(logo chiming) >> Presenter: From theCUBE studios in Palo Alto in Boston, connecting with thought leaders all around the world, this is a cube conversation. >> Hi, welcome to this cube conversation. I'm Lisa Martin. And I'm pleased to welcome back one of our cube alumni from Dell Technologies. Joining me right now is Jim Clancy, the SVP of Global Data Protection Solutions Dell. Jim, great to have you back on theCUBE. >> Hey, Lisa, thanks for having me. Looking forward to our conversation. >> Though we're nice. So we're very appropriately socially distance as you can tell California East Coast. So 2020 has been a quite a year, right? We're only about halfway through it, Jim. But some of the things that I noticed from Dell Technologies is these three big waves that Dell Technologies that we want to ride these in 2020. And those waves are Cloud, VMware, and Cyber Recovery. >> That's right. >> Talk to me about these three waves and what's happening with those currents in this pandemic time. >> Yeah, it's really interesting. So back in February we, we actually had Dave Volante had a video that we shared with our teams at FRS, which is the global sales organization meeting. And we were talking about some of the things that we're seeing from our customers and how they're picking up. And those are the key waves that our teams have been focused on. But most importantly, these are what our customers are asking us about. These are the things that are really important to them, that are allowing them to know modernize in, some of the challenges that that have really kind of taken off and gotten, quite frankly, worse in the current environment. So yeah, we, we kind of jumped on the wave that Dave kind of brought forward to us at FRS and now we've been riding those with our customers. And if you can imagine that they're pretty choppy with some of the change in the environment that we're in today, but they certainly allow someone like Dell DPS to be able to be really successful if you write them correctly. >> Alright, so let's break down those choppy waves right now from a cloud perspective. So many organizations in every industry globally, are living in a multicloud world, whether it's strategic, and some of it is or by acquisition. And they're running traditional workloads, they're running emerging workloads. How is cloud now even more important from a data protection perspective? And what is Dell Technologies doing to help them in this navigate this multicloud world? >> Yeah, well, I think a couple a couple of different things. First, is that before COVID, and before the pandemic, customers were obviously living in a multicloud world they were picking applications choosing. Is it easier, is it faster to deploy in the cloud. And now with with the situation that we're in, customers are accelerating their adoption. So if you look at some of the announcements that come out from like Microsoft. The Microsoft's cloud businesses is just exploding right now. And a lot of it has to do with our customers are not going back to the data center, they don't have access. And the world has changed that their focus so much on work from home, that the quickest way to get going is to adopt the cloud. And so we're seeing a massive uptick on that. It's good news for Dell Data Protection, because there's a couple of key things that happen. When customers take some of these applications and put them in the cloud. They certainly open themselves up for some challenges, or they certainly open up with a cost really takes off if they're not leveraging an efficient data protection solution. So the first, first and foremost customers are adopting and leveraging the cloud more and more. And then about I think the numbers around 70% of customers today are looking to optimize their cloud experience. So they want to use it more, but they definitely understand that they're spending a tremendous amount of dollars out there and they want to optimize it. So we've had an example with a customer that wanted to leverage the cloud more. But the challenge was the cost just wasn't working out for them. And 60% of that cost that they felt they needed to update was their backup and archive. And so we went in, worked with them talked about how we could optimize that environment, to the extent that we could cut their costs in half. So there's a there's definitely a need, customers are going to continue working and going to the cloud, but they need an optimized, efficient Data Protection Solution. And Dell is the only one that can deliver that. >> And speaking of cost for a second, let's pivot on that. Because these days, it seems like the financing for Data Protection Solutions is as important as protecting the data itself. So when your customers are coming to you guys say, hey help us out, we need to leverage out more but we need to do some cost effectively. What are some of the the flexible financing options or even incentives and offers that Dell Technologies is delivering to it's customers? >> Yes. So we've been offering a lot to our customers for years in terms of flexible financing, we have the best finance organization sales financing organization in the world which is our DFS group. And what we've been able to do is start to look at more about how can we offer a subscription pricing to our customers flex on demand. But then on top of that, is we announced another program, which allows customers to extend their payment terms, right? It allows them to, zero dollar finance. So as the customer are really kind of focused on preserving their cash. We are bringing to market solutions, not only with DFS, that makes it more flexible from a consumption standpoint. But we're also looking at how do we kind of bundle some of our solutions together. How do we become more aggressive and help our customers get through this because cash is king for a lot of our customers today. And if we can help them preserve that cash it gives them the flexibility, they're going to remember that. Right? They're going to, they're going to want to partner with us more, they're going to see that we're stepping up to help them get through this difficult time. So, flex on-demand subscription pricing, those are the big things that we're starting to see more and more from our customers and Dell is here to help them with stepping up and helping our customers when it comes to the financing. >> Then imagine that applies not just to the Cloud environment, but also the VMware environment. That's another wave. Talk to me a little bit more about that wave and how you're helping customers to be able to protect their VMware workloads across the entire VMware stack. >> Yeah, and just let me add one thing to, from a when I talk about the financing, it's, it's whether someone runs stuff on-prem or in the cloud. So I know you mentioned that it's it's flexible pricing options across on-prem or off-prem, it doesn't matter. For us, it's a multicloud world and wherever you want to run it, you want to have flexible consumption models. But the topic of VMware which is just an amazing opportunity that we're working together with VMware and the partnership could never be any stronger than it is today is that VMware is working and growing, in every one of our customer environments today. And as they grow, they really need a strong Data Protection Solution that's going to bring governance, that's going to have scale, that's going to have cyber, Cybersecurity on it, that's going to give them that flexibility to be able to protect these workloads. And VMware wants to continue to virtualize more and more workloads, databases. And to do that, you need to be able to say that you can protect them recover that data. So customers are really pressing VMware and VMware is coming to Dell Data Protection to say, look, we're becoming more and more critical, and they've always been critical in the data center. But we really need to partner with you to be able to deliver a full experience and offer that protection that is necessary for a customer's mission-critical environment. So VMware and Dell DPS, I mean, together, no one can compete with us. It's actually exciting where we are today. But most importantly, some of the things that we're doing moving forward. >> And one of the obvious advantages that Dell Technologies has with respect to VMware is joint VMware engineering and that deep integration. Tell me a little bit more about that, and how that is an advantage when you're talking and sell situations with your customers? >> Yeah, it's a. So I always say that probably about 18 months ago, we really started to put together this joint development start to get really tighter from a technology standpoint, because you can't just show up one day and say, Hey, I'm the best in this market, right? You really need to be building, something and get to a point and so about 18 months ago, I tell customers, that's when Dell and VMware really came together and started doing more in terms of strategic solutions. And it's paying off for us. So if you think about VMC, very critical, VMware Cloud, very very important for their future and their success. We were the first to market with that integration. If you think of Kubernetes, and the importance of Kubernetes. Moving forward, we were first integrated with that with VMware, so our engineering investments are paying off. And this is just the beginning of where that relationship is going to be. As we exit this year, our solutions together will be second to none in the market. And quite frankly, there'll be no one else left in the market that can compete with us from a technology and that's good, not just for our customers and our partners, and not just good for Dell DPS. But most importantly, that's really important to VMware right? They're scaling, they're growing tremendously. They're the leader in this market, and they want to continue to own more of a customer experience. And to do that they need a data protection partner that can help them and so we got a great relationship going right now and it's only getting better. >> That's good to hear. So in terms of data protection, let's let's dig into that third wave, which was Cyber Recovery because one of the things that we know is happening during the pandemic is that cybersecurity issues are on the rise. We know that as technology advances, and it's used for good applications. The bad actors also have access to it. I was reading from the FCC the other day that just since March, there are about 1000 new domain names registered every day with COVID-19. There's malware that's easily dropped on a suspecting persons a endpoint because maybe it has a really entirely enticing title from the World Health Organization. What are you seeing in your customer environments with respect to Cyber Recovery? And is it is security now even more of an important factor given that this work from home situation is probably going to continue for some businesses for quite some time? >> Yeah, I think, our customers have a lot of different challenges now with with COVID-19. And one of them was how do you get your workforce working remotely. And sometimes you have to cut corners to get that done. And what that does is open you up for more challenges, more security breaches. And on top of that, is we're seeing the I call them the bad guys, the bad guys are out there right now attacking our customers more than they ever had. So, before COVID-19 ransomware was a big problem. And now it's, it's even worse. And so I think the bad guys see that they have an opportunity to go out there and really hurt some of these companies hold them, hold them for ransom, get some money from them, which is very unfortunate, but at the same time, that's the reality that we're living in. So before COVID-19, we had a massive customer acceptance, so looking at what we delivered from a Cyber Recovery Solution. And now since COVID-19, is about a 4,000% increase in ransomware attacks, we're seeing every one of our customers really starting to adopt the Cyber Recovery Vault that we delivered to the market today. Now we it's this isn't something new, right? We we've been building on this since about 2016. And our solution has gotten better and better and better, to now where absolutely, we've always been the leader in this market. But now we have such an incredible lead with our customers in terms of how we can help them in the challenges that are exacerbating in their install base. We're really in the right place at the right time. It's unfortunate for our customers, but at the same time, they have to protect their assets. They always have to be able to recover their their their assets or the business won't continue. So it's an unfortunate thing for them, but Dell is here to help take care of one of these problems that they have which is protecting their mission-critical assets. >> Right. And this mission-critical assets are on devices. They're in Cloud applications like office 365, or Salesforce business-critical, revenue-critical data. They're in a data center, they're in VMs. How are you helping customers kind of evaluate if they're in a situation now where they realize maybe we haven't put the emphasis into data protection that we need to? How do you help a customer sort of stack rank and prioritize knowing that the threat vectors are fairly holistic and get a solution from Dell Technologies implemented, and securing them as fast as possible? >> Yeah, it's a good it's a good question. It's kind of a hard one to answer because our customers have data everywhere. So it's a hard one for our customers to kind of figure it out. But what we can do is we can start in different places for them so we can work with them on assets that things that absolutely for them to restart their business, we have a solution that allows them or a way that we say look for you to get your business back up and running there's a critical rebuild there's things that absolutely need to be able to lay down your foundation before you even consider dropping assets, or any applications back out there. So that's like a first step of hey, let's at least size out how you get your critical rebuild up and running. But then there's other companies like big banks that say, well, I need all my customer information no matter what, and I need to recover that. So it's it can get a little complicated. Sometimes we have customers, because they have to figure out what assets they want to put in the vault and how do they want to recover that data. And what's the RPO RTO time but for us, we can work with them and say here's the critical rebuild. Here's the first step of getting your information back from the bad guys or back from wherever you're storing it today. But then on top of that, we can start to expand with them. And they can start to protect more and more things and add to the ball more and more the critical applications that they have out there. And, no one understands this better than us. And so it's good because we can help our clients size where they are today, we can help take a snapshot of their environment today. And then we can recommend what we think is step one, and depending on their appetite, depending on their urgency, we could take them from step one to step done, right? We can, we can cover all their assets, so we can start with their mission-critical and move down to other applications. So the good news for our customers, we have the only secure vault in the market. And we also have the expertise and the people to be able to help them understand how they can get going. >> Last question, Jim, for you in terms of the choices of the technologies that Dell Technologies offers to your customers, Dell has been the leader in the purpose-built backup of plan market. Since IDC invented that category, but the market is bifurcating, and we're seeing Integrated Data Protection Appliances IDPA, even though it's a smaller term, that market is growing faster. Talk to me about the different choices of technologies that you deliver to your customers? >> Yeah, I guess there's a couple ways to look at there's a traditional way of a customer building out their solution and that would be the traditional purpose-built backup appliance Data Domain with our software. And so they would kind of build that build on their own, they put the software in the hardware together, and that would be their solution. What we are seeing more and more is that customers are looking for that integrated appliance. And I'm happy to say that, our IDPA solution, which was a little bit behind getting to the market is now right in the center of the market and picking share right? We are easily outgrowing the market. This is something that we're putting our shoulder behind. We're pushing really high with our customers. Our customers are extremely happy. So thank you to the engineering team, the services team, the product management team that, really helped us get from where we were, say three years ago to where we are now. Now our customers are really pushing for that integrated experience, because they're flying to quality. There's a flight to quality right now, someone that might have multiple backup applications might have multiple hardware solutions. They're trying to get to one vendor, they're trying to get to one partner, they are trying to make this a simpler experience. And so from Dell, because we cover all the use cases that our customers have out there, they're looking at us as that one provider, that one vendor that can deliver on the full experience across their whole environment, not just maybe the VMware solution, maybe not just a couple of databases, maybe not just their Cloud applications. They want a vendor that can provide solutions. Across all of their workloads across all of their use cases, and no matter where the data sits in a remote office, on-prem in a data center or in the cloud, and that's where IDPA comes in, we can deliver a solution that covers all customers use cases, with the same experience from Dell, which is second to none. So that's where IDPA is exciting. That's where IDPA is growing up place in the market. And that's where teams have to really spend time helping customers understand how they can consolidate down to one vendor, which is Dell, and be able to cover all of their requirements. So it's pretty exciting time on what we're delivering from an IDPA standpoint. And we are clearly taking share on that market right now. >> Well Jim, thank you for joining me on theCUBE today talking about those three waves, Cloud, VMware, Cyber Recovery and how Dell is really helping your customers rapidly pivot in these turbulent waters to capitalize on some of the new opportunities that are clearly there, we appreciate your time, Jim. >> Yeah, thanks for having me and we're going to continue to ride the waves and be really successful. >> All right, for Jim Clancy, I'm Lisa Martin. You're watching theCUBES conversation with Dell Technologies. (soft music)

>> Narrator: Live from Las Vegas, it's The Cube covering Dell EMC World 2017. Brought to you buy Dell EMC. >> Welcome back here live in Las Vegas on The Cube at Dell EMC 2017. We are live from The Venetian continuing our Day One coverage here on the show along with Keith Townsend, I'm John Walls. Did you have a good lunch? >> I'm ready to go, John. >> Excellent, excellent. It's all about data protection right now and with us to talk about that is Beth Phalen, who is the President of the Data Protection Division at Dell EMC and Jim Clancy, the SVP of Sales in Data Protection as well. Jim, good to see you, sir. >> Thanks for having us, guys. >> Alright, so big news for you today. Led off with a couple of key announcements. Beth, take us through those, what was the news that you were making from the stage? >> Absolutely, two big announcements today. First, is the Integrated Data Protection Appliance which is an end-to-end appliance that gives you box to backup in less than three hours. While the customers are looking for simplicity but they still need the fantastic dedup, up to 55:1, the performance, the scales they get with our Data Protection Suite, our data protection portfolio, so now we're bringing it to them as an integrated appliance. Couldn't be happier about it. >> Great, so big news there, and announcement number two. >> We had a second one, too, which was cloud data protection. With a special focus on cloud Disaster Recovery, our customers want to leverage the cloud to have the DR site in a cloud, a public cloud, or perhaps a separate private cloud. They also want to be able to run Data Domain in the cloud environment. So as of today, you can run Data Domain Virtual Edition on AWS Or Azure and soon you'll be able to run it in Virtustream. >> So Jim, put that into practice for me now. If I'm one of your partners and I know that I've got some extra layers or extra opportunities, now what does that mean to me? >> Well firstly, we start with our partners. I think we've had such an incredible journey together supporting our customers' requirements. Well those continue to change and they struggle with things like the amount of information that they need to recover from, they need to back up, they need to store. For us, we're giving them that next conversation with their customers. So the new challenges are being met by data protection from Dell Technologies and our partners are going to benefit from that because they have the trusted advisors in their accounts. They want to be able to go and work with their customers and the new challenges and deliver. So Beth and her team have delivered from a technology to allow us to go and capture that mind share with our customers working together with our partners. >> So Jim, backup appliance, very high market. A lot of investments and a lot of startups in that market. What differentiates this solution over those competitors? >> Well first off, we're in the number one position in this market for a reason. It really comes down to our technology. So our customers have been pushing us saying, We need it to be simple, make it simple, make it simple. Because then they're running out of time every day on what they can do. I think we're taking our industry-leading technology and bundling it together as a simple, high-performance solution is the first thing. The second thing is the total experience that Dell brings to the marketplace. Our customers always are counting on us that if there ever is a challenge, who's going to be there to help us, right? If I ever need that next application comes on the line and how am I going to protect it? Who can come in a design that? That's what we deliver. So the things that we deliver are the experience vs. a point product. And by the way, from a point product, with our new announcement we're going to be able to take on any competitor in this marketplace. But it's the full experience that separates us from anybody in this marketplace today which is why we're number one and we're going to continue that leadership. >> So Beth mentioned the second announcement, cloud, which is a huge part of our new hybrid portfolios. What cloud services are we compatible with out the gate with your new solution? >> The cloud services that we're developing at the end of the gate, is that what you said? So first of all, if we take a step back the cloud is really multi-steps for customers to take advantage of it. Some customers are extending to the cloud. So they may have a full on-prem Data center that they want to leverage the cloud for perhaps long-term retention. That's one thing you can do. The second is a lift and shift. When they may choose to move some of their applications to the cloud. Now for that, they can run DD VE with NetWorker and CloudBoost and still have that same operations for the data protection that they did from on-prem. So the first is extent of the cloud. The second is lift and shift to the cloud. The third is something that you'll hear us talk more about. It's beginning to refactor their applications to be more cloud-native. Which is another area that we're very engaged and working on. >> So for a lift and shift scenario one of the things that we're concerned about on the customer side, is cost. When we're backing up to the cloud, it doesn't cost must to get it there but getting it back. Do you guys help with that scenario? >> We do, because first of all, all of the data is going to be deduped before it gets sent out to the cloud so it's a small amount of data that needs to come back. And second, with this most recent announcement if you're using the cloud DR capabilities you can bring that application back up in the cloud itself without having to bring the data back. So the data is stored and it's sort of format on the cloud is certainly the best value. Then you could actually bring that application up in AWS, as an example. >> So let's talk too from a staff retention, or staff training rather, what do my staff have to learn new of these solutions, if anything? >> It's a great question. Because of the things we pride ourselves on is making them seamless extensions of the products that we already sell. So that you don't have to introduce a brand new product to your environment. You can manage from NetWorker from Data Protection Suite to initiate the launch and retention or the Cloud DR. >> So the look and feel is what they're using today. What we've done is we've just extended the use cases that our customers are coming to us on, saying, I need to move data to the cloud, I want to make sure that I can leverage my existing technology and get that done. That's a big advantage to us because our customers are comfortable, understand the tools that they leverage today, and if they can just extend it instead of bringing something new in and learning something new, because every one of our customers does not have time to learn new tools, new products-- >> Well they really don't want that. >> Yeah, they don't want that. >> That's the last thing they want, right. >> Yeah, and I wanted to add on to what Beth said. We've been selling in the cloud for well over a year now. So this is just another few use cases that we're adding to our customers' requirements. So we have hundreds of petabytes that are being protected in the cloud today, whether it's some of the ones that Beth mentioned or Virtustream, so we're already in the cloud. This is just a more thought leadership. This is more of a technology leadership that we're announcing today. So we're extending our leadership as we extend our customers to the cloud. >> So what are the big picture stuff? We're talking about people moving more work. You've got tons of data, right? We have so much more. How is all this coming together in terms of where your section of the business is going, how you're responding to those kinds of trends, and what do you see coming down the road? >> It's a great question. So one of the things we talk about is people moving away from data centers to centers of data. When you look at with IOT, with all the distribution of where data is stored or coming from right now, it becomes more and more of a challenge to make sure A) You know where all your data is and B) That you're confident that it's protected. So given the capabilities and more and more distributive services giving people the ability to see where all of the data resides and the protection state, is one thing. I think the term data fog is beginning to start coming into the conversation. People have been mentioning it. It makes a point, right? It's not in one place anymore, it's not a lake. It's all over the place. Think about the challenge for CIOs to have the confidence that it's still protected and that they could get it back. >> So with all this distributed data one of the challenges that we have is the metadata around that data. Knowing what's where, analytics around that. Do you guys help solve that challenge? >> We do, in a few different ways. >> One thing in particular is, as of last year, we have a SaaS offering which is ECDA, Enterprise Copy Dating Analytics. That lets you have a global view of where your data is and it's really moving into more machine learning. So it's not just reporting. It's allowing the customer to get smarter and smarter about where his or her data is maybe not as protected as it could be and where they might want to take some actions to increase their levels of protection. >> We're pretty exited about it because we've gotten an overwhelming response from our partners and our customers that this is where we need to go. So everything we're talking about has been things that we've been going through with our customers for years saying, Okay we need to get here, we need to get here. and how do you help us get to that path vs. doing these individual things? There's a strategy behind all of this but it really comes back from our customers and our partners saying, This is what we need, we know you're going to get us here but let's try to get there sooner than later. I think Beth and team have delivered on that again. >> So this is a transformation. Again, big theme of this show. Help us with the big picture. How does this copy data, secondary data market that you guys are helping us with solve that support that digital transformation? >> We heard Michael talk about it on stage today, right? The ability of what we can do having a greater amount of leverage around the data that we all have right now is mind blowing in terms of accelerating medical diagnosis, driving more capability around awareness, around risks and sometimes of security. There's a level of knowledge that we've become more adept at mining the data that we have and then leveraging, machine learning, to analyze it. It's going to give us leaps and bounds of acceleration in whatever business objective we're looking out to achieve. >> If you had to pick a use case you're most proud of when it comes to your new solution set, give us the best one. >> I'll let you go first. >> I love the new things that we've done with the cloud data protection. Giving people the ability to be able to extend seamlessly is something that they've been asking for and to have it now and be able to offer it is really fantastic. >> I'd have to agree. Our customers want data protection everywhere. They don't care where that data sits. They don't want to be handcuffed on where they can actually protect their data or recover from that data. So they're working really strongly and tightly with us because we are the leader in this market and we just proved it again that we're going to keep up that leadership. Data protection everywhere is important and I think the cloud extension and leadership is what puts us in that position. We're really excited about that. >> It's an asset no matter where it is, right? So you have to protect it. >> That's right. >> Data fog, though, I think I live my life in data fog. (laughter) >> I like that, that's cool. >> Beth and Jim, thanks for being with us. We appreciate the time on The Cube and best of luck. >> Thank you. >> Nice talking to you. >> We'll continue live here from Las Vegas with Dell EMC World 2017 and you're watching The Cube.