they have on-prem today. They'll probably protect on-prem, but workloads like let's say Microsoft 365, mailboxes or something like that, it's in the cloud. Why would they back haul that into their data center? Why not just protect it there in the cloud itself? It just seems to make sense. And then we also have customers we're talking to that, there are large distributed organizations where maybe the stuff that's in the branch office, the remote office, they want to backup to the cloud because of land back, haul costs and so on. It's easier to do it that way. And then the central stuff is still central. So we going to give as Sabina said, customers that choice. You can do cloud only if you want to, you can do prem only with us, or you can do both. And we expect a lot of customers loaded up in a third bucket and that sort of hybrid scenario and let them choose why they do it and use that combination. The great thing is when you go to Cohesity Helio's, that's going to be the control center, if you will, for both things on-prem and also in this new DevOps offering in cloud. So one experience from a manageability standpoint, that's just the only thing I'd add to Sabina's answer about what's great about this and why you want to do more than just one thing. Well, if you sort of solve this problem of infrastructure silos and in your traditional data center, and now you're bringing in the cloud, why we create silos and best of breed things all over again, don't you want to consolidate some of that for ease of use and lower cost of ownership as well. And so that's one of the things we think we're going to bring to the table. It's pretty unique versus letting customers pick and choose, five or 10 different solutions and trying to merge those together. We think we've got a better way. >> Got it. So then let's come back to some of the comments you were making about added value. So what the customers really do with data, with data management as a service and AWS that maybe they couldn't do before. >> So the way I look at it, Cohesity and AWS are custodians of this data, on behalf of the customer, ultimately it is their data, but we want to unlock the value from this data versus having it being in different silos, different locations and so on. So the vision that we have, which we are on the road right now, in terms of unlocking this data is to really add additional services, maybe compliance as a service, analytics as a service, machine learning as a service. So let's just kind of walk through these three things, So if you think about compliance as a service, using Amazon Macie, which uses machine learning to really kind of discover, classify and protect sensitive data. And if you think about analytics as a service, using AWS Glue to run ETL on this data, Amazon Athena to run sequel queries and then potentially create data warehouse using Amazon Redshift. Then if you really start thinking about other machine learning services, right across the AWS machine learning stack, if you look at it at a high level, customers could use Amazon text tracks, Amazon transcribe to extract value from the Metadata to allow deeper business specific content that they need for their different solutions they have to end customers. For example, another logical use case could be Amazon comprehend medical using that to kind of distract extract medical information from this data. And then finally customers can also use Amazon SageMaker to build advanced machine learning models, to really start deriving even additional value and gain business insights from this data. So those are kind of the things we have in our mind, in terms of compliance to service, machine learning as the service, analytics as a service. And then of course, I want to bring in Chris here to talk a little bit about what they plan to do with their MarketPlace, the Cohesity Marketplace. >> Yeah, no, I think, it's a great Sabina. So we've always had this concept at Cohesity, Dave, of being able to do more with your data. And you've seen express so far in our marketplace, which is still going to be there. We just think plugging some of the additional services that Sabina mentioned. When you have a center of gravity for your data in the cloud is going to make that concept even more powerful. And so day one, when we GA just right now, actually during re:Invent you going to be able to do it yourself. You'll have data backed up into the cloud. For example, you can apply those services if you have the skill to do that. But over time, working in conjunction with Amazon, the goal is to be able to make those services something that you would just go in again to Helios and say, for example, turn on the compliance service. And behind the scenes we're invoking and it was on Macie doing all right thing with all the data under management like Cohesity already. And so you just get them to report back out if that's what you're aiming to do. And so we going to try and make this as simple and easy to use as possible, leveraging the power of all the great things that Amazon has does through the API that they have combined with what we do in an engineering effort that we'll be driving with our guidance, to really give a great value, add customers far beyond the insurance policy you get with backup and being able to do more with that data and add value to your organization. >> And that's okay. So you've announced at re:Invent GA of Cohesity dataprotect how should customers think about getting started? >> Well, they can get started today, since we're an LGA I just go to www.queasy.com and I have the ability to go ahead there and actually join in on a free trial and to get started. And if they decided to convert them, then they can go from there. So risk-free gone in, check it out. We welcome feedback as always from our customers and then stay tuned because right around the corner after we're done with one offer as part of the bigger DevOps umbrella, you'll see disaster recovery and additional services, really the whole value of the Cohesity platform over time delivered through AWS. >> As a service bring it on guys, Sabina and Chris, thanks so much, really appreciate you coming on and thank you for watching everyone. Keep it right there with digging deep into AWS and the re:Invent ecosystem. You're watching theCUBE. (upbeat music)

>> Announcer: From around the globe, it's theCUBE, with digital coverage of data automated and event series brought to you by IO Tahoe. >> Welcome back everybody to the power panel, driving business performance with smart data life cycles. Lester Waters is here. He's the chief technology officer from IO Tahoe, he's joined by Patrick Smith, who is field CTO from Pure Storage and Ezat Dayeh, who's a system engineering manager at Cohesity. Gentlemen, good to see you. Thanks so much for coming on this panel. >> Thank you, Dave. >> Let's start with Lester. I wonder if each of you could just give us a quick overview of your role and what's the number one problem that you're focused on solving for your customers? Let's start with Lester please. >> Yes, I'm Lester waters, chief technology officer for IO Tahoe, and really the number one problem that we are trying to solve for our customers is to help them understand what they have. 'Cause if they don't understand what they have in terms of their data, they can't manage it, they can't control it, they can't monitor it. They can't ensure compliance. So really that's finding all you can about your data that you have and building a catalog that can be readily consumed by the entire business is what we do. >> Great. All right, Patrick, field CTO in your title. That says to me you're talking to customers all the time. So you've got a good perspective on it. Give us you know, your take on things here. >> Yeah, absolutely. So my patch is EMEA and talk to customers and prospects in lots of different verticals across the region. And as they look at their environments and their data landscape, they're faced with massive growth in the data that they're trying to analyze and demands to be able to get in site faster and to deliver business value faster than they've ever had to do in the past. So big challenges that we're seeing across the region. >> Got it. And is that, Cohesity? You're like the new kid on the block, you guys are really growing rapidly, created this whole notion of data management backup and beyond, but from a system engineering manager, what are you seeing from customers, your role and the number one problem that you're solving? >> Yeah, sure. So the number one problem, I see time and again, speaking with customers, fall around data fragmentation. So due to things like organic growth, you know, even maybe budgetary limitations, infrastructure has grown over time, very piecemeal and it's highly distributed internally. And just to be clear, you know, when I say internally, you know, that could be that it's on multiple platforms or silos within an on-prem infrastructure, but that it also does extend to the cloud as well. So we've seen, you know, over the past few years, a big drive towards cloud consumption, almost at any cost in some examples. You know, there could be business reasons like moving from things like CapEx to a more of an OPEX model. And what this has done is it's gone to, to create further silos, you know, both on-prem and also in the cloud. And while short term needs may be met by doing that, what it's doing is it's causing longer term problems and it's reducing the agility for these customers to be able to change and transform. >> Right, hey cloud is cool. Everybody wants to be in the cloud, right? So you're right. It creates maybe unintended consequences. So let's start with the business outcome and kind of try to work backwards. I mean, people, you know, they want to get more insights from data. They want to have a more efficient data life cycle, but so Lester, let me start with you, thinking about like the North star to creating data-driven cultures, you know, what is the North star for customers here? >> I think the North star in a nutshell is driving value from your data without question. I mean, we differentiate ourselves these days by even in nuances in our data. Now, underpinning that there's a lot of things that have to happen to make that work out well, you know, for example, making sure you adequately protect your data, you know, do you have a good, do you have a good storage subsystem? Do you have a good backup and recovery point objectives, recovery time objectives? Do you, are you fully compliant? Are you ensuring that you're ticking all the boxes? There's a lot of regulations these days in term, with respect to compliance, data retention, data privacy, and so forth. Are you ticking those boxes? Are you being efficient with your data? You know, in other words, I think there's a statistic that someone mentioned to me the other day, that 53% of all businesses have between three and 15 copies of the same data. So, you know, finding and eliminating those is part of the, part of the problem is you need to chase. >> Yeah, so Patrick and Ezat, I mean, you know, Lester touched on a lot of the areas that you guys are involved in. I like to think of, you know, you're right. Lester, no doubt, business value, and a lot of that comes from reducing the end to end cycle times, but anything that you guys would, would add to that, Patrick, maybe start with Patrick. >> Yeah, I think, I think getting value from data really hits on, it hits on what everyone wants to achieve, but I think there are a couple of key steps in doing that. First of all, is getting access to the data and that really hits three big problems. Firstly, working out what you've got. Secondly, after working out what you've got, how to get access to it, because it's all very well knowing you've got some data, but if you can't get access to it, either because of privacy reasons, security reasons, then that's a big challenge. And then finally, once you've got access to the data, making sure that you can process that data in a timely manner and at the scale that you need to, to deliver your business objectives. So I think those are really three key steps in successfully getting value from the data within our organization. >> Ezat, I'll ask you, anything else you'd fill in? >> Yeah, so the guys have touched on a lot of things already. For me, you know, it would be that an organization has got a really good global view of all of its data. It understands the data flow and dependencies within their infrastructure, understands the precise legal and compliance requirements and have the ability to action changes or initiatives within their environment, forgive the pun, but with a cloud-like agility. You know, and that's no easy feat, right? That is hard work. Another thing as well is that it's for companies to be mature enough, to truly like delete and get rid of unneeded data from their system. You know, I've seen so many times in the past, organizations paying more than they need to because they've acquired a lot of data baggage. Like it just gets carried over from refresh to refresh. And, you know, if you can afford it great, but chances are, you want to be as competitive as possible. And what happens is that this results in, you know, spend that is unnecessary, not just in terms of acquisition, but also in terms of maintaining the infrastructure, but then the other knock on effect as well is, you know, from a compliance and a security point of view, you're exposing yourself. So, you know, if you don't need it, delete it or at least archive it. >> Okay, So we've talked about the challenges in some of the objectives, but there's a lot of blockers out there, and I want to understand how you guys are helping remove them. So Lester, what are some of those blockers? I mean, I can mention a couple, there's their skillsets. There's obviously you talked about the problem of siloed data, but there's also data ownership. That's my data. There's budget issues. What do you see as some of the big blockers in terms of people really leaning in to this smart data life cycle? >> Yeah, silos is probably one of the biggest one I see in businesses. Yes, it's my data, not your data. Lots of compartmentalization and breaking that down is one of the, one of the challenges and having the right tools to help you do that is only part of the solution. There's obviously a lot of cultural things that need to take place to break down those silos and work together. If you can identify where you have redundant data across your enterprise, you might be able to consolidate those, you know, bring together applications. A lot of companies, you know, it's not uncommon for a large enterprise to have, you know, several thousand applications, many of which have their own instance of the very same data. So if there's a customer list, for example, it might be in five or six different sources of truth. And there's no reason to have that, and bringing that together by bringing those things together, you will start to tear down the business boundary silos that automatically exist. I think, I think one of the other challenges too, is self service. As Patrick mentioned, gaining access to your data and being able to work with it in a safe and secure fashion, is key here. You know, right now you typically raise a ticket, wait for access to the data, and then maybe, you know, maybe a week later out pops the bit you need and really, you know, with data being such a commodity and having timeliness to it, being able to have quick access to that data is key. >> Yeah, so I want to go to Patrick. So, you know, one of the blockers that I see is legacy infrastructure, technical debt, sucking all the budget. You've got, you know, too many people having to look after, you know, storage. It's just, it's just too complicated. And I wonder if you have, obviously that's my perspective, what's your perspective on that? >> Yeah, absolutely. We'd agree with that. As you look at the infrastructure that supports people's data landscapes today, for primarily legacy reasons, the infrastructure itself is siloed. So you have different technologies with different underlying hardware, different management methodologies that are there for good reason, because historically you had to have specific fitness for purpose, for different data requirements. That's one of the challenges that we tackled head on at Pure with the flash blade technology and the concept of the data hub, a platform that can deliver in different characteristics for the different workloads, but from a consistent data platform. And it means that we get rid of those silos. It means that from an operational perspective, it's far more efficient. And once your data set is consolidated into the data hub, you don't have to move that data around. You can bring your applications and your workloads to the data rather than the other way around. >> Now, Ezat, I want to go to you because you know, in the world, in your world, which to me goes beyond backup. I mean, one of the challenges is, you know, they say backup is one thing. Recovery is everything, But as well, the CFO doesn't want to pay for just protection. And one of the things that I like about what you guys have done is you've broadened the perspective to get more value out of your, what was once seen as an insurance policy. I wonder if you could talk about that as a blocker and how you're having success removing it. >> Yeah, absolutely. So, you know, as well as what the guys have already said, you know, I do see one of the biggest blockers as the fact that the task at hand can, you know, can be overwhelming for customers and it can overwhelm them very, very quickly. And that's because, you know, this stuff is complicated. It's got risk, you know, people are used to the status quo, but the key here is to remember that it's not an overnight change. It's not, you know, a flick of a switch. It's something that can be tackled in a very piecemeal manner, and absolutely like you you said, you know, reduction in TCO and being able to leverage the data for other purposes is a key driver for this. So like you said, you know, for us specifically, one of the areas that we help customers around with first of all, it's usually data protection. It can also be things like consolidation of unstructured file data. And, you know, the reason why customers are doing this is because legacy data protection is very costly. You know, you'd be surprised how costly it is. A lot of people don't actually know how expensive it can be. And it's very complicated involving multiple vendors. And it's there really to achieve one goal. And the thing is, it's very inflexible and it doesn't help towards being an agile data driven company. So, you know, this can be, this can be resolved. It can be very, you know, pretty straightforward. It can be quite painless as well. Same goes for unstructured data, which is very complex to manage. And, you know, we've all heard the stats from the analysts, you know, data obviously is growing at an extremely rapid rate. But actually when you look at that, you know, how is it actually growing? 80% of that growth is actually in unstructured data. And only 20% of that growth is in structured data. So, you know, these are quick win areas that the customers can realize. Immediate TCO improvement and increased agility as well, when it comes to managing and automating their infrastructure. So, yeah, it's all about making, you know, doing more with, with what you have. >> So let's paint a picture of this guys, if you could bring up the life cycle, I want to explore that a little bit and ask each of you to provide a perspective on this. And so, you know, what you can see here is you've got this, this cycle, the data life cycle, and what we're wanting to do is really inject intelligence or smarts into this life cycle, you can see, you start with ingestion or creation of data. You're storing it. You got to put it somewhere, right? You got to classify it, you got to protect it. And then of course you want to, you know, reduce the copies, make it efficient, and then you want to prepare it, so the businesses can actually consume it. And then you've got clients and governance and privacy issues. And at some point when it's legal to do so, you want to get rid of it. We never get rid of stuff in technology. We keep it forever. But I wonder if we could start with you Lester. This is, you know, the picture of the life cycle. What role does automation play in terms of injecting smarts into the life cycle? >> Automation is key here. You know, especially from the discover catalog and classified perspective. I've seen companies where we, where they go and will take and dump their, all of their database schemes into a spreadsheet so that they can sit down and manually figure out what attribute 37 needs for a column name. And that's only the tip of the iceberg. So being able to automatically detect what you have, automatically deduce what's consuming the data, you know, upstream and downstream, being able to understand all of the things related to the life cycle of your data, backup archive, deletion. It is key. So having good tools is very important. >> So Patrick, obviously you participated in the store piece of this picture. So I wonder if you could just talk more specifically about that, but I'm also interested in how you affect the whole system view, the end to end cycle time. >> Yeah, I think Lester kind of hit the nail on the head in terms of the importance of automation, because data volumes are just so massive now that you, you can't, you can't effectively manage or understand or catalog your data without automation. But once you, once you understand the data and the value of the data, then that's where you can work out where the data needs to be at any point in time. And that's where we come into play. You know, if data needs to be online, if it's hot data, if it's data that needs to be analyzed, and, you know, we're moving to a world of analytics where some of our customers say, there's no such thing as cold data anymore, then it needs to be on a performance platform, but you need to understand exactly what the data is that you have to work out where to place it and where it fits into that data life cycle. And then there's that whole challenge of protecting it through the life cycle, whether that's protecting the hot data or as the data moves off into, you know, into an archive or into a cold store, still making sure you know where it is, and easily retrievable, should you need to move it back into the working set. So I think automation is key, but also making sure that it ties into understanding where you place your data at any point in time. >> Right, so Pure and Cohesity, obviously, partner to do that. And of course, Ezat, you guys are part of the protect, you're certainly part of the retain, but also you provide data management capabilities and analytics. I wonder if you could add some color there. >> Yeah, absolutely. So like you said, you know, we focus pretty heavily on data protection as just one of our areas and that infrastructure, it is just sitting there really you know, the legacy infrastructure, it's just sitting there, you know, consuming power, space cooling and pretty inefficient. And, you know, one of our main purposes is like we said, to make that data useful and automating that process is a key part of that, right? So, you know, not only are we doing things like obviously making it easier to manage, improving RPOs and RTOs with policy-based SLAs, but we're making it useful and having a system that can be automated through APIs and being an API first based system. It's almost mandatory now when you're going through a digital, you know, digital transformation. And one of the things that we can do is as part of that automation, is that we can make copies of data without consuming additional capacity available, pretty much instantaneously. You might want to do that for many different purposes. So examples of that could be, you know, for example, reproducing copies of production data for development purposes, or for testing new applications for example. And you know, how would you, how would you go about doing that in a legacy environment? The simple answer is it's painfully, right? So you just can't do those kinds of things. You know, I need more infrastructure to store the data. I need more compute to actually perform the things that I want to do on it, such as analytics, and to actually get a copy of that data, you know, I have to either manually copy it myself or I restore from a backup. And obviously all of that takes time, additional energy. And you end up with a big sprawling infrastructure, which isn't a manageable, like Patrick said, it's just the sheer amount of data, you know, it doesn't, it doesn't warrant doing that anymore. So, you know, if I have a modern day platform such as, you know, the Cohesity data platform, I can actually do a lot of analytics on that through applications. So we have a marketplace for apps. And the other great thing is that it's an open system, right? So anybody can develop an app. It's not just apps that are developed by us. It can be third parties, it could be customers. And with the data being consolidated in one place, you can then start to start to realize some of these benefits of deriving insights out of your data. >> Yeah, I'm glad you brought that up earlier in your little example there, because you're right. You know, how do you deal with that? You throw people at the problem and it becomes nights and weekends, and that sort of just fails. It doesn't scale. I wonder if we could talk about metadata. It's increasingly important. Metadata is data about the data, but Lester, maybe explain why it's so important and what role it plays in terms of creating smart data lifecycle. >> Well, yes, metadata, it does describe the data, but it's, a lot of people think it's just about the data itself, but there's a lot of extended characteristics about your data. So, imagine if for my data life cycle, I can communicate with the backup system from Cohesity and find out when the last time that data was backed up, or where it's backed up to. I can communicate exchange data with Pure Storage and find out what tier it's on. Is the data at the right tier commensurate with its use level that Patrick pointed out? And being able to share that metadata across systems. I think that's the direction that we're going in. Right now we're at the stage, we're just identifying the metadata and trying to bring it together and catalog it. The next stage will be, okay using the APIs that we have between our systems. Can we communicate and share that data and build good solutions for our customers to use? >> I think it's a huge point that you just made. I mean, you know, 10 years ago, automating classification was the big problem and it was machine intelligence. You know, we're obviously attacking that, but your point about as machines start communicating to each other and you start, you know, it's cloud to cloud, there's all kinds of metadata, kind of new metadata that's being created. I often joke that someday there's going to be more metadata than the data. So that brings us to cloud. And Ezat, I'd like to start with you, because you were talking about some cloud creep before. So what's your take on cloud? I mean, you've got private clouds, you got hybrid clouds, public clouds, inter clouds, IOT, and the edge is sort of another form of cloud. So how does cloud fit into the data life cycle? How does it affect the data life cycle? >> Yeah, sure. So, you know, I do think, you know, having the cloud is a great thing and it has got its role to play and you can have many different permutations and iterations of how you use it. And, you know, as I, as I may have sort of mentioned previously, you know, I've seen customers go into the cloud very, very quickly. And actually recently they're starting to remove web codes from the cloud. And the reason why this happens is that, you know, cloud has got its role to play, but it's not right for absolutely everything, especially in their current form as well. So, you know, a good analogy I like to use, and this may sound a little bit cliche, but you know, when you compare clouds versus on premises data centers, you can use the analogy of houses and hotels. So to give you an idea, so, you know, when we look at hotels, that's like the equivalent of a cloud, right? I can get everything I need from there. I can get my food, my water, my outdoor facilities. If I need to accommodate more people, I can rent some more rooms. I don't have to maintain the hotel. It's all done for me. When you look at houses, the equivalent to, you know, on premises infrastructure, I pretty much have to do everything myself, right? So I have to purchase the house. I have to maintain it. I have to buy my own food and water, eat it. I have to make improvements myself, but then why do we all live in houses, not in hotels? And the simple answer that I can, I can only think of is, is that it's cheaper, right? It's cheaper to do it myself, but that's not to say that hotels haven't got their role to play. You know, so for example, if I've got loads of visitors coming over for the weekend, I'm not going to go and build an extension to my house, just for them. I will burst into my hotel, into the cloud, and use it for, you know, for things like that. And you know, if I want to go somewhere on holiday, for example, then I'm not going to go buy a house there. I'm going to go in, I'm going to stay in a hotel, same thing. I need some temporary usage. You know, I'll use the cloud for that as well. Now, look, this is a loose analogy, right? But it kind of works. And it resonates with me at least anyway. So what I'm really saying is the cloud is great for many things, but it can work out costlier for certain applications while others are a perfect fit. So when customers do want to look at using the cloud, it really does need to be planned in an organized way, you know, so that you can avoid some of the pitfalls that we're talking about around, for example, creating additional silos, which are just going to make your life more complicated in the long run. So, you know, things like security planning, you know, adequate training for staff is absolutely a must. We've all seen the, you know, the horror stories in the press where certain data maybe has been left exposed in the cloud. Obviously nobody wants to see that. So as long as it's a well planned and considered approach, the cloud is great and it really does help customers out. >> Yeah, it's an interesting analogy. I hadn't thought of that before, but you're right. 'Cause I was going to say, well, part of it is you want the cloud experience everywhere, but you don't always want the cloud experience, especially, you know, when you're with your family, you want certain privacy. I've not heard that before Ezat, so that's a new perspective, so thank you. But so, but Patrick, I do want to come back to that cloud experience because in fact, that's what's happening in a lot of cases. Organizations are extending the cloud properties of automation on-prem and in hybrid. And certainly you guys have done that. You've created, you know, cloud-based capabilities. They can run in AWS or wherever, but what's your take on cloud? What's Pure's perspective? >> Yeah, I thought Ezat brought up a really interesting point and a great analogy for the use of the public cloud, and it really reinforces the importance of the hybrid and multicloud environment, because it gives you that flexibility to choose where is the optimal environment to run your business workloads. And that's what it's all about. And the flexibility to change which environment you're running in, either from one month to the next or from one year to the next, because workloads change and the characteristics that are available in the cloud change on a pretty frequent basis. It's a fast moving world. So one of the areas of focus for us with our cloud block store technology is to provide effectively a bridge between the on-prem cloud and the public cloud, to provide that consistent data management layer that allows customers to move their data where they need it when they need it. And the hybrid cloud is something that we've lived with ourselves at Pure. So our Pure1 management technology actually sits in a hybrid cloud environment. We started off entirely cloud native, but now we use the public cloud for compute and we use our own technology, the end of a high performance network link to support our data platform. So we get the best of both worlds. And I think that's where a lot of our customers are trying to get to is cloud flexibility, but also efficiency and optimization. >> All right, I want to come back in a moment there, but before we do, Lester, I wonder if we could talk a little bit about compliance governance and privacy. You know, that, a lot of that comes down to data, the EU right now, I think the Brits on this panel are still in the EU for now, but the EU are looking at new rules, new regulations going beyond GDPR, tightening things up in a, specifically kind of pointing at the cloud. Where does sort of privacy, governance, compliance fit in to the, to the data life cycle, then Ezat, I want your thoughts on this as well. >> Yeah, this is a very important point because the landscape for compliance around data privacy and data retention is changing very rapidly and being able to keep up with those changing regulations in an automated fashion is the only way you're going to be able to do it. Even, I think there's a, some sort of a, maybe a ruling coming out today or tomorrow with the change to GDPR. So this is, these are all very key points, and being able to codify those rules into some software, whether you know, IO Tahoe or your storage system or Cohesity that'll help you be compliant is crucial. >> Yeah, Esat, anything you can add there? I mean, this really is your wheelhouse. >> Yeah, absolutely. So, you know, I think anybody who's watching this probably has gotten the message that, you know, less silos is better. And then absolutely it also applies to data in the cloud as well. So, you know, by aiming to consolidate into fewer platforms, customers can realize a lot better control over their data. And then natural effect of this is that it makes meeting compliance and governance a lot easier. So when it's consolidated, you can start to confidently understand who is accessing your data, how frequently are they accessing the data? You can also do things like detecting anomalous file access activities, and quickly identify potential threats. You know, and this can be delivered by apps which are running on one platform that has consolidated the data as well. And you can also start getting into lots of things like, you know, rapidly searching for PII. So personally identifiable information across different file types. And you can report on all of this activity back to the business, by identifying, you know, where are you storing your copies of data? How many copies have you got and who has access to them? These are all becoming table stakes as far as I'm concerned. >> Right, right. >> The organizations continue that move into digital transformation and more regulation comes into law. So it's something that has to be taken very, very seriously. The easier you make your infrastructure, the easier it will be for you to comply with it. >> Okay, Patrick, we were talking, you talked earlier about storage optimization. We talked to Adam Worthington about the business case. You get the sort of numerator, which is the business value and then the denominator, which is the cost. And so storage efficiency is obviously a key part of it. It's part of your value proposition to pick up on your sort of earlier comments, and what's unique about Pure in this regard? >> Yeah, and I think there are, there are multiple dimensions to that. Firstly, if you look at the difference between legacy storage platforms, they used to take up racks or isles of space in a data center with flash technology that underpins flash blade, we effectively switch out racks for rack units. And it has a big play in terms of data center footprint, and the environmentals associated with the data center, but it doesn't stop at that. You know, we make sure that we efficiently store data on our platforms. We use advanced compression techniques to make sure that we make flash storage as cost competitive as we possibly can. And then if you look at extending out storage efficiencies and the benefits it brings, just the performance has a direct effect on staff, whether that's, you know, the staff and the simplicity of the platform, so that it's easy and efficient to manage, or whether it's the efficiency you get from your data scientists who are using the outcomes from the platform and making them more efficient. If you look at some of our customers in the financial space, their time to results are improved by 10 or 20 X by switching to our technology from legacy technologies for their analytics platforms. >> So guys we've been running, you know, CUBE interviews in our studios remotely for the last 120 days, it's probably the first interview I've done where I haven't started off talking about COVID, but digital transformation, you know, BC, before COVID. Yeah, it was real, but it was all of a buzzy wordy too. And now it's like a mandate. So Lester, I wonder if you could talk about smart data life cycle and how it fits into this isolation economy and hopefully what will soon be a post isolation economy? >> Yeah, COVID has dramatically accelerated the data economy. I think, you know, first and foremost, we've all learned to work at home. I, you know, we've all had that experience where, you know, there were people who would um and ah about being able to work at home just a couple of days a week. And here we are working five days a week. That's had a knock on impact to infrastructure to be able to support that. But going further than that, you know, the data economy is all about how a business can leverage their data to compete in this new world order that we are now in. So, you know, they've got to be able to drive that value from their data and if they're not prepared for it, they're going to falter. We've unfortunately seen a few companies that have faltered because they weren't prepared for this data economy. This is where all your value is driven from. So COVID has really been a forcing function to, you know, it's probably one of the few good things that have come out of COVID, is that we have been forced to adapt. And it's been an interesting journey and it continues to be so. >> Well, is that too, you know, everybody talks about business resiliency, ransomware comes into effect here, and Patrick, you, you may have some thoughts on this too, but Ezat, your thoughts on the whole work from home pivot and how it's impacting the data life cycle. >> Absolutely, like, like Lester said, you know, we've, we're seeing a huge impact here. You know, working from home has, has pretty much become the norm now. Companies have been forced into basically making it work. If you look at online retail, that's accelerated dramatically as well. Unified communications and video conferencing. So really, you know, the point here is that yes, absolutely. You know, we've compressed you know, in the past maybe four months, what probably would have taken maybe even five years, maybe 10 years or so. And so with all this digital capability, you know, when you talk about things like RPOs and RTOs, these things are, you know, very much, you know, front of mind basically and they're being taken very seriously. You know, with legacy infrastructure, you're pretty much limited with what you can do around that. But with next generation, it puts it front and center. And when it comes to, you know, to ransomware, of course, it's not a case of if it's going to happen, it's a case of when it's going to happen. Again, we've all seen lots of stuff in the press, different companies being impacted by this, you know, both private and public organizations. So it's a case of, you know, you have to think long and hard about how you're going to combat this, because actually malware also, it's becoming, it's becoming a lot more sophisticated. You know, what we're seeing now is that actually, when, when customers get impacted, the malware will sit in their environment and it will have a look around it, it won't actually do anything. And what it's actually trying to do is, it's trying to identify things like your backups, where are your backups? Because you know, what do, what do we all do? If we get hit by a situation like this, we go to our backups. But you know, the bad actors out there, they, you know, they're getting pretty smart as well. And if your legacy solution is sitting on a system that can be compromised quite easily, that's a really bad situation, you know, waiting to happen. And, you know, if you can't recover from your backups, essentially, unfortunately, you know, people are going to be making trips to the bank because you're going to have to pay to get your data back. And of course, nobody wants to see that happening. So one of the ways, for example, that we look to help customers defend against this is actually we have, we have a three pronged approach. So protect, detect, and respond. So what we mean by protect, and let me say, you know, first of all, this isn't a silver bullet, right? Security is an industry all of itself. It's very complicated. And the approach here is that you have to layer it. What Cohesity, for example, helps customers with, is around protecting that insurance policy, right? The backups. So by ensuring that that data is immutable, cannot be edited in any way, which is inherent to our file system. We make sure that nothing can affect that, but it's not just external actors you have to think about, it's also potentially internal bad actors as well. So things like being able to data lock your information so that even administrators can't change, edit or delete data, is just another way in which we help customers to protect. And then also you have things like multifactor authentication as well, but once we've okay, so we've protected the data. Now, when it comes, now it comes to detection. So again, being, you know, ingrained into data protection, we have a good view of what's happening with all of this data that's flowing around the organization. And if we start to see, for example, that backup times, or, you know, backup quantities, data quantities are suddenly spiking all of a sudden, we use things like, you know, AI machine learning to highlight these, and once we detect an anomaly such as this, we can then alert our users to this fact. And not only do we alert them and just say, look, we think something might be going on with your systems, but we'll also point them to a known good recovery point as well, so that they don't have to sit searching, well, when did this thing hit and you know, which recovery point do I have to use? And so, you know, and we use metadata to do all of these kinds of things with our global management platform called Helios. And that actually runs in the cloud as well. And so when we find this kind of stuff, we can basically recover it very, very quickly. And this comes back now to the RPOs and the RTOs. So your recovery point objective, we can shrink that, right? And essentially what that means is that you will lose less data. But more importantly, the RTO, your recovery time objective, it means that actually, should something happen and we need to recover that data, we can also shrink that dramatically. So again, when you think about other, you know, legacy technology out there, when something like this happens, you might be waiting hours, most likely days, possibly even weeks and months, depending on the severity. Whereas we're talking about being able to bring data back, you know, we're talking maybe, you know, a few hundred virtual machines in seconds and minutes. And so, you know, when you think about the value that that can give an organization, it becomes, it becomes a no brainer really, as far as, as far as I'm concerned. So, you know, that really covers how we respond to these situations. So protect, detect, and respond. >> Great, great summary. I mean, my summary is adverse, right? The adversaries are very, very capable. You got to put security practices in place. The backup Corpus becomes increasingly important. You got to have analytics to detect anomalous behavior and you got to have, you know, fast recovery. And thank you for that. We got to wrap, but so Lester, let me, let me ask you to sort of paint picture of the sort of journey or the maturity model that people have to take. You know, if they want to get into it, where do they start and where are they going? Give us that view. >> I think first it's knowing what you have. If you don't know what you have, you can't manage it, you can't control it, you can't secure it, you can't ensure it's compliant. So that's first and foremost. The second is really, you know, ensuring that you're compliant. Once you know what you have, are you securing it? Are you following the regulatory, the applicable regulations? Are you able to evidence that? How are you storing your data? Are you archiving it? Are you storing it effectively and efficiently? You know, have you, Nirvana from my perspective is really getting to a point where you've consolidated your data, you've broken down the silos and you have a virtually self service environment by which the business can consume and build upon their data. And really at the end of the day, as we said at the beginning, it's all about driving value out of your data. And the automation is key to this journey. >> That's awesome. And you just described sort of a winning data culture. Lester, Patrick, Ezat, thanks so much for participating in this power panel. >> Thank you, David. >> Thank you. >> Thank you for watching everybody. This is Dave Vellante for theCUBE. (bright music)

>> live from San Francisco, celebrating 10 years of high tech coverage. It's the Cube covering Veum, World 2019 brought to you by IBM Wear and its ecosystem partners. >> Welcome back. This is The Cube. Live at VM World, 2019 times. Too many men with my co host Justin Warren, David Dante, John Ferrier. John Wall's John Troyer. Like a certain founding fonder, Alexander Hamilton, the Cube is going non stop coverage for the three days Habito. Welcome back to our program. Two of our Cube alumni's Lynn Lucas, who is the chief marketing officer of Cohee City. And she's brought along John White, who is the chief innovation officer at Expedient. Thank you both for joining us. >> Happy to be here. Happy 10 year anniversary to the cute >> Well, thank you so much. And you know, so many people we've known over the years. Actually, the first time I met John wait was I believe in this whole, you know, at VM World, you know, talk about what's going on. Eso You know, I always love talking to the service riders because it's been going through just a massive transformation, you know, all along on you, John, you've got a different title Since the last time I interviewed you, You been involved in the strategy You and I have gone toe cloud shows together and some of the other things they're so bring us up to speed as to, you know, expedient here at the show. And, uh, what brings you here with cohesive? >> Yes. Oh, yeah, thanks to your right. But I think it's probably five or six years ago. Maybe I asked too. You said, Hey, what do you know about the service provider community? Cause I wanted to kind of educate you because it was something that's been fairly new and expedience been in that industry for a long time. We were mainly in infrastructure of the service provider, man. The service providers are rounding on all that I t. Stuff that people need and ah, this VM world is a huge one for us. Last year we launched Enterprise Cloud, which is a product based on VM. Where's full softer to find stack And that was something we wanted to go to market with to give an alternative people, When you say Hey, I need to go to the cloud and you realize that okay. I really can't just take my APS and lift and shift and go there. There's another place for you that's a little a little more familiar. And as we see 20,000 people know VM were obviously that air here. So that's usually what what's usually happening in the Enterprise. So we're talking with those folks, and so we would launch that platform. We thought about everything differently. We were running virtualization since, 06 of seven, and we wanted to change everything back up platforms as well as needing things like scale out now, as were necessity at that point. So this VM worlds are coming out because we had, ah, release that last year. And now we have a lot of good customers to talk about on that platform. 12 months later. >> Yeah, well, Lynn, first of all, congratulations because, you know, I know John sits on customer counsels for some of these events. I've dug into a bunch of the networking pieces with him and actually was, you know, we spent a bunch of years. We went to a bunch of shows together and he was looking at the some of the various vendors and a bunch of the new startups and cohesive E is the one that you know really stepped up provided the solution that he was looking for. So it's been interesting to hear service fighters. You were usually the first ones that companies were talking to. But bring brings the cohesive story there. >> Yeah, and so were a super pleased and honored to have expedient working with Cohee City. And John has been instrumental in really providing a lot of direction to us on what his needs are and how to make the product even better for for him and the service provider community, it's a huge part of our go to market strategy. We believe that with the massive growth in the interest in hybrid and Justus John was saying, There's so many customers that really aren't equipped to deal with How do I move to ah hybrid cloud strategy, whether that before compliance reasons, whether that be geographical reasons under you've seen them all. And so this is something where we feel really thrilled to have the, um, where's cloud partner of the Year working with us and to help serve customers with the expedient enterprise Cloud platform. >> Congratulations on that team. And right when we first met five years ago Public cloud for VM wear And for most of the service bodies, it was the enemy, all right. It's like, Oh, my gosh. There, you know, you went toe Amazon reinvent and create a little bit of partnership. So give us the update on hybrid. What that means and how solutions like, Oh, he city, you know, help you provide services to your customer. >> Yeah, it's funny you mentioned. I mean, that's you would ask me, What are you doing here? What are you doing here? Because it was going out doing this research, seeing where the market was on containers on adoption of Claude practices. So we wanted to make sure that we were very open with all the different solutions that are out there. And that's been our strategy from the from the start. So building enterprise cloud was one thing we need to do to come to market with a platform like everybody else. But multi cloud is really where we have focused. And it's funny. I mean, when I when I first started coming to the M world, it was very product centric, you know, you had this product, you could do X with it. And here's the return that you would get at it. And when you're coming to the emerald now it's more about platforms. And that's really what I found most interesting with Cohee City when I first met Mohit, probably two and 1/2 3 years ago, was that he was focusing on the platform of data management. And that's really what the problem was. It wasn't now, specifically, it wasn't data protection. Specifically, it was What all can you do with that with that data management? And we're You know, we're spending a ton of time with Cohee City on. We were building multi Tennessee with them to them, be able to support that. And that's what we're delivering on now. So it's it's it's the scale out now's it's ah, data protection. And then we're taking those service is and then putting him in eight of us in azure or wherever it might be because it doesn't matter to us, because long term we want to care about the long term I t care and feeding and focus on that as our value prop instead of just actually which silo >> it lives in. Yeah, and right from the very beginning, I remember speaking to Kohei City very, very early on when it just sort of come out of stealth. And it was baked into into the product the idea of data management that it was going to be much more, much more than just data protection. So, what are you seeing now that we have a lot of years of product development has clearly gone into it since we first looked at it then. But what are you seeing? Customers using the platform for here in 2019? >> Well, we started a little bit more unique than most other customers. I think we talked about this, you know, throughout CO e city. And we actually started on a scale out now's platform s. So we have one of our clients homes dot com who? They're with us this week because they have a really interesting you. No need for this type of enterprise. Cloud there with us and they're talking about all the different benefits they received out. And they started actually with on the file side of things homes dot com, real estate, online real estate. So I think you know about how many images and how many fouls you have out there. We have 2.6 billion images right now running on the cohesive platform. That was 2.6 billion and a 30% annual growth rate. Yes. So the numbers are crazy. You can't put those on any other traditional now, as that's out there. Uh, so we used a he city first to get started there, and then the backups really were the icing on the cake. So last October, we built We started going out the Nats platform to handle those images. And if you actually go to homes dot com right now, it's being served fully out Enterprise cloud from a container and virtual machine layer and then on the back end from Cohee City. And they were using that to protect it as well. >> And I think that if I add on to that is really a testament to the, you know, the foundation that mo it built, which is a true distributed file system, Google like, in that sense. And I think correct me if I'm wrong, John. But you know, you then also saw while that benefit of a platform approach and not another silo for the backup and having co he city help solve the challenges for both files as well as data protection and then maybe one day in the future. Looking at some of the things that we're doing now that we're doing more security on running APS and things like that on the platform as that may be an extension for you, >> Yeah, that's that's definitely a big focus of our effort, the global d duplication that you get with CO he city. When you add all those files in all the different customers, we have all the different virtue machines. Ah, the ratios were hitting or just insane. And it's something we decided as a service provider that we we said, OK, this technology, we actually want to give that benefit back to the customer. And so when somebody buys data stores from us on the data production, they buy what they're actually consuming on the disk. So you could have 100 terabytes in all of your V EMS. If you only need one terabyte, that's all you're buying from us. And that's a lot of the power of that platform that we get with cohesive. >> Yeah. So, John, wanna help? They want you to help us understand the nuance of something. We're platform? Yeah. Has a little bit of new Monsanto. Little bit, a little loaded thing. GM was the platform. Cohesive is a platform. You use both of them. So just help us understand how cohesive Ian Veum wear and all those things that they go together. They're not, you know, competing against each other in as your architectural Or are they? They're >> not competing there two layers, In my opinion, where you have your primary stores really living in and the M R and secondary storage is everything else on Cohee City. Ah, what? The nice thing is, they did a lot of cool things to kind of marry the two together. Um, one of the one of the tools that we're using Aesthetic ahi city is called Instant on or instant Restore a Virtue machines so we can actually spin up a virtual machine almost instantaneously. It lives on the Coast City platform. Once it's rehydrated, then does a storage the emotion automatically into the V, m or environment. So we're able to do migration or if we had, You know, we have a bad ransomware attack and we need to restore 100 V EMS within a few minutes. We can instantly bring those back up in the cohesive platform and then move them to a production virtual environment once it's done. And that's something that we weren't able to do with our existing vendor. And that was something we needed to actually go and focus on because being in the healthcare space being in the compliance space, that's that's a big problem for us. >> Yeah, just add, I think that, um Vienna, where is clearly one of our most important partners. The very first area that mo it developed was data protection, for I am where, I would say, well north of 70 75% of our customers are protecting their Veum, where environments We have a very large customer that's protecting over 18,000 V EMS on Cohee City. So with the certifications that we have with V. C. D. And with the integrations, as you've mentioned with of you realize it's it's really it's a partnership. Andi think we're adding a lot of value to the customers that are building on V. M. where is >> very complimentary for sure. >> Yeah, it's been interesting that to see how customers choosing to go with a platform like like expedient because, as you mentioned earlier, stewed like five years ago, Cloud was the enemy. And but we're being told that on a public card is gonna take everything, and it's just gonna own all of the environment where is now? In 2019 we found that the story is actually much more complicated than that. Some of us probably believe that at the time I put my hand up is one of those that customers actually needed to live in multiple places. It's not a story of or it's a story of end, so you do need to be ableto have something which can work well with others on the same way we've got. We've got co, he's ity and V M. Where is it? Well, they're not really competing with each other. They work better together and particularly as customers scale, we find my any any kind of enterprise customer is header a genius, so you have to have solutions that give them options and that work together well with you have to play nicely with others. >> I think that's exactly right. And part of what we've done is built a software to find solution and to also give John expedient flexibility. How do you want to deploy for your customers? The solution. Is it in the, uh, the hyper scaler? Is it Hello, somewhere? Is that your own cloud? And so that's part of the advantage. I think all in one solution that then you can give your customers some flexibility as well as to how they want to consume the service as well. >> Absolutely meaning the flexibility And you mentioned software only, and are, you know, software or suffer to find that was something that was big for us. When we're looking for partnerships, we have a standardized hardware build that we want to use. And that was all built on Del. And it was something that, you know, we were able to work with obesity to get that standardized so we can continue to roll out. Excuse that we were most comfortable with. And they could just have the software layer on top. >> Yeah. So you've managed to do this successfully. You're going really well. Yeah. What's next? >> Well, um you know we have, you know, So in we ordered in October of last year. Right now we have six petabytes online enrolling. So that's that's great. You know, that's that's good to see. That's going to continue to grow at a pretty rapid rate. Data is something that obviously, we all know is never gonna shrink on. We're gonna continue to grow that with new customer acquisitions, and that's everything where we want to continue to go with this, Uh, this product specifically is on the data management side. The things that they're doing in Helios to start to get understanding and awareness in value out of that data that's sitting there is really, really important and exciting for us in the future. We deal what tonic compliance PC idea says hip. And we want to make sure that the data that we're storing inside of there will be compliant by those. So being able to write an application to see if the credit card numbers in a file or in a database by using the cozy platform that we brought us value. Same thing goes with a lot of the ransomware protection they're doing. So if you see a foul that gets encrypted, then I know. Okay, I have a problem. I better go look at that and give me a time stamped, Actually. Go on, restore from instead of actually trying toe, you know, pick around. And hopefully I find it when it before it was encrypted. So we're really excited about those opportunities is the future and seeing what data management can just bring to it. >> Well, Lynn, always a pleasure to catch up with you. Thank you so much for joining us again. And John, my friend, this is your six time on the program, actually gonna have a celebration in New England in a little over unveil for, ah, six s o right in New England. So for Justin Warren, I'm stupid him in. We love talking about sports here, and, uh, yeah, the Cuban way have the Niners and the Patriots for the team there. But as always, Thank you for watching the cue

>> live from San Francisco. It's the Cube covering Google Cloud next nineteen, brought to you by Google Cloud and its ecosystem partners. >> Welcome back to San Francisco, everybody. We're here at the Mosconi Center. This is Day one of our three day coverage of Google next twenty nineteen, the second year the Cube has done Google. Next, Google's Big Cloud show, Thomas Curry and up on stage today, the newly minted head of Google Cloud. I'm Dave Volante and this is my co host student, and you're watching the Cube, the leader in live tech coverage. And we're here with Cy Mukundan, who was the director of product management at Cohesive deci. Great to see you again. Thanks for coming back in the queue. >> Thanks, Dave. Thanks. Too nice to be here. >> So if you could show it's hopping. Your clouds were all the action is. But let's talk a little bit about how he city you guys were on fire growing like crazy. What's the quick update on the city? >> Cool. Yeah, cohesive ahs you might have heard last year we had a big funding round way. Heard investment from Softbank. I know it's a result off that we just launched cohesively Japan s. So that's how we're going to market in Japan. So that's expanding our international presence, particularly in Asia. And then here, you know, not America. There's been a growing number off customer acquisition, and I would say, more importantly, repeat customers as well. You know, you you really realize that with enterprises, it's the repeat. Customers help you drive more adoption. That customer case studies on that again gets new customers, right? So that's what you're seeing and cohesive e >> big mega trends that are tail winds and opportunities for Kohi City and other other players in the space. Cloud, obviously, is one of those big ones that changed the way in which we develop applications changed the developer world. But also there's a desire to get Maura out of backups. I want to talk about you know, some of those trends. What is driving your business. What do you guys see? A CZ. The big trends. What's the premise? >> Yeah, So the premises data protection is no longer the insurance policy, so to speak that customers were thinking about they're really thinking about. What else can I do beyond just data protection? Right. So That's where the power ofthe cohesively platform comes in. In terms ofthe, once the data is there on platform, the ability to do other things. Stability to leverage it for tester for disaster recovery for analytics so recently. You know, sometime back we actually launched our APP store, both powered by applications that can know where Bill by Cho Hee City and then also in partnership. It's plunked on a couple of other renders where these APs are now running on the data set that has landed on cohesive. So customers are now truly realizing the vision that we had promised to them in terms of being able to do more with the data. >> So speed a cloud. You guys get hard news, so take us through that. >> Yeah, so today's an exciting day. We actually released our first SAS offering. It's caused. Could cohesively cloud backup service for Google Cloud Platform? So think of it as truly backup. A service broadly speaking, three things right? So it provides that enterprise grade data protection that customers are looking for in G. C. P. So you heard in the main stage today about Google warning to partner with another windows and This is one such partnership. There we provide backup and recovery for applications running on ***, so that's the first one enterprise grade. The second aspect ofthe the solution is the fact that it is truly scalable in nature, but at the same time provides that granular recovery capabilities when the customer needs that data back right on. The last one is really the ease off use and management, because when you're doing things in the cloud, customers are usedto ease off use in terms of consuming the service, right. So here it's integrated with Google both in the marketplace as well as in terms ofthe the building that they get. So everything is all integrated with G C. P. All >> right, so if so, we've talked to all the hybrid multi cloud shows, you know, Big virtual ization show in all three of the Big Cloud shows. What differentiates the SAS offering from what, what cohesive has been offering in the past? >> Yeah, I think so. Up until now, it's bean to major things that we have delivered for customers. One is the Khyber return videos that you guys have alluded to as well and then born in the Cloud Cloud native, their customers still sort of like Do it yourself, you know, deployed the platform from us and then perform all the day today infrastructure management and keep planning around it. This one truly is a different shade or game changer. In the sense start, it's truly backup as a service, so no longer there's a customer need to worry about the infrastructure management aspect ofthe things. They just go into the marketplace as easy as a few clicks, deploy the solution on. Then they're open running in terms ofthe being able to back up and recover. So it's it's really the SAS model. The fact that we're embracing sass on our customers are heading in the direction is what truly differentiates this particular off >> so sight. Why why Google? Let's just start there is to know what you're hearing from customers. Be back. How come this is the first *** offering? Your >> long I think two things right. One is there are enterprises wear hearing more and more enterprises adopting, you know, Google Cloud as well. So this was obviously driven by some customers Summerlee customers asking for such a solution, so that always helps make a business case Right on then. The second one is you heard in the keynote this morning about Google being truly open, winding toward more with partners. And this is the result of one such strategic partnerships a Google sort of collab collaborating with co history and working together to get the solution toe and customer. So >> you see them is more partner friendly. Can you discern the difference between Google and other partners Air, You know, I'm looking for Okay, I heard it on stage. I mean, they're doing so you know, actions speak louder than words, But a za partner, do you discern >> that? I think it resonates well with me for just based on our experience with the whole launch and everything. I'll give you a couple of instances right on. This relates to the fact that you know, Google's acknowledging that they're also learning along with customers, especially the enterprise customers. So we have a number of enterprise customers and knowledge of how to work with them. And to be honest, you know, some of the things on their marketplace and other things required a close collaboration between us. Not everything was there out of the box and Google was a very willing partner. Toe, listen, tow us and collaborate with us on. I make things happen on the second aspect ofthe it really comes down to also the gold market benefits that we're beginning to see as part of that partnership because it's one thing to build a solution. But then taking it to their in customers and our mutual customers is also a big aspect of the partnership. >> Okay, I gotta ask you size. So I hear a lot. I don't have to back up my data. It's in the cloud. Explain our audience. The difference between sort of that statement and what you know, backup recovery, a data protection, modern data protection is all about Why can't I just back it up in the cloud and Google take care of it? >> Yeah, I think not just Google, but with all the clouds. What? What they provide is availability right on the fact that data stays in no multiple regions. But it's essentially the same data set that replicated across different zones are regions a CZ, they call it. But at the end of the day, you know customers want to be able to go back to a certain point in time because there are several reasons for it. One is human errors, you know. That's probably the number one cause of why you know, they they need data protection. But besides that, there's a reason to do step on a certain version ofthe the data is there's a reason John anonymized the data. So a lot of reasons to just, you know, go for a data protection solution beyond what the Cloud Windows offer it offer themselves available. >> One of things we hear is in a hybrid and multi cloud world. I've got my data and a lot of places. So if I can have something that is agnostic tall, those locations that companies like cohesive have done, how does this new SAS offering fit into all of those other environments? If I'm already cohesive customers, they're going to be a similar look and feel. And am I gonna understand that you know what? What? What's the same? What's different? >> Yeah, so we have ah, Helios, which is our SAS management portal. So that's what customers used today. For all they're both on premise as well as crowd deployments on the way it works is it provides you that truly I know single pane of glass is sort of very abuse word, but it really provides us a single view into all your environments across raiders, different deployments off cohesively, whether it's at the edge of the data center or in the cloud. And so in the service, we leverage the same, you know, Helios Banishment portal, but in a much more simply fired format because you're you're taking some off the, you know, administrative aspect away from the customers and having to just provide them just this. The service Functional lady off. Just backup in >> recovery. What is the pricing model for the cloud Backup service is a capacity based usage base monthly. How's it work? >> S Oh, it's truly a consumption based, more like everything else that we're aware off in the clouds. So the way it's priced is it's based on the consumption consumption on the service, the city service, and here's where we provide that benefit back to the inn customer in terms ofthe great deal application and the storage efficiency benefits that we offer provide a lot, you know, lower capacity that actually lands on the service. A supposed to you know what, maybe running in your primary environment. So we provide that benefit back to the customer in terms ofthe charging them on a usage based on consumption based model, in this case, based on the capacity that's landed on the service. And so it's again, like I said earlier, it's integrated with the Google billing. So when a customer looks at their monthly Google infra infrastructure costs, it also includes an additional line item for the cohesively service. So the customer at the end of the day just has to deal with their gcpd. >> So it's a true cloud cloud pricing model, absolute, which is which I say that because much, if not most, of the SAS products that you purchase are not what I would consider to cloud model You'LL you know, make the annual commitment or a multi year commitment. And as the vast majority of the SAS says, the infrastructure guys, they think, got it right. >> You could scale only one way up. Yeah, >> that's good. All right, so I give you closing thoughts on on Google Next your your announcement of the future for the city. >> The one thing that excited me from the keynote this morning was was Antos. I mean, they talked about how that could be a single control plane, not just for G c p, but potentially across other clouds, clouds as well and and even on trim on. That's where I think there is more synergy. There's more partnership because we excel in the data center we excel in the cloud on. So I'm looking forward to this partnership with Google to extend cloud backup service beyond what we have released today. >> Still, what you call the motion for the cloud that powerful concept and we know what the motion did for virtual ization. And so we'll see what at those could do for cloud and cloud management. So thanks very much for coming back And >> thanks for hosting his guys. Really a pleasure to be here. >> Good to see again. All right, keep it right to everybody. He watched the Cube live from Google next twenty eighteen I'm dying day Volante was to minimum John Furry is also here. We'LL be right back after this short break from Mosconi

(upbeat music) >> Live from Barcelona, Spain, it's theCUBE! Covering Ciscolive! Europe brought to you by Cisco and its ecosystem partners. >> Welcome back to Barcelona everybody. You're watching theCUBE, the leader in live tech coverage. This is our first day of three days of coverage for Cisco live for Europe. Lynn Lucas is here, she's the chief marketing officer for Cohesity. Lynn, great to see you again. Thanks for coming on. >> Great to see you here in Europe. >> We were just saying it's the first time that we've done this on the continent so, another first. >> Yeah, another first. >> So pleased to be in the US with you guys at multiple shows, and now we're here in Barcelona. >> So it's a great venue. We've actually done you know, a number of shows here and again, it's a pleasure having you on. Let's see, let's get right to it. What's going on with you guys in Cisco? You got some news? Let's talk about it. >> Absolutely. >> As you know, we don't stop innovating, continuous innovation at Cohesity, and a number of new things. So, last week we announced a new Cisco validated design with HyperFlex, and Cohesity integrating for Snapshot. Integration for backup, and of course, instant recovery of that critical data center infrastructure and we're calling it HyperSquared. So you get full hyperconvergence for your primary and of course, your backup and other secondary applications. >> And those guys this morning talked about HyperFlex anywhere Stu so, it's like infinitive hype and infinity HyperFlex. >> HyperSquared. >> So, HyperSquared, love it. So you guys will, how's that work? Obviously you want to be the provider of data protection provider for multi-cloud. That's a huge opportunity for you guys. >> Absolutely. >> So how do you do that? You'll plug into whatever framework the customer wants, presumably a lot of customers want the Cisco framework, how does that all- >> No, absolutely, you hit the nail on the head. I mean, Cisco, obviously one of the most respected IT leaders in the world. Tens of thousands of customers globally depend on them. I'm a Cisco Alum, love being back here at the old stomping grounds. And Cisco's been an investor in Cohesity now since our Series C, so they really saw the promise and the benefit of what Cohesity offers with hyperconverge solutions for modern backup, recovery, and two year point to the cloud. You know Cisco's talking a lot about multi-cloud here and Cohesity with our native cloud integration helps customers protect those backups on, or those applications on HyperFlex. And then instantly move them to a cloud of choice and then as you've mentioned, Cisco has so many fantastic relationships that they're a very strong go to market partner with us. When customers want to buy a solution, they can get the whole solution from Cisco, including Cohesity. >> Yeah Lynn, glad we have you on. >> Because connecting the dots between something like hyperconverge, which we've been talking about for a number of years now and how that fits into multi-cloud is, it's a little clunky sometimes because like, when I've got my data center am I just doing backup to the cloud? Cause what we know is customers at Cisco says their data is, you know, kind of de-centered. It's no longer in the data center, it's all over the place. Companies like Cohesity can give you that centralized data protection no matter where your environment is. Walk us through what you're hearing from your customers, how they look at their data center versus the multicloud environment and data production. >> Yeah so, I think it's you know, customers are now understanding that its not either or, right? There was a time when people thought "wow I'm going to move everything to the cloud" and I really think there's a maturing of an understanding of what's going to work well for me in this cloud first world, what do I want to put there and then what am I going to keep on premises. So that's one of the things that Cohesity innovated; our core technology, a distributed webscale file system, spanning file system which spans the data center and the cloud world seamlessly. And what we're seeing is customers are really using the cloud for archiving, getting off of tape because then they get that search capability very easy when they need to. Tiering and then most importantly, disaster recovery you know, in the event of something man made or natural. Many many organizations moving to the cloud for their second site and with Cohesity, it's very easy to make that transfer happen in a very seamless way with our capabilities set. So I think what we're seeing is this real maturing of how customers look at it as a real holistic environment. And so Cisco calling it data centered, but we call this mass data fragmentation and then with our spanning file system being able to really consolidate that now. >> Yeah, another thing that needs that kind of holistic view is security. >> I know its something that's in your product, there was a ransomware announcement that you made last week. Tell us how security fits into this world. >> Yeah well I think that we all hate to say it, but that old phrase the new normal, unfortunately ransomware and malware has become the new normal for organizations of all sizes. Here in Europe we had that awful situation with the NHS and the UK last year, and it's happening everywhere. So one element that these attackers are taking is looking at how to disable backups. And so this is really important that as a part of a holistic security strategy, that organizations take a look at that attack vector. So what Cohesity has introduced is really unique. It's three steps. It's detect, prevent, and then recover. So detect in terms of capabilities to see if there are nefarious changes being happened to the file system right? And then prevent with Helios automatically detecting and with our smart assistant providing that notification. And then if need be, recover with our instant mass restore capability going back to any point in time with no performance issue. This is not taking time for the rehydration, the spanning file system doing this instantly, and allowing an organization to basically say "sorry, not today attackers", we don't need to pay you because we can instantly restore back to a safe point in time. >> So let's unpack those a little bit if we could. The detect piece, I presume there's an analytics component to that? You're observing the behavior of the backup corpus, is that right? Which is a logical place because it's got all the corporate data in there. >> That's correct. >> So, last year we introduced Helios, which is our global sass space management system. It has machine learning capability in it. And that's providing that machine learning based monitoring to see what kinds of anomalies may be happening that is then proactively alerted to the IT team. >> And then the recovery piece as well like you said, its got to be fast. You got to have high performance, high performance data movement, and that's fundamental to your file system is that what I'm hearing or the architecture? >> That's correct. >> That's one of the differences of our modern backup. Solution versus some of the non-hyperconverge architectures is the distributed web file system which our CEO, Mohit Aron, he was formerly at Google, helped with developing their file system, has what's called instant ability to go back into any point in time and recover not just one VM. At Vmware a couple years ago we demonstrated thousands of VMs at a time and the reason for that is this web scale file system, which is really unique to Cohesity. And that's what allows an IT organization to not be held hostage because they can not have to potentially spend not just hours, but even days with the old legacy systems trying to rehydrate, you know, these backups. If they have to go back potentially many months in time because you don't know that that ransomware may have been introduced not say yesterday, but it might have been several months ago. And that's one of the key advantages of this instant mass restore. >> I mean, this is super important right Stu? Cause we're talking about very granular levels of being able to dial up, dial down, you can tune it by application. A high value application, you can have much greater granularity. Some of the craplications, maybe not as important. So the flexibility is key there. How about customers? Any new customers that you can talk about? >> Absolutely. >> So one of the ones since we're here at Ciscolive! So Cisco along with Cohesity, we've been working with one of the largest global manufactures of semiconductors and other electronic equipment. Tokyo Electron based in Tokyo, but also here in the UK on the continent. They had one of those older backup solutions and were challenged with the time it was taking them to backup, the restores not being predictable. So they've gone with Cohesity, running on Cisco UCS because we're a software defined platform. We offer our software on our customers choice of certified solutions and of Cisco UCS. So they've started with backup but they're now moving very quickly into archiving to the cloud, helping reduce their costs and get off of tape, and to disaster recovery ultimately. So, super excited that together with Cisco, we can help this customer modernize their data center and accelerate their hybrid cloud strategy at the same time. >> Awesome. And then you guys are also protecting the Cisco live network here? Tell us about that. >> Yeah so you know, Cisco builds an amazing network here I mean, you've seen the operation center, a huge team of people. But as we all know, things can go wrong potentially. And so, we are protecting the critical services that Cisco's providing to all of the Ciscolive! Attendees here so should something happen, which I'm sure won't, Cohesity will be used to instantly recover and bring back up critical services like DNS and other areas that they're depending on to serve all of the thousands of show goers here. >> So, super hot space, we talked about this at VMworld. Actually last couple of years just how much activity and interest there is and the whole parlance is changing and I wonder if you could comment. It used to be backup when the world was tape. Now you're talking about data protection, data management, which could mean a lot of things to a lot of people. To us storage folks its pretty specific but you're seeing a massive evolution of the space, cloud clearly is the underpinning of the tailwind, and it requires you guys to respond as an industry. And Cohesity specifically as a company. So I wonder if you could talk about some of those major trends and how you guys are responding and how you're leading. >> Yeah. Yeah I think, you know, folks have been a little bit surprised like wait a minute, what's this kind of sleepy industry? Why is it getting all this funding? I mean our own Series D funding, middle of last year 250 million dollars, Softbank banked along with Sequoia of course. But really the trend is being talked about here at Ciscolive! Is data is, I don't want to say the new oil, but its the water of the world right? I mean, it's absolutely crucial to any business these days. Other than your talent, it's your most important business asset and the pressure on the board and the CEO and the CIO in turn to be agile, to do more with that data, to know what you have, because here we are in Europe, GDPR increasing regulations, is super important. And so, you know, this has really brought forth the need to create holistic ways to organize and manage and have visibility to all of that data. And it's massively fragmented. We put out that research last year, massive data fragmentation, and most of that data has been kind of under the water line in most peoples minds, you know. You think about your primary applications in data that's really only 20% and the other 80% in testev and analytics and backup, has been pretty fragmented and siloed and it hasn't yet had that vision of how can we consolidate that and move it into a modern space until folks like Mohit Aron you know, founded Cohesity and applied those same hyperconverge techniques that he did at Nutanix. So I think this investment just further validates the fact that data is the most important business asset and people are really in need of new solutions to manage it, protect it, and then ultimately do more with it. Gain insights out of it. >> You know, just a couple comments on that. >> One is you know, we always joke about data is the new oil, its even more valuable because you can use data in multiple places, you can only put oil in your car once. And so, companies are beginning to realize that. How valuable it is, trying to understand that value, how to protect that, and then GDPR. It's interesting, its really the fines went into effect in Europe last May. But its become a template, a framework globally. People, you know, US companies are saying alright we got to prepare for GDPR, and then local jurisdictions are now saying well that's a decent starting point. And so its not just confined to Europe. It's really on everybody's mind. >> It is. >> You brought up the cloud before, and you know the cloud is a new way for people to be agile and they're getting a lot of value out of it. But it also continues to fragment their data and the visibility in talking to a large CIO of Fortune 100, a large organization, he actually has less visibility in many ways in the cloud because of the ease of proliferation of testev, and that is creating more stress I would say in the system, and need for solutions to both provide and enhance that agility, move data to the cloud easily, move it out when you need to, but also with regulation be able to identify and delete as you know, with GDPR if needed, the information that your customer may ask you to remove from your systems. >> Yeah well, I love this conversation. >> I love following Cohesity because you guys are up leveling the entire game. I've been following the data protection space for decades now and the problem with data protection is there's always been a bolt on. And companies like Cohesity, both with the funding, your vision, you're really forcing the industry to kind of rethink data protection. Not as a bolt on but as a fundamental component of digital strategies and data strategies. So it's fun watching you guys. Congratulations on all the growth. I know you've got more to go. So thanks so much for coming to theCUBE and its always a pleasure to see you. >> Always a pleasure to be here with you guys. Thanks very much. >> You're very welcome. Alright keep it right there everybody. Stu Miniman and Dave Vellante from Ciscolive! Barcelona. You're watching theCUBE. (upbeat music)

>> Live from Barcelona, Spain. It's the cue covering Sisqo Live Europe, brought to you by Cisco and its ecosystem partners. >> Welcome back to Barcelona, everybody. You watching the Cube? The leader in live tech coverage is the first day of three days of coverage for Sisqo. Live for Europe. Lin Lucas is here. She's the chief marketing officer for Kohi City. Lend great to see you again. Thanks for coming on. >> Great to see you here in Europe. >> We were just saying it's the first time that we've done this on the continent. So another >> first? Yeah. Another first. Been s so pleased to be in the U. S with you guys, that multiple shows. And now we were here in Barcelona, >> so it's a great venue. We've actually done a number of shows here. Then again, it's a pleasure having you on. Let's see, Let's get right to it. What's going on with you guys and Cisco? You got got some news. Let's talk about >> Absolutely. As you know, we don't stop innovating continuous innovation at Cohesity and a number of new things. So last week we announced a new Cisco validated design with hyper flex and Cohesity integrating for snapshot integration for backup and, of course, instant recovery of that critical data center infrastructure. And we're calling it hyper squared. So you get full hyper convergence for your primary and, of course, your backup. Another secondary application. >> And those guys just want to talk about hype reflects anywhere. Still, so it's like infinitive hype. Infinity, hyper flex, >> hyper square, >> so hyper squared. Love it. So you guys will. How does that work? You'll obviously you want to be the provider of data protection provider from Multi Cloud. That's a huge opportunity. So how do you do that? You'll you'll plug into whatever framework that customer wants. Presumably, a lot of customers wanted the Cisco framework out. Is that all? >> Oh, absolutely. Hit the nail on the head. I mean, Cisco, obviously, one of the most respected leaders in the world, tens of thousands of customers globally depend on them. I'm Francisco alum love being back here at the old stomping grounds and Cisco's been an investor in cohesive he now, since our serious sees. So, they really saw the promise in the benefit of what Kohi City offers with hybrid converge solutions for modern backup recovery. And to your point to the cloud. You know, Cisco's talking a lot about multi cloud here and cohesive E with our native cloud integration helps customers protect those backups on or those applications on hyper flex, and then instantly move them to a cloud of choice. And then, as you've mentioned, Cisco has so many fantastic relationships that there are very strong go to market partner with us. And when customers wanted by solution, they could get the whole solution from Cisco, including Cohesive >> Yulin. We're glad we have you on because connecting the dots between something like hyper converge, which we've been talking about for a number of years now, and how that fits into multi cloud. To some, it's a little clunky sometimes goods like. But I've got my data center. Or am I just doing backup to the cloud? Because what we know is customers, a. Cisco says their data is, you know, kind of de centred. It's no longer in the in the data center of all over the place. Companies like Kohi City can give you that centralized data protection. No matter where your environment is, walk us through what you're hearing from your customers. How they look at kind of their data center versus the multi cloud environment and data protection. >> Yeah, so I think it's Ah, you know, I think customers air now understanding that it's not either or right. There was a time when people thought, Wow, I'm going to move everything to the cloud And I really think there's a maturing of an understanding of what's going to work well for me in this cloud First world, what do I want to put there? And then what am I going to keep on premises? So that's one of the things that Cohee City innovated our core technology. A distributed Web scale file system spanning file system, which spans the data center and the cloud world seamlessly. And what we're seeing is customers air really using the cloud for archiving, getting off of tape because then they get that search capability very easy when they need Teo tearing and then, most importantly, disaster recovery. You know, in the event of something man made or natural, many, many organizations moving to the clouds for their second sight. And with Kohi City, that's very easy to make. That transfer happened in a very seamless way with our capability set. So I think what we're seeing is this really maturing of how customers look at it as a really holistic environment. And so Cisco calling it data centered. But we call this, you know, mass data fragmentation. And then with our spanning file system being able to really consolidate that now >> yeah, another thing that needs that kind of holistic view is security. I know it's something that's in your product. There was a random where announcement that you made last week tells how security fits into this world. >> Yeah, well, you know, I think we all hate to say it, but you know that old phrase, the new normal unfortunately ran somewhere, and malware has become the new normal for organizations of all sizes. You know, here in Europe, we have that off the situation with the N HS in the UK last year. Andi, it's happening everywhere. So you know one element that the's attackers air taking is looking at how to disable backups. And so this is really important that as a part of a holistic security strategy that organizations take a look at that attack vector. So what cohesive he's introduced is really unique. It's three steps. It's prevent its detect, prevent and then recover. So detect in terms of capabilities to see if there are nefarious changes being happened to the file system right, and then prevent with Helios automatically detecting and with our smart assistant providing that notification and then, if need be, recover with our instant mass restore capability, going back to any point in time with no performance issue. This is not taking time for the rehydration spanning file system doing this instantly and allowing an organization to basically say, Sorry, not today, attackers. We don't need to pay you because we can instantly restore back to a safe point in time. >> So let's unpack those a little bit. If we could detect piece, I presume there's an analytics component to that. You're you're observing the the behavior of the of the backup corpus is that right there, Which is a logical place because it's got all the corporate data in there >> that that's correct. So last year we introduced Helios, which is our global SAS space management system, as machine learning capability in it. And that's providing that machine learning based monitoring to see what kinds of anomalies may be happening that is then proactively alerted to the team >> and then the recovery piece, a ce Well, like you said, it's it's got to be fast. Gotta have high performance, high performance data movement, and that's fundamental to your file system. Is that what I'm hearing >> that architecture that's correct. That's one of the differences of our modern backup solution. Versus some of the non hyper converge architectures is the distributed Web file system, which our CEO Motorin, he was formally at Google, helped with developing their file system has what's called instant ability to go back into any point in time and recover not just one of'em, but actually at a v M wear. A couple years ago, we demonstrated thousands of'em is at a time, and the reason for that is this Web scale file system, which is really unique to Kohi City. And that's what allows a nightie organization to not be held hostage because they can not have two potentially spend not just ours, but even days with the old legacy systems trying to rehydrate. You know these backups if they have to go back potentially many months in time because you don't know that that ran somewhere may have been introduced, not say yesterday, but might have been several months ago, and that's one of the key advantages of this instant master store. >> I mean, this is super important rights, too, because we're talking about very granular levels of being able to dial up dial down. You could tune it by application of high value applications. You can. You have much greater granularity some of the crap locations that not, maybe not. It's important. So flexibility is key there. How about customers, any new customers that you can talk about? >> Absolutely. So one of the ones since we're here, it's just go live. So Cisco, along with Kohi City, we've been working with one of the largest global manufacturers of semiconductors and other electronic equipment, Tokyo Electron, based in Tokyo but also here in the U. K. On the continent. And they had one of those older backup solutions and were challenged with time. It was taking them to back up the restores not being predictable. So they've gone with Cohesive e running on Cisco UCS. Because we're a software to find platform. We offer our software on our customers, you know, choice of Certified Solutions and Cisco UCS. And so they've started with backup, but they're now moving very quickly into archiving to the cloud, helping reduce their costs and get off of tape and to disaster recovery. Ultimately, so super excited that together with Cisco, we could help this customer modernized their data center and, you know, accelerate their hybrid clouds strategy at the same time. >> Awesome. And then you guys were also protecting the Sisqo Live network here. What? Tell us about that? >> Yes. Oh, you know, Cisco builds an amazing network here. I mean, you've seen the operations center, a huge team of people. But as we all know, things could go wrong. Potentially. And so we are protecting the critical services that Cisco's providing to all of this is go live attendees here. So should something happen, which I'm sure won't. Kohi City will be used to instantly recover and bring backup critical services like DNA and other areas that they're depending on to serve. All of the thousands of showgoers here. >> So super hot space. We talked about this at PM World. Actually, last couple of years. Just how much activity and interest there is and the whole parlance is changing land on one of you could come and I used to be you back up when the world was tape. Now you're talking about data protection data management, which could mean a lot of things to a lot of people to a storage folks. It's, you know, it's pretty specific, but you're seeing a massive evolution of the space cloud. Clearly is the underpinning of the tailwind on it requires you guy's toe. To respond is an industry and cohesive, specifically is a company. So I wanted to talk about some of those major trends and how you guys are responding and you're leading. And, >> yeah, I think you know, folks have been a little bit surprised, like, Wait a minute. What's this kind of sleepy industry? Why is it getting all this funding? I mean, our own Siri's de funding. Middle of last year, two hundred fifty million dollars. Softbank banked along with Sequoia, of course. But really, the trend, as is being talked about Francisco Live, is data is. I don't want to say the new oil, but it's the water of the world, right? I mean, it's absolutely crucial to any business, the's days other than your talent. It's your most important business asset. >> And >> the pressure on the board and the CEO and the CEO and turn to be agile to do more with that data to know what you have because here we are in Europe, GDP are increasing, regulations is super important. And so you know, this has really brought for be need to create holistic ways to organize and manage and have visibility toe all of that data, and it's massively fragmented. We put out that research last year, massive data fragmentation and most of that data has been kind of under the water line in most people's minds. You know, you think about your primary applications and data that's really only twenty percent, and the other eighty percent in test Evan Analytics and Backup has been pretty fragmented in Siloed, and it hasn't yet had that vision of How could we consolidate that and move it into a modern space until folks like Mode Erin, you know, founded Cohesive E and applied those same hyper converge techniques that he did at new tonics. So I think that this investment just further validates the fact that data is the most important business asset, and people are really in need of new solutions to manage it, protected and then ultimately do Mohr with it gain insights out of it. >> You know, just a couple comments on that one is, you know, data. We always joke about data's the new oil. It's even more valuable because you can use data in multiple places. You can only put oil in your car once. And so so companies of being in and to realize that how valuable it is trying to understand that value, how to protect that and the GPR. It's interesting. It's it's really. The fines went into effect in Europe last May, but it's become a template, a framework globally. People, you know us. Compensate. All right, we gotta prepare for GPR. And then local jurisdictions announced thing. Well, that's a decent starting point. And so it's not just confined to Europe. It's really on everybody's mind. >> It is, and you brought up the cloud before. And you know the cloud is a new way for people to be agile, and they're getting a lot of value out of it. But it also continues to fragment their data and the visibility. No. In talking Teo Large CIA O of, ah, Fortune one hundred large organisation. He's actually has less visibility in many ways in the cloud because of the ease of proliferation of test ever. And that is creating Mohr. You know, stress, I would say in the system and need for solutions to both provide an enhanced set agility. Move data to the cloud, easily move it out when you need to. But also with regulation, be able to identify and delete. As you know, with GPR if needed, the information that you know your customer may ask you to remove from your systems. >> Yeah, well, I love this conversation a little following cohesively because you guys are up leveling the entire game. I've been following the data protection space for decades now, and the problem with data protection is has always been a bolt on, and companies like, oh, he city both with the funding your your vision. He really forcing the industry. They're kind of re think data protection, not as a bolt on what is a fundamental component of digital strategies and data strategy. So it's fun watching you guys. Congratulations on all the growth. I know you got more to go. So thanks so much for coming in the Cuban and always a pleasure to see you. >> All of always a pleasure to be here with you guys. Thanks very much. >> You're very welcome. All right. Keep it right there, buddy. Stew Minimum and David Lantz from Cisco Live. Barcelona. You watching the Cube?

(upbeat music) >> Live from Barcelona, Spain, it's theCUBE! Covering Ciscolive! Europe brought to you by Cisco and its ecosystem partners. >> Welcome back to Barcelona everybody. You're watching the Cube, the leader in live tech coverage. This is our first day of three days of coverage for Cisco live for Europe. Lynn Lucas is here, she's the chief marketing officer for Cohesity. Lynn, great to see you again. Thanks for coming on. >> Great to see you here in Europe. >> We were just saying it's the first time that we've done this on the continent so, another first. >> Yeah, another first. >> So pleased to be in the US with you guys at multiple shows, and now we're here in Barcelona. >> So it's a great venue. >> We've actually done you know, a number of shows here and again, it's a pleasure having you on. Let's see, let's get right to it. What's going on with you guys in Cisco? You got some news? Let's talk about it. >> Absolutely. >> As you know, we don't stop innovating, continuous innovation at Cohesity, and a number of new things. So, last week we announced a new Cisco validated design with HyperFlex, and Cohesity integrating for Snapshot. Integration for backup, and of course, instant recovery of that critical data center infrastructure and we're calling it HyperSquared. So you get full hyperconvergence for your primary and of course, your backup and other secondary applications. >> And those guys this morning talked about HyperFlex anywhere Stu so, it's like infinitive hype and infinity HyperFlex. >> HyperSquared. >> So, HyperSquared, love it. So you guys will, how's that work? Obviously you want to be the provider of data protection provider for multi-cloud. That's a huge opportunity for you guys. >> Absolutely. >> So how do you do that? You'll plug into whatever framework the customer wants, presumably a lot of customers want the Cisco framework, how does that all- >> No, absolutely, you hit the nail on the head. I mean, Cisco, obviously one of the most respected IT leaders in the world. Tens of thousands of customers globally depend on them. I'm a Cisco Alum, love being back here at the old stomping grounds. And Cisco's been an investor in Cohesity now since our Series C, so they really saw the promise and the benefit of what Cohesity offers with hyperconverge solutions for modern backup, recovery, and two year point to the cloud. You know Cisco's talking a lot about multi-cloud here and Cohesity with our native cloud integration helps customers protect those backups on, or those applications on HyperFlex. And then instantly move them to a cloud of choice and then as you've mentioned, Cisco has so many fantastic relationships that they're a very strong go to market partner with us. When customers want to buy a solution, they can get the whole solution from Cisco, including Cohesity. >> Yeah Lynn, glad we have you on. >> Because connecting the dots between something like hyperconverge, which we've been talking about for a number of years now and how that fits into multi-cloud is, it's a little clunky sometimes because like, when I've got my data center am I just doing backup to the cloud? Cause what we know is customers at Cisco says their data is, you know, kind of de-centered. It's no longer in the data center, it's all over the place. Companies like Cohesity can give you that centralized data protection no matter where your environment is. Walk us through what you're hearing from your customers, how they look at their data center versus the multicloud environment and data production. >> Yeah so, I think it's you know, customers are now understanding that its not either or, right? There was a time when people thought "wow I'm going to move everything to the cloud" and I really think there's a maturing of an understanding of what's going to work well for me in this cloud first world, what do I want to put there and then what am I going to keep on premises. So that's one of the things that Cohesity innovated; our core technology, a distributed webscale file system, spanning file system which spans the data center and the cloud world seamlessly. And what we're seeing is customers are really using the cloud for archiving, getting off of tape because then they get that search capability very easy when they need to. Tiering and then most importantly, disaster recovery you know, in the event of something man made or natural. Many many organizations moving to the cloud for their second site and with Cohesity, it's very easy to make that transfer happen in a very seamless way with our capabilities set. So I think what we're seeing is this real maturing of how customers look at it as a real holistic environment. And so Cisco calling it data centered, but we call this mass data fragmentation and then with our spanning file system being able to really consolidate that now. >> Yeah, another thing that needs that kind of holistic view is security. >> I know its something that's in your product, there was a ransomware announcement that you made last week. Tell us how security fits into this world. >> Yeah well I think that we all hate to say it, but that old phrase the new normal, unfortunately ransomware and malware has become the new normal for organizations of all sizes. Here in Europe we had that awful situation with the NHS and the UK last year, and it's happening everywhere. So one element that these attackers are taking is looking at how to disable backups. And so this is really important that as a part of a holistic security strategy, that organizations take a look at that attack vector. So what Cohesity has introduced is really unique. It's three steps. It's detect, prevent, and then recover. So detect in terms of capabilities to see if there are nefarious changes being happened to the file system right? And then prevent with Helios automatically detecting and with our smart assistant providing that notification. And then if need be, recover with our instant mass restore capability going back to any point in time with no performance issue. This is not taking time for the rehydration, the spanning file system doing this instantly, and allowing an organization to basically say "sorry, not today attackers", we don't need to pay you because we can instantly restore back to a safe point in time. >> So let's unpack those a little bit if we could. The detect piece, I presume there's an analytics component to that? You're observing the behavior of the backup corpus, is that right? Which is a logical place because it's got all the corporate data in there. >> That's correct. >> So, last year we introduced Helios, which is our global sass space management system. It has machine learning capability in it. And that's providing that machine learning based monitoring to see what kinds of anomalies may be happening that is then proactively alerted to the IT team. >> And then the recovery piece as well like you said, its got to be fast. You got to have high performance, high performance data movement, and that's fundamental to your file system is that what I'm hearing or the architecture? >> That's correct. >> That's one of the differences of our modern backup. Solution versus some of the non-hyperconverge architectures is the distributed web file system which our CEO, Mohit Aron, he was formerly at Google, helped with developing their file system, has what's called instant ability to go back into any point in time and recover not just one VM. At Vmware a couple years ago we demonstrated thousands of VMs at a time and the reason for that is this web scale file system, which is really unique to Cohesity. And that's what allows an IT organization to not be held hostage because they can not have to potentially spend not just hours, but even days with the old legacy systems trying to rehydrate, you know, these backups. If they have to go back potentially many months in time because you don't know that that ransomware may have been introduced not say yesterday, but it might have been several months ago. And that's one of the key advantages of this instant mass restore. >> I mean, this is super important right Stu? Cause we're talking about very granular levels of being able to dial up, dial down, you can tune it by application. A high value application, you can have much greater granularity. Some of the craplications, maybe not as important. So the flexibility is key there. How about customers? Any new customers that you can talk about? >> Absolutely. >> So one of the ones since we're here at Ciscolive! So Cisco along with Cohesity, we've been working with one of the largest global manufactures of semiconductors and other electronic equipment. Tokyo Electron based in Tokyo, but also here in the UK on the continent. They had one of those older backup solutions and were challenged with the time it was taking them to backup, the restores not being predictable. So they've gone with Cohesity, running on Cisco UCS because we're a software defined platform. We offer our software on our customers choice of certified solutions and of Cisco UCS. So they've started with backup but they're now moving very quickly into archiving to the cloud, helping reduce their costs and get off of tape, and to disaster recovery ultimately. So, super excited that together with Cisco, we can help this customer modernize their data center and accelerate their hybrid cloud strategy at the same time. >> Awesome. And then you guys are also protecting the Cisco live network here? Tell us about that. >> Yeah so you know, Cisco builds an amazing network here I mean, you've seen the operation center, a huge team of people. But as we all know, things can go wrong potentially. And so, we are protecting the critical services that Cisco's providing to all of the Ciscolive! Attendees here so should something happen, which I'm sure won't, Cohesity will be used to instantly recover and bring back up critical services like DNS and other areas that they're depending on to serve all of the thousands of show goers here. >> So, super hot space, we talked about this at VMworld. Actually last couple of years just how much activity and interest there is and the whole parlance is changing and I wonder if you could comment. It used to be backup when the world was tape. Now you're talking about data protection, data management, which could mean a lot of things to a lot of people. To us storage folks its pretty specific but you're seeing a massive evolution of the space, cloud clearly is the underpinning of the tailwind, and it requires you guys to respond as an industry. And Cohesity specifically as a company. So I wonder if you could talk about some of those major trends and how you guys are responding and how you're leading. >> Yeah. Yeah I think, you know, folks have been a little bit surprised like wait a minute, what's this kind of sleepy industry? Why is it getting all this funding? I mean our own Series D funding, middle of last year 250 million dollars, Softbank banked along with Sequoia of course. But really the trend is being talked about here at Ciscolive! Is data is, I don't want to say the new oil, but its the water of the world right? I mean, it's absolutely crucial to any business these days. Other than your talent, it's your most important business asset and the pressure on the board and the CEO and the CIO in turn to be agile, to do more with that data, to know what you have, because here we are in Europe, GDPR increasing regulations, is super important. And so, you know, this has really brought forth the need to create holistic ways to organize and manage and have visibility to all of that data. And it's massively fragmented. We put out that research last year, massive data fragmentation, and most of that data has been kind of under the water line in most peoples minds, you know. You think about your primary applications in data that's really only 20% and the other 80% in testev and analytics and backup, has been pretty fragmented and siloed and it hasn't yet had that vision of how can we consolidate that and move it into a modern space until folks like Mohit Aron you know, founded Cohesity and applied those same hyperconverge techniques that he did at Nutanix. So I think this investment just further validates the fact that data is the most important business asset and people are really in need of new solutions to manage it, protect it, and then ultimately do more with it. Gain insights out of it. >> You know, just a couple comments on that. >> One is you know, we always joke about data is the new oil, its even more valuable because you can use data in multiple places, you can only put oil in your car once. And so, companies are beginning to realize that. How valuable it is, trying to understand that value, how to protect that, and then GDPR. It's interesting, its really the fines went into effect in Europe last May. But its become a template, a framework globally. People, you know, US companies are saying alright we got to prepare for GDPR, and then local jurisdictions are now saying well that's a decent starting point. And so its not just confined to Europe. It's really on everybody's mind. >> It is. >> You brought up the cloud before, and you know the cloud is a new way for people to be agile and they're getting a lot of value out of it. But it also continues to fragment their data and the visibility in talking to a large CIO of Fortune 100, a large organization, he actually has less visibility in many ways in the cloud because of the ease of proliferation of testev, and that is creating more stress I would say in the system, and need for solutions to both provide and enhance that agility, move data to the cloud easily, move it out when you need to, but also with regulation be able to identify and delete as you know, with GDPR if needed, the information that your customer may ask you to remove from your systems. >> Yeah well, I love this conversation. >> I love following Cohesity because you guys are up leveling the entire game. I've been following the data protection space for decades now and the problem with data protection is there's always been a bolt on. And companies like Cohesity, both with the funding, your vision, you're really forcing the industry to kind of rethink data protection. Not as a bolt on but as a fundamental component of digital strategies and data strategies. So it's fun watching you guys. Congratulations on all the growth. I know you've got more to go. So thanks so much for coming to theCUBE and its always a pleasure to see you. >> Always a pleasure to be here with you guys. Thanks very much. >> You're very welcome. Alright keep it right there everybody. Stu Miniman and Dave Vellante from Ciscolive! Barcelona. You're watching theCUBE. (upbeat music)

>> Live from Orlando, Florida, it's theCUBE, covering Microsoft Ignite. Brought to you by Cohesity and theCUBE's ecosystem partners. >> Welcome back everyone to theCUBE's live coverage of Microsoft Ignite. I'm your host, Rebecca Knight, along with my co-host Stu Miniman. We're joined by Sameer Nori, he is the director of product marketing at Cohesity. Thanks so much for coming on theCUBE, Sameer. >> Thanks Rebecca, and thanks Stu, and thanks for having me on theCUBE. I'm exciting to be here. >> So you are a tech veteran you've been in this industry for a long time, you've worked at a lot of kinds of companies, what drew you to Cohesity? >> That's a great question, so when I was at MAPR, and as you are familiar, MAPR sits at the intersection of big data and storage, and what I saw very interesting and fascinating about Cohesity was a similar hypothesis in terms of, having built its own file system but then really applying it to a different realm of the market, in terms of secondary data and applications starting with backup as the foundation. And as you are aware, analytics is a part of our road map and a solution that we enabled. But you know, some starter things there, but that's kind of actually what really drove me and the opportunity to really try and be part of another hybrid company and apply my experience from prior industries into different segments. >> So you lead outbound marketing for Cohesity's Cloud Solutions, tell our viewers a little about what you do, and what your day is like? >> Sure, so my day oscillates and changes between developing value prop and messaging for our solutions, working with customers to understand their pain points and challenges, being able to translate that into tangible benefits for customers to parley off of, and then really enabling and working with our sales teams closely to help them, arm them with the necessary things they need to go succeed in the market. >> Sameer you've got an interesting space, questions I think we all get in the industry is, things are changing a lot, what do I do with my applications? If you look at the enterprise, most enterprises have hundreds, if not thousands of applications, and it's not a trivial thing to say, oh well, yeah we'll just put everything in the cloud, that'll be real easy, right? You've got SaaS, Microsoft opened the door of the flood gates really pushing everybody to Office 365 to SaaS-ify a lot of what you are doing. Public cloud is a big growth and then private cloud really modernizing the environment, what are you seeing and hearing from customers as to how they deal with the portfolio of their applications mobility of what they're doing? Where does Cohesity play and advise and help with those solutions? >> Sure, that's a great question too. So I think really what we see from customers is a combination of a couple of things. As you said, they've got thousands or probably hundreds of applications, they are not going to take a big chunk of those and just move them to the cloud as is, right? You got to select the right workloads and the right data and do the assessment and the viability fit, in terms of what makes sense. I think where our sweet spot really is is kind of back to what I said earlier. Really sort of using back up as the foundation for what customers can do and our core hypothesis has always been that backup should not be just an insurance policy. You can do a whole lot more with it. So what we see customers doing is taking their backups on premises, which are often times just idle with alternative solutions, reusing them in the cloud for test dev purposes, where it makes sense. So the easy way to convert formats, so if you are in VMDK format to the VHD format in Azure. Spin it up, run your test of processes. At the end when you're done, you can move those things back on premises and really use it in that context. So for us really I think it's a combination of assessing the right use case and the right application of the workload. And then making that, helping customers with understanding that and making that shift in that case. >> So talk a little bit about the biggest customer pain points and how you develop the right solution for them in this customized and tailored way. >> Sure, so I think for us, from our perspective, what we are seeing with challenges, customers their back up data is sitting idle. It's shocking actually sometimes to hear that, if we're talking to IT and storage teams, and the application test and development teams with their peers, they often have to wait weeks, or sometimes even months, to get a copy of data that they need. I think in today's world that shouldn't be the case, right? Our value prop really there is to help eliminate those expensive copies of data that are getting made. And because our platform is so purpose built and agile with the effect of reusing that backup data for test dev, that's actually where we really see the sweet spot coming together. Customers have even asked us, for example in our UI, can you actually provision test dev data and make it more self-service in nature right from that view point. I think that is something we are looking into. Into what makes sense there from a capability. But that's kind of really actually where we see the challenge and how we are enabling customers into solving that. >> Yeah Sameer, I want to go back to something you said at the beginning about the premise of, I've got all my applications, and I'm going to have intelligence, usually called machine learning and the like. How are these going to come together? We hear Microsoft really talking about that's the future. Satya Nadella is well-known, you know AI, AI, AI, is one of the main things that he talks about. How is that similar with the Cohesity division? >> Yeah, so I think when we think about the application world and how we are taking advantage of things, like AI and machine learning. Our recently announced capability and product are on Helios, which is from our perspective the global management piece to manage all your secondary apps. We've injected machine learning and AI capabilities there to help customers with smart assistant type of mode and capability to help them predict their, how much, when they need more capacity. Smart alerts to tell them what's happening in their system. And that's kind of both on premises and in the cloud. For us really, I think where we see specifically AI and machine learning coming together. I think as customers are injecting those in the applications they are using. I think definitely the data side of it and how that effects the underlying data landscape will make a difference, in terms of how we accommodate that. But I think from a core ML and AI perspective, Helios is our focal point in terms of what we are doing to bring those capabilities to bear. >> So what has the customer response been to them? It sounds very cool. Are customers using it? Are they finding that it is being very, that it is helping them a lot, in terms of, as you said, notifying if they need more capacity. >> Yeah, so I think it's early days for us when it comes to Helios, right? It's a pretty new product, but we're working with customers actively, especially our existing base, to get them really on board with a product and really the service. Be able to collect and assimilate all of their data, and help them with the usage of it. I think the more data we collect, as you know with machine learning and AI, the more data you collect the richer sample set you have. You can do a whole lot more with it. I think when it comes to the application side of it, the discussion we had earlier on application mobility and making that. I think the University of Pennsylvania is an interesting example of a customer we have where they have about forty different websites internally and externally. They had a planned power, building shutdown for like a day. They had a problem where they couldn't get to recreate those sites easily from their prior infrastructure. So our CloudSpin capability, which is what really helps customers take their on premises VMs and reuse them in the cloud, really came to their rescue with helping them very easily make these websites quickly operational. For them it's been a few simple clicks, and then when they are done with that, when the disaster, in this case, a planned disaster was done, they both go back to their operational on premises. So that's I think a great example of our capabilities coming to light, and really shining in the app mobility arena. But also actually spill over in a sort of disaster recovery. >> Sameer, I'm curious. One of the other things in the application space is a lot of the new appplications, call them cloud native apps if you will, what are you hearing from customers, and does Cohesity, is there something different about new type of architectures and how that ties into Cohesity's solutions? >> Yeah, absolutely so I think what we are seeing from customers is when it comes to everything that's our applications born in the cloud. Often times I think what we see as backup is kind of actually a rear guard, it's not even thought of in the context of cloud native. I think we see that being a challenge because customers, I think what they've with backup in the cloud today, they've got either a combination of manual scripts, they've got some, you know, processes they're running there. There is a lack of automation. So we have actually integrated with the snapshot API of Azure, for instance, and Azure disks. We bring through a combination of what we do on the platform side and that integration we're actually able to bring enterprise class backup capabilities to that cloud native app. The backup they can experience there. So that's kind of I think where we are looking actually to do more, in terms of that. I think we are starting to see more demand, in terms of more cloud native backup as it relates to applications that are more born in the cloud. I think with us the beauty is it's a single platform that's going to work on premises and in the cloud. And not have a separate solution that's quote unquote, just for the cloud versus one that's for on premises. >> One of the biggest challenges that so many companies have regardless of their industry is getting employees to adopt new technologies. I'm wondering how closely you work with your customers to make sure that there is a wide spread adoption and a real embrace of the Cohesity solutions. >> Sure, I think to me what's fascinating is a big value prop and message for our customers with us is the simplicity. That ranges all the way from the way they can do their upgrades with us. The way actually our interface presents itself. So in most cases, actually I think what we've heard from customers is with little to minimal training they're able to actually get up and going with Cohesity. That actually speaks volumes, to the fact, in terms of how the product and the UI and everything else was designed. We definitely have a support and services team that is, as we are starting to grow more enterprise and work with larger customers, it's starting to have those programs in place to enable customers to get up to speed quickly. But actually, in often times, more often than not, it's more the case of, I could just set it up get it up and going and I'm off to the races. >> Sameer, it's our first time here at Microsoft Ignite, over 30,000 people are here, 5,000 organizations, what takeaways do you have for people that haven't been able to attend this show? What have you seen so far? >> Sure, no, I think what I've seen is that from our viewpoint, we've seen lot of customers. We've had some great sessions with customers. We've got a couple more coming up. I think the hybrid cloud message is definitely mainstream, right? I think for customers who are not taking advantage of the services that A, Microsoft has to offer, and then B, others ISVs like us plug into that ecosystem very closely. I think customers definitely should be embracing that in full steam and moving forward with their hybrid cloud initiatives. >> Great, well Sameer, thank you so much for coming on theCUBE, it was great having you. >> Thanks, Rebecca. Thanks, Stu, I appreciate it. >> I'm Rebecca Knight, for Stu Miniman We will have more from Microsoft Ignite in just a little bit. (upbeat music)

(energetic music) >> Live from Orlando Florida, it's theCUBE, covering Microsoft Ignite. Brought to you by Cohesity, and theCUBE's ecosystem partners. >> Welcome back everyone, to theCUBE's live coverage of Microsoft Ignite here in Orlando, Florida. I'm your host, Rebecca Knight, along with my cohost, Stu Miniman. We're joined by Lynn Lucas. She is the CMO of Cohesity. Thanks so much for coming on the program, Lynn. >> Oh, just so excited to be here with you guys and host you in the Cohesity booth for the first time at Microsoft Ignite. >> It's been a lot of fun. There's a lot of buzz around here, and it's fun to be right, to be your neighbor. Exactly. >> Great. >> So today, there's been a lot of news, some new exciting announcements of integrations with Microsoft. I wonder if you can walk our viewers a little bit through what Cohesity announced today. >> Absolutely. So, we have been partners with Microsoft for some time, and today, we announced extensions to our capabilities with Microsoft Azure and Office 365. So Cohesity now extends data protection and backup for Office 365, including granular recovery of mailboxes and granular search for discovery purposes. We also have extended our integration with the Azure data box, and we also are increasing our DR capabilities for our customers with Azure so we now have fail back from the Azure Cloud for disaster recovery purposes. So, just continuing to see tremendous growth, hundreds of Microsoft customers with Cohesity, and these new capabilities are going to expand the possibilities for them. >> Lynn, it's an interesting conversation these days 'cause, you know, in our research, and we've talked about this, data's at the center of everything, and the challenge for customers is data's everywhere. You look here at the Microsoft show, well, I've got all my traditional stuff, I've got my SaaS stuff, my PubliCloud stuff, now Edge with the data box things there. Microsoft plays across there, and it sounds like Cohesity is playing in all of these areas, too. >> Absolutely, and I thought, you know, Sacha did such a good job in the keynote yesterday of really laying out the imperative for digital transformation, data being at the heart of it, but also laying out one of the key challenges which he pointed out, which is the data silos. And, I think Cohesity is right smack in the center of that conversation because we've always been about consolidating secondary data silos. And, you know, our partnership with Microsoft, really, I think, reinforces what they've been talking about, which is also a hybrid strategy that the bulk of customers that we talk to see that their data is going to be on premise, it's going to be in the cloud, and increasingly, it's goinna at the Edge, and we span all of those locations to create this one operating environment so that things like the new open data initiative, I think, will be much easier for customers because they won't be wondering, well, is my data all in one place to be operated on? >> So, talk about the problem of the data silos, because, as you said, it's one of the biggest challenges that companies face today. They are data rich and yet, this data's here and this data's here. Can you describe a little bit about what kind of problems this is for companies, and why this matters? >> So, I think it's just something folks are starting to really get a handle on. As I talked to individual folks here at the show, you'd be surprised at how many aren't even really sure, maybe, how many islands they have, you know, so, even mapping where is all my data, I think, is a capability that many organizations are still getting their arms around. And the challenge, of course, is that in today's world, it's very expensive to move large data sets, and so you want to bring compute to the data, which is what a hyper-convergence in Cohesity is about. And, when you look at the imperatives at the board level, the CEO level, they increasingly see that data becomes really the true competitive advantage for most organizations, and yet, if they can't operate or bring compute to that data and do something with it, they're really at a handicap. We call, you know, some of the newer companies are kind of data-centric or data natives, the Air BNB's, the, maybe, Netflixes of the world, not everyone aspires to be them. As well, not everyone has the resources that those companies may have had or just stay short period of time. Most organizations have the benefit of years of data. We want to level the playing field and allow them to become competitive with their data by providing that single foundation. >> Yeah, Lynn, it's a big show here. They said thirty thousand people and a really diverse ecosystem. What really surprised me is the spectrum of customers that you have here. I mean, we know Microsoft has a long history in higher education. We spoke to one of your customers, Brown University, and of course, long history they have with Microsoft. What are some of the things that you're hearing from customers, maybe, what's different at this show than some of the other, cloud and kind of younger shows that we might go to. This show's been around about almost thirty years now, so. >> Yeah, you know, isn't it, you know, I hate to give our ages but, I think we've been doing this for a while now, right? And Microsoft has been part of the IT ecosystem in a major way, and it's great to see the vibrancy here and how they're talking about AI and ML and moving forward with it. You know, what strikes me here is that a lot of the organizations here are now really understanding the pragmatism of having a hybrid strategy of what makes sense in the cloud as well as what may continue to be on prem for them. I think we complement that well. I'm really excited, too, about the idea that we are going to be using machine learning to be doing a lot more that humans simply can't keep up with in terms of the data growth and then doing something productive with that. And I think that's a conversation that we're just tapping the surface of here at this show. >> Yeah, you've said something that really resonated with me. You know, we have people that have been in the industry a while and, I look at you, your founder, Mohit, and this isn't his first rodeo. He'd been looking at data back from a couple of generations of solutions, and people are very excited. Machine learning, as you said, we used to talk about automation and intelligence around this environment. Now, I lived in the storage industry for quite a while, and we've talked about it but it feels more real when I talk to the architects and the people building this stuff. They are just so excited about what we will be able to do today that we talked about a decade or so ago but now really can make reality for customers. >> No, absolutely, and I think, you know, we have our own investment in that. Helios, which we announced just last month, you know, provides that machine learning capability because what we hear from our customers is what they love is the ability to have simplicity because, let's face it, IT environments continue to grow in complexity. They're looking for ways to subtract that complexity so they can apply their talents to solving the primary mission, as I call it, of their organization, whether that be public sector or private sector, adoing that in a simpler way. You know, look, one of the great stories that one of our customers is talking about here is how Cohesity helped him with a standard thing that most IT organizations have, which is, we're going to do a power shut down and we've got to perform a DR failover, and this particular organization, University of Pennsylvania Annenberg, had a set of twelve websites which, the professors and the students rely on, and it was going to take them literally almost a month to try to move them, and they didn't have that kind of time, and with Cohesity, with our DR capabilities, he was able to do that literally with a few clicks, kept the community of professors and students happy, and didn't spend, more importantly, twenty days trying to rebuild websites for a standard IT event, right? That's the kind of real life story in terms of what IT gets back that they can invest in other more important focus areas for their business. >> Well, for their business and also, just for their lives giving people their time back, their weekends back, their time at night >> Weekends and nights, right? >> With their families, yeah. >> We all need that. >> Satya Nadella is such a proponent of an improving workplace productivity, even five percent, he says, can make this big difference. Can you talk a little bit about how you view that workplace productivity at Cohesity and your approach to giving people either time to concentrate on more value for their companies or just their lives? >> So, again, a super story that we have from another customer that is here at Microsoft, and is an Azure customer, and a Cohesity customer. HKS, one of the world's most respected architectural firms, designed AT&T Stadium, there's a new major pediatric hospital going in in Dubai. They operate in ninety-four countries with remote designers and architects, and because of their inefficient backup processes and archive processes, they literally were having their associates have to work weekends as well as losing time on their projects, and time is money, and they, you know, in some cases, are penalized if they don't make certain dates. And so, I think, these are really pragmatic examples. On average here, pulling some of the folks here, I've heard that they can get a day a week back, sometimes for their administrator who now doesn't have to do repetitive manual tasks anymore. >> One of the things we always love digging into is, you talk about people's jobs and some of the new careers that are happening. We talked to one guest earlier this week. He said, if you're a customer and you learn Azure as what you're doing, like, you're resume is gold. We've talked to, and the really early Edge, like site reliability engineering, he said, don't put SRE on your resume or every recruiter will be calling you up and you won't even be able to answer your phone. Cohesity, you're doing a bit of hiring also. Maybe you could talk about- >> We are! >> What are you seeing from customers and what are you looking for internally? >> We have tremendous good fortune, we grew three hundred percent in revenues year over year, we're hiring in our RTP offices, in our San Jose, in India, around the globe. You know, we look for the best and the brightest, a lot of engineering talent, marketing talent as well, really, across the board but, you know, I think to the point you just made for the IT folks that are here, looking forward as to how you are going to help your business with your data infrastructure or data flows throughout their organization is, to me, where some of the career movement is happening when you hear the talk about how important it is to so many aspects of the business. >> And what are the sort of challenges that you're having with hiring, or are you? I mean, you're a red hot company, but, are you finding it difficult to find the kind of skills, the kind of talent that you want? I mean, what is, what's the candidate pool like? >> You know, so, I think what's really interesting, we are red hot, we have a lot of applicants so, I'd say, in general, no, we're very blessed that way. I think, though, more businesses, including ours, are finding it's difficult to get, say, those data scientists, right? Some of these also front end or back end developers, you know, it's not just the technical companies that are recruiting for that anymore. It's not just the Cohesitys and the Microsofts that are looking for that talent, but it's now also the Netflixes or, you know, the eBays, et cetera, right? They are all looking for the type of talent that we are and so, in general, I think that this bodes well for young people or folks really anywhere in their career watching about, thinking about, where the talent needs are, and there's a lot of activity and interest in people with those kinds of skills. >> You know, let me just follow up on that. So, Cohesity is a Silicon Valley-based company but, as you mentioned, you've got an RTP location. We've seen quite a lot of Silicon Valley-based companies that are starting to do a lot more hiring outside 'cause it's, I'm going to be honest, really expensive to live in the valley these days. So, any commentary on that dynamic? >> Well, you know, I think you're in Boston, not the lowest cost market either in the country. >> True, it's true! >> Yeah, you know, I think with a lot of the technology that's out there, you know, people don't have to be co-located, and we certainly also look to develop and invest in other communities around the globe, so we're not looking solely in San Jose but also in RTP, we've got headquarters in Europe as well as, of course, in India. So we look for talent everywhere, and, my own personal team, you know, I have folks basically around the US as well as across parts of the globe because talent, in many cases, is what matters and where you are physically, you know, some of the great technology that's out there can help break down those barriers of time and distance. >> Finally, this conference, it's thirty thousand people from five thousand different companies around the world. What is going to be, I mean, we're only on day two, but, what's been your big take-away so far? What's the vibe you're getting here at Ignite? >> You know, the vibe has been one of energy, of excitement. I've talked to a lot of folks from around the globe. I've been actually, pretty amazed at some of the people from different countries around the globe that are here, which is fantastic to see that draw in, and I feel like there's a general sense of excitement that technology and what Microsoft's doing can help solve some of the bigger challenges that are here, in the world, and for their own businesses, and we really look forward to Cohesity helping them lay that great data infrastructure foundation, consolidate their silos and help them build a foundation for, you know, doing more with their data. >> Great. Lynn Lucas, thank you so much for coming on theCube. It was great, great talking to you. >> Thank you. >> I'm Rebecca Knight for Stu Miniman. We will have more from Microsoft Ignite and theCube's live coverage coming up in just a little bit. (electronic music)

>> Live, from Las Vegas, it's theCUBE covering VMworld 2018. Brought to you by VMware and it's eco system partners. >> Welcome back, this is VMworld 2018, you're watching theCUBE. With Justin Warren, I'm Stu Miniman and we've got a nice presence here front of the VM village, right next to the solutions expo we're over the three days. We've got about 95 guests and 75 interviews. Happen to welcome back to the program Lynn Lucas is the CMO of Cohesity. People are commenting a little bit about our presence here but, I don't know, I think Cohesity has a little bit of a bigger footprint and a few more people have been talking about you there so. First of all, welcome back to the program. >> Well thanks very much for having us again. We've been so excited to be here at VMworld. So obviously of course, customers are the core of our business and yeah, we thought we'd make a little bit of noise the first night. >> Yeah, a little bit. The booth is hopping, people are lining up. You usually have some games you're doing. I know I'd seen it at Cisco Live. Maybe give people just a little taste of what Cohesity's doing at the show. >> Well sure, so you know, we do have a great amazing marketing team here and they've got some cool games going on in the booth but what it's really about is bringing folks in and talking about how we can help them with their, consolidating their data silos and so we've also got eight demo stations in there, live theater presentations, Adam Rasner, who was here on the program earlier. >> From AutoNations, yeah. >> From AutoNations, CIO is speaking again today and what we're here to do is really talk to customers about how we can help them really modernize their data center and move into a hybrid cloud world. >> Yeah, it's always interesting, at VMworld there's you know, customers, I want to spend a bunch of time understanding how to use even more the things that I've got. But then there's also the new stuff. So Cohesity, you have a mix of that. New product announcement Helios, maybe bring us through what customers are really digging into and bring us up to speed on Helios. >> Yeah absolutely, thank you for mentioning that. Well, there's a broader trend which of course you guys have been covering which is data fueling business, but data's fragmented. It's in all these silos. Cohesity's been addressing that for the last several years with Cohesity Data Platform, Hyper converged secondary storage. Helios now adds to that offering and provides a single global unified view of all your secondary data and applications. It's a sass space service but it's not just a dashboard or a monitoring. It is active management which is really going to bring about great efficiencies for the IT organization. >> I was speaking to your CEO, I think it was yesterday we had a briefing and he walked me through some of that and I actually spoke with your customer AutoNation last week as well and they gave me an update on things. And it became quite clear to me that I'd missed something I misunderstood about Cohesity that it wasn't just about data protection. That's just sort of the first thing that you do. And AutoNation mentioned this as well, that they'd started using Cohesity for data protection but then they realized that, well actually I could use this for secondary data storage and they'd already had the platform, they bought it a couple of years ago. And these additional features just arrive on the platform. So is Helios also one of these features that just gets added to something that you've already made an investment in? >> So thanks for kind of calling out those use cases. So Helios is actually available as a freemium offer right now and it's intended for customers that have multiple sites whether those sites be you know LA, Tokyo, Dubai. But also in the Cloud because Cohesity offers capabilities if you're in Adjure, if you're in AWS, and now Google Cloud as well. So our new freemium edition of Helios is going to give that global view, that ability for IT to at a glance see how all of their secondary data and apps are working, do they have any capacity needs coming up, and the ability to role out automated policies globally. And so this is where we hear a lot of interest from IT because infrastructure really frankly has been so primitive right. When you think about it most of it architected in the last century. And they spend so much time just trying to keep thing up to date and keep the complexity down. And Helios offers a single way to manage all of that. And there's a lot more coming in Helios overtime because it's got machine learning capability built into it so I think you're going to see just the beginning right now and a long list of things that'll be coming out over time that will really help IT advance their operational efficiency. >> Yeah Lynn, definitely, Multi cloud is one of the top things we've been seeing at this show and it's been short. The VMworld's position, their partnership with AWS and some of the other providers. Help us understand how Cohesity lives in this multi cloud world, the things like the VMC and all those, how do those tie together? >> Yeah and great questions. So you know, customers, you said, they're in a multi cloud world and what most organizations are understanding is that two things, one, they've got to choose the cloud for the right set of workloads, right. It's not a fantasy. It can be more expensive if it's not thought about in terms of the use cases that they're looking for. Obvious;y has a mass advantage in terms of elastic scalability, compute power. And the other thing I think that now is becoming more to the forefront is that the cloud is created for IT just has many silos. And if you're a multi cloud organization which most are, well now you've got silos of different types between the two clouds. So Cohesity is creating with Helios, a single operating model across any environment whether that be Cloud, Core or Edge. And that is really what we aim to do is create that invisible kind of layer so that IT can focus more on helping the business. You know, I was talking to a prospect here just a couple of days ago and because we're so today instant gratification oriented the CEO just says, hey, I need that file, or I need this deleted maybe because of GDPR. And the IT teams are obviously struggling with how is this happening when I have such complex infrastructure Silos. Helios is the first step in helping to solve that. >> Yeah, Lynn, I'm wondering, do you know, there's so many players that want to be that platform across the multi cloud. VMware put their case forward is to how they do this. You know Microsoft has pretty good positioning when we talk about hybrid Cloud. Can you speak to how Cohesity can be across these environments, partnerships, alliances, eco system, help put this together because no single company can do it all? >> Totally agree with you. I mean I don't think any vendor today could operate on their own. It is an eco system. So first and foremost, VMware is our partner. And the Cloud providers are our partners along with many other companies that are here, Nutanix, Pure. We operate in the secondary world, right. The secondary realm first and foremost and that's the 80 percent of the enterprise data and infrastructure that hasn't had a lot of innovation. You pointed out, it started with data protection. There's a been a lot of pain points there, but it extends to file, to test dev to analytics and we really provide that complement to VMware for customers that are looking for a way to modernize their data center where Cohesity can back up, instantly restore VM's in the case of a disaster. Also move them up to the Cloud for test dev, then spin them back when they're ready to come back into production. So we're a real complement to the primary environment. >> I wanted to get into that a little bit Lynn. So one of the things when I'm talking to vendors and particularly with customers, they sometimes take a solution to remove some pain points. But then once they've actually got something in place there's all of these new possibilities that opens up for them and particularly around the silo aspect. Could you maybe give us an example of a customer who's been able to realize a new opportunity once they use Cohesity to remove some of that siloing and now they can build things on this platform that they've purchased? >> Yeah and so great questions. So one of our customers, you talked about AutoNation, but let me bring up another one. Manhattan Associates, large organization, software organization, also started with Cohesity with data protection and then realized, we can use the same platform for consolidating file services. It allowed them to instead of adding Opex in the form of additional teams to manage their very massively growing environment to reinvest those teams in actually a new model for the business which is to bring out more capability for the business in a faster time than they would of otherwise. So a lot of what we talk about is the operational simplicity that we bring. For every business, what they invest that in or reinvest those resources is going to be different but it enables them in that case to do more in their core business which is serving their manufacturing supply chain customers in a more efficient way. >> And that's quite important I think for IT teams to be able to join with the business and to show that they're actually providing new value rather than being seen as just a cost center which we hear that from IT teams al the time. They're quite sick of being, well you're just a cost, you're not involved in strategic decisions that are important to the business. So having a platform something like this, means that you can be part of those conversations. You can get a seat at the table and be involved in creating new value for the business. >> Yeah absolutely, I mean the analyst community's been talking about this for a long time. I know right, that most of IT unfortunately has been investing, I think it's 80 percent, maybe 80 percent plus, and just keeping everything running and the business gets so frustrated and creates shadow IT. Another customer of ours, so Verizon Subsidiary, XO Communications, another example where instead of having to I believe, invest in seven more folks just to manage their data protection and their file storages, once they were able to invest in Cohesity because of the simplicity of not having so many vendors, not having the complexity of managing silos of infrastructure, they took that same budget and were able to invest it in doing more for their government clients. >> Lynn, wonder if you could give is some of the company updates? Number of customers, you know, we talked a little bit about the product but just kind of step it back at a corporate level. >> Yeah, so the solution's really resonating. We had the good fortune to put out some news about our physical year. We grew 300 percent year over year in revenue which is I think fantastic growth for any company. We're certainly super pleased that the confidence our customers have in us. We saw a 76 percent growth in new customers Q4 over Q3 and this is primarily folks that I think are seeing the benefit of moving to a modern, scale out platform for data protection. As you mentioned, there are others now starting to discover file services. We feel that we haven't even tapped that. And these are, we've mentioned some customers, but others like Hyatt, US Air force. So there are some very large enterprise and government customers that have seen the benefits in the secondary world of adopting the new scale out hyper converged platform. >> That's great. Last thing, we were talking about multi Cloud. I think you had some news you wanted to share about where else we might be seeing Cohesity in theCUBE. >> That's right and so let's break the news here. So we are super pleased to have theCUBE at Microsoft Ignite in the Cohesity booth. We are very excited about that opportunity. Microsoft and as you're obviously being a very strong partners with Cohesity. We do a lot of work with them. And we're excited to bring theCUBE to the Microsoft customer set and your global audience watching worldwide in about a months time I think. >> Yeah Lynn, absolutely. We really appreciate the partnership. And for those who don't know, we love to cover all the shows. We do over 110 shows. Microsoft shows have been on the top of our list and we've talked with Microsoft, we have lots of guests on the program from Microsoft. We've had Fonti Adele on, we've have Brad Anderson on. But it, through the partnership with Cohesity we're there, we're going to have lots of editorial guests from Microsoft, from the ecosystem, our independent coverage. But we have Cohesity as our host. So thanks again. >> Happy to have you guys there and make the opportunity. Microsoft obviously a massive player in the IT ecosystem and it's important that you guys cover what's going on at that show. >> Okay, great and so of course you can always check out at the Cohesity website all the places they're being. To find where we'll be, check out theCUBE.net. For Justin Warren, I'm Stu Miniman. Always great to catch up with you Lynn Lucas. Thank you so much. >> Thank you. >> And we'll be back with lots more. Thank you for watching theCUBE. (upbeat music)