value in jobs is probably the most rewarding >>things I've ever been involved >>in And I bring that energy to the queue because the cube is where all the ideas are and where the experts are, where the people are And I think what's most exciting about the cube is that we get to talk to people who are making things happen, entrepreneurs ceo of companies, venture capitalists, people who are really on a day in and day out basis, building great companies and the technology business is just not a lot of real time live tv coverage and and the cube is a non linear tv operation. We do everything that the T. V guys on cable don't do. We do longer interviews. We asked tougher questions. We >>ask sometimes some light questions. We talked about the person and what >>they feel about it's not prompted and scripted. It's a conversation authentic and for shows that have the cube coverage and makes the show buzz that creates excitement. More importantly, it creates great content, great digital assets that can be shared instantaneously to the world. Over 31 million people have viewed the cube and that is the result of great content, great conversations and I'm so proud to be part of a Q with great team. Hi, I'm john barrier, Thanks for watching the cube boy. >>Okay, welcome back everyone cube coverage of AWS amazon web services public sector summit in person here in Washington D. C. I'm john Kerry host of the cube with Sandy carter and Lynn martin Vm ware Vice president of government education and healthcare. Great to see you both cube alumni's although she's been on since 2014 your first time in 2018 18 2018. Great to see you. Great to see you. Thanks for coming on. Yeah, thanks for having us. So VM ware and 80 of us have a huge partnership. We've covered that announcement when Andy and Pat nelson was the Ceo. Then a lots happened, a lot of growth. A lot of success. Congratulations. Thank you. What's the big news with AWS this year in >>public sector. So we just received our authorization to operate for Fed ramp high. Um and we actually have a lot of joint roadmap planning. You are kicking off our job today with the Department of Defense and I. L five for the defense customers is also in process. So um a lot of fruits of a long time of labor. So very excited, >>awesome. So explain what does the Fed ramp authority to operate mean? What is >>that all about? So I would say in a nutshell, it's really putting a commercial offering through the security protocols to support the federal government needs. Um and there's different layers of that depending on the end user customers. So Fed ramp i across this, across all the civilian and non classified workloads in the federal government. Um probably applicability for state, local government as well with the new state Gramp focus. Um Fed ramp. I will meet or exceed that. So it will be applicable across the other parts of the government as well and all operated, you know, in a controlled environment jointly. So you get the VM ware software stack on top of the platform from A W. S and all the services that is more VM >>ware, faster deployed usage, faster acceleration. >>Yeah, so I would say um today the government operates on VM ware across all of the government, state, local and federal, um some workloads are still on prem many and this will really accelerate that transformation journey to the cloud and be able to move workloads quicker onto the BMC on AWS platform without free architect in your >>application, without giving away any kind of VM World Secret because that's next week. What is the value proposition of VM ware cloud, on AWS? What is the, what is the, what is the main value proposition you guys see in the public >>sector? So I see three and then Sandy chime in their two, I would say, you know, the costs in general to operate In the Cloud vs on prem or significant savings, we've seen savings over 300% on some customers. Um the speed on the application movement I think is a >>huge >>unique benefit on BMC on AWS. So traditionally to move to native cloud, you have to really do a lot of application were to be able to move those workloads where on BMC on AWS to move them pretty fast. And it also leverages the investments that the government agencies have already made in their operational tools and things of that nature. So it's not like a full reinvestment for something new but really leveraging both the skill sets in the data center in the I. T. Shops and the tools and investments you've bought over the past. And then the third area I would say is really getting the agility and flexibility and speed of a cloud experience. >>What's your, what's your reaction to the partnership? >>You know, we were just talking uh in a survey to our customers and 67% of them said that the velocity of the migration really matters to them. And one of the things that we do really well together is migrate very quickly, so we have workloads that we've migrated that have taken you know weeks months uh as opposed to years as they go over, which is really powerful. And then also tomorrow VM ware is with us in a session on data led migration. We were talking about data earlier and VM ware cloud on Aws also helps to migrate over like sequel server, database oracle databases so that we can also leverage that data now on the cloud to make better decisions and >>real time decisions as >>well. It's been really interesting to watch the partnership and watching VM ware transform as well, not only the migrations are in play with the public sector, there's a lot of them, believe me, healthcare, you name every area. It's all, all those old systems are out there. You know, I'm talking about out there. But now with microservices and containers, you've got tansy and you got the whole cloud, native VM ware stack emerging that's going to allow customers to re factor This is a dynamic that is kind of under reported >>Migration is one thing. But I think, I think that the whole Tan Xue portfolio is one of the most interesting things going on in VM ware. And we also have some integration going on on D. M. C on AWS with tan to we don't have that pentagram. Yeah. For the government market, but it's on the road mapping plans and we have other customers And I would say, you know, some of my non federal government customers were able to move workloads in hours, not even days or weeks. There you go, literally back and forth. And very impressive on the BMC on AWS platform. So, um, as we expand things in with the Tan Xue platform is, you know, Sandy talked about this yesterday and our partners summit, Everyone's talking about containers and things like that. VM ware is doing a lot of investment around the cooper Netease plus the application migration work and things of that nature. >>I'd love to get you guys reaction to this comment because I've seen a lot of change. Obviously we're all seeing it. I've actually interviewed a bunch of aWS and VM ware customers and I would call um some of the categories skeptics the old school cloud holding the line. And then when the pandemic hit those skeptics flip over because they see the value. In fact I actually interviewed a skeptic who became an award winner who went on the record and said I love hey w I love the cloud. I was a skeptic because you saw the value the time to value. This is really a key dynamic. I know it's kind of thrown out a lot of digital transformation or I. T. Modernization but the agility and that kind of speed. It becomes the number one thing. What's your reaction to the skeptics converting? And then what happens >>next? Um So I think there's still a lot of folks in I. T. That our tree huggers or I call him several huggers uh um pick your term. And I think that um there is some concern about what their role will be. So I think one of the differences delivering cloud services to your internal constituents is really understand the business value of the applications and what that delivers from a mission perspective back to your client. And that's a shift for data center owners to really start thinking more from the customer mission perspective than or my servers running you know, do you have enough storage capacity blah blah blah. So I think that creates that skepticism and part of that's around what's my role going to be. So in the cloud transformation of a customer, there's all this old people part that becomes really the catalyst and I think the customers that have been very sad and really leverage that and then retool the business value back to the end users around the mission have done the best job. >>I mean we talk about this all the time, it's really hard to get the best debris partners together and then make it all work cloud, it becomes easier than doing it very bespoke or waterfall way >>Yeah, I have to say with the announcement yesterday, we're going to have a lot more partner with partners. So you and I have talked about this a few times where we bring partners together to work with each other. In fact, Lynn is going to go meet with one of those partners right after the interview um that want to really focus in on a couple of particular areas to really drive this and I think, you know, part of the, you know, as your re factoring or migrating VMro over the other big benefit is skills, people have really strong, these fear skills, the sand skills, >>operation >>operation tools Yeah. And so they want to preserve those, I think that's part of the beauty of doing VM ware cloud on Aws is you get to take those skills with you into the new world as well, >>you know, I was going to just ask the next question ai ops or day two operations, a big buzzword Yeah and that is essentially operation mindset, that devoPS DEVOps two is coming. Emily Freeman gave a keynote with our last event we had with with amazon public showcase revolution and devops devoPS 2.0 is coming which is now faster, security is built in the front end, so all these things are happening so now it's coming into the public sector with the GovCloud. So I have to ask you Lynn what are some of the big successes you've had with on the gulf cloudy, just Govcloud. >>So I would say we've had a lot of customers across the state local side especially um that weren't waiting for fed ramp and those customers were able to move like I mentioned this earlier and you guys just touched on it. So I think the benefit and the benefit, one of our best customers is Emmett Right? Absolutely mitt, God bless them. They've been on every cloud journey with VM ware since 2014 we moved in my three years now and talk about a skeptic. So although Mark is very revolutionary and tries new things, he was like oh who knows and literally when we moved those workloads it was minutes and the I. T shop day one there was no transformation work for them, it was literally using all the tools and things in that environment. So the progress of that and the growth of the applications that have been able to move their things. That took 2 to 3 years before we're all done within six months and really being able to expand those business values back out for the services that he delivers to the customers. So I think you'll see quite a bit across state, local federal government. You know, we have U. S. Marshals, thank them very much. They were our sponsor that we've been working with the last few years. We have a defense customer working with us around aisle five. >>Um you know, if we could also thank Coal Fire because Cold Fire is one of our joint partners talking about partner partners and they were played a critical role in helping BM We're cloud on AWS and get the fed ramp high certifications. >>They were R three p. O. We hired them for their exercise expertise with AWS as well as helping the BMR. >>Well the partnership with the war has been a really big success. Remember the naysayers when that was announced? Um it really has worked out well for you guys. Um I do want to ask you one more thing and we don't mind. Um One of the biggest challenges that you see the blockers or challenges from agencies moving to the cloud cover cloud because you know, people are always trying to get those blockers out of the way but it's an organizational culture is a process technology. What's your what's your take on that land. Um >>I think a lot does have to do with the people and the organizational history. I think somewhere you need a leader and a champion that really wants to change for good. I call Pat, used to call a tech for good. I love that. Right to really, you know, get things moving for the customers. I mean one of the things I'm most proud about supporting the government business in general though is really the focus on the mission is unparalleled, you know, in the sectors we support, you say, education or government or healthcare. Right? All three of those sectors, there's never any doubt on what that focuses. So I think the positives of it are like, how do you get into that change around that? And that could be systems, there's less what's VMC ON AWS as we mentioned, because the tools already in the environment so they know how to use it. But I do think there's a transformation on the data center teams and really becoming moving from technology to the business aspects a little bit more around the missions and things of that. >>What's interesting is that it's so, I mean, I actually love this environment even though it's kind of hard on everyone. Education and health care have been disrupted unprecedented ways and it's never gonna change back? Remember healthcare, hip data silos, silos, education don't spend on it. >>That education was the most remarkable part. Unbelievable. I started working in february before school started with one of the large cities everyone can guess and just the way they were able to pivot so fast was amazing and I don't think anybody, I think we did like five years of transformation in six months and it's never going to go back. >>I completely a great yes education. We just did a piece of work with CTS around the world and education is one of the most disrupted as you said health care and then the third one is government and all three of those are public sector. So the three most disruptive sectors or mission areas are in public sector which has created a lot of opportunity for us and our partnership to add value. I mean that's what we're all about right customer obsession working backwards from the customer and making sure that our partnership continues to add value to those customers >>while we love the tech action on the cube. Obviously we'd like to document and pontificate and talk about it. Digital revolution. Every application now is in play globally. Not just for I. T. But for society, public sector more than ever is the hottest area on the planet. >>Absolutely. And I would say that now our customers are looking at E. S. G. Environmental, they want to know what you're doing on sustainability. They want to know what you're doing for society. We just had a bid that came in and they wanted to understand our diversity plan and then open governance. They're looking for that openness. They're not just artificial intelligence but looking at explainable AI as well. So I think that we have a chance to impact environment societies and governance >>and you mentioned space earlier. Another way I talked with closure. I mean I'm an interview today too, but what's happening with space and what you can monitor disasters, understand how to deploy resources to areas that might have challenges, earthquakes or fires or other things. All new things are happening. >>Absolutely. And all that data people like to say, why are you spending money on space? There's so many problems here, but that data that comes from space is going to impact us here on earth. And so all the things that we're doing, all that data could be used with VM ware cloud on AWS as well. >>Well, you watch closely we got some space coverage coming. I got a big scoop. I'm gonna release soon about something behind the dark side of the moon on in terms of space sovereignty coming a lot of action, cybersecurity in space. That's really heavy right now. But >>aren't you glad that VMC cloud on AWS isn't hidden on the dark side of the moon. It's >>right on the congratulations. Thanks for coming on. You guys are doing great. Thanks for >>thanks for sharing. Congratulations. >>Okay, cube coverage here continues. AWS public sector summit in Washington D. C live for two days of coverage be right back. Thank you. Mhm. Mhm mm mm hmm.

>>from around the globe. It's the Cube with digital coverage of AWS reinvent 2020 Special coverage sponsored by AWS Worldwide Public sector Welcome back to the cubes. Virtual coverage of eight of us Reinvent 2020 Virtual. This is the Cube virtual. I'm your host, John Ferrier. We are the Cube virtual. This year not only were in person but because of the pandemic. We're doing the remote interviews, doing the live coverage over the past couple weeks. We'll be covering it in depth. My next guest is Lynn Martin, vice president of government education. Health care for VM Ware Public Sector Thank you for coming on the Q. As part of the public sector day. Thanks for coming on. >>Thanks, John. It's my pleasure to be with you to that >>great to see last time you're on the Cube. We were in person and D. C is part of the Public Sector Summit, which is the reinvent for public sector is what I call it Theresa's big event. Teresa Carlson, who runs a U. S public sector. You guys a friend. You've been working together the partnership between VM where AWS has been so strong going back to 2016. I'll never forget. When I interviewed Pat and Andy, A lot of skeptics were like VM Ware E W s turned out to be great. Move at many levels. You're in the field for VM Ware driving the business. What's up? What's the update? >>So a couple exciting things. The partnership has been going great. Ah, lot of transformation work and co innovation between the two companies from the engineering side. And, as you mentioned, great a t the Pat Andy level on Ben. When you take it down to the field, support our government education, healthcare, customers. Great partnership with Theresa and her team. They've done a fabulous job, really, being at the forefront of the cloud transformation across those markets and our partnership together. No, it's pretty exciting. We have a lot of new product announced. It's coming out around our government. Go to market means jointly. So it's been a busy time with co vid and a lot of opportunity for both companies to really market differentiators for some of the challenges that are unique customers face >>when I want to ask you a little bit more on that piece because I know it's been interesting with the pandemic. You guys have had a nice overlay with 80. Invest with Teresa's organization obviously from it from a customer standpoint, Nice fit. Okay. Also, with the pandemic, we're seeing customers certainly doing more modern development. That's a big theme of reinvent also for VM World a few months ago as well. But the operator side of the I t piece is gonna be completely changed. I've been doing some reporting and stories around how not just the modern app site, but the I T portion operating these environments. It's hard in pant with the pandemic, so you start to see that operator meets software meets Cloud kind of world. Can you give your perspective of how that's impacted with the pandemic? Because it seems to have accelerated both i t operations in public sector and modern development of new APS and new surge. So, uh, interesting thoughts. I'd love to get your perspective. >>Yes. So I would say that when you kind of look back at the beginning of 2020 I don't think any of us envisioned quite what we were gonna be facing and what our customers, particularly in public and health care you know have faced. So we have customers jointly that are on the forefront of either providing civil services, national security, education to the students or commercial health care first responders right on the front line around patient care. And what I would say, the observation we had really early on in March was the acceleration of the digital transformation across all of those sectors. So lots of discussions have been taking place, and there were a lot of projects in place that would take a couple of years to probably implement. And I think what occurred with Covic is you really have to accelerate how you were gonna provide those civil services or patient care or education and parts of that digital transformation. I think we're taking for granted. So if you think of, like virtual desktop technology in the education space or, you know, SD when and network capability be of the cloud force for health care providers and things of that nature. So I think the portion played a bigger part in the country, responded to cove it in ensuring that we could do the things we needed to do virtually and quickly and out enabled, you know, speed to market and then infrastructure from companies like VM Ware teamed with an Amazon. We allow the acceleration for that journey. >>You know, the old expression. Necessity is the mother of all invention. Um, education and healthcare in particular really were impacted. They had a pressure points t do differently, things faster e education. We know what's going on there and health care with the pandemic. How how are you managing through this? Because, you know, you had a lot of business in flight prior before the pandemic. Now during and you've got maybe some visibility toe what growth looks like Post pandemic. You still got demand. So how are you managing it with from your perspective, your team? What's it like? How how are you as a leader dealing with this? But it's not like it's slowing down for you. It's increasing in >>demand. Yes, so are our segment was kind of on the forefront within bm where globally, um, we started working with different state, local governments and the federal government ahead of the close downs. You know, in one of the major large metropolitan cities, there were over a billion students that had to be able to be educated virtually and there were challenges around network capability, device capability, all kinds of things. So we've had a lot, a lot of activity and as a company. But you know, my segment, how to really work with corporate to kind of bend, how we do business business process rules as well, to be able to respond quickly and to be agile for our clients and provide different ways to support the needs of those customers. So then they could provide the kind of civil services that the country, you know, counts on them to dio. So I think from the internal perspective, in customer facing, we were able to flex, flex and move very quickly and then internally, within the organization as well. I would say, You know, February to June was almost a blur, were busy on weekend calls and things like that, dealing with all different kinds of situations and the organization as a whole. We were ableto flex and work remotely very quickly. I mean, we just used our own technology and literally upon the shutdown. The only difference is where you were working from, but all the tools, infrastructure and things we had were already in place. So anything from there and then as a leader, the third element, all out is kind of the human element. I think it's it's all an opportunity to connect our teams a little bit. Mawr. You know, you have to put more effort virtually more, all hands because more one on ones and kind of also adapt toe how they're dealing with the different personal things of educating their own Children and their family or caring with elders different types of situations as well. >>It's not business as usual, certainly, but it's, you know, challenging great leadership insight there. Thank you for sharing that. I wanna get back to the cloud impact I did. An interview is part of Amazon's Public Sector Awards program a few months ago or in late spring. Roughly, Um, there was a use case with the center and the Canada government, and the guy was kind of, uh, didn't wanna take sidewall Amazon. I'm not gonna be a spokesperson for Amazon. He ended up when the pandemic hit. He was so big fan of AWS and Cloud connectors example because he was skeptical, but he saw the benefit to speed can you give some examples of customers that you're working with that were getting immediate benefits from cloud in the pandemic. That literally made a big difference in what they did because you're seeing people highlight on, okay, just transmission. But people want to see examples. Can you share some examples where this is where cloud helped? It made a huge difference. And that's an example of what we're talking about here. >>Yes. So I would say, um, um example would be at M. D. Anderson Cancer Institute. Um, they had a need to really expand the connectivity off the facility to segregate patient care and ensure that patients that already, you know, had health issues were segregated from any other co vid patients. And very quickly we saw them scale and extend their data center in record time. I mean, things that traditionally would have taken years were done in months, you know, major accomplishments. In 30 days, a zai mentioned, you know, one of our large cities in the country had to really struggle with off 1.2 billion students in K through 12, many of which count on the school systems for, you know, their meals and things and how you deliver your virtual desktops in that environment. VMC on AWS for horizon is a great example that we saw across many state and local you know, entities in how they transform their education to those clients. Uh, and then the federal government. There's many examples, uh, you know, across some of the larger agencies as well, with BMC on AWS for both horizon and infrastructure as well. As you know, sometimes it wasn't one solution. They might have went a W s native for part vmc on AWS for part. And the combination of that really allows companies to come together in part to get things done very, very quickly. It's >>a great example of the VM Ware cloud on AWS success story. I think what's interesting and how I see you guys really doing well with Amazon. It will get to the partnership in a second. But I wanna call this out because you mentioned that earlier devices the network these air not usually associate with cloud usually clouds. You burst of the cloud clouds. Awesome. All these utility higher level services, Dev Ops Cloud native All goodness, But when you get down to what's going on the pandemic. It's the devices you're using. The desktops. It's the network working at home. How as much as that affected your team and your customers, Can you unpack that a little bit more? >>Yes. So what I would say on that is really when you look atyou out, you know the VMC on AWS offerings and you take it down to an example like the horizon platform horizon allows you with the V m c A W s power behind it to really present your virtual desktop on any device anywhere. And that allowed the education entities to be able to provide those curriculums to the students very quickly and, you know, not really have a big, disconnected downtime on how that was done. So I think you know, you're kind of taking cloud classic infrastructure that you reference and then layering in those unique use cases with the VMC on AWS offerings that then could be applied or telehealth. So you know, lots of examples across the health care industry with telehealth and deploying actually patient care via the M R solutions on BMC on aws is well, so it z really taking core. I t infrastructure layering on a software platform that then allows you to provide all those use cases, whether it be an NYPD or fire departments across the country or education entities or commercial patient care things of that nature as a second layer on top of that cloud infrastructure that you think of normally. >>Well, then I want to congratulate you and the team at VM. Where you guys doing? A great job. Like Teresa Carlson. You guys have a really good focus. Uh, you have a great understanding of how the public sector and commercial dynamics working with cybersecurity, going on all across there. And I just you guys there in space with them. You're doing stuff on the land and the ground station all across the public sector, and and they need faster solutions in the cloud. So congratulations. So I have to ask you, since we're here at reinvent, how is the relationship going? Um, where do you see it evolving? I'll see. We talked about the pressure of education, health care and other areas. I mean, case is gonna be re hall. That's gonna be a complete reinvention. Um, so a lot going on. What's supposed to give us the update. >>So I think that in general, you know the future off the public sector and healthcare space will never go backwards. And the acceleration that we've seen occur over 2020. You're gonna see that accelerate as we move forward. And I think the co innovation between Amazon and B M, where which are both innovative companies coming together to support those markets, I think we have more opportunity ahead of us then behind us. And I think when you look at just the great job Amazon has done in general, I was super excited to see Theresa pick up the health care sector. So we have a whole new space to work together on this year and really lots of exciting, innovative offerings to support both patient care and pharmaceuticals, life science and our payer community across the health care sector, as well as some of the work we've already been doing in the public sector. But given the dynamics in the future outlook of the industry, there's gonna require lots of innovation and different kinds of things to really partner together technically and, you know, aligning our go to market around primarily the customer needs. So I think what's very unique about our partnership in the public and healthcare space is we focus first on the customer needs and the mission of those customers and what they need to achieve. And both companies come to the table with, you know, incredible innovation around solutions to support that market. >>It's a great, great partnership, I gotta say, from a technology standpoint, after Raghu VM Ware when they did this, he's like It's a much deeper It's a real deal is not just the Barney deal is everyone kind of knows the old school, uh, phrases saying It's not really a deal. You guys have really integrated in the field on the customer activities. Strong final question for you You don't mind, um, here it reinvent. You know, people are remote. There's gonna be three weeks, a lot of live coverage. Cube Game day will be doing a lot of support and coverage. But for the audience watching this, what would you say is the most important story people should think about or, um, look at harder. I'm when it comes to cloud collision of public sector and what's gonna happen post pandemic because there's gonna be a new reality. There's gonna be growth strategies that will be in play. Some projects will be doubled down on some may not continue. What's your What's your advice to folks watching? What should they pay attention to this reinvent. >>So I think the number one thing is to really embrace the change going around you. And, you know, I think Amazon will be on the forefront of leading a lot of great innovation in that area. And it's really trying to be open minded about how you take advantage of the things that are coming out and be able to apply that into your infrastructure. So if you look across our customer base, you know there's lots of changes you mentioned. I don't think we'll ever go backwards. And those that will be able to move forward quicker are going to be the ones that embrace the change and really lead and drive that innovation within their organization in reinventing themselves through the kind of technology that a company like Amazon and beyond, where bring to the table >>great insight. Lynn And also there's a lot of great problems to solve and societal benefits a lot of need and you guys doing great work. Thanks for your leadership. And, uh, great conversation. Thank you. >>Thanks very much. >>Okay. Lynn Martin, head of vice president of Global public Sector Uh, government education Healthcare. Lynn Martin, the leader of VM Ware's public sector here in the Cube. I'm John Ferrier. Thanks for watching.

Locke from Las Vegas X the cube covering AWS reinvent 2019 brought to you by Amazon Web Services and Vinum care along with its ecosystem partners we're back in Las Vegas everybody this is day one of AWS reinvent 2019 and you're watching the cube the leader in live tech coverage we go out to the events we extract the signal from the noise hump day Volante with my co-host Justin Warren Linden Lucas is here as the CMO of cohesively great to see you again Joe's rockin it's hoppin your boots packed we were just over there bright green as always so we stand out amongst to see if what is it 65,000 folks here this year 5,000 yeah so give us the update what's happening with a kahin City you guys are rocking how's business this is great we have fully transitioned to be a software company we've had a hundred percent year-over-year growth in our software business customers are looking to cohesively for data management and especially customers here at reinvent we're doing a lot with the cloud AWS has grown 20x for us here over year in terms of our our growth with them and we have an exciting new announcement here around how cohesive a is now validated to protect and backup workloads on AWS outposts one of the announcements this morning great so that mean that to me that's I always ask how you gonna back this up you know and it really didn't have a good answer so congratulations on that but also they're gonna bring outposts to the edge we saw the 5g announcement and so that's something that people have been side I think struggling with it because they know a lot of data is going to remain at the edge you've got to protect it act on it in real time so so talk about the engineering that went into that it's you know usually these things require some intense engineering on both sides unless it's a Barney deal this is a Barney deal no all right so yeah a lot of engineers we have a fine fine group of engineers at cohesively collaborating with AWS but it really starts at the heart of it with what our founder mode Aaron the distributed file system we call it span FS and it spans from core to cloud to edge and so you brought up the outpost edge and I'm sure that we'll be able to span that way but we also span today and I think in this world and it was talked about in the keynote is so important hybrid from core to the AWS cloud right because so many organizations have a lot on premises still and they are working to figure out how to get it to AWS easily and simply and then keep the whole thing protected so you guys are pretty aligned with AWS on definitions I think but let me just test that so Andy Jesse would say and I think he said this publicly we consider multi-cloud multiple public clouds I'm not sure he used that word multi cloud but you know what he's talking about and then we consider anything on Prem has to be hybrid and I think you guys use that same sort of and I think for where cohesively serves which is mid-sized enterprise on up to some of the largest global companies and public sector organizations we see a lot of use of hybrid cohesive a also runs natively in the cloud so we run natively in AWS and there's a lot of new cloud native applications but we also want to support what customers are doing and that's hybrid for sure so the other follow-up I have on that is the notion of data management you guys you don't it's not just back up its data management I want to understand how much of that is good marketing talking to the CMO versus sort of substance that the customers actually take advantage of so what do you mean by data management it's a great question and I'm going to say yes to the good marketing too but in all seriousness so what is what is data management and we have the you know the red spot is say we're redefining it and and how do we back that up we think of data management of course as you've got a store protect manage that data but now in today's world that is simply not enough it has to be recoverable and available when you want because backup as an insurance policy that doesn't work doesn't do anyone good but more than that we went beyond that and we're looking at how do customers both protect against cyber risks as well as gain insights from their data and when we talk about redefining data management we're talking about rethinking how you get those insights out of your data or protect against risks on the platform in place so applications run in place on the cohesive edata platform and I think Andy talked about that this morning too right it's difficult in these today's ever increasing amounts of data how do you have customers ship petabytes of data around easily it's not scalable for them or operationally cost-effective so we're talking about letting them gain those insights or protect against those risks in place yeah you did mention that bringing the compute to the data instead of the other way around which has been a long a problem for a long long time and that's that's something that I'm keen to understand a bit about how Co he said he's doing something differently because this has been a promise for quite some time where we've been backing up systems and putting all of this data into it into a big backup pool that sort of just sits there and getting a bit annoyed that we're spending all this money for something which is sitting there just being an insurance policy so we want to do more with this data and that's always been the promise and people have had a go at it a few times but no one's really been very successful but it sounds like cohesive is actually finally maybe cracked it so what is it that you're doing that allows us to finally happen well we like to think so so MOA Daren our founder was formerly the CTO of new tonics often called the father of hyperconvergence as well as at Google invented one of the first web scale file systems out there so underpinning all of this and how do we do this is a true web-scale file system it's his third generation web-scale file system which has a number of really unique properties so in terms of your specific question around reusing that data is providing zero cost clones and copies that enable that reuse of that data whether that be for developers or whether that be for someone doing some analytics so and that of course just like because we're Software Defined is running on white box hardware from us but also certified units from Cisco Dell also HPE and others to come so I was gonna mention that the advantage of software is that you can have that same experience wherever you can deploy the software so I don't just have to buy an appliance and have it sit in my datacenter I can actually well I like that but I would actually like to have that run in AWS and as you mentioned you can now run that both in AWS and I could run it on side on an AWS outpost so I can get both the on-site experience and the AWS experience at the same time as well as the cohesive experience yes a lot of experiences all the one well we want the customer of course to look at it from their their vantage point but yes so two points their software platform so it's a software-defined platform and part of this from not just a technology point of view but from that customer experience point of view is yes you can run that software on-premises in a cloud in a virtual environment and from a business model point of view one license we don't care you choose how you want a deployment from it a view point of view we provide one manageable one management view helios of it but that's one way to view everything managed under cohesively of course it's not going to get in the way of the Amazon tools so simple to manage and also simple to consume from the transaction perspective but but so simplicity big theme what what else that customers really excited about what do they tell you well a big theme here for us and one of the ways that we see customers getting more value out of their data and their Amazon investment we introduced an application running on the cohesive platform called run book and run book allows very simple migrations from your on-premise environment to AWS ec2 and so that's been something that's been really popular in fact surprised us a little bit it's the first step right now it's a migration but we'll be adding capability to it for full orchestration for either dr scenarios or true dr and it's so simple it's dragon top drop so that engineering team has made this really simple to do so teams can easily figure out how am I going to move my applications to the cloud and in what order am I going to bring them up again in a really simple drag-and-drop way what about tearing you know when I go by your booth I see it's got some capabilities there I'm interested in how you were you pick up or where where you pick up where Amazon leaves off with what they've announced help us understand that great question and we did thank you for for mentioning bring new support in for deep glacier so cohesive these support steering to all the different Amazon tiers so we've always had automated policies that you can set it as an administrator and decide hey I've done a backup on Prem and after 30 days or whatever your time frame is I'm going to move that up to AWS got a lot of customers doing that our customer AutoNation that's one of their use cases we also support the ability for you to use cohesively to change which tier you want to store in on Amazon in an intelligent way and so that's an area that I think we complement Amazon so essentially if I understand it you'll you'll manager this near the superset if the customer wants that and then Amazon you plug into what Amazon does and they'll optimize on their end you could take advantage of that that's transparent to the customer that's right possible because we're a modern architecture with native s3 and so we can plug right in to what customers want to do with Amazon so okay let's dig it to that what means modern well how do you guys define mod we define modern as design principles and philosophy born in the cloud native world right so unlike some of the legacy architectures that literally were invented ten or so years ago with before we had reinvent Co he city was built with native s3 and uniquely that support for the enterprise modalities of NFS and SMB and allowing at that file system level people to move their data back and forth between those two environments but with a very simple user interface on top of that that provides the backup the archive dr the types of capabilities or use cases that customers want with their most important asset their data yeah go ahead please transformations been a bit of a theme of the show certainly two of day one and Co hazily is transformed itself into a purely software company as you've mentioned what what's next what do you see happening for Co hey city and with customers how are they going to be both transforming themselves together into the future yeah great question and I like to use that word carefully because I think as a marketer it can be little over you know used yeah but if it's seriously what I see I think we're on a 10 15 year journey all of us to transform our businesses to take advantage of data because it's clear now I think to most if you don't you will be left behind and it's only a matter of time and so the hard part is I talked to CIOs and other IT leaders is well how do I get a handle on that data right and cohesive provides an incredible platform to simplify that management storage protection of that data so you can take advantage of some of the other really cool applications and vendors that are here how we continue to transform and how I see customers transforming is that promise of bringing compute to the data I think we're in the super early days but if I've got all of my data accessible and visible to me now what kinds of insights can I gain from it Splunk runs on the cohesive a platform as another exhibitor here but also how can I prevent risk how can I ensure that I'm compliant with regulations and I think there's a lot of work to be done both at cohesively and developing out those new applications as well as with our customers taking advantage of it we could actually pushing around the just at being an Amazon partner so you seem pretty happy business is growing you're the leading if not one of the leading growth partners of Amazon that's cool but a lot of people question Amazon in terms of you know them being fearful that Amazon's gonna eat their lunch we asked and Jesse about that and the in the analyst session and basically his answer was look at these markets are so huge and and I think as well I'd add to that you've got to keep innovating now my specific question is Amazon does some backup stuff it's not nearly as functional as your and other you know backup software data management suppliers but what's your perspective on that obviously it's it's good its growth now you guys think about that you just kind of keep putting the pedal to the metal actually I think I'd agree with him I've never had the pleasure of meeting him in person but you know I think all businesses have to keep their pedal to the metal very innovation and we certainly do but this is a massive market and a massive transformation and cohesive helps enterprise customers of all sizes and types and most of them are struggling with today in the early stages how to get control of their data how to manage it know what they have and I think they feel that that is both a problem within the cloud but also on-premises and that's a very large market for us and I think for Amazon as well so we're super happy to be partners with Amazon a rising tide lifts all boats as I often like to say and I think that's going to remain true for a long time yeah I mean I think you know a lot of ways you just got to create in this market and the competition will take care of itself if you pay attention to customers and they tell you what they're interested in and you respond to that you tend to do pretty well despite the disruptions that might be going around view in the market at least that's what I think a big part of our philosophy is when asked a question about from a CML perspective in this data world he talked about there we run this decade-long transformation to put data at the core of our business how do you as a CMO put data at the core of of your business oh my gosh so the first thing I do is I'm asking and working with our engineering team because any modern business and modern CMO should be getting data about their customers and what they're doing with their product directly into the marketing intelligence and so that's an area that I'm really interested in and I press so as an internal customer to our head of engineering I am trying my best because the technology around me and marketing is changing so rapidly to absorb that and understand that and I think pay attention to my own advice and try not to date my customer for the first time 50 times as maybe many of us have experienced as consumers and use that data as best as I can to know how to address a customer's issue or problem when they're ready and the technology around it is continually improving and so it makes it really exciting to be in marketing and to be a marketing leader right now you actually pulling metadata out of your software to understand how customers are using your product is that right you can see some and there I have a long list into engineering on Oh imagine if we could I would like to know and hopefully not in a creepy way but in a way of serving the customer and making them aware of new capabilities I'll tell you one of the common things between cohesively and Amazon customers that I hear is that the pace of innovation is very high we put out four hundred plus new features last calendar year so more than they feature a day and that's the that's the God's honest truth I've heard the same thing from Amazon customers they struggle with understanding all the rich capability that's coming so with data if we can hone in a little bit and say you may be interested in this based on what we know similar to perhaps the shopping experience that we have I think that's helpful to customers because if I can narrow it in I don't have time as a consumer to search through everything and I think in business and in IT the same holds true so yes we're trying to do more of that yeah if you can use data to match my needs as a customer and it maybe even recommend things that are going to help my business I'm going to be appreciative of that as long as we you don't recommend that I start a couch collection because I brought happen to buy one couch which I'm sure we've all had that experience so it is important to get it right and I like that you brought up that not to do it in a creepy way but understanding that customers do find this valuable we find with our own consulting clients and our analyst clients talking to them that a lot of them trust vendors like cohesively with their data and you've built that trust because you you you've been able to show that you can be trusted over a long period of time so I think as long as you continue to do that customers are quite happy for you to start exploring this because they know that they're going to get a better result at the end of it as you mentioned I was like I'll get a good recommendation if you're actually serving me and making my business work better of course I'm going to want to do that and I think you earned that trust every day yes so what should we be looking for 2024 he city milestones things you want to share with us well we look forward to continued you know significant growth we're over 1,300 customers now globally and we see continued massive growth in the cloud I'm sure as many here are experiencing and just really continuing to serve our customers I think that's what we keep our eye focused on be humble keep learning it's a mantra from mowett and that's what we're gonna keep doing and and growing the business and helping our customers with that well it's been fun watching you guys grow the ascendancy of cohesive you kind of matching in with cloud and in hybrid Lynne thanks so much for coming on the Qubo as a pleasure thank you guys it's been great to be here as always all right keep it right there everybody look back with our next guest Dave Volante for Justin Warren you're watching the cube from reinvent 2019 we'll be right back [Music]

(funky jazz music) >> From our studios in the heart of Silicon Valley, Palo Alto, California, this is a CUBE conversation. >> Hello, and welcome to theCUBE studios in Palo Alto, CA for another CUBE Conversation, where we go in-depth with thought leaders driving innovation across tech industry. I'm your host, Peter Burris. Everybody talks about the unbelievable explosion in the amount of data that digital business is going to generate. That's true. But there's an analogue to that, and that is the unbelievable explosion in software that's going to be created over the next decade. The difference, though, is that if you create data, sometimes it's good, sometimes it's bad, different quality levels, but it's really easy to create really bad software, and bad software can take down a business. So as a consequence, every business, from the CIO down to the most lowly person in the organization, has to participate in the process of creating great software, either in the design or conceptualization standpoint, to a use standpoint. It's a very important topic and it's one I'm really excited about, and to have that conversation, we're joined by two great thought leaders in this space. Dominik Tornow is the principal engineer at the office of CTO at Cisco, and Sara Lynn Hua is a UX designer at Chegg, Inc. Thanks for joining us on theCUBE. >> Thanks for having us. >> So, Sara. Let's talk to you first. Tell us a little bit about Chegg. >> Yeah, so Chegg is an education technology company that provides both physical and fiscal services to students. >> Okay, great. So with that in mind, I want to come to this issue of the marriage of UX and the marriage of cloud native. Let's start here, what is UX? >> So UX stands for user experience design and user experience design is the process of creating a meaningful and intuitive experience in a product, like a software application for a user. >> So, cloud native. >> Well, cloud native applications, as we talked about, are applications that are scalable and reliable by construction. So in order to have a cloud native system, you need a system that is capable of detecting and mitigating load in failure, and you can basically say cloud and cloud native applications have as much in common as Java and JavaScript, or, if you want to avoid the bar fight, have as much in common as car and carpet. So cloud native application or cloud native systems have effects on your entire organization. >> So, Sara, as a UX person, a person who's really worried about having a, building software that is intuitive and useful for human beings, how do you think about the impact of cloud native? Is that something that is good, bad, indifferent? Where's cloud native at Chegg? >> So, Chegg is in the process of adopting cloud native principles. Chegg has three million subscribers and is actively growing especially in the international space, so obviously reliability and scalability are one of our highest priorities. We have a lot of different applications and we have a lot of different teams, so, due to a lot of different acquisitions, we're at different stages of adopting cloud native principles. >> So it's something that has immediate implications, not only as you talk to students and people who you are trying to inculturate to great UX design, but also in your business as well. >> Exactly. >> Alright, so let's get into this. Because there is a lot of excitement about cloud native and building applications faster, but as I said up front, it's not uncommon for people to build really bad applications fast. So, how does UX and cloud native come together? From your perspective, Sara, what do you think that marriage needs to look like? >> So I think a lot of what ends up happening with cloud native, adopting cloud native principles, is that user experience designers are sometimes left outside of that decision. We learn about it later on and there are lot of far-reaching implications of adopting cloud native principles that we normally don't think about from a design perspective, and one of them would be, we don't know to design for partial failure. If certain components depend on a service, and that part of the system then fails, then from a user experience perspective, a user using that component may have an awful experience, but we're not necessarily thinking about that in terms of reliability. >> So it's a reliability question, so some of the precepts of cloud native aren't recognized as potential constraints as you imagine the nature of the application, but still, you're still focused on translating user insights and user practices and user realities into design elements that can be built. But it starts with at least into design elements. You're trying to build the right application. Have I got that right? >> Mm-hmm. I think when we talk about how cloud native relates to design we also have to talk a bit about how designers and developers collaborate. >> So you've got UX folks that are really focused on building the right application. How does that impact the way cloud native developers have to start thinking? >> Well, if Sara is responsible for building the right application, I am responsible for building the application right, and there is, of course, there is a collaboration. There is a peer relationship between design and development, and design happens to be the first step in the process. So while designers uncover the requirements of the application, right, it is my job to implement these requirements. And in this case I am a service provider to the UX and UI designers, and I get to veto only on three counts. That is, if a certain design negatively impacts scalability, negatively impacts reliability, or, of course, negatively impacts security. Other than that, I only communicate the consequences. For example, consequences in terms of costs. So if designers lay out a few alternatives, design alternatives for an application, I can, of course, communicate, how long is it going to take to implement it? Or how costly is this solution going to be? However, it is, at the end of the day, the business and the design makes the decision. >> So if I think about it, if I can, just let me throw out kind of how I think about some of this stuff. I imagine you really focusing on the social dynamics that have to be reflected in the software, given, you know, human constraints and human experiences, and quite frankly whether or not people are going to find the system useful and meaningful and enjoyable to use, otherwise they don't adopt it, and I think of you in terms of the technology dynamics. So both of you are thinking about the underlying dynamics of how it's going to work. You facing the system and you facing the user. Have I got that right? >> Yes, you absolutely got that right. So if you make people happy, I make systems happy, and you see this is also a core conflict, right? So even though we are working on the same application, right, there is, of course, a lot of tension because we are pulling in two different directions. >> Mm-hmm. >> Well, you mentioned earlier what cloud native is and the idea, you know, all the things by design at the system level, but there are a number of techniques that cloud native developers are starting to apply. We talked a little bit about one of them up front, partial failure, that has to be accommodated because we're talking about a greater distribution of systems. One of them is eventual consistency. Historically we like to say, "Oh, when I tell the computer to do something, "it's going to do it "irrefutably and absolutely." But that doesn't work in cloud native. Talk a little bit about eventual consistency and what that's going to mean from a design standpoint. >> So for some applications, scalability and reliability may benefit, as you said, for applying eventual consistency. So eventual consistency, meaning that the effects of the last write converge in the different parts of the system at different times, right, and yes, while that benefits the scalability and reliability of the system, that may absolutely negatively impact the user experience. >> How? >> Well, for example if you have, let's say a sports app, right? So two users are using ESPN to get their sports updates on how the game is going, and these two users are getting information. If they're getting information from the same node then we don't have a problem, but if these two users are getting information from different nodes, there's a delay in when they get the game score. This doesn't matter unless the two users are actually sitting in the same room. So someone might get an update about this game way earlier that someone else might, and then they'll be like, "Oh, look at this, the Warriors just scored!" And the other person is like, "What are you talking about?" So once you have the use case of them being in the same room then that actually creates this negative user experience of someone assuming their app is slower. Something like that. >> I'm going to take that example and I'm going to add another one, because I think that this has significant importance when we talk about the implications. Let's talk about financial transactions. So we're, you know, stock trading. That, it shouldn't necessarily be that the fact that I'm a few thousand kilometers away necessarily puts me at a disadvantage, but metaphorically if my node is processing slower than your node and you get that information about what's happening with stocks faster than I do, then I'm at a disadvantage. That has a pretty significant impact, social as well as technical, on subsequent behaviors. So there's this notion of blast radius, of how those impacts affect not just a particular transaction at a particular terminal, you're going to have impacts in much broader social settings. Tell us a little bit about that. >> Yeah, so for blast radius, the way I like to look at it, is the parts of the system that are directly or indirectly affected by the failure of another part of the system. Would you say you agree with that? >> Perfect definition. So the blast radius being the parts of the system that are transitively affected by one part of the system failing. And even so we share the same definition of blast radius, our experience is actually very different. >> Mm-hmm. >> So let's talk a little bit about, for example, a recommendation service like in an e-commerce application or a video streaming service that takes my past behavior into account and recommends additional items to consume in the future. So, I would say in typical systems the recommendation service is a standalone service. Not many services depend on the recommendation service. Right. So if the recommendation service fails, for me the blast radius is very small. I may not necessarily want to get up at a Saturday night in order to fix the recommendation system. >> You, being the cloud native person. >> Correct, but the UX designer may have a complete different view of that. >> Yeah, so at Chegg, for example, we use recommendations to give our users certain parts of content, so users really rely on our recommendations to really master a subject that they are studying, and we have all these pages dedicated to just having recommendations for the user. You're studying math, great. Here's a list of practice problems that you probably should go through before your quiz. So imagine they're studying for a math exam tomorrow and they're up at two a.m. and going through these practice problems and bam! That recommendations module suddenly fails. That is something that keeps me up at night because the parts of this system that, or what I think about as parts of the system, are user flows and user interactions, and if we do not provide that service to that user at that time, it could result in them leaving us as a subscriber because of that negative user experience. >> So it's very clear today that we need to factor the practical constraints of the system as we do UX, but more importantly, we need to really accommodate the real human experience, those user interactions, user flows, in how we design the systems. It's not really what's happening today the way we want it to. Give us one simple step, Sara, we'll start with you. One simple step that you think would improve these two groups working together. >> Well, like I mentioned before, having those conversations with designers because when a company is moving towards cloud native principals, and towards adopting cloud native principals, and they leave designers out of the conversation, designers aren't aware that they need to design for partial failure. >> So get designers into those sprints early on in the system design and not just later on as you get close to thinking about what the user is going to experience. >> Right, exactly. >> That is, I 100% agree with that. It is first and foremost a conversation to be had, and you have to have this conversation on the very first step of the journey. You cannot bring in, whether UX or UI, designers at a late stage in time. You have to bring them in at the very first moment. And you have to establish the peer relationship, and you do have to understand that as a developer you are a service provider to the designers. >> And you know, I'll make a quick observation, and my quick observation is having been in this world a little bit. It's actually a lot more fun to think about the human element early on in the process. It just makes the constraints on the technical side a little bit more interesting and a little bit more meaningful. >> That is very true, I agree. I very much like the examples that Sara brought up because if you think about a cold-hearted technology, you would think about nodes that scale up, for example, in the example of the eventual consistency. You think of nodes to scale up but you do not think of the consequences. Yet, if you have this conversation early on with the designers, right, you see the consequence of what it does if your system scales, and you can actually apply simple remedies that have great effect on the user experience. In that case if there is geographical proximity to users you route them to the same node and you make the user experience so much better. It is very fulfilling. >> Sara Lynn Hua, Chegg. Dominik Tornow, Cisco. Thank you very much for being on theCUBE. Great conversation. >> Thanks for having us. >> And once again, I want to thank you for participating in another CUBE conversation. Until next time. (funky jazz music)

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

(upbeat music) >> From our studios in the heart of Silicon Valley, Palo Alto, California. This is a CUBE Conversation. >> Hi, everyone. Welcome to this CUBE Conversation here in Palo Alto, theCUBE Studios. I'm John Furrier, host of theCUBE. We're here with two great guests, Carl Eschenbach, partner at Sequoia Capital on the board of Cohesity as well with the CMO Lynn Lucas. Lynn, great to see you. Carl, thanks for coming back on. >> Great to be here. >> Appreciate it. So Lynn, you know we've been following you guys for many many years, watching the rapid growth of Cohesity. Funding round after funding round, Unicorn. From a start up, to going through the atmosphere heading into orbit, nice growth. >> Mid-size company I would say now. >> Yeah >> Yeah >> No longer a startup. >> Growing like crazy. >> No longer a startup, yeah. >> Good round, good financing track. Thanks to Sequoia. >> Well, we're proud and happy investors and partners with them, that's for sure. >> Yeah, one of the things we're super excited about right now, Lynn I want to get your thoughts on this is that, how do you maintain the growth because cloud is an ever changing landscape, data management's really hot and changing. What's been the success formula for you guys, staying ahead? Both in terms of continuing to push the brand, push the message and success. What's been the formula? >> Well, I think it starts with our founder, Mohit Aron, and his vision and strategy which, if you go back, he's been extraordinarily consistent on and he saw this massive opportunity to take hyper-convergence, which of course he's really the father of from Nutanix and bring it to this whole other area of data, the vast majority of data that enterprises have. That is in all of these different silos and so really I think that Cohesity has this opportunity to be a once in a generation platform company much like VMware and really change the way enterprises, protect, manage, store and ultimately do more with their data. So, I'm going to say it's less about the brand. I'm proud about the brand. But, it's really about... >> You did a great job the brand, but I think the execution is. I think one thing I love about this market cloud in the next ten years ahead of us is that you can come into the market with a feature or a specific thing, like backup and turn it into a broad ranging high-growth, billions dollars of value. I think that's what you guys are on. But I, while we have Carl here, I want to put him on the spot because, you know, of his experience at VMware and now at Sequoia. What's he bringing to the table for Cohesity? What's his operational knowledge? What is some of the things Carl's brought to Cohesity? >> Oh, my gosh. >> What hasn't he brought. >> Well, Carl is obviously incredibly experienced and brings a wealth of go to market knowledge and connections and advice for us. I think instrumental in helping us see how to scale. As well as, change and shift the business model over to software and subscription. Which is what Cohesity did last year and is right in line with the move towards the cloud. >> Carl, your thoughts? >> I have to say one of the things just to echo, so thank you for those kind words. But quite frankly its all about execution and these folks at Cohesity know how to execute. If you just look at their scale over the last three years and their ability to execute. It's pretty impressive, not on the technology side only. But, if you think about their go to market motion and what they've not both here in the U.S., internationally, over into, you know, Asia and in Japan with the joint venture they have with SoftBank and some of the others. It's been amazing to watch them scale and to go market and also the ecosystem that they started to build around them and leveraging partners like HPE and Cisco as Cohesity has transitioned from being an appliance solution to being a software and data management platform and moving the hardware to other partners. It's been amazing to watch that transformation happen. So, it's technology, yes. But, it's also every other component and piece of the business that's been able to scale through good execution. >> Let's talk about the ecosystem, cause I think it's a super important, ever changing conversation. Especially as the bigger players get bigger and then the mid-size folks like you guys get bigger as well. The relationships change. You've certainly seen your share, Carl, at VMware. At VMworld every year, the ecosystem has its growth. It changes over, new value propositions are coming in. You have a constant rotation through the ecosystem dynamic. >> Yeah, no. >> What are some of the going on now that Cohesity's taken advantage of? >> What are they... >> Yeah, so because Cohesity is actually building a true platform as Lynn was articulating. If you're a platform in a data center it means two things. You have to partner with people on the south-bound side of that platform and the north-bound side of the platform because everything's going to go through a platform and because of that you form a very rich ecosystem but you also form sometimes competitors. In this world everyone I think describes it as friends and enemies. They're frenemies and they've done a very good job at that but at the same time they've really focused on key partners like an HPE or a Cisco or many others that can really differentiate themselves and allow them to focus on what they truly are and that's a data management software company. So, I think they've done a really good job navigating the ecosystem and building off of it and aligning with the right people. For example you sit here at VMWworld today. Look at the partnership they have with VMware they have V-ready, you know, certification across vsan, their infrastructure platform. Vcloud Director, AWS, you name it. So, I think they've done a great job and that's thanks to people like Lynn and the team. >> Lynn, talk about the ecosystem dynamic. Because you guys are actively market a big booth every year at VMworld as well as Amazon re:invent and other shows. You have to be out there. What are you hearing? What are some of the dynamics that your working through? >> Well speaking of VMworld and VMware they really were the original ecosystem partner and I think we believe that north of 70 percent of our customers are VMware customers and they're getting better value out of that. But, we haven't talked a lot about the cloud and that's obviously a massive ecosystem that's continuing to develop and bringing those two things together is something that Cohesity specializes in. With our native capabilities, with Amazon, Azure, Google but the other third piece of the ecosystem that we're now developing is the applications and that's unique to Cohesisty really redefining data management. Just announced Cohesity CyberScan based on Tenable running on the Cohesity platform. Prior to the, Splunk, running on the platform. So we're developing these ecosystem partnerships in new ways with application providers. >> So when are we going to see Cohesity world. (laughing) >> I am just so happy to be at Vmworld it's a great place for us to meet a lot of customers and partners. So we'll stay with that. >> Carl you were talking about, before we came on camera, about your first VMworld. You know, oh my god, it's huge, now it's even bigger. This is the opportunity for firms like Cohesity, if they continue the momentum. Building out applications which if you think about it that's an enabling technology. You can enable developers to be successful. That truly is a testament to what a true platform is. >> Yeah, again, I think, she said they don't have a big user conference yet. I don't think it will be long before we such momentum in the market that we will have a user conference at some point. Where you will see a large turnout of people using the technology. People from the ecosystem there and then developers as well and lastly you'll start to see application vendors like a Splunk or a Tenable who are actually now running their applications on top of this. This isn't just data management but it's also supporting applications and when you pull those three different you know constituents together you have a pretty big opportunity to pull off some type of platform show. >> Lynn, I got to put you on the spot here for a minute you got Carl, he's also a partner with Sequoia Venture Capital. What are the pros and cons with working with a big time tier one renowned VC like Sequoia is? Sequoia's Don Valentine is a well documented story. Moritz goes on, the young guns in there now. Get the operating experience from like the Carl's. Pretty established, they got a great business model, you know that. What's the pros and cons of working for the big time Sequoia. >> I've not seen any cons. Pros are as you said the operating experience and I think also the experience in guiding a company through this hyper growth. Cohesity is now well over 1200 employees. Last year, when you and I sat here much less than that, right? And they've seen it and done it before with other partners or with other portfolio companies that I think is one of the best pieces of advice that Carl has given us coming into our company is how to maintain that culture and that focus on the mission as we move through this tremendous growth phase. >> That's interesting, Sequoia loves you when your growing but then, but they've seen success. The cons haven't come yet. But, if you continue to grow there will be no cons. Everyone's happy and growing. But, I want to get your thoughts because Sequoia also builds world-class companies and they also, Apple the names are legendary. Your founder on theCUBE told me that he doesn't just want to get an exit. He wants to build world class company. >> That's right >> Well, exit is not as important as like EMEA. But in like public that happens. He's not in it for the cash. He wants build a durable world class company. >> That's exactly right, right Mohit has had a number of successes, Google, Nutanix. So he's not in this for the short return and we really are focused on building a culture and a set of values and a long term sustainable business and he really means what he says about. He's here to change the world and data is the foundation of what most businesses are going to compete on and he believes he can really empower organizations to do that and we can build a great culture and a great company while were helping. >> Carl when you hear that.. >> I want to piggyback off what Lynn just said and its exactly what Lynn articulated about Mohit to want to build a big enduring company that stands the test of time. If you look at our ethos at Sequoia we want to partner with founders from idea to IPO and beyond. We're not looking for a quit hit, a quick win. We want to be with them through IPO and beyond and build big legendary companies that stand the test of time and in the form of Cohesity we have that opportunity and we're well on that path to build a legendary platform company that will service both the enterprise in the cloud companies into the future. That's our mission, so I think our missions are aligned. >> Well you just answered the question I was going to ask you. That is music to your ears this is the kind of model you guys want and certainly you guys do a good job of exiting out on EMEA and doing, making your LPs a lot of money. You got to make money. >> Right, but, you know a lot of people think when our companies go public this is an exit for us. It's just an event. If we believe in the companies were going to hold long into the public market from that idea and that seed investment, like we did here at Cohesity, well beyond the IPO. >> There's a renaissance going on , I love it because two things are happening in this next 10 years. You seen a systems platform mindset come back versus the quick hits and also people want to build big companies they don't want to do the quick flips anymore. So at lot of young entrepreneurs are, they are in it for a mission. This is a new vibe. What kind of advice do you give entrepreneurs that are looking to bring that Cohesity model and get the attention of Sequoia? What are some of the things that you see as success for the young entrepreneurs out there? >> Yeah, so it is around the word mission. Like we want to partner with people that are mission driven that are going to have a huge impact on business and society as a whole and even you know the social efforts in our world. So were looking for people that want to change the trajectory of whatever it is they are addressing and we think for example with Cohesity there's a radical transformation taking place in the infrastructure and someone's got to innovate because a lot of innovators today are not coming from the incumbent it's coming from the next generation of founders like Mohit and he's very mission driven. Build a big company, service a community of people change the way people store and think about data and manage it and that mission-centric founder is one we love to partner with. >> Final question I'd love to get both your take on this question, Lynn and Carl is. When you meet someone that may not be inside the ropes of technology like the enterprise tech like we are the few and others and they ask you the question "Why is Cohesity so successful?" How do you describe the dynamics of the marketplace and Cohesity's role in it on it's success? What is the answer to that question? >> I think it's really two things. So one is I think that there is this generational shift in the architecture that underpins data and we've got a perfect storm with data doing exponential growth and as Carl's been saying there really hasn't been a lot of innovation in the infrastructure in more than a decade. Mohit saw that, but then that's combined with a mission, a passion for customers and sticking to that execution of serving the customer and that's making us successful. >> Carl your thoughts after that. >> Listen, it starts with technology and to have great technology you have to have a great technical founder and we have that in Mohit, time and time again. I can go, we've all talked about Mohit and how special he is. At the same time you need to build a company that has a special culture, that can stand the test of time, that is resilient, that has grit and has passion and perseverance for the work their doing around their mission and I think we have all of that in Cohesity and that's a lot of it's because of Mohit and people like Lynn that he's brought in around his executive team. You can just see that permeate through the entire organization. >> That's awesome. Thanks for sharing the insight. Carl, great to have you comment here with Lynn on Cohesity, I know your on the board. Lot of great things happening, looking to see what's happening at the VMware parties. Thanks for hosting some awesome events for the community. >> Can't wait to be back. Bring some of our customers on. >> Thanks for spending the time. This is theCUBE Conversation here at Palo Alto. I'm John Furrier, thanks for watching. (upbeat music)

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

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

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

>> Live from Las Vegas, it's theCUBE covering AWS re:Invent 2018, brought to your by Amazon Web Services, Intel, and their ecosystem partners. (techy music) >> Hey, welcome back, everyone. It's theCUBE live here in Las Vegas for Amazon Web Services, AWS re:Invent 2018, I'm John Furrier with Lauren Cooney, the cohost of theCUBE on this set. There's two sets, and we're getting all the great interviews from the smartest people here in the ecosystem. AWS re:Invent is the industry conference that makes it all happen in the cloud. We're excited to have Lynn Lucas here, CMO of Cohesity, back on theCUBE, CUBE alumni, also the architect of the greatest party of all time. The Cohesity parties, you guys had a great party last night. I tweeted some live footage of it. Got a little bit of backlash on Twitter, but it's okay, you know. >> We don't want that. >> A lot of FOMO. >> Hopefully also the architect of some great marketing here. We're here to get the word out about Cohesity and our news with Amazon, so glad to have you here. Thanks for having me on the set again. >> You guys really hit the formula for parties at events because normally they can be kind of boring. You bring artists in, you have a great venue. You glam it up with green, the color of Cohesity. How's that working out for you guys, what's been the feedback? I was going to say people last night were jamming, great crowd. Tell us what's going on, what's the success look like, what's the vibe? >> Yeah, well it certainly is about appreciating our partners and customers that are here, but really it's all about getting the word out about Cohesity, and you know, I think you know the numbers here were somewhere between 50 and 60,000 people here, crazy, at re:Invent, and we want people to know what Cohesity can do for them in terms of their use of Amazon and making that investment even better and smarter for them, for what we call secondary data, so that was the purpose of the party, thank our customers and partners and get the word out about what we can do. >> As they say in the old marketing cliche, if you've got the sizzle you've got to have the steak. >> Absolutely. >> So, tell me, you've got some great sizzle, great marketing, congratulations, doing a great job. Love working with you and love going to your events. What is the action on the products, like where's the meat on the bone? >> Sure thing, so we had a really important announcement here yesterday extending our partnership with Amazon. We had an extension to some already great, killer features that we have. Three things, so three things you got to know. One, integration without agents to do backup of your cloud native, AWS applications, full failover and fail back to the Amazon cloud and back again for DR, and we also are now offering integration with Snowball, so a lot of customers looking at how they can get more of their data into Amazon, and now we facilitate that and of course give you the indexing that allows that to become searchable and usable for the longer term. >> I want to ask you a question. I saw a presentation this morning at Teresa Carlson's public sector breakfast, packed house, again. She's really doing an amazing job, so shout out to her and her team, but the presentation was from the deputy of the FBI counter terrorism, she talked about all the bad things that have happened and how they tried to catch up and find the bad guys, or gals, and the problem they have is that they have a data crisis, and she said that: "The FBI has a data crisis," and they can't put the puzzle together fast enough because although the data's there, they can't get it out of the databases and there are all these different fragmented systems. This is a problem, how are you guys helping clients fix this fragmentation problem? Is that an area you're solving? What's your vision, or Cohesity's vision, around this notion of how does cloudification solve this speeding up of value around data that's kind of spread out everywhere? >> Yeah, so you hit the nail on the head. We call this mass data fragmentation, and that's the problem that she's talking about. In fact, we just completed a global study of secondary data, and nine out of ten, not surprisingly, of IT organizations around the globe think that this is going to cost them somewhere between 50% and 100% more than what they're currently spending to manage their data, because it's in silos, it's in silos on-premise, but it's also then started to silo inside the cloud, and how Cohesity helps is creating a unified platform, what we call the Data Platform, and spanning the on-premise and the cloud, the multicloud environment, and providing some really unique capabilities to help organizations take that fragmentation and now remove it, bust those silos, put it in one place, give you global search, indexing, and then compression, because we all know how many copies... Excuse me, deduplication, save storage, but then also the removal of copies, because we all know how many copies there are out there. >> So, Cohesity's brand message is you guys keep pounding the frequency, get the brand message out there, is what, what's the brand promise for Cohesity? >> Great question, the brand promise is we are going to end your mass data fragmentation problems and give you web scale simplicity, right? So, why are so many organizations here, right? They love what they see with AWS and that web scale and that hyper scale simplicity, but many companies, right, still have a lot of on-premise systems, and so they're struggling with it. Well, our founder, Mohit Aron, was one of the original developers of the Google file system, knows a little bit about building distributed file systems, and so he's brought that into an affordable platform for the enterprise to give you that scalability across your on-premise, your public cloud, private cloud edge sites. >> And I think that is critical across multiple environments, especially as people are trying to develop across those multiple environments, there really needs to be that consistency for them. Some of the things that I've picked up that I hear about you guys, it's really about user experience. It seems like you care a lot about that. You've got one graphical, you know, interface that you actually use, and it makes, I think, data less scary to folks. I would say the ecosystem, I don't know... You know, I looked at your architecture and I don't know who's not in those boxes, but you make it very clear, you know, in particular, and I think also saving people money, you know, that's going to be critical because everyone is scaling out and they're spending more and more and more, and what they're spending more on is, you know, this vast amount of data that they can't control anymore, and it's, you know, just kind of churning. >> Yeah. >> And we just had this great guy on here and he was talking about, you know, the movie that he did, and he's the one-stop shop, like, IT guy at this company, and he's the... He thinks, he's like, "They saved my life," was what he told us-- >> Yeah. >> About you guys, so-- >> So, I think you hit the nail on the head, it's all about simplicity. I mean, again, in our new study, and I don't think this is going to surprise anyone, but bringing it up to date for 2018, you still have, on average, five to six systems just for backup, up to 15 if you count all secondary, which is files and objects, analytics, test dev, and think about IT trying to manage all of that complexity from a user interface, a procurement, a training enablement. So, we give them that one-stop dashboard simplicity-- >> Yeah. >> And then on top of that build a foundation for the test dev organization, analytics organization to now do more with the data, because it's not enough to just bring, bust those silos and bring the data into one place. We need to do something with that data, right? >> Absolutely, and you know, you guys were talking, before we came on camera, about storytelling, and you know, I look at the story of the cloud. I want to get your perspective on this, and Lauren, feel free to chime in because I think you've got a good input on this. If you look at what the cloud is doing to changing the game, this narrative is changing. Andy Jassy calls it the old guard, other people call it legacy systems. We've all been in a tech industry. We've kind of seen where it's been and where it's going now. More visibility now in where it's going, AI and more automation, all this greatness. The narrative's changing, who's ready, who's prepared, what is the story of the modern cloud era? What is that narrative and how should companies be talking to themselves? What's their self-talk, how do they... What's your thoughts on the story of the modern era? What's actually happening in your mind? >> Well, I think, you know, the narrative is around if you are not cloud-forward, I don't like to call it cloud native because I think that really doesn't speak to so many organizations, so it's about being cloud-forward, and having that mindset, right, that you are going to be thinking about what are the advantages of the AWS cloud for me and my business. How can I use that to gain efficiencies, and that is something that I think really does separate the old guard from the new guard. You know, if I think about Cohesity in that vein, compared to some of the legacy solutions out there, that is what Mohit Aron built in. We're cloud native from the beginning with an S3 interface, but with those interfaces back into the enterprise world so that we can help customers bring that forward, data portability and app portability. >> That's Amazon's mission, they're just forward, forward, forward progress. They're not even looking in the rear view. Although, Andy does look at Oracle, but we have to Oracle, Lauren, what's your take on the storytelling, because I'd love to get your perspective on this, too. I hate to go on a little tangent here, but I think it ties to the Cohesity brand promise. You got developers changing, you got IT experts being devops kind of, you know, culture change there, and you've got the role of opensource communities. This is a new mosh pit of action. What's your-- >> Yeah, I think it's a mosh pit of action, but it's more of a mosh pit of opportunity-- >> Yeah, absolutely. (chuckling) >> If you really want to look at it. You know, you have developers, so you know, in 2003 I was at BEA building developer communities around web servers, and then I actually went, you know, in 2008 I was at Microsoft building the web platform, which was the precursor to Azure, and you know, then skip ahead, you know, 10 years, and this is where we are and this is what we're looking at, and I think that what we've gotten to along that, you know, kind of timeline, is it has to be easy for users. Development has to be easy, it doesn't matter where in the stack people are working, it has to be accessible, people have to be able to learn it or up skill to it very, very quickly, and it's really a new, you know, shape and form that's kind of coming to the table, and as people look to study computer science and things along those lines it will be important, but it will become less important as more companies start to look at the Salesforce model where you literally can become a developer in a week, and things along those lines. >> Right. >> That's what I think the cloud is really bringing to the table. >> It's the new software methodology. Clearly Amazon announcing this cool ground station, satellite as a service, spin up, fly your own drones, whatever you want to do. You don't have to provision a satellite anymore, just turn it on. It's going to empower the edge, because the edge is where conductivity stops. So, if you've got conductivity everywhere, that now means that all data will be coming in even probably more exponentially. This is kind of in your wheelhouse. As you look forward, as you go cloud-forward and IoT edge forward more data's coming. Are you ready for that, what's the vision for you guys, how do you handle all that? >> Well, you know, I think the story about more data, with respect, is old. We all know that, right, you know. What people haven't been able to solve is as it's coming in, how are you going to keep track of it, and is it even feasible to try to put it all in one place, and I think the answer's not really, right? I mean, think about IoT-- >> Yeah. >> And all these edge sites-- >> Yeah. >> And the promise of what's going on, so this vision, which I love, is of a spanning system that gives you that operating model of one platform, but not trying to do the impossible of continually trying to put data all in physically one place, coupled with, I so agree with you, this API-first economy. If you aren't building systems that way, you know, then it really isn't built for the future because who can imagine all of the things that we do with our smartphones, and we like to think of what the Cohesity Data Platform is is the analogy to the smartphone, right? We used to carry the flip phone, the GPS, the music player, the flashlight, that device changed the world, and then we changed it again by using APIs to build new apps on it. Cohesity Data Platform is that same vision. We're going to create that unified operating environment, and then through APIs let companies build on it. >> So, it's a data platform is not so much a category of backup and recovery. It's a benefit, a lot of value there, get a magic quadrant, maybe, written up someday, but you're a data platform. >> Yeah, well I go back to that analogy of the smartphone, right? You know, so we solve, and want to solve and be the world's best at solving some of the toughest problems, and data protection is one of them. Like, I'll speak to one of our other AWS customers that's here, which is Dolby, and Dolby had a massive challenge with their on-premise data center moving their workloads to AWS since 2016, had a fire in their data center and started realizing, "Hey, there's a lot of benefits "to doing more backup in the cloud, "but also doing more archive to the cloud," both from a protection point of a view, as well as a cost saving point of view, and that is, you know, the kind of thing where we're going to solve each of those use cases. Your phone is still great as a phone, but it's also great to order your Uber here, and maybe get you a meal. >> And there's data in there, too, okay. >> Yeah. >> Question, final question for you is competition, a lot of heat in the kitchen with competition. You don't shy away from it, I love that about you. You guys are loud and proud at Cohesity, love that brand. >> Super green. >> Yeah, super green, green light, go, green is money, too. How are you different from competition, why are you winning, what's the advantage? >> Well, let me go back to, I think, a phrase, old guard, new guard. So, I think there's an old guard, and we would clearly separate ourselves from the old legacy solutions that are not hyperconverged and are not web scale, and are not web-first or cloud-forward. There's another group that are looking at, and even some of the old players now, trying to move into the new world, but I think what differentiates Cohesity is three things: A true spanning file system, web scale, that is not focused on just being a better backup. So, you just touched on backup, it's an important workload, but our vision is to consolidate all secondary workloads, so that's backup, yes, but it's also files and objects. It's also then making that data productive for test dev and analytics, and doing that across, again, the edge, the cloud, and on-premise, and that's what makes us different. >> Final, final question, because I always do this because one pops into my head when you're talking, Andy Jassy's going to talk a lot about this tomorrow, because I got a little preview on Monday last week, net new workloads, latency, all these new things. Got some of the announcements trickling out. He's seeing, and a lot of people are, we included agree with him, when you have the kind of compute that's available and the kind of data platforms and the horizontal scalability to cloud, these new net workload will be enabled. AIs been enabled by great compute. AIs been around for decades-- >> Mm-hm. >> And it's got a renaissance with compute. What new net work, net new workloads do you envision Cohesity bumping into or pioneering in the future? >> Well, actually we're going to look to the developer community, honestly, right. I think we have a strong ethos and belief that, you know, we're not the smartest people in the room, so to speak, so let's bring that out to the developers and let them in their companies or in the third parties, the great community that's here, figure out what is the next thing that we can do. When we don't have these fragmented silos of data and we can actually see in its entirety what is available to us, what might be possible? I think it could change the world. >> Developer community's a very key part of it, I would agree. Again, there's hardcore new developers emerging, IT expert developers, opensource community contributors all coming together, all here on theCUBE covering, that's our audience, that's you guys out there. Bringing the best action here at re:Invent. I'm John Furrier with Lauren Cooney, here with Lynn Lucas with Cohesity. We'll be back with more live coverage here from the two sets, double barrel shotgun of theCUBE, we call it theCUBE canons. Stay with us for more coverage after this short break. (techy music)

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

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

>> Live from Washington, D.C., it's theCube. Covering AWS Public Sector Summit 2018. Brought to you by Amazon Web Services and its ecosystem partners. >> Welcome back to the nation's capital everybody. You're watching theCube, the leader in live tech coverage. My name is Dave Vellante, I'm here with Stuart Miniman, and we're covering, this is day one of the AWS Public Sector Summit, #AWSPSSummit, got that right, right, Stu? >> You did, Dave. >> Lynn Martin is here. She's the Vice President and General Manager of Government, Education, and Healthcare at VMware. We got news. Lynn, welcome to theCube. >> Thanks for having me. >> It's our pleasure. So let's start, before we get into the news, let's start with VMware and Public Sector. You were kind of explaining to us off-camera. Talk about VMware and its role in Public Sector. >> So VMware has been ingrained in the government agencies and the education across state, local, and federal government for the beginning of VMware. There's billions of dollars of investments across all the different parts of Public Sector. So we have a trusted partnership, 90% share of wallet across those agencies, and the different entities across state and local government as well. And today, I'll pivot a little bit towards the announcement, today's announcement. We were partnered with AWS around the VMC on AWS GovCloud. Today, we offer VMC on AWS. That is a commercial offering that supports all of our customers that do not require the same levels of security that the federal government and some of our state and local customers require. >> Lynn, I'm just wondering. We're intimately familiar with VMC. John Furrier was at the announcement with AWS, and VMware went and announced. But for our audience that's not, maybe just the short summary as to what that solution is. >> Sure. So VMware Cloud, that's VMC, on AWS, allows you to leverage the VMware suite of product sets that are already being used in running your data centers today. And then be able to move your workload into the public cloud. So we call it hybrid cloud technology, utilizing the tools of the software-defined data center that are already running in those customer environments, and give you the flexibility and agility to move workloads in and out as you need for your business demands at a high level. >> We were just speaking to the former CTO of the CIA, and he took us back to sort of the initial impetus for the CIA moving to cloud. And he gave four things, velocity, efficiency, drive innovation, and security. If I think about the early days of VMware and the impact that it had on the data center, I could have listed those same four things. It's now we're just taking it up another level. >> Right. >> In terms of everything is higher velocity, the drive for efficiency is even greater. Innovations like we've never seen before, and security is more important than ever before. So you go that dialed up, but you also now have, to your point, the hybrid factor. Used to be all on prem, now we got this morphing into public and private. So I wonder if you could talk about sort of those four pillars. They're similar issues for IT people today as it was yesterday. >> I don't think they've changed, to be honest with you. >> That's what you're hearing from customers, right? >> So I would say, part of the desire to move forward with the VMC on AWS GovCloud is what we've heard from customers. So the solution will provide that flexibility even at another level than public cloud, because today, as most people know, when you go to move your applications, CIA's a great one, they started that endeavor I think three years ago plus? Maybe four, it's coming on? Three to four? To get those workloads moved is heavy lifting. So with the flexibility of the VMC on AWS, and I think that's what's interesting in the partnership between Andy and Pat around this, is really being able to take that software layer and being able to move much faster. So a great example would be MIT had built an on prem solution with VMware. Just recently we moved them to VMC on AWS. Those workloads got moved in days. The first time it took months and months and months and a year before we could move all 900 workloads. Literally that was done in less than two weeks and it could go back and forth. So the flexibility for new things when they come up, and then when you wrap that around with the security layers, I think that's what really creates a unique value proposition. So I think public cloud's here. I think you're going to see in the future over the next three to five years more and more different cloud providers, and hybrid cloud technology with that layer that allows you to figure out where you want to go, when you want to go, unique situations, if you think about the government, omissions that come up. That gives you a flexibility to move at a speed that doesn't exist in the marketplace today. >> Yeah, Lynn, I remember last year at VMworld I talked to a customer, and there was a group inside the company that was like we need to do more cloud, we need to move faster. But from an administrative standpoint, it's like, ugh, I need need to retrain, I need to do things, the talent, and they're like, when I told them it's a full VMware stack, they were like, they actually opened up and they were able to move forward, and that was step one in making changes as to how they were building their applications. >> That was, Teresa's keynote today had a slide on the people piece. And I think one of the biggest benefits today is that your talent is already trained on the VMware tools. So you're not really getting through that mindset of doing everything different and retraining and trying to figure out how to get the expertise in. Those same computer operators that run the Vmware environment can now run your cloud environment. >> That's a really important point. I remember when Hadoop first kind of hit the scene. Everybody wanted SQL, because they didn't have to re-skill. >> Exactly. >> And that was a game-changer. And this is part of the, I want to bring in the Modernizing Government Technology Act. So to the extent that you don't have to completely re-skill, you're going to be able to-- >> Modernize. >> Modernize faster, right? >> Right. So I think today, the differentiator from the beginning of VMware was, we still had to teach a lot of the workforce how to use the VMware tools. Now, everybody was behind. If you worked at an HP or Dell or IBM, anyone selling hardware for server consolidation, they learned quickly how to spin up a VM and then move. Today, those organizations have invested in other software-defined data center tools, whether it be our networking tools, our storage tools, and then you got the compute layer, and you can abstract that up and then have a management feature that allows you to make your hybrid cloud decisions, and look at price points across the market as well. With the same people that know how to work that environment and manage it. And I think part of the issue is when you look at server virtualization in the early days, I happened to work at another company back then, the challenge we ran into was the change-management processes at the government sites, and it took years to transform the workforce into that type of an environment. >> So an example would be maybe security, or backup, would be, I would think, would be-- >> Easy, DR. >> Yeah, DR, data protection. >> Or new missions for things, or the postal service for the Christmas mailing system instead of spending millions of dollars in spin-up infrastructure, you spin out to the cloud, then in January you come back in to your own prem database. >> Okay, but I wonder if you could help explain a little bit, what goes into getting VMC on GovCloud? We heard from Teresa there are certain things that was like, oh, Aurora's on there, it's like, oh, we've been talking about Aurora for a while, so why isn't it ready day one? What's the process to get through it? And can you give us a little visibility as to when this will launch? >> So what we announced today was our intent to enter into the FedRAMP process jointly. So the engineering teams both are working right now on the solutioning. The differentiator is we already have the VMC on AWS, as you guys know, and it's available in quite a few places, and more are spinning up and being announced, of the AWS locations. It's taking that through the security accreditation processes that the government has. And we will be pursuing FedRAMP High, as well as DoD impact levels. So we are going for the highest levels of security, 'cause then you can do everything else after that. >> Okay, but it's not a days or weeks kind of initiative. This is a months plus kind of thing. >> Months, but once you enter into the FedRAMP process which we're looking towards fall of this year, once you enter in, you actually can start going after procurements in there, because you're in process, so through that. >> I mean, that's early, you just announced it. But maybe you talked to a few customers beforehand. What's the reaction been, what's the feedback? >> So we have a list of customers that are fighting to be our sponsor. We have more customers wanting to sponsor it than we can have. >> So you do you then-- >> And I would say the driver from the market really to push this with VMware was customers. >> Yeah. >> Customers were like, VMC on AWS is great, but these customers here that we're talking to at Public they're all like, we need it on AWS GovCloud. >> It's interesting how things have changed so quickly. It was like VMware and AWS were kind of adversaries. It was a lot of fear that oh, the public cloud is going to kill, and then all of a sudden, these two companies come together, and you see this huge momentum. >> Well and I think that it's a unique value proposition that isn't offered in the marketplace combined. So all the cloud proprietors that are there today, I think they still are struggling with how you, you know, you can move workloads, but then there's going to be some you just can't get off of the VMware platform. I could go count by count, and there's some they're keeping in house. This allows you to afford the flexibility of the cloud environment, utilizing what you have there on prem. >> Well, and you're share of wallet. >> True hybrid. >> But your share of wallet makes it different as well, because you have such a huge footprint. Other cloud companies have relationships, or other companies have relationships with cloud companies, but VMware is the standard. >> For virtualization. >> Right? So that's kind of, you know, those customers talking, and Jessie always says, we're customer driven, we're not competitive driven. I mean, I think the culture-- >> I think for us as well, I'm sure you guys have talked to Pat. So even with us, I think we realize, that's a good marriage for us too, and our customers. It solves a problem that no one else has solved. That's very unique. >> Has the Dell acquisition, what has that changed, if anything, or expanded, or, culturally? I know VMware's largely sort of its own separate entity, but still, you know, Michael's around, he's very-- >> I just spent last week here at a bunch of customer meetings with Dell on executive calls with their worldwide sales leader. So I would say that the culture between Dell, legacy Dell, and VMware are very similar. EMC a little different, but the culture between those two are very, very similar. I think the good news is, and I give Michael Dell a lot of credit for this with the Dell Technologies, which is a collection of all the companies underneath that, VMware, Pivotal, Secureworks, RSA, Dell EMC, et cetera. He really has tried to put together a business model that customers get the benefit of that. So when VMware was owned by EMC, we kind of said, oh yeah, you can get EMC VMware together, but then customers had to write two contracts, customers had to deal with two different, here, Michael's allowed, in Creative Frameworks, to allow customers to get the benefits of Dell technology when they want to. They don't have to. VMware still is this independent company and we work with all the different companies. But he's created an environment that really is conducive for the teaming for customers' best interests. >> So, Lynn, what should we be watching, you know, near-term, mid-term, long-term, in terms of just, adoption, in federal, maybe partnerships, ecosystem growth? >> So I think you'll see what we're already beginning to see across the marketplace with non-GovCloud adoption, and I would say that the Public Sector team is actually driving a faster rate of adoption than other parts of our business already. >> Really, okay. >> Very interesting to see what's going on in all our joint planning meetings with Amazon and VMware, and looking at the adoption we're seeing from the government as well as state and local and education. And then I think you'll see the ecosystem. Terese and I have worked through who's the right ecosystem. What does that look like? Who are yours, what are ours? You know that's been a big emphasis for AWS. So it's very complementary. We've got distribution set up to be able to enable us across this market. Because that's important for the markets and because of they they procure, we have to do everything uniquely for them. So I think there's going to be a lot of exciting stuff, and then as soon as we can get in process, with a lot of activity in the market to respond to. >> But you also, you touched on it, but you do healthcare and education as well. >> I do. >> Very quickly, what are the sort of similarities and differences there relative to-- >> I see a lot of similarity between all three verticals. They're all unique in their own way. But because they're unique, there's benefits of it being together for VMware. So a great example would be, our commercial healthcare business may not have FedRAMP, but they have special certifications for patient records and things that require engineering to build special products a certain way to support our healthcare market. So you can take the same processes and things that we put together and applied for federal and state and local, and then apply it to the healthcare market. The other piece I would say is some of the things we're doing first, and I would compliment AWS on this, is they really did a good job of standing up the government business, and it provided benefit to the rest of their business as a result of that emphasis in government. I think the same thing applies across VMware as we start to look at the verticals that have special needs, and then because you can handle different kinds of security requirements and things that are unique, it's easier to scale that back towards the other business, as a benefit. Like financials, think about it. If it's good enough for certain customers, CIA and things like that, it's good enough for them, right? Or patient care records. Things like that. So there's actually application of all that to the other pieces, and then there's this 20% that fed's different because they're fed. SLED's different 'cause they're SLED. And then healthcare's different 'cause it's healthcare. So we see a lot of great synergy. That's relatively new. Last year we merged the healthcare team into the new organization. >> Kind of like our kids do. >> Yeah, that's right. >> Well Lynn thanks so much for coming to theCube, it was great having you. >> I enjoyed it, thanks so much. >> All right, keep it right there buddy, we'll be back with our next guest. Dave Vellante for Stu Miniman, John Furrier's here as well. You're watching theCube from AWS Public Sector Summit, and we'll be right back. (techno music)

>> Live from Orlando, Florida, it's theCUBE covering Cisco Live 2018, brought to you by Cisco, NetApp, and theCUBE's ecosystem partners. >> Okay welcome back everyone, we're here live in Orlando for Cisco Live 2018, it's theCUBE, I'm John Furrier with Stu Miniman for three days of coverage. Our next guest is Lynn Lucas, CMO of Cohesity, welcome back to theCUBE, great to see you. >> Great to be back, thank you, gentlemen. >> So great story, you guys announced huge news yesterday, 250 million dollars in a Series D funding, that's a boatload of capital, a boatload of cash. >> Jon that's a ludicrous amount of cash. >> It is a ludicrous amount of cash. >> You guys are rich, having a big party, Ludacris was playing, this is big news. Why the funding, why the big treasure trove of cash, what's the strategy? >> Sure, so, Cohesity, as you know, has been working on really reinventing secondary storage and this is a huge market, 60 billion dollars, SoftBank only invests in companies that are disrupting big markets and they see what Cohesity's doing and really felt very compelled about having an investment in us to take that forward, to take Mohit Aron, our CEO and founder's vision forward, to really change the world and transform secondary data and applications in the data center, so we're really looking forward to this investment from SoftBank along with Cisco, which is why we're here at Cisco Live HPE, Morgan Stanley joined us and driving new innovation and driving our go to market expansion. >> So Cisco investments put some cash in, obviously they're interested in that, I want to get your thoughts about what's different, and a lot of people are trying to understand the Cohesity story, it's not just storage, there's a cloud game going on now where Chuck Robbins, the CEO of Cisco onstage said it's a whole new ballgame with scale. What's different about you guys around that scale question, because, okay, storage, and backup and recovery we've been around that block before, we've seen other people do it. >> What's different, and does the cloud scale tie into that? >> Cloud is a huge part of this, and Mohit, as you may know, came from Google, he was one of the lead developers for the Google file system, so he gets cloud, he gets scale, I think in a way that few founders do, and his vision has been to bring this cloud-like simplicity to what today arguably is a set of very siloed legacy solutions for not just backup, which you brought up, but also file services, test dev analytics, when you think about it over the last 20 years, customers have basically bought point solutions for all of those areas and they're dealing with a pretty fragmented mess, and then they've been trying to figure out how to get that to the cloud, and it's been very difficult at best, so what's different about Cohesity is it's not just a better backup, we also are a distributed file system that allows customers to put all of their secondary storage into one consolidated hyper-converged platform. >> Lynn, with that much money, one of the things everybody's looking at is what are some of the big hiring moves that Cohesity's gonna make? I've had quite a few friends that have joined over the last year. When you came on board, obviously the marketing organization's growing. Speak a little bit about the culture, what kind of people Cohesity is looking for. >> Well when you join Cohesity, you join a mission, we're on a mission, and it's been a tremendous ride for me already. I haven't honestly had this much fun in tech in really since Cisco, and I'm proud to be there. This time, last year, the company was only about 200 people, we're well north of 600 now. Tremendous growth. Where are we hiring? Really all areas, we're building out engineering in particular in India, but also we opened a new office in RTP earlier this year, sales, and marketing as you mentioned, really across the board, we've seen tremendous demand and so we're scaling the business to support our customers >> around the globe. >> I mean when you're on a rocket ship, sometimes you just gotta hold on, not get blown off as the growth comes in. Where are you guys seeing the growth coming from the marketplace when someone says, hey, what's clicking right for Cohesity, why are you winning, what's the dynamic from the customer, what problem are you solving, why is it working? >> So really we see three areas that click with customers right now. So first is legacy backup, we've got a perfect storm of events going on right now with two major vendors that are having some challenges and customers struggling with the amount of data and how do they start to move that to the cloud for archive scenarios, so that's one. The second is this file services area. Legacy, again, people are tired of paying for those forklift upgrades, and so a lot of organizations, CIOs, we had a major bank in San Francisco, 45 day sale cycles, start to finish, multimillion dollar deal, 'cause the CIO was like, I cannot sign another multimillion dollar forklift upgrade for my legacy vendor, and then cloud. We mentioned that before but, here it was a big theme with Chuck, Google Cloud, we partner with Google, we partner with Amazon, we've partnered with Azure, customers are looking for how can they do archiving, how can they do replication, test dev in the cloud, we make that simple. >> A really paradigm shift on the backup side. >> Yeah. >> I'll ask you a personal question if you don't mind, put you on the spot here. You've been an industry executive, you've seen ways of innovation, >> you mentioned Cisco, so you've seen successes, you've seen some companies, you've been involved with some partners with other folks that have gone here and there in the industry. When you looked at Cohesity, what attracted you to the company, what made you jump, that leap of faith? Because it's always tough for start-ups, it's like am I making the right move, a good opportunity, personally what was attracting you to the opportunity >> when you dug into it and you did the due diligence? >> Great question, three things. One, Mohit Aron himself, true technical genius founder, committed to what he's doing with a very humble sense of serving the customer. Two, the culture at Cohesity is fantastic. People want to work together collaboratively, and then how we are really disrupting the industry I feel that Cohesity is one of those architectures that will be the standard that others will be looking at in the next five to ten years. >> Lynn, there's a lot of discussion lately about products and platforms, and one of the challenges we have today is it's a multi-cloud world, so while customers are making bets, it's, as you said, it's Amazon, it's Google, it's Microsoft, they've got their data centers, they're using a lot of SAS, how do you build a platform that can span all of these different environments? >> Great question, so first of all, I wake up every day and I say to my team many times, and our sales team, CIOs don't wake up going, hey I'd like to buy a platform today, right? Customers want to solve business problems, so talking to CIOs, really what they're saying is, is I don't really care where my data and my applications are, I just want my business users to have access to it at the right time in a compliant way, because compliance has become a bigger issue. So the distributed file system that Mohit has invented, SpanFS, Span is for spanning the private data center to the public cloud, and that is part of the magic of what Cohesity is, is this ability to span seamlessly and create one operating environment independent of whether you are on your private cloud or one of the three major public clouds today. >> One of the things that I said on Twitter, when you saw the news, that couldn't help myself, but I said, hey you got multiple horse on the track, there's a couple competitors you have now in this new area, there was some rumblings in the community around, oh Cohesity, the perfect M&A target, these guys are gonna get bought out quickly, other people are gonna want them to go public, you and I were talking last night off camera around this notion, I want you to just take a minute to explain. This is not a quick flip, the 250 million dollars, when I saw that I'm like okay that's a signal, they're not going anywhere, they're in it for the long game. Talk about that dynamic, those rumors about Cohesity looking for the M&A, not in the cards, >> what's the formal statement on that? >> I would say that Mohit is really determined to make a difference in the world, make a difference in technology, I'd argue he already has done so at Nutanix, he was CTO and co-founder there, he's done it at Google, but he is in this for the long haul, and also SoftBank. SoftBank doesn't invest in small companies, they're looking for those that are disruptive, that are gonna give themselves and their investors a big return, and if you look at some of the other investments that they've made, we're the second largest enterprise software investment after Slack that they've made, they clearly see a longterm future for the company. >> They want a durable company. >> They want a durable company, they see a lot of opportunity, and we're really looking forward to that expansion. >> You're playing the long game. >> Absolutely. >> On this one, so the founder's been there done that, he doesn't need the money, he's been successful. >> I would argue that he's been successful, yes. >> Lynn, love to get your viewpoint on what you're hearing from customers. For the longest time it's, well the enterprise moves slow and there's so much change happening, disruption in digital transformations, what we talk about, you talked about billions of dollars of opportunity, how fast is the market changing, what are you hearing >> from the enterprises that you work with? >> I think that was the myth, that this was an area, particularly about backup that was kind of sticky and it was gonna change slowly. Not from my vantage point in talking to customers, I think that they are looking for a change, and one of the benefits that we provide them is the simplicity to give them agility. When you have got so much operational complexity, we're working with a customer who was looking at having to hire seven more individuals just to manage scale out of backup and recovery for a new government customer that they were bringing online, with Cohesity they didn't have to hire those seven people for that, they could invest in IT in those seven individuals in development. That's the kind of agility CIOs are looking for and they can move faster when they get rid of that complexity, Gartner often talks about that 80/20 rule, right, 80% is managing what you've got. >> I think in some ways is it that the adoption of cloud that's making them need to make a change, or are there other factors that you're seeing as to kind of key drivers for them being open to it. >> I think cloud is an enabler and certainly the business leaders kind of said, cloud is the panacea, I think what we've seen in the industry is that a lot went to cloud and found this doesn't actually solve all our problems and that it's a hybrid cloud world, it's gonna remain that way. It's the business still that's driving them to want to move quickly, and IT wants to do that, right? >> Yeah, it's right to my point actually is that people thought cloud was simple and cheap and when they got there they realized oops, wait, I still need to worry about my data and my applications, 'cause that's, as you said, >> key to what we have to look at. >> Yeah, cloud needs to be used as an augmentation to your private data center and you're gonna have some great use cases. We've got customers that do archiving to the cloud. Easy access, e-discovery, find it more quickly. Customers that will spin up test dev in the cloud, do some work there with the compute resources and then spin it back down, those are great examples of how you can use cloud to augment your private data center. >> Well, Lynn, thanks for spending the time in theCUBE here, and congratulations on the big funding round, your booth is in the center of the hall there, it's all built out beautifully, timed it perfectly with the news. I gotta ask you since we're here at Cisco Live, what's the most important story that people should know about about Cisco Live this year? I mean obviously the world is moving to a whole 'nother era, modernizing cloud, things are being consolidated and reinvested in, platforms are emerging, it's not your grandfather's backup and recovery storage, it's wholly integrated platforms. What's the takeaway for the folks that didn't make it here, what's the big story coming out of Cisco Live, obviously your news is one of the top ones, but generally speaking in the industry, what's the top news? >> Yeah I think Chuck really got it right in the keynote yesterday, I think that this discussion that he had in particular of their work with Google Cloud and bringing together this on-prem and the cloud world in a seamless way so that it doesn't matter, that's a trend, we're here to help make that happen. We think customers like AutoNation, Hyatt, US Air Force are right in joining us in doing that and I think that that's the way of the future. >> Thanks so much for inviting theCUBE to your Cohesity party last night. >> Thank you, gentlemen. >> Take a minute to explain some of the reaction a little bit, big crowd at the House of Blues, who was playing, what was the reaction, real quick. >> We had Ludacris, we thought it would be fun to time a bit of a celebration knowing the news that we had, and was just thrilled to see him engage the audience here, I think they had a good time, I think we all enjoyed some fine food and drink and a little music until the wee hours and thank you, gentlemen, for joining us. >> Lynn Lucas, the CMO here inside theCUBE, Cohesity on the fresh funding announcement of 250 million dollars in the long game, really changing the game, the cloud platform enabling new programming models, new value creation opportunities and new brands are emerging, it's awesome, Cisco certainly building on their leadership here at Cisco Live, this is theCUBE with coverage, day two, Cisco Live, stay with us for more after this short break. (electronic music)

(upbeat music) >> Hey welcome back everybody, Jeff Frick here with theCUBE. We're in our Palo Alto studios. The conference season is just about ready to take off so we still have some time to get some Cube conversations in before we hit the road and spend the next several days and weeks and months in Las Vegas, Orlando, and points on the compass. So, we're excited to have our next guest. She's Lynn Lucas, Cube alumni, CMO of Cohesity, Lynn, great to see you again. >> Jeff, super to be here for the first time in Palo Alto. >> Yeah, how do you like the studio? >> I love it! >> It's a little different than the vibe at the conferences. >> A little quieter-- >> A little quieter. >> Than the conferences but I like it. >> Well good, good, welcome, so you have relatively recently joined a new company, Cohesity, so congratulations on that. >> Thanks, yeah. >> And just curious, one, give us just a quick overview on Cohesity but more importantly, what did you see that attracted you, to get you to join? >> Great, yeah, so Cohesity, just joined at the beginning of January, having a blast. And really what I saw that attracted me to Cohesity was three things. It's an incredible founder, Mohit Aron, who was formerly the CTO and co-founder of Nutanix called the Father of Hyperconvergence and before that the lead developer at Google File System. And, he really is doing what a lot of Silicon Valley is known for, which is he took a step back and is looking at this space in the data center that we call secondary data, back up, archives, replications, test dev, analytics, and said, "You know what? "The world doesn't need a better point solution. "We need to take a step back and look "at how this gold mine of data can be used "in a much more efficient way." Because data is after all, is what's powering the worlds businesses and their differentiation. So, the technology, Mohit himself is a founder and then it's just an incredible start up culture. It's fast growing, we're having fun every day, I love going to work. >> It's amazing, I was just doing some background and you guys have raised $160 million. The list of leadership and board and advisory is pretty amazing. It's like a who's who from this industry. So he pulled together a helluva team. >> He really has and you know Carl Eschenbach, former COO of VM Ware is on our board. >> Cube alumni, Patrick Rogers. >> Rob Salmon. >> Cube alumni, we could go on and on. >> Yes, Ned App, Dan Wormehoven, Google Ventures is invested, Sequoia. I think Sequoia said we're the fastest growing company in their portfolio. We grew 600% year over year last year, 40 to 50% growth in new customers every quarter, cause they're is just such a pent up demand to really solve some of the problems that haven't been addressed over the last, really, couple of decades for the inefficiencies and how all of this data for these secondary workloads is managed. >> So you got an interesting graphic on the website talking about secondary data. And that it's really the ugly part of the iceberg below the water and significantly bigger, heavier, and more expensive to manage than the primary data. So I wonder if you could take us into that a little bit deeper, how did it get to be such a problem? And why is this new approach a better way to attack that problem? >> Sure and an iceberg is really kind of a good metaphor when you think about the data center. You know, we've got our production, and applications, primary storage and that's what's floating above the water and we see that 20% but below is another 80%. And, according to most industry analysts, IDC, Gartner, that represents not just 80% of the data but 80% of the cost. On average, IDC says every organization has 12 to 14 copies of each piece of data. And that happens because what's grown up over time is point solutions for all the various work loads. You got one set of hardware and software for backup. You've got another set for test dev. You've got another set for analytics. There's been no sharing of the data. There's no single infrastructure, knowing even or operations knowing what you have and being able to tell you where the inefficiencies are and so you think about a developer in retail or in a bank organization, they're requesting a copy of a data to develop the new applications that copy gets instantiated. They do their work, never gets erased, just like in our consumer life. >> Right, Right. >> Do you ever erase photos off your phone? >> I can't tell you how many copies and copies and copies of, cause it's, cause it's often-- >> It's easy. >> You figure, it's easier to make another copy just in case, right? >> Exactly, so that never goes away and then you've got yet another copy for the next time they need an updated set. And so, this has been multiplying and it creates just an incredible expense to maintain and operate. And it also creates a lot of risk these days for organizations because of new regulations like GDPR. >> Right. >> Where are all those copies of personal information from e-use citizens, people don't even know anymore. >> Right, and then there's, you know, two other big factors that have come into play in recent years. Software to find and public cloud. Two really big, huge tidal waves of change that were not accommodated in prior architectures so you guys, obviously, saw that opportunity glommed on and are now offering something that can take care of the different types of needs based on what type of infrastructure you need, really not at a company level. But really at the application or the workload level right? >> Yeah, so I think it's a great point and I won't claim any credit for this, this is Mehit and his team of developers and really, as you pointed out, what do we see organizations looking for now? They now realize that, hey, if I can get a software to find platform, a lot of commodity hardware does a really good job for me and I want to have that flexibility to choose, you know, what vendor I might be using. So, Mohit developed a software to find platform that addresses, how do you bring all of these data and these workloads together in one platform so I can have a consistent set of infrastructure and a consistent operational model and, because of his heritage, working at Google, being one of the lead developers for Google File System, it comes with this cloud first mentality. So this is not a bolt on with a gateway to get to Amazon or get to Azure. >> Right. >> This is a software platform that natively understands and spans both your private cloud and your on premises data center and the public cloud. So it gives an IT organization the flexibility to choose how do I want to use the public cloud with my private data center and not have to think really about, kind of, that plumbing below. >> Right. >> Below the water line anymore. >> Because, because there is no either or, right? It's really workload specific where that particular workload lives and the storage that supports that. >> Yeah, so so let me be specific about what Cohesity offers. It's software defined and we offer a appliance so that it's very easy for an organization to go in and say, you know what, data protection, backup frankly, legacy architectures built 20 years ago, before the advent of the cloud. Biggest pain point we see right now can move in a Cohesity hyperconverged appliance and solve that problem and gain massive business benefits right away. We offer global deduplication, very advanced compression and erasure coding and we have customers that are telling us that they're seeing eight to one, ten to one, even 14 to one ratios that really then give them-- >> 14:1 ratio and a reduction of capacity to store the same amount of stuff? >> Versus from some of the current customer, or current vendors that they have been using, from what I would call these legacy architectures. >> Right, right, that's pretty significant. >> So they're getting an amazing storage efficiency. Then, they often next say, wow I'd like to give my developers the flexibility of spinning this up in the cloud. So we offer a cloud edition that allows them to choose whether they want to operate on Azure on Amazon on Google cloud and be able to move that data into the cloud, use it for a test dev instance, but again all under the same software interface all looks like one operating system. No bolt on gateway to manage. >> Right, so you get it-- >> And then. >> I'm sorry go ahead. >> And I was going to say in the third part is many organizations obviously have remote offices, branch offices so there's a virtual edition too. >> Right. So I'm just curious on the cloud side. So Andy Chassis' been on a ton of times, great guy. >> Yes. >> You know, one of the promises of cloud is spin up what you need and spin down when you - don't, as you said. >> Right. >> Nobody ever spins anything down so are you seeing customers have the same type of, of economic impact in managing their storage that's in the public clouds? Because now they're actually spinning down what they don't need or consolidating more efficiently. >> Yeah, so I think that we've seen, in general, in the industry that if you likened the data center it'd kind of been a messy garage where there was a lot of things in the garage and you weren't really sure what it was. A lot of folks, I would say five plus years ago, were like, kind of ran to the cloud cause it was clean and new and it was like that new shiny storage box. >> Right. >> You know, that you see parked on people's driveways sometimes and then realize that there can be a lot of expense, cause you're really replicating in the cloud, some of these same silos if you're not careful. >> Right. >> We're going to help customers avoid that. I think customers are much more sophisticated now than say five years ago. And they're now looking at what's the best way for me to incorporate public cloud. >> Right. >> So really common use case right now would be what I mentioned before test dev, let's move something there, get the benefit of the compute, do some analytics on it, build some new application, maybe get spun down after that but another really common use case is a lot of organizations worried about disaster recovery, bringing the cloud in as their second site. Because that's a very efficient way for them to do that and not build yet another on premises data center. >> Silo. >> Yeah. >> So, the company's been around, the a round is 2013, you're coming in as a CMO. You're brand new and fresh, what's your charter? You know, you didn't come in at a low level you came in with the C, what are you excited about, what you know, again why did they bring you in and what are you going to bring to the table and what are your priorities for the rest of 2018 and beyond? I still can't believe we're a third, a quarter of the way through 2018. >> Yes we are. We're going to be at those shows pretty soon. >> (laughing) I know, they're comin'. >> They are, so I'm here really to build on the good work that the team has done and I'm just really thrilled to be at the company. I think what my charter is is to continue the company's expansion. So, they've seen tremendous growth and in fact, we've just really launched into Asia so we now have a large sales presence in Australia, New Zealand and we're going to continue to expand into the rest of Asia. Significantly expanded in Europe as well recently. So part of my charter is to bring the marketing programs to all of these new regions and in general, to up our awareness level. I think Cohesity has an incredible opportunity to really be one of those companies that changes the data center landscape. >> Right. >> And I want to make sure the world knows about the incredible benefits the customers are seeing already with us. And do that in a way that really features the customer voice. I've been on theCUBE before and I talked about that. For me, that is all about ensuring that the customer voice is really front and center and so hopefully we'll bring a Cohesity customer here. >> Good, well and I just want to ask you kind of from a marketing professional in B2B business, it's a really challenging time in terms of, of the scarcity now is not information, which it used to be. Now the scarcity is in attention and people can get a lot of information before they ever make it to your website within peer groups and hopefully watching some Cube interviews, et cetera. So I'm just curious to get your perspective from a Chief Marketing Officer how are you kind of looking at the challenges of getting the message out. It's a really different world than it was years and years ago. >> Yeah. >> People aren't reading white paper so much and it's a different challenge. >> Yeah, and it's part of the fun actually in being in marketing and being in marketing and tech because a lot of that cool technology for marketing is invented right here in the Valley too. So, you know, I think that word of mouth still actually plays an incredible role and it is that customer voice but bringing that out in ways that are accessible for customers. You and I know, we're all very ADD, very time sliced-- >> Right. >> And so those small moments on social media where you can feature bits of information that get people's attention. In fact, we're running something right now, which I think has a lot of legs because at the end of the day I'm selling to a human. >> Right? >> Right. >> Right. >> So we've got B2B monikers but at the end of the day, folks are people that laugh, they cry, they want to have fun. >> Right. >> So we're running a break up with your legacy backup campaign right now. And I encourage the audience to go check it out. It's pinned on our Twitter feed at Cohesity but it pokes a little bit of fun at how you might break up with your older vendor-- >> Right. >> And that's a moment that we think captures folks attention and gets them interested so that maybe they do want to move down and read the white paper and so forth. So I look to do that through combinations of just, you know, bringing out Cohesity's incredible voice, our customer voice, and then sharing it on social because that's the way people really get their information these days. >> Right, this is really interesting cause I think the voice of the customer or the trusted referral's actually more valuable now because it's just a different problem. Before, I couldn't get information, so that was a good valuable sort, now it's really that person's my trusted filter cause I have too much information. >> Right. >> I can't, I can't take it in so that continues to be that trusted filter and conduit so I could just focus on my peers and not necessarily try to read everything that comes out. >> Exactly, you know, so as an example, Manhattan Associates is one of Cohesity's customers and we've been super thrilled to be able to feature them you know, through social, through our website, and let them talk about the benefits of moving to the platform and what they've seen. And I know, I hate to say it, but Gartner as well continues to be an incredible influence on most organizations and, but we're pleased to say that our customers chose Cohesity and we won the Gartner peer insights for data center backup software, just about a month ago. So, that again is another example of customers looking at the options that they have and voting with their voice and we'll continue to drive that message out in the variety of ways and hopefully get people engaged so that they can see that there really is a completely different way of managing your secondary data and getting a lot better efficiencies and a lot lower cost. >> Yeah, good exciting times, challenging times. The old marketing mantra, right? Half of my marketing budget's wasted, I just don't know which half. (laughing) So, you know you got to cover all your bases from the old school Gartner to the new school, having some fun, and some comedy. Well Lynn, really fun to sit down and spend a few minutes and to get deeper into the Cohesity story. >> Likewise, thank you and I'll be seeing you in Orlando, Vegas, and those other points on the compass. >> Alright, she's Lynn Lucas, I'm Jeff Frick. You're watchin' theCUBE from the Palo Alto studios. Great to see ya, we'll see ya next time. Thanks for watchin'. (upbeat music)