>>Live from Copenhagen, Denmark. It's the covering Nutanix dot. Next 2019 you by Nutanix. Hello everybody and welcome back to the cubes live coverage of Nutanix dot. Next here in Copenhagen, Denmark. I'm your host, Rebecca Knight, co-hosting alongside Stu Miniman. We're joined by Ken ring doll. He is the vice president global Alliance architecture at V. thank you so much for coming on the cube. It is your sixth time on the cube. So you are an illustrious I know. And then a ring and then a ring for is 10. We've got some sticks. Yeah, here you go. So you're here to talk about the partnership with Nutanix and, and uh, and, and mine. So why don't you tell us a little bit about this partnership and the mine ecosystem and, and how would what you see for the future? >>Yeah, absolutely. So a, you know, Nutanix is a really strategic partner for us. Uh, you know, I'd say we've been partners for quite awhile, probably five, six years. But I would say the, the real sort of tipping point for our partnership was when we committed to go integrate with HV. You know, we had supported vSphere from the beginning. That's, that's what VM was founded on. That's where the foundation of our success, we went and did hyper V and 2011 and we didn't do another hypervisor. We still haven't even done KVM yet, but we saw the value in the Nutanix partnership and we committed to doing HV and delivered that, you know, middle of last year. And we've seen, you know, good pickup on that. But that was really the tipping point when we sort of came in and sort of wrapped our arms around the Nutanix ecosystem. And really, you know, if you want to embrace Nutanix, you're in praise HV cause that's the core, right? That's, that's where they're going. That's their differentiation. Um, and so that was, that was sort of the tipping point. And of course, you know, we can certainly get into mine and everything else we're doing. >>That was, well Ken, first of all, it definitely was, you know, very much noticed in the industry. Uh, you know, Veeam, I remember back when hyper V support was announced and kind of a ripple went through the virtualization, uh, industry on that and Veem stepping forward and supporting HV was a, a real, uh, you know, speaking to not only the partnership but to the maturity of where Nutanix sits out there. Um, we know that the data protection space is quite hot and a question people have had from day one was, well, we'll Nutanix address that directly themselves. Uh, they had Veem rubrics here, you know, other partners are here. So it's how they are addressing that space and mine, uh, that, that is pretty interesting in different from, uh, you know, much of what we see out there. So, uh, bring us inside mine and you know, uh, Nutanix, it wants optionality to be there. So Veem is one of the partners, but also the, you know, uh, likely the most important first one. Uh, there. >>Yeah. So you know, this, there's a lot of similarities between Nutanix and Veem, especially when it comes to the general approach to partners. You know, where we're a software defined, uh, data protection platform. Nutanix, you're right hat an option, Hey, maybe we go build this ourself or we acquire and try to get that revenue, maybe the data protection revenue. And they've decided to partner just like we've decided to partner, you know, for secondary storage and everything else. And that, that really does lead us to mind because you know, a lot of our competitors do ship their software on white box hardware. Uh, some of the emerging startups are doing that and even some of the legacy players are all, you know, whether it's a Supermicro box and Intel box, we've taken a different approach and said, Hey look, you know, we, we, we know what we're good at and we know we want customer choice. >>And even, you know, Dheeraj and others at the keynote today talked about no vendor lock in. We're where we are. We have very similar approaches. And so, you know, we got together over a year ago, year and a half ago and said, Hey, look, you know, as Veem in a, we, we see some customers that are now asking for their data protection. You know, VM was founded on being simple and easy and there's even ways to take that to another level like mine, which is, Hey look, we want to now even simplify the day zero one the zero experience that even into the day one day two ops in terms of an integrated UI and other ways to to bring, you know, the infrastructure together with your data protection. And so it made perfect sense. We got together and it was like boom, a light bulb went off. We got on a whiteboard and we're like, yeah, we can do this. >>Like, you know, it's going to require joint development. And we've sort of made those commitments on both sides and it's been well received now. It's not in the market yet. It will be soon. Um, but the customer feedback has been incredible. We've done this very successful beta, we've got lots and lots of pent up customer demand. So it's like the sales teams are now saying, Hey, when can we, have you been talking about it for a while? When can we have this? Because we have customers ready to buy. So where we're there now that we're ready to bring this to market and excited about the opportunity together. >>So talk a little bit about the, the ins of that partnership. And you were just describing your ethos, which is making everything simple and easy, which is what we're hearing a lot here today. A. Dot. Next. So does that just mean that you attract the same kinds of employees, so then therefore they work well together in the sandbox? I mean, how would you describe the, the cultures coming together in this joint development process? >>Yeah, I think we're, we're similar companies, right? We're a similar size. We're a similar age. We're similar, you know, just, just all around, you know, our, our culture of innovation. So, you know, when we got together it was, it was pretty simple. Now, now doing development as two companies together is always hard. It's never easy. It's even hard to do it when it's one company on your own, right. And get a, get a product to market. Um, so I'd be lying if I said that weren't bumps along the way. There always are. Uh, but you know, we've, we've, we've worked through and we've, you know, we're, we're now, like I said at that point, and I think our, our, just our similarities and our cultures and really we have alignment at the executive level. And that's important, right. To, to get things done because, you know, well, well, you know, all of us that are sort of working on this thing, maybe a level or two, but when executive leadership is aligned, that's when things get done. And we have that between Nutanix and beam. >>Yeah. And Ken did the messaging that I'm hearing from Nutanix now reminds me of what I was hearing a couple of years ago from Veem specifically when you talk to cloud, uh, so a couple of years ago very much, I saw Microsoft up on stage, you know, living with AWS. What are you hearing from your customers and you know, do you see those parallel journeys or will the AHV integration mean that as Nutanix goes along that journey that Newtanics offerings will be able to live in these multiple cloud environments sometime too? >>Yeah. So I think a little bit of both, right? I think, I think the definitely be able to live out there. I mean, you know, you see VM-ware now wrapping their arms around all the hyperscale public cloud vendors. I mean, we heard about XY clusters and that was announced in Anaheim and we saw a demo of it today. And, and, and, you know, our goal is to support those workloads wherever they are. You know, we've, as I said before, we, we sorta made, made our hay and we were founded on attaching the vSphere then hyper V than HV and now AWS and Azure and all these other environments. And really, you know, the roots of it, we, we follow our customers along their journey, right? So, you know, this customers today that, that, you know, maybe smaller, newer companies that go straight to AWS, straight to Azure, they're born in the cloud and they're cloud only. >>You know, they may not be the best fit for Vien maybe a couple of years from now. Uh, they, they may just buy point solutions for the customers, the larger customers that have hybrid environments. That's what we're looking to attack. And you know, whether that's with Nutanix and VMware and those workloads that go, we, we want to make sure we attach here and give our customers the best experience and the ability to burst to the cloud and move around and workload portability, you know, we built features into the product. We've changed our, revolutionized our licensing to make that easier. So, so that's what we're after is is those hybrid customers solving those problems and those challenges they haven't building on our strength, which starts on prem but has moved into the cloud and, and, and spread quite a bit. Yeah. >>What do you see as some of the trends on the horizon? I mean, as you said, you just described your dream customer, which there, there's, there's a few of them out there so you'll be okay. So talk about some of the, the problems that you, that are keeping them up at night and how your solution solves them. >>You know, when it comes to data protection it, you know, everyone can say, Hey, my backups, they were 100% successful. It comes down to restore and reliability. And security, right? And we, you know, we've, we've built a lot into our product to give customers the peace of mind that, Hey, you know, when that call comes at at 11 o'clock at night and I need to recover assistant cause it's down, you know, we need to have hundred percent confidence that that will be there. And oftentimes when, you know, when we're converting customers over from maybe a competitor's product, that's what we hear the most is, is Hey, you know, it's the reliability and the confidence in the infrastructure and that's what we focus on most. And so, you know, we hear that a lot from customers and, and that's really where our focus is. We've got feet, as I said, features built into the product. >>You know, that, that that goes straight after that can, we've watched Newtanics really increased the breadth of what they're offering through through their software. Uh, they've been talking a lot. Files is one of the, you know, strong growth areas. There. Objects is another one that I, I expect would have some interaction with your environment. What are you hearing from customers? Where is Veeam moving with the HP support for some of these other solutions that Nutanix has? Yeah, so, so we've got a very big release coming, you know, in the next call it few months, quarter or so. Um, that is called V 10. You know, and if you guys read Vema on a couple of years ago, we've talked about V 10 and that was a number of features in there. NAS is a big one for us. Um, and it's one that that is probably the most asked for feature that we currently don't have. >>And so having support for files and we've already tested with the beta, you know, we know when we come out with that in a GA form that we're going to be successful with, with files. Uh, object storage is another one that was also part of the V tenet umbrella when we announced it, you know, while ago. Um, and it's been hugely successful for us. It's revolutionized, kind of the way that our customers look at longterm storage is, is, Hey, I can, I can move that to AWSs three or Azure blob or, you know, cloudy in or Swift stack or something else on pram or Nutanix objects. Um, you know, because again, customer choice, but, but we've, you know, we've embraced that because that's where customers are going. She asks, you know, what a customer that, that's, that's where, that's where they're going. They, they, they say, Hey, I want, you know, a lot of them want to get rid of tape, you know, and, and what's the best way to get in this is features of tape in object storage, right? There's object lock and ways to do, you know, uh, write once, read, read many times. So we're, you know, we look at object storage a little bit as, as the next generation of tape. Now it's, you know, it's not exactly that. There's lots of different use cases, but, but for us and for our customers, they're looking, they're looking to, to do the next generation data center. And that includes having object storage is a longterm tier. Uh, you know, for cost reasons, for manageability reasons, you know, of the light. >>Can you talk a little bit about the partner ecosystem and the evolution of it and particularly because the technology industry is, is changing so fast and you, you, you started this conversation by talking about how much your culture is aligned with Nutanix culture. How do you see, with, with these fast changing companies, fast changing technologies, how do you see five, 10 years from now, what will the technology landscape look like? >>Yeah, certainly. I mean obviously the, the push to cloud, that's big, right? Where we're making a lot of, a lot of changes on our site, where, where we're bringing out new products or bringing out new features that specifically take you to cloud. Um, you know, we, we were on with you guys at, at world and, and you know, there was, you know, project Tansu and all this other stuff about Cuba and it was, it was, that was the Coobernetti's conference. Right. And, and, uh, you know, I said earlier, you know, we want to move along at the pace that our customers want to go. So, you know, those, those sort of born in the cloud companies are going straight to Kubernetes, but we're moving along with our customers when it comes to Kubernetes and containers. So, so yeah, we're, we're paying attention to it. Do we have a product that can support every bit of, you know, Kubernetes and containers yet? >>No, but, but we're, you know, there's these things that we're working on and you know, in, in the way that Veem usually develops software, we're not usually first, but we usually come out with something that is rock solid, ready to go, customer ready. We have 355,000 customers we can't afford to and, and, and we're the stewards of their data. Uh, so when we come out with something yet, we may take slightly longer to do it, but you can be sure that it's rock solid, stable, robust, and that's, you know, that's our general approach. And so when you ask, you know, where our customers going, you know, they're definitely going to the cloud, they're going to Kubernetes, they're, you know, all these, all these new technologies, and, and, and, and we sort of like step back and we ask our customers, Hey, are you doing this? You know, what's your plan for this? Is it two years? Is it one year? Is it five years? Um, and we adjust accordingly. >>Yeah. Uh, can anything particular for your European customers that, that, that you can share? >>Yeah, I think, you know, when you think European customers and uniqueness from the rest of the world, I mean, you start with GDPR, right? That that was, you know, a huge thing that went into effect a year ago. Um, and we've, you know, we've, we've done things there, but they're, they're, they're very sensitive to, you know, that and, and being able to, you know, provide that capability for their customers. So, so I'd, I'd put that at the top of the list. I mean, cloud is a big one. You know, I think as we look at the hyperscalers in particular, AWS and Azure, you know, the U S is a big country. You don't need a lot of data centers to cover the country. But now you look at GDPR and some things need to stay in the, in the envelope of a, of a country. And Hey, this, you know, lots of countries in Europe and, and, and so more and more data centers. So the support of those public cloud vendors and the, the sprawl of, of the date and the sprawl of the data centers is, is really important. So having that coverage and being able to provide customer choice is incredibly important to European customers. >>Well, Ken, thank you so much for coming back on the cube. We always have a fun time talking to you. Right. Thank you. Next time I'll be here. Seventh, I'm Rebecca night for Stu Miniman. Stay tuned for more of the cubes live coverage of Nutanix. Dot. Next.

(upbeat music) >> Introducer: Live, from San Francisco, celebrating 10 years of high tech coverage, it's theCUBE. Covering VMworld 2019. Brought to you by VM Ware, and it's ecosystem partners. Hello and welcome back to theCUBE's live coverage here in San Francisco, from VMworld 2019. I'm John Furrier with my co-host Dave Vellante. Dave, 10 years of theCUBE, covering VMworld. A lot's changed, a lot's happening, 10 more years. Two great guests here from Veeam. Carey Stanton is VP of Global Alliances and Ken Ringdahl who is the VP of Global Alliance Architecture. Both with Veeam. Love the green. >> Good to see you gents. >> Epic party last night. You guys are known for the legendary party. >> Yes. Andy Rammer? Did you? It was great. We had 2,500 people waving, shouting. Yeah it was great. >> So welcome back to theCUBE. So what's the news for you guys? You're always popping some news out. What's going on here for you guys at VMworld 2019? Top story. >> Top story for us I think is continuation of what we're doing with VMware on VMC and AWS, you know we continue to be the number one data protection workload on VSAN, working with them on their new marketplace as a design partner that they just launched this week as well, so I would say that we are always everything to VMware and then we just continue to ratch it up with continuing to grow out their ACF platform with VSAN and the new marketplace which is their VCPP, which is a big part of our business. >> And the cloud's certainly a big part of the equation for VMware this year. I mean you've seen the announce cloud native support, kubernetes on Vsphere, so they're starting to get their software mojo down on trying to build that next generation platform. You guys are kind of there with your solution. What's the big takeaway technically that's going on that customers should care about in your mind Ken? What do you think? >> Yeah, you know. Certainly this, is a big push towards Cloud I think. You know as Ratmir our co-founder would tell you, "hey, we track VMware." So when VMware started on print we would track along, they've now moved into the public cloud, and we're following along there, so whether it's VMC and AWS, the new relationships with Azure and Google, you know, goodness for us because we provide inherent support there. But you know some of the next generation things, a lot of news about project Pacific, and kubernetes, and next generation cloud native applications and, yeah we're here to support our customers, you know we're looking at all the new things that are there, we've done a lot of things recently about adopting object storage for cloud storage, etc. A lot of things we're doing from a product and technology perspective. >> So Pat Gelsinger, on theCUBE one time said, "If you don't ride the waves you're going to become driftwood." You guys have always been wave riders. When you see something like the project Pacific, what does that mean to you? How do you respond to that? Do you talk to customers? Do you sort of huddle internally and start designing? >> We do. We certainly take a lot of feedback, you know as we all know in tech, there's a lot of things that come and go, some of these things are great ideas, and at VM where you can look at vCloud Air right? You know, it was great momentum for a while and VMware made a very good pivot right? They understood that, we shouldn't compete in the space, we should partner in this space, and so we do the same thing, we look at when we're evaluating new technologies, kubernetes, etc., I mean I think at this point we know kubernetes is here to stay right? That's not a fad. It's very clear, the adoption is clear, so we're evaluating how we participate there. Our customers are largely, on-prem customers but moving to the cloud it's a real hybrid story, and so when we go in and implement our support and look at how we're going to integrate that, it's all about how we help our customers in that world. So when you see a new trend you say what, "We can protect that." Right? It's anything, everything needs to be protected. How do you think about protecting containers? Yeah so we look at it and say, hey look, the way that containers are delivered it's inside of a system regardless so, sometimes it's inside a VM, sometimes it's within a physical system. We can protect what support's there and we're looking at how can we help customers today. A lot of customers are moving their workloads. Similar to when server virtualization came up, it was a little bit of a lift in shift right, I'm going to take what was working on physical, move it to virtual. A lot of customers today are moving what they have in legacy apps and they're just putting 'em into containers just to get there, and then they're building new applications, they're moving in a more stateless fashion. We can support the customers today when they move to a stateful system. And we're evaluation how we support more the stateful longterm view of kubernetes. >> But Carey so you obviously know VMware very well. Yes sir. I've spent some time there. When you think about how the ecosystem's evolving, VMware now is a networking company, they're a storage company, obviously they compute, but they haven't sort of aimed the cannon at data protection, they've left that to the eco system. Your thoughts on how the ecosystem is evolving, your relationship with VMware, and the broader. >> Yeah I think it's not dissimilar to, if we just pick vSAN, storage, primary workload, they don't play in the secondary storage, and they allow their customers to work with reference architectures that we create to say which data protection partner would you like to have. We're fortunate to be number one, if you look at HBE, right, again, they have a lot of partners, we're number one with them, NetApp, Cisco and the like, so you know, VMware's not any dissimilar, so we're fortunate to have that Tier 1 relationship with them that they're looking to us as serving their customers. And then we also have a very close working relationship with them on the engineering side to ensure that we're always protecting their customers, and we have lots of other great meetings this week and lots of other things to be announced in the weeks ahead with working with them and their customers so we're very excited on what they're doing in that space and how we can solve their customers. >> That's interesting. None of the big platform players really have attacked ever, historically, back up, I mean I guess IBM kind of, but that's for different reasons. They'd probably say, "Okay, we've replicated, we're good." Why do you think that is? Is this cause it's so hard? You guys as an industry are that far ahead of the functionality? It's a tough business? >> Well I think it's.. It's big, it's a large business I think it is. It's a 6+ billion dollar town. I think that it's also a legacy. I mean if you look at where Veeam came in and we were disrupters when VMware was it and doing the virtualization, we were disrupting the legacy players without saying all the names what we did, and I believe that with the two decade plus world the data protection has been in, and the evolution, that it would take a lot of work on their part to want to come in and say that they're going to get into that space and try and have a solution that is as credible as Veeam is in the marketplace. So again we're fortunate, we stay very close with them and you know we continue to see them as one of our Tier 1 partners as well. >> Talk about the integration aspect because you're Tier 1, you guys are number 1 recommended with these guys, relationship's strong, integration's are key, for you guys and with VMware but also as customers, look at the Cloud 2.0 world, and you guys are following VMware with multi-Cloud, you guys can play everywhere. You're going to be integrating a lot, so that has to be a core competence for you guys. Can you just talk about, how you guys view your integration with VMware and then, from a customer standpoint, why is it important? >> I'll take the first crack and then pass it Ken, but if you look at two years ago with VMC on AWS when they made those announcements, we were a design partner in, and then they started to evolve that and doing those pilot, we're starting to see those pilots turn into large enterprises deployments. You hear Pat and Sanjay talking about the evolution that they're having and we're seeing the result of that, the customer's saying, "I need what was using on-pram." And that's moving to the Cloud and it just works, the Veeam slogan, it just works. So we're seeing a lot of those deployments for customers taking those enterprise solutions that they had on AWS and scaling them out, and we're going to continue to do that across all of, you know, what Ken was just talking about kubernetes, the Pacific project and others that were.. Again, we're at the table working with them, but I don't think that Veeam is going to stay away, we're only going to get closer as go into new technologies. >> You have to and the tech's getting better too. >> Yeah, what I'll say also is, Veeam, when you look at the data protection landscape we're a pure play ISV. That actually makes us pretty unique because all of our competitors either sell their software on a piece of hardware, or it's at least an option. We have no Veeam whitebox option that you'll see a Veeam label on it, and it really resonates with out partners. We're totally non-competitive, or non-overlapping with our partners and so, they welcome us with open arms as a result of that, and it really helps us drive in. But the integrations are critical and just to quickly make a comment about the last question about sort of the point solutions and why doesn't the big platform players. I'll give you two examples, two public Cloud examples: Azure and AWS, the two primary hyperscale Cloud vendors. They both have backup solutions, AWS has site recovery, sorry, Azure has site recovery, AWS come out with AWS backup. About a year ago they announced that at Reinvent. They need that for point solutions for customers that are looking for a checkbox. Customers, really that more the developer that just needs the base level protection. But they partner with folks like ourselves, for the broader support, for the hybrid support, because silicon angle right? I just read an article yesterday, or two days ago on silicon angle. It's a hybrid cloud world. You guys, talking all about it. That's where our strength is and that's why we have these partners coming to us. You know they build point solutions on their own, again for that checkbox, we're not checkbox, we're deep integrations, we're hybrid cloud, portability, flexibility, reliability. >> And that's smart of the cloud guys to do that because some people want end to end or compliance reasons they have to use the cloud's solution, or it's a requirement, but look at Cloud Trail, and data job's going public. You got New Relic. You got these companies that are winning in adding value with their products through leadership. Not necessarily. Amazon's got a solution out there but they're not really, going down that road. >> And John, and what I would say is also they see, the number of customers and the size of the petabytes that we're driving on the respective clouds, again back to Ken's point on AWS and Azure, I mean that business for us is growing 30 to 35%, month over month, and so they understand the number of customers, and they see that this is a hybrid play, the customers tiering off data to the cloud, but their primary workload is on-prem >> That will give you more EC2 cycles. I mean, crank up the EC2 baby. >> And they know that we're coming out with cloud native solutions as well so, I mean we're doing all the heavy RD investment, solving their customer problems, so again reason number 452 as to why they would want to go in and be disrupted to that? >> As you guys do these integrations, a lot of cloud action, you got VMC on AWS, Cloud Tier with AWS and Azure, you have a bunch of stuff going on with VMware solutions with Cloud Simple. As you work in this multi-cloud world, how are you changing your licensing and pricing models to adapt? Yeah a think Ratmir and Danny were on this week and talking about instances, so we're moving the portability of the license no longer, making the customer have to make a hard decision on the day of licensing with Veeam, is we're saying, hey, the license, it's an instance, it's on-prem, it's an instance in the cloud, you determine what's right for your business and move those licenses. So we were the first to really make that giant leap and we're going to continue to evolve that solution and make it even easier for them to do that, and then another thing that Veeam is there's no tax, we don't charge the customer any money if you want to move those data environments up into the public cloud, and again that's Veeam differentiating as it were, that customer company. We're always focused on what's right for the customer, from the product, right down to the licensing model. Yeah you're tag line is it just works. And I don't know it that's the tag line but that's what customers always say. >> It was for many years. And it's more than just a product, it's the business model. You guys have always been, pretty innovative in that regard. And especially with partners, you and I have talked about this in terms of how you make a transparent for the partner, for the sales reps. On the partner's side, to not care, whether it's they're selling on-prem or if it's a cloud solution. >> And it's been well received as you know we have global resell agreement with the Cisco's and HP's and NetApp's of the world and they're very appreciate to the way that we make it easy for them to sell to their customers and allow them to have that portability of the licenses. >> It's been great following you guys and your events, and getting to see you guys be successful, the product does the talking, and the customers are the references. I mean they vote with their wallets. You know and you guys are a Tier 1 partner. Congratulations. >> Yeah. Thank you very much. >> Final question for you, is the event successful in your mind for you guys? What do you think is happening here? What's the top story coming out of the event overall for the folks that didn't make it here? >> So, first and foremost, huge success, we're 100% back here next year trying to make it even bigger, and I would say that what's coming out of it is just the, the success that our customers show by coming to our booth and showing us that they're looking to keep with Veeam on the journey as they go with VMware. And Ken touches on kubernetes and look at all the new solutions, and so we have an overwhelming support to customers saying, "Hey, I've been with you for the last decade, I want to be with you on the journey." And so that's, we've hear that over and over again this week so very strong. >> Yeah, I think I'll second what Carey said and maybe I'll give you a broader picture. I mean if you look at what VMware's done over the last 12 to 15 months. Last year at VMworld they announced the Cloud Health acquisition, they acquired Security Company, Pivotal, you know they're really broading and they're seeing that hey look, it's not just about on-prem server virtualization, we need to have a very broad story. We need to be relevant in the public cloud, we need to provide some management and multi-cloud capabilities. We're doing the same, but I think VMware is clearly in a period of transition and figuring out.. You know I think VMC and AWS is a great step. You know having the CloudSimple relationship and virtustream for Azure, you know runnig VMware, and Azure, and Google, but I think you'll continue to see that evolve and I think they've put the breadcrumbs down so that as we go forward here in the coming months, weeks, and next year when we're here at VMworld, you'll see that continue. >> And it's certainly a great growth in terms of infrastructure's, code. You're starting to see the Enterprise Cloud start to stand up a little bit. Hybrid cloud's got visibility. It's not as easy as leaving stuff in the cloud, getting the enterprise to work, you guys know that first hand. And Congratulations. Thanks for coming on theCUBE. Thank you very much. Appreciate it >> VMworld 2019 CUBE coverage. Here live in San Francisco, I'm John Furrier, Dave Vellante. We'll be back with more after this short break. (upbeat music)

you live from Miami Beach Florida Biman 2019 brought to you by beam welcome back to Miami everybody this is the cube the leader in live tech coverage I'm Dave Volante with my co-host Peter burst we're wrapping up day two of v-mon 2019 and so we've been talking about cloud hybrid cloud data protection backup evolving to more of an automated data management environment can bring dollars here and he is in charge of really building out the VM ecosystem that he's the vice president of global alliance architecture at VM Kent great to see you again thanks for coming on yeah thanks Dave preciate so the ecosystem is evolving you know you're in a competitive marketplace but one of the things that differentiates Veeam is you know billion dollar company and people want to do business with your customers and so the ecosystem keeps growing and growing and you guys have some you know blue chip names at the top of your sponsor list we do a good job but you're not done yet so not at all and I think Dave you know it's it's really great to see how v-mon has evolved and you know in our partner ecosystem you know we have you know you talked about us hitting a billion dollars you know we rat marinelle's we hit 350,000 customers that customer number is a huge asset for us when we talked to our partners you know that is something that they're all trying to tap into right they love you know and our customers are really passionate and we have partners that come to us and they say hey look you know and that you know the bigger partners than us and they're saying hey will you please work with us will you please you know we want to do deeper integration because our customers you know are saying we're Veeam customers and and you you know you know mister partner you have to go work with teams so that so that our solutions will work better together so it's a it's a great asset to us yeah and it's it's evolved since you know it's just certainly just the first Vemma and I was at the very first one I think was we were talking was at the Aria whatever it was five years ago so so you know ecosystem is I think Jason Buffington was quoting Archimedes today and you know livre and and that ecosystem is is you know a huge opportunity for growth ok so let's get into it well first of all I want to ask you if time was interesting global alliance architecture yes so we're not talking technical architecture necessarily we're talking about what the architecture of the ecosystem or both yeah so some money you know my role my responsibilities and what my team looks after is everything technical related to our partners so veem we're a hundred percent is fee and you know ratmir and aundrea to co-founders and leaders to the company you know that that's something that they take to heart and it's something that's actually really valuable when we talk to our partners is we don't really overlap very much especially with the infrastructure partners that we have and so you know my job is to take the great products we have and make it work really well and go deep with our partners so create value with these partners there's sometimes their product integrations storage snapshot integrations we announced the width beam program two weeks ago we are together at that next with the rest of your team talking about Nutanix mine with theme which is a secondary storage integrated solution so all of those that's all part of my roles so solution architecture and product integrations you know through our partner ecosystem which which is very broad it stretches from storage partners to platform partners to other is feeds like Oracle SAT even healthcare partners yeah Peter we were excited about the width Eames stuff dat who is with Fein yours with Vemma yeah so my team is responsible for the overall architecture with Vemma it's it's really a joint collaboration within within Veeam so we have an R&D investment that's building the intellectual property that powers the you know the system under the covers my team's responsible for the broader architecture how we bring it together how we bring it to market through the channel right and and and how we bring it to our customers and that whole experience so my team is is intimately involved in that so a lot of people talk about inflection points in the industry and clearly were in the middle one way of describing it is that the first 50 years were known process unknown technology we never gonna do accounting we knew are going to do HR where you were going to do blah blah blah blah blah and there was mainframe client-server with a lot of other stuff but the whole notion of backup and restore and data protection grew up out of the complexity in the infrastructure as we move forward it's interesting because it's known technology it's gonna be cloud relatively known yes but what's interesting is we don't know what the processes are gonna be we don't know what we're gonna automate we don't know how we're going to change the business it's all going to be data driven which places an enormous burden on IT and specifically how they use data within the business so I'm gonna ask your question it's a long preamble but I'm asking the question I asked you out in there too and this is not the test but the question is look as we move forward as data is used to differentiate a business it suggests that there's going to be greater specialization in how data use is used which could and should lead to greater specialization in the role that veem and related technologies will play within the business and the question then is is the with veem approach a way to let allow innovation to bloom so that specialization can be accommodated and supported within the VM ecosystem yeah so yeah Peter good question and so I tell you that the short answer is yes the longer answer is I wasn't shorter than the short answer is yes the longer answer is it doesn't have to be with Veeam but really our goal and and what we want to empower our partners and so really the goal of with Veeam is hey we're already working across our partner ecosystem and we you know we work with with the likes of NetApp and HP and pure and Nutanix and you know and all the platform providers as well public clouds you know our goal is is to make VM ubiquitous and drive better value to our customers and through our partners right we need partners no matter what when we're working with a customer there's always there's always a workload we're protecting and we need a place to land our backup so no matter what we're always working with one or two partners in a deal and sometimes it's multiple because then you TR out to cloud storage and in other places you know with with veem what we're trying to do is is really simplify that process for customers and so make that process from the buying experience all the way through the delivery and the deployment and the management and the ongoing management day 1 and day 2 operations we want to make that all seamless and give them higher value now one thing we're looking to enable and by adding api's with veeam is we want to leverage the strengths of the partners we have and so you know I often end up in these discussions because we have a broad partner ecosystem we've already announced - with VM solutions we have a third that you know we did last year with Cisco that's in the market that's sort of similar in nature and we're gonna add more and you know the question our partners even ask us is you know you already got three of them why are you gonna add another one you know how am I going to differentiate and the answer is you know they differentiate with their own technology and and the idea is we have these open API so that they can they can build their own solutions they fit different markets and fit different use cases some are small small customer solutions some are enterprise but our goal is to enable them to be creative and how they build on top of eeeem but but have you know Veen be a core part of that solution rather so so it is a core part of solution yes apply to specific customer absolutely okay so the term seamless always you know triggers me in a way because seamless is like open right it's evolved over time and so what was seamless you know 10 years ago wasn't really seamless in today's terms so when you talk about seamless we're talking about if I understand it deep engineering right getting access to primitives through api's and creating solutions that are differentiable as a function of your partner's core value proposition and obviously integrating with meme with 350,000 customers so you're now in the ball game with with Veen customers so so so talk about the importance of api's and how that actually gets done yeah and seamless to whom to the partners to the customer to ultimately it's to the customer boom but but but there's got to be an ease of integration as well with the partners and I'd like to understand that better yeah absolutely so I'll give you an example of something we've done in the past that's that we're trying to model this with veem program after so but a year and a half as part of our 9.5 update 3 we introduced what we call universal storage API and we've talked about our version 10 there were five core features of version 10 when we announced that two years ago in New Orleans you're the first time you were you were with us at a v-mon and one of those was Universal storage API and what that means is you know we help we help our partners we help our customers ultimately by way of our partners on the primary side of integrating storage snapshots with vmware vsphere and so when we when we go to backup a vm we take a snapshot of that vm and with this with our storage snapshot integration we then take a storage snapshot of the volume that vm is on and we can release that VM where a snapshot very quickly so it's very low touch and low impact on the environment well we we introduced this API so that we could scale we had we had done our own storage snapshot and integration with you know call it 5 or 6 storage vendors over the previous seven years eight years right in the last year and a half we've added seven right and that's the scale we're talking about and allowing our partners to build the storage snapshot plug-in together right so we have a program we invite them into that program we collaborate on it they develop the plug-in we jointly test it and we release it and so we're trying to sort of take and that's been very successful as I said eight years five or six storage snapshot vendors year and a half we've done like another seven or eight so it's been very successful and we have more that are in queue so we'll be talking about more of these as time goes on in the very near future with the width beam program we're looking to do something very similar it's gonna be an invite-only program realistically the secondary storage partner is this the universe is probably 20 the logical universe for us is probably 10 to 12 so it's not going to be huge but it's gonna be impactful for our partners and so we'll invite them into the program we'll have an agreement of us working together we'll jointly develop and test it and we'll bring it to market together at the end of the day you know both our partner and veem we have our name on it and I'm sure you heard from rat mayor and Danny and others right we have our NPS score which we really really value and it's really high it's best in the industry and if we're putting our name on a solution in the market we also want to make sure that we're working on it together in it you know it really goes through the rigor of what it takes to bring a Vemma solution tomorrow actually you know what nobody's talked this week this week about the NPS core if they maybe they have in the keynote so that it might have missed it but well I was in the keynotes what is it today well yeah so so an NPS score is basically you know from from 0 to 100 it's it's you know we'll a customer reference you or recommend you right right and so ours is 73 ok the industry the the general average in in in our space is about 28 to 30 so we're about 2 and a half times that that's core you know and that's in Frank Zubin said to me one time it's easy to have a high NPS core if you're a one product company but you're not a one product company no no we've we've evolved substantially I mean you know we've we've added agents to cover physical workload we've we've added cloud support we've added other applications we've added veem availability Orchestrator we've added beam backup for office 365 we have VA C which is the availability console for our service providers which has cloud connected it's a very broad portfolio everything comes back to beam backup and replication as the flagship foundation but we have all these other products that that now help our customers solve their problems the reason we were so excited about this with wid theme is this notion of cloud and hybrid cloud and you talk about programmable infrastructure you really have been pushing just bringing the cloud experience to your data talking about that for a while and part of that has to be infrastructure as code and it can't really do that without open api's and this sort of seamless integration well the cloud is testing us with you as well the cloud is a really an architecture for how you're going to distribute work as opposed to how you can centralize Handicap I think for a long time we got it wrong it's all presumed and it's all gonna go to the center we're in fact when you get that level of standardization and common conventions and the technologies are built to make a tea that much easier it allows you to distribute the work a lot more effectively get the data closer to where the works going to be done and that is enormous implications for how we think about things but it also means that we when we talk about bringing the cloud to the data that the data has to be there the data services that make that data part of a broader fabric have to be there and it all has to be assured so that the system knows something about where the data is and what services can be applied to it in advance of actually moving the workloads that suggests ultimately that the technology set that veem is offering is going to evolve relatively rapidly so the whole notion of you know with V today for secondary storage but I could see that becoming something that you guys take two new classes of data service providers pretty quickly I don't want you to pre-announce anything but what do you think yeah Peter I think I think you're really on to something and when we when we sort of look at the worlds right the infrastructure world were in you know and and certainly some of our partners would draw a slightly different picture but we see Veen as as the common thread in the middle right because at the end of the day and I think you mentioned it as you were just talking there you know when we talk about hybrid cloud right we see now our customers especially commercial and enterprise and large enterprise customers it is it is a very heterogeneous environment it's multiple hypervisors different storage platforms it's multiple cloud providers because they're picking best to breed for the workload and so they need a platform that's got really breadth in depth of coverage and so the the one common thread we weave between there is Veeam right so if if we are that data protection layer as I mentioned before you know we're in the middle we're protecting a primary workload and we're writing our data to a secondary workload but in the middle is Veeam and so that workload we're protecting on Prem cloud secondary data centers theme is the thread in between there you can move that data around and wherever that is we can make use for now I'll give you a good example today you know let's say we're protecting a visa or workload on Prem right we back that up to it to assist them locally so we can have fast restore but ultimately we tear that out bean cloud tier capacity tear tear that's AWS so we can we can actually recover workloads in Atos one or two we have directory store which would take a backup from on-prem and directly move it there for DRAM migration purposes or we can simply consume that that backup that's now up in the cloud because Veen backups are self-describing we can lose the system on Prem and recover it so your point about making the data close to your workload with with veeam in the middle we enable that for our customers regardless of where they want to go yeah so we think that that's going to change the mindset from protection to assurance so assure your data is local and then it's the right data it's Integris and all the other things and then ultimately you know move it and back it up to some other site so it's but it's a subtle switch it's gonna be interesting to see how it plays out this is obviously well and as we talked about as you need to begin to protect things like containers like functions that come and go super quickly assurance has more meaning because there's the security threats and if you can help solve those problems through your partners through automation spinning containers up and down making it harder for the bad guys to you know a target a specific container raising essentially the cost so lowers their ROI that is a new game yeah and and I'll call out one thing a rat mayor I thought did a really good job on stage yesterday in his keynote he popped the slide which talked about the universal storage API and with theme and it had all our partners sort of around that you know that that I think he Illustrated our strategy which is hey we're focusing on the core parts of backup and replication and helping the core parts the data protection we're gonna partner with everything else that's adjacent to that we're not going to go solve maybe some of the security problems ourselves we're gonna enable some hooks secure restore maybe as an example we've announced you know in the technology keynote yesterday we announced a new API that allows partners to come in and crack open Veen backups and take a look at them one of the things could be deep inspection so you know our strategy and our goal is really to be open to our partners so that they can come in and add value and again our our goal for our customers is give them choice so give them choice of to choose best-of-breed solutions don't go do it and say hey you got to go use partner a you know hey we're gonna we're gonna have an API that others can build to and you go choose your best debris partner or your platform technology choice well and with 350,000 customers you've got a big observation space so guys have always been customer driven can give you the last word on vivant 2019 you're our last guest then we're gonna wrap with a little analysis on our end but give us the bumper sticker yeah I think the bumper sticker is hey you know we've you know from a business perspective you know we hit a billion dollars in bookings we have hit 350,000 customers the Innovation Train is really moving our Veen clouds here that we announced with update four earlier this year has gone way beyond our expectations and and we're looking to continue to build on that momentum so we're just super excited you know we if I'm the closer I'll say thanks to all of our sponsors we have a lot of great sponsors and on the cloud side on the on the Alliance partners side the channel side you know it's just it's it's a testament to where we are as a companies yeah and you're building out a great ecosystem congratulations on that and and good luck going forward and we'll see you around at the shows it's great it's great to have you guys right thank you all right you're welcome all right keep it right there everybody Peter and I went back to wrap right after this short break and watching the cube live from V Mon 2019 from Miami we'll be right back

>> live from Anaheim, California. It's the queue covering nutanix dot Next twenty nineteen. Brought to you by Nutanix. >> Welcome back, everyone to the cubes. Live coverage of nutanix dot Next here in Anaheim, California. I'm your host, Rebecca Night, along with my co host, John Furrier. We have two guests for the segment. We have Ken Ringle. He is the vice president Global Alliance Architecture at Wien. Thanks so much for coming on. The your Cube alum Returning to the >> great to be here again >> And we have Mark Ni Mire. He is the director of product management for data protection Nutanix Thank you for coming on the Cube. So we're one of the big thing when the big announcements today is nutanix mine. I want to talk to you and ask you Ken. What brings nutanix and team together to create Nutanix? Mine? >> Yeah, sure where you know we're super excited. You know, we've been partners for many years. We actually brought a product to market together last year, called the availability for nutanix, which added support for primary workloads. But we hadn't been working together on the secondary side, right where we land are backups And it became very clear, you know, from our customers that they were, You know, we really want to provide that seamless experience, a turnkey experience for our customers. So we started talking together and really, this is over a year in the making, right? We came together and we started brainstorming and it became very clear in a lot of synergies between the companies and and what we could deliver to our customers. So it became obvious. Hey, let's let's bring this together. It was more about the high. Not not not when they're you know, it was It was it was how how do we do it? >> And what were the problems you were trying to solve here? What were the issues that you were hearing from customers? >> So when we talk to customers, a lot of complaints that there are customers are voicing its around the complexity in their backup infrastructure, Right? Nutanix is known for providing simplicity for the primary infrastructure, right, reducing complexity that you typically having your free chair our protection. New tenants mind will provides the same amount ofthe simplicity for your for your lack of infrastructure, a type of converts solution that includes the Wien sell fair to provide data protection services for any workload running in your data center >> Integrations A big part of the modernized in hybrid on cloud with, you know, on premises Private Cloud. As you guys know, integrating it is not always that easy. This's pretty important. You guys been very successful with your partnering. Your product has been successful. Revenues actually show that as the cloud comes into the picture, a lot of people have been tweaking the game there game a little bit on the product side because of the unique differences with Cloud. So with multi cloud, private cloud and hybrid, what changes what's changing in the customer mind right now? Because they got their own premises thing pretty solid, but operationally it feels like cloud. But how does it affect the d Rp? Because this is going to be one of the big conversations. >> Yeah, no question. I mean, when we when we talked to our customers on how they're protecting their data, you know, we hear from a lot of customers is hey, we want to leverage the cloud for for a number of things. And I think the cloud has gone through an evolution right, You know, it's just like anything there's, you know, the great great hey could do all these things. And then people come back to reality. And what we see a lot of our customers doing is is using the cloud for long term data retention, using it as a secondary d our site. You know, you go back five years, you know, customer, especially large customers, all have two physical data centers. So now what? We're seeing a lot of our customers. They have that one physical primary data center, but they're leveraging the cloud. Is there as there d our site, right? So they're they're moving their data there with our recovery capabilities, you know, you can actually get a cloud workload recovered in a disaster scenario quite rapidly. And that's that's been a major change over the especially over the last couple years. >> And then, if you really look at integration, right, the the new Tenants Mind solution to Platform provides integration in six different areas. Integration is sizing, making it very easy to size, or we've identified some form. Factors were building it into new. He's an ex isar, very easy to, uh, to buy single skew that basically provides the hardware hardware support suffer for from from nutanix and suffer from being easy to deploy. Very automated installer that turns the nutanix appliance into a into a mine appliance in a matter of minutes and an easy to manage integrated dashboards Easy to scale right Horse entering is tailing out for capacity, but also for increased performance and then integrated support, where we have a joint support model between the two companies to really help our customers in case there are issues. >> So why why did you choose each other? What was the courtship like and and how how did they have the relationship evolve? >> So if you look at vino and new tenants, we really focus on quality and providing simplicity for our customers. That if that is something that really it was very apparent from the beginning that we have the same view points in the same Mantorras, basically around simplicity, providing quality both off our MPs scores are definitely the highest in the industry, something that is that is practically unheard of. So it was a very natural. I think this company's coming together and providing value together. >> Yeah, I mean, we're maniacal about customer success and customer support and customer satisfaction. That was that was very clear early on. You know, Venus as a peer software company in a way, and we need a partner in order to deliver a full stack solution. Nutanix is there's just a lot of synergies that culture, the companies, the size of the companies, the age of the cos it just It's just a great partnership in a great fit where, you know, there's just we're both moving in the same direction in in concert >> both hard charging cultures to, you know, entrepreneurial high quality was focus on the customer but hard charging. You guys move fast, so well, I got the two experts here on data protection. I gotta ask you about my favorite topic, ransomware, because people are fun and get rid of that tape. I got to get stuff back faster on recoveries. But ransomware really highlights the data protection scenario because they target like departments that maybe understaffed or might be vulnerable or just don't fix their problem. They go back to the well every time that it's everything you want to make some cash and go back. This >> is where >> software. Khun solved a lot of problem. What's your what's your guy's view of the whole ransomware thing? Because it becomes huge. >> Yeah, no question. Way Hear this from a lot of our customers And of course, we can't talk about it when we have customers come to us. But, you know, we've had many customers come to us, and unfortunately, it's after the fact A I you know, I had a ransomware attack and, you know, I lost all this, but now you know I can't let it happen again, but it's really from a backup strategy perspective. It's still important to keep air gap. You know, these ransom where these folks that are building these, these ransomware attacks, they're very intelligent. They've gotten extremely intelligent and how they move from one system to another and they even hide out. So you, you you eliminate a ransomware attack and that thing can come right back. You restore a backup that was a month old that has that sitting and waiting. So, you know, having a solution that can actually test your backups before you put him in production. Haven't air gap, you know, have a mutability on some of your backup date of those. These are all things we talk to our coast. >> You'd be a point about the bridges up because it was just going to a customer about this. They fixed the ransomware paid but didn't fix the problem. Yeah, so it's, like, end of the month and eat some cash right around the end of the month. But, you know, saying they shake him down again. Yes. The wells there, they keep on coming back. So there's, like, community of data perfection. I mean, professionals getting together to kind of get ahead of this problem >> on DH, then the other aspect ofthe basically being able to recover quickly his performance, right? Nutanix platform provides have informed the throughput. So you can very quickly restore your work clothes as well. >> Yeah, that would be a great problem of simplifying. Yeah, exactly. >> So what are the next steps for this alliance? Where where where do we go from here? >> So from from basically we've just finished a round of vested beta testing right way are going to be maniacally focused on the first hundred customers really understanding how they're going to put mine in their data centers. How they were going to use it as in their data sent to protect their Derek. There their workloads and their applications from their own. We have a lot of plans, very interesting plans around Rome Emperor. We can build even tighter integration from a management perspective, but also from a data fabric perspective. Weather that's on prime a weather gets goes into desire clouded nutanix icloud There's a lot of interesting areas that brain and I have been brainstorming on white boarding and so on that you'LL see coming out in the next two versions of the products. >> What's the big customer request? What's the big feature request? What's the big ask from customers for you guys together? >> At the end of the day, you know, our customers are really asking for simplicity. They they want, they want to simplify their environment. I mean, it is moving from specialists generalists, and they and they want a system that works well together. That's going to lower their costs and they want peace of mind. So they want. They want to know their backups are protected, They want to know they can restore. And that's really what we're focused on is providing that to our customers >> and reliable. Have making sure their works hundred percent any new things emerging out the multi cloud thing that you guys see coming down around the quarter that you're getting ready for to help customers simplified any any signals from this multi cloud equation. >> So one of the things I look at is really the lines between on Graham and primary and secondary and tertiary. They're really blurring. Also, the lines between Young Prem and Cloud are blurring as well, but you can replicate data and replicate backups really, really efficiently to wherever it needs to be. So I really see that as a zoo core strength to enable value that plays into the military >> true operational model across whatever environment, and still do the tearing and things you need to do. >> Yeah, no doubt flexibility and being able to support, you know, multiple environments. You know, that's that's that's absolutely what we're after. It's It's what we what we leverage is part of the nutanix ecosystem is is that breath of coverage, but but also given customer choice. >> Just talking to Rebecca, which we love data project. Should I leave lights? Ideo delegate always whimsy will you guys be on next week? This is a huge conversation that used to be a bolt on conversation in the old days of now. Data protection, backup in recovery, disaster planning. All part of a operating model. Holistic picture. Yeah. How is that? We're one hundred percent there yet. And all customers where they still use. This stuff's still kind of like, not forgetting to design in. >> Yeah, I mean, protection. You know where you know, lots of our customers are coming to us because their struggle with legacy solutions and they're looking to modernize their whole infrastructure right there, modernizing where they land. The backups are modernizing the platform that that lands those backups on the infrastructure. And so, you know, that's it's a major problem for our customers and really, you know, you you mentioned, you know, availability and you know, you you go back five years, maybe five, seven, eight years. You know, availability was measured in three nines. Four, ninety five, ninety availability. You know, everyone in the world of of everything cloud and everything sas, you know, availability is one hundred percent or nothing. You know, it's there is no there. There really is no sort of anything but a one hundred percent availability, >> and its security highlights all the problems. So another customer about this ransom, one other ransomware customer they were doing all the backups on tape. Can you imagine? Of course, they're talking for ransom where it's just good on the director. He was still using tape because they can't turn around fast enough. It was a big problem. >> Yeah, you know, it's funny, you know, you you know, we're focused on innovation and next things. But when you you know, you you then have some of those customer conversations. And some of them are still, you know, because of their compliance and processing procedures, There's still, you know, five years behind may be where we are. You know, you've got a you gotto sort of bring them along for the journey to knowing that they're gonna they're gonna trail behind. But for the for the early adopters and the innovators way also have to serve them as well. >> And they got there. They gotta level up themselves to it, son. Them too. They had they had the level of >> So speaking of innovation, you are two different companies. You already talked about this, its energies and the similarities in culture. But you are two companies coming together to build a product. How does that work? I mean, do you do get in the same room? Do you watch the same movies? Do you have a happy you? >> So >> get one brain working on this >> female. Vamos a distributed company. We are distributed company. So it's it's It's a lot of calls and so on. But it's it's really fun to really see it. She had come together and becoming really right. Yes, there's a lot of hard engineering problems that we have to solve in some very deep discussions around layout and things like that. But then doubling it up, working on the joint value prop and working on the joint marketing it really is a very nice wide set of off capabilities and skills that we've been working >> on. And when I went out, I mean, it is hard. It is hard to bring to two things together and work on them jointly. And we've, you know, so far been fairly successful. What I would tell you is it it brings some some advantages to us as well Because we have a best of breed platform. We have a best to breed data protection platform. You know, bringing those together bring some advantages that maybe someone that does all that together on their own don't have because it's not a focus area for them. Right? So, you know, it's our job to make sure we take advantage of that and provide some additional things for our customers that maybe they won't get out of some of those other platforms. >> Well, Mark and Ken, thank you both. So much for coming on the Cube. It was a pleasure having you. >> Thank you very much. >> Thanks for having us. >> I'm Rebecca Knight for John Furrier. We will have Ah, we'Ll have more from nutanix dot Next coming up just a little bit. Stay with us.

(electronic music) >> Narrator: Live from Las Vegas, it's theCUBE. Covering NetApp Insight 2018. Brought to you by NetApp. >> Welcome back to theCUBE's coverage of NetApp Insight 2018. I'm Lisa Martin. I've been here all day with Stu Miniman, and we've had a jam-packed agenda of guests. We're now coming to the end of our program. We bring back two CUBE alumni. We've got Bharat Badrinath, welcome back. I feel like it's deja vu. The VP of Product and Solutions Marketing at NetApp. And Ken Ringdahl, also an alumni, VP of Global Alliance Architecture from Veeam. Hey, guys. Thanks for stopping by towards the end of the day. I'm sure you guys have both lots of meetings today. Let's talk a little bit about the NetApp-Veeam partnership. NetApp bought Veeam a few months ago, Ken. The reseller relationship that Veeam has with NetApp was announced. Let's talk about the impetus of that, that momentum coming from joint partners, customers, channel partners? Tell me a little bit about that from Veeam's perspective. >> Yeah, sure. I think earlier this year, we announced that resell relationship, which went live in March. So VeeamON was in May, so we were just at the early stages of that, and we've seen some good momentum. We've expanded that relationship. And now we're able to jointly sell the whole portfolio. And I'd say it's a combination of two things: and really it's customers and partners, right? So, we had a lot of success in the channel. Veeam and NetApp have been partnering together on the channel for, you know, five, seven years. A long time now. And just based on the success of our meeting on the channel and then customer demand and partner demand, you know, we decided to expand our relationship and go deeper and really go deeper not only from a go-to-market perspective, but from a product perspective. We're getting even closer together and driving more business and integration and really highlighting the value of the NetApp platform. >> What's NetApp's reaction to when the channel and customers are saying, "Hey, guys." Tell us about that, Bharat. >> We obviously are here to make sure the customers have a great experience with it. And Veeam brings in something which is unique in the market for the customer, so we've heard it from our customers, our joint customers saying that better integration is going to help them. Being the stewards of the customers' data, we want to make sure the data is protected. And Veeam brings that expertise into the market. We integrate better to make it more seamless for the customer, which is what we're doing as we expand this partnership to the next level. >> Both Veeam and NetApp were pretty early in learning into this hybrid, multi-cloud world. Wondering if you have any good customer examples you might be able to share as to customers that are kind of moving towards this future that we're talking about in the partnership. >> Yeah, sure, I mean at Veeam our goal is to really provide a hybrid environment. We started in the virtual world. We expanded to physical. We've gone to cloud. You know, we see NetApp with a very strong presence on-prem. They obviously have strong relationships with the public cloud vendors and have done a really good job of pivoting the strategy and embracing the cloud, which is what we've done at Veeam as well. We see our customers.. they're really choosing cloud. They're choosing best of breed now, right? So, they don't say, "Hey, I'm a single cloud strategy. I don't do just one cloud here. I'm saying best of breed. Maybe I'm doing my machine-learning and AI and Google, And I'm doing my cloud native apps in AWS, and I'm doing my Microsoft native workloads in Azure." And so really you do need to provide that hybrid solution. That's really what we've looked to focus on is taking the strength of where we came up and providing that best solution in the virtual world, extending that to physical, and now going to the cloud. You know, we see lots and lots of customers that they just want a comprehensive solution. They don't want point solutions, a point solution here, a point solution there. They want a comprehensive solution, and so it comes down to two companies really I think that have a very strong strategy for that hybrid world, for best of breed solutions that we can work together in all those facets. >> Yeah, and I think our strategy and Veeam's strategy are pretty aligned when you look at the hybrid cloud, when you look at our data fabric, (inaudible) in the market, and what we are doing to stitch together on-prem and cloud. Veeam happens to be a great partner to help protect that data as we work with the customer along this journey. And today Veeam just announced an SEI part of it as well. Just making sure that we are helping the customer through every aspect of the journey. >> I'm wondering if you might have.. Since the deal was announced earlier this year, any specific customer examples--even anonymized-- that you could share? >> I'm sure there are lots of customers we have had jointly. I don't have any specific ones at this moment. >> There's a few I can highlight. Probably one of the top ten international banks, AMEA. That's a really, really large deal that we're working to get closed. It's multi-million dollars to both of us. Very, very large deal. I think we're seeing success. Veeam's strength has always been sort of in the commercial world, and we're moving up into the enterprise. That's a big impetus for the partnership quite honestly 'cause NetApp has a lot of strength 'specially with the ONTAP system in enterprise. So, I think we're really sort of dovetailing each other. Veeam is bringing NetApp into more of our commercial deals. NetApp is bringing us into more enterprise deals. But really it's across the board: large banks, even healthcare and other deals as well. I don't know if there's any specific names I can call out, but I can tell you it really stretches the entire sort of stretches vertical, all different types, different sizes, different types of customers. >> We just had Dave Hitts on a little bit ago, Stu and I did today, and he kind of talked about in the last five years, really a big revolution at NetApp that has been around 26 years. Ken, you mention that NetApp and Veeam have been partners for about five to seven years. I'm curious what Veeam's perspective is of NetApp's digital and IT and cultural transformation to now go out boldly and say, "We're the data authority," and really kind of wrap their strategy around cloud. >> Yeah, sure. I would say we are in a data-driven world. Data is the currency in the cloud world. We look at ourselves as being the stewards of data availability. NetApp has the strength in that primary data management. There's really a natural dovetail between the two of us and a natural hand-off, where we can provide the entire end-to-end from primary to DR to secondary and really about sort of managing the placement of that data, the value of that data, and the availability of that data. It's incredibly important. I think together we cover that end-to-end. >> Bharat, one of the messages we've been hearing today is talking about there's a lot of complexity out there. NetApp's goal, like many companies in this space, is to try to help simplify. What is the partnership, the integration, reselling.. How does that help simplify solutions for companies? >> Absolutely. As you heard earlier, it was all about providing a comprehensive stack end-to-end, but what makes it simple is when it is comprehensive and integrated, right? So, when the two companies' engineering teams work together to drive that integration, that results in simplicity, which our customers and our partners.. For our partners, it's assurance that we're both working together, so it makes the solution more reliable, works well, as advertised, if you will. And the customer premise is for customers. It's the simplicity in the form of integration, which comes in where the two companies' engineering teams are driving towards that. >> Last question, Ken, for you. In terms of kind of following on what Bharat was saying, the customers now not only need that simplicity, they expect it. I'm curious where is that in that, in the selling motion, where is that conversation? Is it with some of the folks that are down in the technical weeds, who are looking to drastically improve recovery time and recovery point objectives? Or are you also having conversations at the business level of the business going, maybe it's a legacy not cloud-native that needs to go, "We have so much data, which is an advantage, but how do we use that?" Are you seeing those business leaders, business unit leaders in C-levels involved in this conversation with Veeam and NetApp? >> Yeah, yeah, no question. I think traditionally Veeam has really been compelled by the Backup Administrator, by the IT director. Because the product is so easy to try, you can download it, you can try it for free.. Our whole "It Just Works" has been our tagline because it is just so simple to get started with Veeam. We make it simple to get up and running and to manage your backups and also give some of that power back to your customers. In fact, just a quick sidebar. Had dinner last night with a longtime Veeam customer, longtime NetApp customer, and they said, "Hey, look, NetApp is my storage vendor of choice. Veeam is my backup data protection vendor of choice. And they come together well. And NetApp does such a great job from primary to leveraging the snapshot replication," but he told me about this great story. He said, "We had somebody at midnight needed to recover a file. We have self-restore capabilities that they were able to give that power to their end users to go recover a file to their server instead of calling up and opening a ticket. Instead of what took maybe eight hours to go through a whole process to get a storage admin and then a backup admin took eight minutes." I think it talks to the value of the NetApp platform in providing that availability and the simplicity of the Veeam system to be able to give that power and take what might be complex and make it very simple. So, back to your original question, Lisa, about.. We've traditionally really sort of been very, very valuable to that backup administrator, IT admin. As we move further into the enterprise, of course that goes up into VP of IT, all the way up to the CIO. I think our relationship is really bringing us both ways. We can come bottom-up, NetApp can come top-down. And we're hitting both sides and really that whole stack of influencer to buyer to decision-maker in that whole stack. >> Bharat, last question for you. We've got a few seconds left. I'm curious when a customer says, "Veeam is our backup, and recovery, NetApp is our storage," how does that, in this day as, "Hey, cloud is the heart of our strategy," how do you react to, "NetApp is our storage provider?" >> I don't see those as exclusive things. We manage the data on-prem, and Veeam, given their abilities in the hybrid cloud, if a customer considers us as on-prem storage company, that is great. We're working with them to change that impression, to get with them on their journey to the cloud. So we don't want to force them to get into the cloud, but as they move to the cloud, we want to be there to make sure we can manage the data in the cloud. And Veeam, given their hybrid capabilities and where they've been and what they do with the customer, and their ability to manage monthly cloud maps really well, to what we offer the customers. Of course we'd like our customers to change their perception to not just view NetApp as on-prem storage but as a cloud vendor as well, but it takes time for them to change their perception, and we're working very hard on that. As you saw today in the keynote as well, you're starting to see customers.. It has to be driven by the customer need. Sometimes they realize certain things are done better in the cloud, which drives them to the cloud. We want to be there to provide that service for them as they move. >> Well, Bharat and Ken, thanks so much for stopping by at the end of the day here. We appreciate your time, and we look forward to, in 2019, maybe hearing more from that big AMEA bank and some of the great successes they're achieving with this partnership. >> Thank you for having us. >> Absolutely, thank you. >> Our pleasure. We want to thank you for watching. This wraps up theCUBE's full day. I'm Lisa Martin with Stu Miniman. We've had a great day, Stu, talking with NetApp executives, customers, partners, and we want to thank you for watching. Hope you've learned a lot, and of course, watch the replays at theCUBE.net. For Stu, I'm Lisa, thanks for watching. We'll see you next time. (electronic music)

(Music) >> Announcer: Live from the Bill Graham Auditorium, in San Francisco, it's theCUBE. Covering Pure Storage accelerate, 2018. Brought to you by Pure Storage. >> Welcome back to theCUBE, we are live at Pure Storage Accelerate, 2018 at the Bill Graham Civic Auditorium in San Francisco. I'm Lisa Martin sporting Prince today, with Dave Vellante sporting The Who. And I'm sandwiched, most importantly, between two Celtics fans. And the Warriors are across the bay. We'll save that for after the conversation. So we want to welcome to theCUBE for the first time Ken Ringdahl the VP of Global alliance Architecture. From Veeam, welcome. >> Great. Thank you, Lisa. >> Dave: Well the truth be told, we're afraid of the warriors, okay. We really don't want to play the Warriors. >> Oh really, alright. >> And we're not afraid of many people in Boston, but I don't know, they look pretty good. >> Well, I appreciate the honesty, that's pretty cool. >> Well... Though they lost last night. Right? We're going to start the sports talk now. >> Yep. >> Iguodala was out, they showed some foulability. So, anyway. >> We digress to- >> We'll be back to it later on in this segment stay tuned. >> Alright, so you're just fresh off Veeam On, last week. We're impressed that you still have a voice, you've recovered from that. Tell us a little bit about some of the things that are new with Veeam and Pure. So just a month ago, in April, new intergradation between VM availability platform, and Pure Storage flash a way to deliver business continuity, agility, intelligence for the Cloud era. Expand a little bit upon that. >> Yeah, sure, I mean really this integration with Pure Storage, in the VM backup and replication product, end of last year we introduced this new functionality called Universal Storage API. And what this really is, is a way for us to enable our partners to take control of their destiny a little bit more. It's a program we invite our partners into, you know Pure is one of the first that we integrated with, and invited into the program very early. We announced this last year, and we've now finished the integration, as you've mentioned, we announced it last month. It's now been out there, and I think the number I heard earlier today is that we've already had a couple hundred downloads and deployments. So that's just great adoption, and just shows the pent up demand for that. But what we've integrated is the ability for our partners, our storage partners in particular to integrate with our storage snapshot technology to really off load the snapshot from the VMware side, and really put more of it on the storage side, and take it really off the production environment. And so it's a better together story where you know we take the feature that we've introduced into the backup and replication, and Pure built this plug-in, and they integrate with their own APIs and we jointly test and develop, and release that plug-in. And they can install it with VM backup and replication, and it really takes the mention, it takes that load off the production environment. So that snapshot without this integration, it's a VMware snapshot, that snapshot stays open as long as the backup is. Which can be minutes, and you know tens of minutes potentially for a large system. But now we shrink that down literally to just seconds. So we take a VMware snapshot, we take the Pure snapshot, we close the VMware snapshot. And typically it's like 10-12 seconds long where as opposed to the minutes, and even tens of minutes from before. So, really it's really offloading a lot of that back up impact, and we're able to do it in a very secure quiesce fashion from the production environment. >> Lets roll back and understand that a little bit better. >> Ken, if you could explain it to us and our audience. In the 2008, seven, eight, nine timeframe. Virtualization Gem of VMware in particular started to take hold. And you ended up replacing a bunch of physical servers with virtual servers, which was awesome, because all those physical servers were underutilized, except for one major workload, which was backup. So when you did want to do the backup, you didn't have enough resources. Veeam's ascendancy coincided with that trend, so there was a simplicity component, but it seems like what you're describing now is another instantiation of offloading that bottle neck. So what was the journey to Veeam's efficiency in a virtualization environment? >> Ken: Yeah if you look at that journey, and Veeam really grew up in the virtualization age, right. So backup prior to VM, or virtualization was all agent based, it was physical. So everything was over the wire, and Veeam went and said, hey look you know we see VMware really sort of growing, and we see that trend towards virtualization, right, and at this point, what's the world 95 percent virtualized, at this point the only workloads that aren't virtualized are really legacy work loads. And so we made a significant leap forward in a data protection stance, by integrating with the hyper visors. So instead of off loading that into the individual guests, right. The Windows guest, the Linux guest. We said, okay we're going to go the hyper visor. Right? And we're going to do this in an agent less fashion, so that you don't have to go an visit every little, every system that you're looking to backup. That was sort of the first step, right. Now what we're saying is we can do even better. And we can off load the hyper visor, and off load that to the storage system. So we can have a very small impact on the hyper visor, really minimize that. And now really put that workload on the storage system which has a lot of extra cycles and availability, and we can go straight to the backup environment. And not through the VM, or through the hypervisor to get there. >> Dave: So VMware admins, they don't like snapshots because it's overhead intensive, it clogs up their system if you will. This capability makes that transparent, or irrelevant to them? >> It does, it minimizes them to such a small degree that it's a blip. You know it's a little blip on the radar, as opposed to when you snapshot a VM you're essentially quiescing that VM, so everything sort of slows down for a very short period of time. And what happens is that it spawns another virtual disc. So while that snapshot is open this other virtual disc is being written to. And then when you close that snapshot, and you remove that snapshot, that disc gets merged back in, right. This is generally how VMware snapshots work. And what we're saying is we're going to minimize as much as we possibly can. The data that goes in there, so if you think of a running virtual machine, if you're merging back in a Gigabyte disc versus a disc that has 10 Megabytes, you know that's going to be really, really quick, as opposed to, you know if you keep that snapshot open for a long period of time that merge operation, and it just slows things down, and we're trying to minimize that impact on the system. >> Lisa: So business benefits; I get the performance improvements that this integration with Pure facilitates, if we think of this in the context of digital business transformation, where companies that are doing well, have the ability to really glean actionable insights from their data to be able to drive, you know, new products and get products to market faster. Is this actually going to facilitate a company being able to get new products to market faster? >> Absolutely, so there a feature inside of VM backup and replication we call data labs. And what data labs is, is the ability to take a production snapshot, in this case, we're talking about a pure snapshot, and be able to stand that up in a sandbox environment. And you can run DEV tests, you can apply your Windows' patches in an environment that literally matches production. And it's a key differentiator. It's a key differentiator for Veeam, and it's enabled by the Pure Snapshot integration that you have this environment, and even if you have an infected system, you go put it over in data labs, it's sandboxed, so you can put in a private network so it doesn't have any connectivity. Say if you have a worm, or some other ransom ware, you can run analytics, you can run diagnosis on any of that, and not worry about it infecting any other environment, nor does it put work load on your production environment. So you get patched Tuesday, right, and we all know that Windows' patches don't always go as they seem, right? So data labs, let's take that Pure snapshot, let's stand up a virtual environment, which exactly matches production, let's test that patch, right. And we have confidence there, so when we go to production, we have confidence because we've already done it. We've already run that in production. So there's a lot of value in that capability. >> So we were at Veeam On last week fresh off the Kool-Aid injection. It's all orange here, it was all green at Veeam in Chicago. The messaging there was all about multi-cloud and hyper availability in this multi-cloud world. We're hearing a lot about cloud like function here, but of on prem activity. Of course multi-cloud includes on prem, so I wonder if you could dove tail your messaging last week, what you're seeing in the field, and what you're seeing with the partnership with companies like Pure. >> Yeah no question. I mean the Veeam platform, and really you saw it last week at Veeam On we talked kind of about sort of private cloud, and public cloud and our ability to orchestrate, and really stretch across all those environments, and we know that customer all the way from SMB all the way up to enterprise, right. They have remote offices, branch offices some of them use the cloud, some of them use multiple data centers, and really they need their data protection to be able to stretch across those environments. They don't want point solutions in each of those locations. They want a platform that they can trust, and have visibility, right. That's one of the five stages that we talked about about hyper availability, like last week. Is visibility, they want visibility across those clouds. Phase two is aggregation, they want to be able to aggregate all these different places. And that's what we provide our customers with the platform is backup, visibility, aggregation, orchestration, automation. And we provide them on different stages of that journey for our customers. We have different products, services and integration actions with our partners, that really help our customers along that journey. >> We know from our research, the crew at Wiki Bond does some great work on this. We know that data protection, and orchestration are moving up on the list of CXO priorities. At the same time, for a lot of IT practitioners who are under real budget constraints it's like trying to sell more insurance to a 24 year old. So those are kind of two countervailing trends, what are you seeing in the market place? >> What we're seeing is customers, you know down time is really is gone. I mean, I think last week we heard in one of our keynotes, you know you roll back a couple of years, you were talking about availability in terms of five-nines, right? Now it's zero. I mean people don't talk about down time because down time can't exist, and customers need that sense of security and availability. You know, it will happen, lets face it even Amazon, the best data centers in the world, go down, right, there's been some notable S3 outages, but it's about how fast can you recover. And you're talking about low RPOs, and one of the things that this week at Pure Accelerate we're hearing a lot about rapid recovery, flash blade, and the ability and you take rapid recovery and flash blade, and you combine that with the Veeam platform and our instant recovery, and you can get to near zero time recovery, in your environments. To really provide that security, and lets face it, time is money for a lot of our customers, right? So they longer they're down, the more time their losing money, they need availability, and the RPOs are near zero these days. = [Dave] The other thing, if I may just follow up, just one follow up. The other thing our research shows is the average Fortune 1000 company, over a three or four year period is leaving, literally, a billion plus dollars on the table because of poorly architected backup, or inadequate backup. So that's a huge opportunity for you and others, obviously. There's a lot of opportunity right now for vendor turn. That's the other thing our research shows, is that people aren't wed to their backup and recovery vendor. So, does that resonate with customers, are they because of digital, for example, are you seeing that tipping point, that critical mass occur, and then if you could tie that in to sort of your partnership with Pure, I'd be interested in that. >> Sure, yeah, no doubt about it. We're seeing customers, you know, they want that flexibility and that portability. One of the things we do with out platform, it's one of our unique selling features is is that it is agnostic, right. And I'll tie it back to Pure in a moment, but you know when we back up, we back up in a storage agnostic fashion. So any Veeam backup that lands on a disc on the tape anywhere, can be reconstituted, can be re imported, so even if you have a full disaster scenario, we can go stand that back up some where else, and fully consume that backup and restore it, and we have direct restore capabilities. We can port those backups and direct restore them. For example, a direct restore Azure, for example. So that flexibility, and portability is extremely valuable. Now, bring that back to Pure, some of the things we're doing around rapid recovery around the snapshot integration, we talked about is we're really enabling customers to have high performing primary storage environments. High performing secondary storage environments. And really bring that together in a way that works. We talked about multi cloud, right, you know, remote data centers and work across, and aggregate and give visibility. That's really where the Veeam Pure story together, becomes really strong because you've got an incredibly high performing primary and secondary with a highly flexible, portable secondary data protection environment. And you get the capability to get to the cloud. You know DL, a lot of customers looking to the cloud for DR, because they don't have to stand up infrastructure there. When they need it, they can spin it up, and then they can bring it back. And there's a lot of value there. >> I hear a lot of harmony, but I actually read recently, online, that a different analyst firm called the Pure Veeam relationship a match of opposites. Now they say opposites attract, and you've done a great job of talking about the integration, do you agree that it's a good blending of opposites, and if so what's that kind of symbiotic benefit that those bring to each other? >> Yeah, I don't know that I saw that report, but what I would say you know, there's a lot of synergy, we're growing at a very rapid rate, I think. When I looked at Pure, and I look at Veeam we grew 36 percent last year, I think Pure is growing at like 50 percent year over year. We have NPS scores, our NPS score is 73, we're really proud of that. The Pure NPS score, I think I saw- >> 83. >> Ken: 83. >> Dave: I didn't think it could be higher than 73. >> It's incredible. It is incredible, and I think there is a lot of synergy, the size of the organizations, I think the age of our organizations, the aggressiveness that we have, we have joint competitors in the market, so I think there's a lot of synergies between where we are as an organization, as Veeam, and where Pure is. I wish I read the article in terms of the opposites, because I'd love to understand. >> Personally, as a long time analyst, I would say the similarities are greater than the differences. >> Sure sounds like it. >> You're both about a billion dollars, you're both growing at lets call it 35-40 percent a year. You're both pursuing platforms, your both really aggressive, you're insanely passionate about your customers and winning. And you like colors, you like green, they like orange. Alright, we got to talk a little sports here. >> Lisa: Speaking of green. >> I'm going to start somewhere else though because I asked this question of a number of folks at Veeam On. If you were, Ken, if you were Robert Kraft would you have traded Tom Brady? >> {Ken] No. >> Elaborate. >> I think when you look at a, the guy was the MVP of the league last year, so that by itself stands on it's own, but you have to look and the Patriots have always been about, sort of you know, trading or moving on a year or two early, versus a year or two late. So you could make that case with Tom Brady, but I think there's always exceptions, and when you look at, I mean he is basically like an adopted son of Robert Kraft and the organization. He's brought five Superbowls, he's basically, he built Patriot place, you know. Robert Kraft built Patriot place on the backs of Tom Brady and Bill Belichik to that extent. But how do you move on from someone who's brought you so much success, that has been under market. You know, get paid under market so that they can go and do other things, and have flexibility with the gap. I just don't know how you could move on from that. >> So, that's consistent now, I think it's four for four of people we've asked, Boston fans. So appreciate that feed back. Let's talk a little hoops, you know Celtics we were feeling pretty good, up two zip, now it's tied two-two. Houston, Golden state, tied two-two. Those two teams have proven they could win on the road, Celtics haven't proven that yet. What are your thoughts on that series? >> Yeah so certainly Cleveland came storming back, I think the stories of the down fall of the Cavs were clearly over exaggerated. They came back in a big way. I think they Celtics started to figure out the Cavs in quarters two, three, and four. They got themselves in a big hole in the first quarter in the last game. I feel good, the Celtics are nine and O at home this year in the post season. You know, it's basically the best of three, and they have two of them at home, so. The Cavs will have to break serve if they want to win the series. >> Dave: If they're lucky enough to get through to the finals, which would be unbelievable, do they have any shot against the Warriors? >> So, I think to say they have no shot is probably going a little too far, but- >> Dave: Got to play the game. >> You know you got to play the games, and the Celtics have, traditionally, matched up well against the Warriors. I mean least year, the Celtic actually came into Oracle, and broke, I don't know, what was it, like a 50 game home winning streak or something. So, you know, and that was a team that didn't have Kyrie, or Gordon Haywood, and I know they're still out so the future looks bright for the Celtics. But in the context of this years finals, certainly, if I were a betting man, I'd be putting my money behind the Warriors, but I don't doubt that Brad Stevens could come up with a scheme that could steal a couple of games, and make people in the Bay area feel a little uneasy. >> Would love to see a non Lebron Final, you know. >> Yeah I think as the words would like the Celts >> Sorry Brandon, sorry buddy. >> A little diversity, you know three years in a row we've had the same things, so I'll extend my support to the Celtics in honor of both of you guys. >> Alright, and we can talk, if they get to the finals then we can take it from there. >> I can't imagine what the day after the Superbowl was like for both of you. We won't go there. >> I still haven't recovered, so. >> (laughs) Awesome, well Ken, thanks so much for stopping by. Congrats on being a CUBE alumni, now. We look forward to seeing you Veeam World in just a few months time. >> Yes, great. Thank you. We'll be there for sure. >> For Dave Vellante, I am Lisa Martin. You're watching theCUBE live from Pure Accelerate 2018. Stick around, Dave and I will be back with a wrap in just a moment. (music)