(digital music) >> And we're back live in New York. It's theCUBE. It's not SNL, it's better than SNL. Lisa Martin and John Furrier here with about 10,000 to 12,000 folks. (John chuckles) There is a ton of energy here. There's a ton of interest in what's going on. But one of the things that we know that AWS is really well-known for is its massive ecosystem. And one of its ecosystem partners is joining us. Please welcome Domenic Ravita, the VP of Product Marketing from SingleStore. Dominic, great to have you on the program. >> Well, thank you. Glad to be here. >> It's a nice opening, wasn't it? (Lisa and John laughing) >> I love SNL. Who doesn't? >> Right? I know. So some big news came out today. >> Yes. >> Funding. Good number. Talk to us a little bit about that before we dig in to SingleStore and what you guys are doing with AWS. >> Right, yeah. Thank you. We announced this morning our latest round, 116 million. We're really grateful to our customers and our investors and the partners and employees and making SingleStore a success to go on this journey of, really, to fulfill our mission to unify and simplify modern, real time data. >> So talk to us about SingleStore. Give us the value prop, the key differentiators, 'cause obviously customers have choice. Help us understand where you're nailing it. >> SingleStore is all about, what we like to say, the moments that matter. When you have an analytical question about what's happening in the moment, SingleStore is your best way to solve that cost-effectively. So that is for, in the case of Thorn, where they're helping to protect and save children from online trafficking or in the case of True Digital, which early in the pandemic, was a company in Southeast Asia that used anonymized phone pings to identify real time population density changes and movements across Thailand to have a proactive response. So really real time data in the moment can help to save lives quite literally. But also it does things that are just good commercially that gives you an advantage like what we do with Uber to help real time pricing and things like this. >> It's interesting this data intensity happening right now. We were talking earlier on theCUBE with another guest and we said, "Why is it happening now?" The big data has been around since the dupe days. That was hard to work with, then data lakes kicked in. But we seem to be, in the past year, everyone's now aware like, "Wow, I got a lot of data." Is it the pandemic? Now we're seeing customers understand the consequences. So how do you look at that? Because is it just timing, evolution? Are they now getting it or is the technology better? Is machine learning better? What's the forces driving the massive data growth acceleration in terms of implementing and getting stuff out, done? (chuckles) >> We think it's the confluence of a lot of those things you mentioned there. First of all, we just celebrate the 15-year anniversary of the iPhone, so that is like wallpaper now. It's just faded into our daily lives. We don't even think of that as a separate thing. So there's an expectation that we all have instant information and not just for the consumer interactions, for the business interactions. That permeates everything. I think COVID with the pandemic forced everyone, every business to try to move to digital first and so that put pressure on the digital service economy to mature even faster and to be digital first. That is what drives what we call data intensity. And more generally, the economic phenomenon is the data intensive era. It's a continuous competition and game for customers. In every moment in every location, in every dimension, the more data hat you have, the better value prop you can give. And so SingleStore is uniquely positioned to and focused on solving this problem of data intensity by bringing and unifying data together. >> What's the big customer success story? Can you share any examples that highlight that? What are some cool things that are happening that can illustrate this new, I won't say bit that's been flipped, that's been happening for a while, but can you share some cutting edge customer successes? >> It's happening across a lot of industries. So I would say first in financial services, FinTech. FinTech is always at the leading edge of these kind of technology adaptions for speeds and things like that. So we have a customer named IEX Cloud and they're focused on providing real time financial data as an API. So it's a data product, API-first. They're providing a lot of historical information on instruments and that sort of thing, as well as real time trending information. So they have customers like Seeking Alpha, for instance, who are providing real time updates on massive, massive data sets. They looked at lots of different ways to do this and there's the traditional, transactionals, LTP database and then maybe if you want to scale an API like theirs, you might have a separate end-memory cache and then yet another database for analytics. And so we bring all that together and simplify that and the benefit of simplification, but it's also this unification and lower latency. Another example is GE who basically uses us to bring together lots of financial information to provide quicker close to the end-of-month process across many different systems. >> So we think about special purpose databases, you mentioned one of the customers having those. We were in the keynote this morning where AWS is like, "We have the broadest set of special purpose databases," but you're saying the industry can't afford them anymore. Why and would it make SingleStore unique in terms of what you deliver? >> It goes back to this data intensity, in that the new business models that are coming out now are all about giving you this instant context and that's all data-driven and it's digital and it's also analytical. And so the reason that's you can't afford to do this, otherwise, is data's getting so big. Moving that data gets expensive, 'cause in the cloud you pay for every byte you store, every byte you process, every byte you move. So data movement is a cost in dollars and cents. It's a cost in time. It's also a cost in skill sets. So when you have many different specialized data sets or data-based technologies, you need skilled people to manage those. So that's why we think the industry needs to be simplified and then that's why you're seeing this unification trend across the database industry and other parts of the stack happening. With AWS, I mean, they've been a great partner of ours for years since we launched our first cloud database product and their perspective is a little bit different. They're offering choice of the specialty, 'cause many people build this way. But if you're going after real time data, you need to bring it. They also offer a SingleStore as a service on AWS. We offer it that way. It's in the AWS Marketplace. So it's easily consumable that way. >> Access to real time data is no longer a nice-to-have for any company, it's table stakes. We saw that especially in the last 20 months or so with companies that needed to pivot so quickly. What is it about SingleStore that delivers, that you talked about moments that matter? Talk about the access to real time data. How that's a differentiator as well? >> I think businesses need to be where their customers are and in the moments their customers are interacting. So that is the real time business-driver. As far as technology wise, it's not easy to do this. And you think about what makes a database fast? A major way of what makes it fast is how you store the data. And so since 2014, when we first released this, what Gartner called at the time, hybrid transaction/analytical processing or HTAP, where we brought transactional data and analytical data together. Fast forward five years to 2019, we released this innovation called Universal Storage, which does that in a single unified table type. Why that matters is because, I would say, basically cost efficiency and better speed. Again, because you pay for the storage and you pay for the movement. If you're not duplicating that data, moving it across different stores, you're going to have a better experience. >> One of the things you guys pioneered is unifying workloads. You mentioned some of the things you've done. Others are now doing it. Snowflake, Google and others. What does that mean for you guys? I mean, 'cause are they copying you? Are they trying to meet the functionality? >> I think. >> I mean, unification. I mean, people want to just store things and make it, get all the table stakes, check boxes, compliance, security and just keep coding and keep building. >> We think it's actually great 'cause they're validating what we've been seeing in the market for years. And obviously, they see that it's needed by customers. And so we welcome them to the party in terms of bringing these unified workloads together. >> Is it easy or hard? >> It's a difficult thing. We started this in 2014. And we've now have lots of production workloads on this. So we know where all the production edge cases are and that capability is also a building block towards a broader, expansive set of capabilities that we've moved onto that next phase and tomorrow actually we have an event called, The Real Time Data Revolution, excuse me, where we're announcing what's in that new product of ours. >> Is that a physical event or virtual? >> It's a virtual event. >> So we'll get the URL on the show notes, or if you know, just go to the new site. >> Absolutely. SingleStore Real Time Data Revolution, you'll find it. >> Can you tease us with the top three takeaways from Revolution tomorrow? >> So like I said, what makes a database fast? It's the storage and we completed that functionality three years ago with Universal Storage. What we're now doing for this next phase of the evolution is making enterprise features available and Workspaces is one of the foundational capabilities there. What SingleStore Workspaces does is it allows you to have this isolation of compute between your different workloads. So that's often a concern to new users to SingleStore. How can I combine transactions and analytics together? That seems like something that might be not a good thing. Well, there are multiple ways we've been doing that with resource governance, workload management. Workspaces offers another management capability and it's also flexible in that you can scale those workloads independently, or if you have a multi-tenant application, you can segment your application, your customer tenant workloads by each workspace. Another capability we're releasing is called Wasm, which is W-A-S-M, Web Assembly. This is something that's really growing in the open source community and SingleStore's contributing to that open source scene, CF project with WASI and Wasm. Where it's been mentioned mostly in the last few years has been in the browser as a more efficient way to run code in the browser. We're adapting that technology to allow you to run any language of your choice in the database and why that's important, again, it's for data movement. As data gets large in petabyte sizes, you can't move it in and out of Pandas in Python. >> Great innovation. That's real valuable. >> So we call this Code Engine with Wasm and- >> What do you call it? >> Code Engine Powered by Wasm. >> Wow. Wow. And that's open source? >> We contribute to the Wasm open source community. >> But you guys have a service that you- >> Yes. It's our implementation and our database. But Wasm allows you to have code that's portable, so any sort of runtime, which is... At release- >> You move the code, not the data. >> Exactly. >> With the compute. (chuckles) >> That's right, bring the compute to the data is what we say. >> You mentioned a whole bunch of great customer examples, GE, Uber, Thorn, you talked about IEX Cloud. When you're in customer conversations, are you dealing mostly with customers that are looking to you to help replace an existing database that was struggling from a performance perspective? Or are you working with startups who are looking to build a product on SingleStore? Is it both? >> It is a mix of both. I would say among SaaS scale up companies, their API, for instance, is their product or their SaaS application is their product. So quite literally, we're the data engine and the database powering their scale to be able to sign that next big customer or to at least sleep at night to know that it's not going to crash if they sign that next big costumer. So in those cases, we're mainly replacing a lot of databases like MySQL, Postgre, where they're typically starting, but more and more we're finding, it's free to start with SingleStore. You can run it in production for free. And in our developer community, we see a lot of customers running in that way. We have a really interesting community member who has a Minecraft server analytics that he's building based on that SingleStore free tier. In the enterprise, it's different, because there are many incumbent databases there. So it typically is a case where there is a, maybe a new product offering, they're maybe delivering a FinTech API or a new SaaS digital offering, again, to better participate in this digital service economy and they're looking for a better price performance for that real time experience in the app. That's typically the starting point, but there are replacements of traditional incumbent databases as well. >> How has the customer conversation evolved the last couple of years? As we talked about, one of the things we learned in the pandemic was access to real time data and those moments that matter isn't a nice-to-have anymore for businesses. There was that force march to digital. We saw the survivors, we're seeing the thrivers, but want to get your perspective on that. From the customers, how has the conversation evolved or elevated, escalated within an organization as every company has to be a data company? >> It really depends on their business strategy, how they are adapting or how they have adapted to this new digital first orientation and what does that mean for them in the direct interaction with their customers and partners. Often, what it means is they realize that they need to take advantage of using more data in the customer and partner interaction and when they come to those new ideas for new product introductions, they find that it's complicated and expensive to build in the old way. And if you're going to have these real time interactions, interactive applications, APIs, with all this context, you're going to have to find a better, more cost-effective approach to get that to market faster, but also not to have a big sprawling data-based technology infrastructure. We find that in those situations, we're replacing four or five different database technologies. A specialized database for key value, a specialized database for search- >> Because there's no unification before? Is that one of the reasons? >> I think it's an awareness thing. I think technology awareness takes a little bit of time, that there's a new way to do things. I think the old saying about, "Don't pave cow paths when the car..." You could build a straight road and pave it. You don't have to pave along the cow path. I think that's the natural course of technology adaption and so as more- >> And the- pandemic, too, highlighted a lot of the things, like, "Do we really need that?" (chuckles) "Who's going to service that?" >> That's right. >> So it's an awakening moment there where it's like, "Hey, let's look at what's working." >> That's right. >> Double down on it. >> Absolutely. >> What are you excited about new round of funding? We talked about, obviously, probably investments in key growth areas, but what excites you about being part of SingleStore and being a partner of AWS? >> SingleStore is super exciting. I've been in this industry a long time as an engineer and an engineering leader. At the time, we were MemSQL, came into SingleStore. And just that unification and simplification, the systems that I had built as a system engineer and helped architect did the job. They could get the speed and scale you needed to do track and trace kinds of use cases in real time, but it was a big trade off you had to make in terms of the complexity, the skill sets you needed and the cost and just hard to maintain. What excites me most about SingleStore is that it really feels like the iPhone moment for databases because it's not something you asked for, but once your friend has it and shows it to you, why would you have three different devices in your pocket with a flip phone, a calculator? (Lisa and Domenic chuckles) Remember these days? >> Yes. >> And a Blackberry pager. (all chuckling) You just suddenly- >> Or a computer. That's in there. >> That's right. So you just suddenly started using iPhone and that is sort of the moment. It feels like we're at it in the database market where there's a growing awareness and those announcements you mentioned show that others are seeing the same. >> And your point earlier about the iPhone throwing off a lot of data. So now you have data explosions at levels that unprecedented, we've never seen before and the fact that you want to have that iPhone moment, too, as a database. >> Absolutely. >> Great stuff. >> The other part of your question, what excites us about AWS. AWS has been a great partner since the beginning. I mean, when we first released our database, it was the cloud database. It was on AWS by customer demand. That's where our customers were. That's where they were building other applications. And now we have integrations with other native services like AWS Glue and we're in the Marketplace. We've expanded, that said we are a multi-cloud system. We are available in any cloud of your choice and on premise and in hybrid. So we're multi-cloud, hybrid and SaaS distribution. >> Got it. All right. >> Got it. So the event is tomorrow, Revolution. Where can folks go to register? What time does it start? >> 1:00 PM Eastern and- >> 1:00 PM. Eastern. >> Just Google SingleStore Real Time Data Revolution and you'll find it. Love for everyone to join us. >> All right. We look forward to it. Domenic, thank you so much for joining us, talking about SingleStore, the value prop, the differentiators, the validation that's happening in the market and what you guys are doing with AWS. We appreciate it. >> Thanks so much for having me. >> Our pleasure. For Domenic Ravita and John Furrier, I'm Lisa Martin. You're watching theCUBE, live from New York at AWS Summit 22. John and I are going to be back after a short break, so come back. (digital pulsing music)

>> The CUBE presents Dell technologies world brought to you by Dell. >> Hey everyone. Welcome back to theCube's live coverage of Dell technologies World 2022 from the Venetian in Las Vegas. Lisa Martin here with Dave Vellante, Dave this is our second day, lots of conversations. We've been talking a lot about APEX, Multi-cloud, edge, resilience, cyber resilience. >> I guess the number one topic actually. I mean, a lot of Multi-cloud talk obviously too, but I think security is the hot topic at the event. >> It is a hot topic, and we've got two guests joining us from Dell technologies. We're going to unpack that and talk about some of the great new things they are enabling. Please welcome. One of our alumni, Mihir Maniar our vice president at Dell technologies and Aaron Krishnmoorthy, global strategy resiliency and security at Dell technologies. Guys, welcome to the program. >> Pleasure meeting you Lisa and Dave. >> So ransomware, it's a household term. I'm pretty sure my mom even knows what ransomware is. >> Exactly. >> Legitimately. But I mean, if you look at the numbers, a ransomware attack is happening once every 11 seconds, the numbers, the stats say, an estimated 75% of organizations are going to face an attack, 75%, by 2025, it's around the corner. So it's no longer a matter of are we going to get hit? If we get hit? It's when? And that resiliency, and that recovery is absolutely critical. Talk about some of the things there, Dell's comprehensive approach to helping organizations really build resiliency. >> That's a great point. So if you go to see organizations are going to get hit, if not already 75% already out there. And then we find that through research, a lot of our customers need a lot of help. They need help because security is really complex. I mean, they have a tough job, because there's so many attacks happening at the same time. One single ransomware incident can cost them on an average $13 million. They have to integrate 50 plus different security vendors to go and build a secured defense in depth, kind of for mechanism, they're liable to the board, at the same time they have lines of business that are talking about, hey, can you provide me, you know, security, but make sure productivity doesn't get impacted. So it's a tough role for them, And that's where Dell services comes in, where our Dell Managed Security Services. We have a full comprehensive suite of offers for our customers to help them to remain secure. And we have focused on the services based on a NEST framework, so I can talk more about the NEST framework as a hobby about, go about doing that. >> There's a lot of talk in the community about should I pay the ransom? Should they not pay the ransom? And I suppose your advice would be, well pay up front and avoid the ransom if you can. >> Absolutely. Yeah. Dave, what we've seen is the ransomware payment has been very unreliable. We know of many, many examples where either they paid the ransom and they were not able to recover data, or they got the decryption keys and the recover process was too slow. So we are all about helping customers understand the risks that they have today, and giving them some pragmatic technology solutions. >> Talk about that conversation. Where is it happening at the customer level, as security is a board level conversation. Are you still talking with the CIOs lines of business, who else is involved in really understanding where all these vulnerabilities are within an organization? >> Yeah. So that's a great question. So we work with CIOs, we work with CSOs a lot more and the CSOs actually are facing the skills shortage problem. >> Yes. >> That's where they need actually help from vendors like Dell. And talking about ransomware, if you go to see a NEST framework, it goes all the way from identification of threats to prevention, creating measures with defense in depth. How do you detect and respond to threats in time? Because time is critical actually. And recovering from threats. So in that whole process, it's better for customers to have the full suite of security services installed, so that they don't end up paying the ransomware eventually. To provide the whole defense mechanism. >> So the adversary is, very, they're motivated. They're well funded, incredibly sophisticated these days. So how do you not lose if you're a customer? What's the playbook that you're helping your customers proceed with? >> Yeah, it's a great, so in the NEST framework as I mentioned before, services are evolving around, how do you identify the threats that exist in the customer's network? So we provide advisory services and we provide assessment of the customer's vulnerabilities that exist, so we can detect those vulnerabilities, and then we can build the prevention mechanisms once we detect those vulnerabilities. It's all about what you cannot see, you can't really defend against. So that's where the whole assessment comes in, where you can go and do a zero trust assessment for the customers entire infrastructure, and then figure out where those issues lie. So we can go and block those loopholes, with the prevention mechanisms. In the prevention mechanisms, actually we have a whole zero trust prevention mechanism. So you can actually go and build out, end to end defense in depth, kind of security. >> Arun, before the pandemic, the term zero trust people would roll their eyes. It was kind of a buzzword, and it's becoming sort of a mandate. What does zero trust mean to your customers? How are you helping them achieve it? >> Yeah. So great question, Dave. A lot of customers think zero trust is a product. It's not, it's a framework, it's a mindset. It helps customer think through, what kind of access do I want to give my users, my third party, my customers? Where does my data sit in my environment? Have I configured the right network policies? Have I segmented my network? So it is a collection of different strategies that work across cloud, across data, across network, across applications that interact with each other and what we are helping customers with understand what that zero trust actually means and how they can translate into actionable technology implementations. >> What do you help customers do that when we know that, I mean, the average customer has what? Seven different backup protection solutions alone, if we're talking about like data protection. How do you help them understand what's in their environment now? If they're talking about protecting applications, users, data, network, what's that conversation? And what's that process like to simplify their protection so that they really can achieve cyber resilience? >> That's correct. That's a great question, Lisa. One of the big issues we see with customers, is they don't know what they don't know. There's data across multi-cloud, which is great, it enables productivity, but it also is not within the four walls of a data center. So one of the first things we do is identify where customer's data is, where is their application live? And then we look for blind spots. Are you protecting your SaaS workloads? Are you protecting your endpoints? And we give them a holistic strategy on data protection and you bring up a great point. A lot of customers have had accidental growth over the years. They started off with one tool and then different business needs drove them to different tools. Maybe now is a good time to evaluate what is your tool set, can we consolidate it and reduce the risk in the environment. >> Yeah, I dunno if you guys are probably familiar with that. I use it a lot when I write, it's an Optive chart and it's this eye test and it says here's this security landscape that taxonomy it's got to be the most complicated of any in the business. And so my question is ecosystem, you've got to have partners. But there's so many choices, how are you helping to solve that problem of consolidating choices and tools? >> That's a great point. So if you look at the zero trust framework which Lisa you talked about, in the zero trust framework, we have few things we look at, that is through Dell's technologies and partner technologies. So we can provide things like secure access, context based. So which users can access which applications. Identity based, the second one is which applications can talk to which applications for micro segmentation. Again, identity based. And then you have encryption everywhere, encryption with data and motion data and rest. Encryption is super important to prevent hacks. So, and then you have cloud workloads, we have cloud workload protection. So some of those things, we rely on our partners and some of them actually we have technologies in house I was like Arun talked about the cyber resilience and the world that we have in house. So we provide the end-to-end framework for our customer for zero trust, where we can go and identify, we can assess, we can go build it out for them. We can detect and respond with our excellent MDR service that we came out with last, just last year. So that MDR service allows you to detect attacks and respond automatically using our AI and ML platform, that reduces the signal from the noise and allows to prevent these attacks from happening. >> Arun, question for you as we've seen the proliferation of cyber attacks during the pandemic, we've seen the sophistication increasing, the personalization is increasing. Ransomware as a service is making it, there is no barrier to entry these days. How has Dell technologies overall cyber resilience strategy evolved in the last couple of years? I imagine that there's been some silver linings and some accelerations there. >> Yeah, absolutely Lisa. One of the things we recognized very early on when big cyber attacks going on five years ago, we knew that at as much as customers had great technologies to prevent a cyber attack, it was a matter of when, not if. So we created the first purpose built solution to help customers respond and recover from a cyber attack. We created innovative technologies to isolate the data in a cyber wall. We have imutable technologies that lock the data, so they can't be tampered with. And we also build some great intelligence based on IML. In fact, this is the first and only product in the world that looks at backup data, does full content indexing, and it's able to look for behaviors or patterns in your environment that you could normally not find with signature based detection systems. So it's very revolutionary and we want to help customers not only on the prevention side, which is proactive. We want them to be equally, have a sound strategy on how they would respond and recover from a cyber attack. >> So there's two pieces there, proactive, and then if, and when you get hit, how do you react? And I think about moments in cyber, I mean Stuxnet was obviously a huge turning point. And then of course the solar winds. And you see that the supply chain hacks, you see the island hopping and the living off the land and the stealth moves. So, it's almost like wow, some of these techniques have even being proactive, you're not going to catch 'em. So you've got to have this, you talked about the NEST framework multi-level, but I mean customers are aware, obviously everybody customer you talk to the solar winds, blah, blah. But it seems like they're still sleeping with one eye open. Like they're really nervous. And like we haven't figured it out as an industry yet. And so that's where solutions like this are so critical because you're almost resigning yourself to the fact that, well, you may not find it being proactive. >> Yeah, right. >> But you've got to have, the last, it's like putting tapes in a truck and driving them somewhere. What do you? Do you sense that it was a major milestone in the industry, milestone, negative milestone and that was a turning point and it was kind of a wake up call for the industry, a new wake up call. What's your sense of how the industry is responding? >> Yeah, I think that's a great point. So if you go to see the verbiages that it's not, if you're going to get attacked, it's when you're going to get attacked. So the attacks are going to happen no matter what. So that's the reason why the defense in depth and the zero test framework comes into play, where customers have to have an end-to-end holistic framework, so that they can have not just an defensive mechanisms, but also detect and respond when the attacks happen. And then as you mentioned, some of them, you just can't catch all of them. So we have excellent incident response and recovery mechanisms. So if the attack happened, it will cause damage. We can do forensics analysis. And on top of that, we can go and recover like the cyber recovery wall. We can recover that data and them production again, ready. >> I guess, I'm sorry. What I was trying to ask is, do you think we've understand solar winds, have the industry figured it out? >> Yeah, great question. I think this is where customers have to take a pragmatic approach on how they do security. And we talk about concepts like intrinsic security. So in other words, you can do a certain activity in your environment and punt the ball to some other team to figure out security. Part of what Dell does, you asked the question, there's a lot of tools, where do customers start? One of the big values we bring to customers is the initial awareness and just educating customers. Hey, what happened in these water-shed moment, in with these different attacks. Wannacry, Stuxnet, and how did those customers respond and where did they fail? So let's do some lessons learned with past attacks and let's move forward with some pragmatic solutions. And, we usually don't overwhelm our customers with a lot of tools. Let's have a roadmap, let's do an incremental build of your security posture. And over time, let's get your enter organization to play with it. >> You talk about awareness, obviously that's critical, but one of the other things that's critical with the cyber threats and the what's going on today is the biggest threat venture still is people. >> Exactly. >> So talk to us about some of the things that you help organizations do. When you're talking about the from an awareness perspective, it's training the people not to open certain links if they look suspicious, that sort of thing. How involved is Dell technologies with your customers from a strategic perspective about really drilling this into the end users that they've got a lot of responsibility here? >> Yeah, if you go to see phishing is one of the most common attack vectors to go and infiltrate these attacks. So Dell has a whole employee education program that they rolled out. So we all are aware of the fact, that clicking on links and phishing is a risk factor. And we are trying to take that same message to our customers through an employee awareness training service. So we can actually provide education for the employees from getting these phishing attacks happening. >> Yeah, that's really critical because as I mentioned, we talked about the sophistication, but the personalization, the social engineering is off the charts these days. And it's so easy for someone to, especially with with all this distractions that we have going on, if you're working from home and you've got kids at home or dogs barking and whatnot, it's easy to be fooled into something that looks incredibly legitimate. >> You bring another great point. You can keep tell people in your environment don't do things, don't do it. You create a friction. We want people to be productive. We want them to use different access to different applications, both inhouse and in the cloud. So this is where technology comes into play. There are some modern malware defenses that will help customers identify some of these email phishing, spear phishing. So they are in a better prepared position. And we don't want to curb productivity, but we want to also make, a very secure environment where people can. >> That's a great point is it has to be frictionless. I do have a question for you guys with respect to SaaS applications. I talk to a lot of customers using certain SaaS applications who have this sort of, there's a, a dual responsibility model there, where the SaaS vendors responsible for the application protection. But Mr. and Miss customer, you're responsible for the data, we are. Are you finding that a lot of organizations are going help. We've got, Google workspace, Microsoft 365, Salesforce, that, and it's really incredibly business critical to data. Dell technologies help us protect this, because this is on vulnerability that we were not aware of. >> Absolutely, and that's why we have the backup service with APEX, where we can actually have stats, data which is backed up using IEX solution for backup recovery. So, yes, that's very critical. We have the end to end portfolio for backing it up, having the vault, which is a air gap solution, recovering from it when you have an attack. And I think the value prop that Dell brings to the table is we have the client side and we have the data center side, With the Multi-cloud. So we provide a completely hardened infrastructure, where we all the way from supply chain to secure OS, secure boot and secure image. Everything is kind of hardened with stick hardening on top of that. And then we have the services layer to go and make sure we can assess the risks, we can detect and respond, we can recover. So that we can keep our customers completely secure. That's the value prop that we bring to the table with unmatched scale of Dell services. In terms of the scale that we bring to the table to our customers and help them out. >> It's an interesting opportunity. And it's certainly from a threats perspective, one that's going to persist. Obviously we know that, great that there's been such a focus from Dell on cyber resiliency for its customers, whether we're talking about multi-cloud OnPrem, public cloud, SaaS applications, it's critical. It's a techno, it's a solution that every industry has to take advantage of guys. Thank you so much for joining us. I wish we had more time. I could talk about this all day. >> Thank you. >> Great work going on there. Congratulations on what was going on with APEX and the announcement, and I'm sure we'll be hearing more from you in the future. >> Excellent. Thank you, Lisa. We are super excited about Dell services and what we can bring for managed security services for our customers. >> Excellent. >> Appreciate it. >> Thanks guys. >> Thank you. >> For our guests and for Dave Vellante. I'm Lisa Martin, you're watching theCube live from day two of our coverage of Dell technologies World, live from Las Vegas. Dave and I will be right back with our last guest of the day. (gentle music)