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]

>> 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 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. 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(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)

>> Narrator: Live from Las Vegas, it's The Cube! Covering Veritas Vision, 2017. Brought to you by Veritas. >> Welcome back to Las Vegas, everybody. This is the Cube, the leader in live tech coverage and we're here covering, wall-to-wall coverage of Veritas Vision 2017, hashtag: VtasVision. I'm Dave Vellante, with Stu Miniman. Lynn Lucas is here. She's the CMO of Veritas; welcome to The Cube. >> I am so excited to be on The Cube for the first time. Thank you for joining us. >> Well, thank you for having us. We're really excited to have you. We were talking off camera and this morning, in our open, about Richard Branson, the keynote. Very inspiring, so interesting, and then you got an opportunity to interview him and it was really substantive. So what was that like, what was it like meeting him, what was he like backstage? Share it with our audience. >> Absolutely. So, first, I, it really was an honor. The man has, when you do the research on him, the number of businesses he's created and disrupted is really amazing when you go back and look at it. The record industry, phone industry, airline industry. I mean, it goes on and on and he's still doing it. What I was most struck with, though, is that he's really humble and approachable. So we spent about 20 minutes with him in the backstage, and he was just a very genuine person. Very concerned, as you and your listeners may have heard, in the keynote, about the impact of the hurricanes. Really committed to philanthropy now, and what I loved is that he really understood what Veritas is doing with data, and he was able to really quickly connect that with how it might help on important issues that he's concerned about, namely climate change, making communities part of businesses, and so forth. It was fantastic. >> Well, I thought he did a really good job, and you guys did a really good job, because he's like, wow, Richard Branson, big name. But why is he at Veritas Vision? And he came, he talked about his agenda, he talked about the hurricane, he connected it to data, to climate change, and he very, like I said off camera, in a non-self-promoting way, let us know very quietly that yeah, of course the fee that I'm getting here I'm donating to the cause, and you should donate too. Right, and it was just really, congratulations on such a good get. >> Well, we were thrilled to have him and really honored to have him, and I truly felt that he understands the importance technology is playing. He actually told us that they were without cell phone and any kind of internet connection right after the hurricane for about, I think what he said was about seven days, and he said it was a very weird, disconnected feeling, because it's become so prevalent in our lives, and then when they all left and got on his plane to go back to London to mobilize aid for the British Virgin Islands, he said that he looked back in the plane, and he said every single person is on their phone like this. And it's such an interesting and powerful tool though, for generating interest in, unfortunately, the very horrible events that have happened, and so the social media, the connectivity that we all experience and getting that word out, I think he really connected with what we do as technologists here, and he had a really fascinating conversation with us about his interest in flying cars, so he's seeing potential for flying cars in the next few years and as a way to perhaps help us reduce carbon emissions and he's excited about technology. So I think he had a lot of fun. >> And we should mention, I think, Bill Coleman and Veritas is matching contributions and then you have extended that through his non-profit? >> Correct, so Bill Coleman also is a great philanthropist like Richard is, and ever since he's arrived here at Veritas he's been very lean-forward with making sure that Veritas is giving back. It was part of the culture, but I really feel that Bill has augmented that, and so for these recent set of disasters, hurricane Harvey, hurricane Irma, Veritas has set up a funding, and then we are doing double matching, and what we did after the unfortunate hurricane Irma came through is Virgin Unite is donating to the BBI's. We've added that to the list of charities and double matching that, as well. >> So people can go to Virgin Unite and donate, or they can donate through your website as well? >> They should go to Virgin Unite and donate, they should go to the, there's also the American Red Cross in the Houston area and the Miami area that are doing donations. Donate, you know, direct through them. >> So please, take a moment, if you can. Donate often, you know, every little bit helps for sure. Okay, so let's get into it. Quite a show, second year of Veritas. It's the rebirth of Veritas, and Veritas, in our view, how do you feel, give us the sort of rundown on the show. >> Oh, I, ah, fantastic. The feedback from the customers, which is what I'm really most concerned about here has been, this year, last year was a great coming out, but this Veritas is much more innovative than we ever thought you could be. We heard the predictions around 360 Data Management last year, but wow, you've delivered. You've got a new set of exciting announcements around what we're doing to move to the cloud. Clearly, the partnership with Microsoft is a huge part of that. New innovations in SDS. And so we've seen a great rise in attendance this year, in terms of our customers, and we've had a fabulous new set of sponsors, which I'm just thrilled to have here. Microsoft, Google, Oracle, IBM, which I think shows the strength of what we're doing to help customers as they move to the cloud, and they really are transforming their datacenter environment. >> So, talk a little bit about digital, as a marketing pro. Every customer we talked to is going through, if you talk to the C-level, they're going through digital transformations; it's real. As a CMO, you're living in a digital transformation. What does it mean from a marketing perspective? How are you addressing, you know, these trends and taking advantage of them? >> It's crucial. I spend most of my time with my staff thinking about: how do we advance our own digital expertise and take advantage of the data that we too have. Really, CMOs are in command of so much data around customers, or should be in command of so much data around customers, in a good way, to provide more content that is directed at what their problems are. I think we've all experienced the uncomfortable feeling where maybe you Google something and suddenly you're getting ad after ad after ad from a company, and it might have been an accidental Google search, right? So we can use it for good in that way, understanding our customers. We're on a real digitization journey. It's a big word, but what it means for me in marketing at Veritas is really advancing and investing in our marketing infrastructure. One of the new things that we've just done is a complete underpinning reboot of Veritas.com, which the audience can see has gone live right here, for Vision. Making the site more personalized and more relevant to those that are visiting it. >> Yeah, Lynn, one of the things we've been digging into a little bit is you have a lot of existing customers with, you know, a very strong legacy. There's all these new trends, and you threw out lots of, you know, really interesting data. You know, the IOT with 269 times greater data than the datacenter, ah, how do you balance, kind of, helping customers, you know, get more out of what they have but bringing them along, showing them the vision, you know, helping them along that path to the future? Because, you know, change is difficult. >> It is, but you know, I have to say, and I think Mike Palmer said this as well, at one point, actually, when I've visited customers, I've been in, this year, I've been to Australia, I've been to France, been to Germany, London, Singapore, all over in the US, and talking to a lot of our existing customers, and what they're telling us is really that: we want your help in moving forward. So, we really embrace our existing customers. We're not in the business of trying to go around them. But they're our best advocates, and I think as a marketer, it's really key to understand that, is your existing customers are your best advocates. So we're helping them understand what we're doing for them today and also helping them learn how they can be advocates and heroes maybe to other parts of the business with some of these new technologies. >> Yeah, that's a great point. I'd love for you to expand on, you know, in IT it was always: up, the admin for my product is kind of where I'm selling, and how do I get up to the C-suite? Conversations we've been having this week, there's a lot of the, you know, cloud strategy, the GDPR, you know, digitization. It's, you know, the person who might have boughten that backup is pulling in other members of the team. Talk to us a little bit about, you know, the dynamics inside the company, where Veritas is having those conversations. >> Yeah, I think actually you brought up GDPR, and that's a perfect example. So GDPR is a regulation that is going to impact any company that is holding data about a European Union citizen, and it's an area that Veritas can really solve problems in, but we didn't know a lot of the legal and compliance buyers, which often are the ones making the purchase decisions in this case. We have been so thrilled to see that our existing advocates in the backup space have been bringing us into conversations and in Europe, what we've done so successfully now is actually bring the two groups together in roundtables and have our current customers bring us into conversations with legal and compliance. And it's creating, for them, stronger connections within the business, and that makes them more relevant to their bosses and those other lines of business, and there's a lot of proactive or positive feedback around that, that I think is what marketers and sales should be thinking about. It's not about how to go around, it's about how do I bring you with me. >> So, as you go around the world, I wonder if, again, another marketing, marketing to me, is very challenging; you've got a hard job. Marketers, I don't have the marketing DNA. But you want to maintain your relevance. You're a 30-plus year old company. Take something like GDPR. How do you think about the content that you serve up your audience? You can scare 'em to death, you know? That's what a lot of people are doing. You can educate them, but it's kind of deep and wonky. How are you thinking about that transfer of knowledge, you know, for the benefit of customers and obviously, ultimately, for the benefit of Veritas? >> So the way I think about that is B to H. Business to Human. So at the end of the day, you know, we talk about B to B marketing or B to C marketing. It's B to H, now, and what I mean by that is: at the end of the day, we're all human, individuals, we have a lot coming at us, as you've pointed out, with information and data, so what we've done is definitely not a scare tactic. Yes, GDPR is coming. But I think that in marketing, my philosophy is: let's work on how we can help you in the positive. I don't believe in the fear, uncertainty and doubt. And what we've done is approach it as we would hope to be approached, which is: let's give you some practical information simply, in amounts that you can absorb. And let's face it, I think Josie was the one that said this, our attention span is about that of a goldfish. I can't remember if it was plus or minus one second. And so, what we've actually gotten great feedback on is that we've broken the GDPR regulation down into very simple parts, and we've said: hey, here are the five parts. Here's how we're relevant and can help you. And we've done that in pieces that are as simple as a one-page infographic. We can obviously go a lot more complex, but at the beginning, when you're researching a topic, you're not looking for the 40-page white paper anymore. You're looking for what we call "snackable" pieces of content that get you interested. >> Yeah, that was good. I remember that infographic from the session yesterday. It was sort of, you know, discover and then four other steps and then, you know, made it sound simple. Even though we know it's more complicated, but at least it allows a customer to frame it. Okay, I think I can now get my arms around these. I understand there's a lot of depth beneath each of them, but it helps me at least begin to clock it. Another topic we want to talk about is women in tech. We had a great conversation with Alicia Johnson from Accenture about WAVE, which is Women and Veritas Empowered. Right? Talk about, again, the relevance of those programs generally and I want to ask you some follow-up questions. >> Sure, so I'm a big believer in those types of programs. We want to sponsor those here and bring together our own Veritas female engineering community, but also our customers that are here. I think that while we would all like it to be a world where we were at a neutral, bias-free, we're not quite there yet. And I think programs that bring people together, whether it's gender or any other dimension, are important to get people to connect in a community, share with each other, learn from each other, and so, I do hope one day for my daughter, who's 11, perhaps that this is a non-topic, but until it isn't, I think the power of sharing is important, and so I'm really pleased to have WAVE. It's our second year having WAVE. It was a bigger program with Accenture sponsoring it. And we look forward to continuing to do that. Veritas also will have a big presence at the Anita Borg Institute, which is coming up next month, as well. >> Yeah, and The Cube will be there, of course. It'll be our, what, fourth year there, Stu? So it's a big show for us and we're obviously big supporters of the topic; we tend to talk about it a lot. And I think, you know, Lynn, your point is right. Hopefully by the time our daughters are grown up, we won't be talking about it, but I think it's important to talk about now. >> Lynn: It is. >> And one of the things that Accenture laid out is that, by 2025, their objective is to have 50 percent, you know, women on staff, and I think it was 25 percent women in leadership positions. I was impressed and struck, and I wonder if you can comment as a C-level executive, struck by the emphasis on P&L management, which, you know, tends to be a man's world. But, thoughts on that and you, as a C-level executive, you know, women in that position? >> Yeah, and again, it's one of these things where I'll have to say it's a little both uncomfortable, but obviously I feel that it is still important to talk about because I wish we were at a place where we didn't have to. I'm really proud of Veritas, because we have myself and Michelle Vanderhar on Bill's staff. So Bill has been a promoter of having diversity on his own direct staff, and I think that top down approach is super important in Silicon Valley and any business that there's real support for that. And Michelle Vanderhar is our chief council, which has, in many cases, not been a position where you would have seen a lady leading that. So we work on that at Veritas, and I personally believe it and I think Mr. Branson said that, as well, in his keynote as well this morning. When we have diversity, we have a breadth of ideas that makes it just a better place to work, and frankly, I think, leads to better innovation in whatever field that you're in. >> Lynn, last question I wanted to ask you, the tagline of the conference is: the truth in information. So much gets talked about, you know, what's real news? You know, what's fake? What do you want people, as the takeaway for Veritas and the show? The truth in information is our rallying cry, and you're right, I think it couldn't be more timely. We're not here to take a particular political stance, but what we find is in the business world, the companies are struggling with: where do I find what's really relevant? Let me give you a story. I was in France earlier this year, sitting with a CIO of one of the very largest oil and gas companies in France. Happens to be a lady who was formerly the chief data officer and she'd moved from that position into the CIO position. And when we talk about the truth in information, the example that she gave us which was so striking is that they've been doing the scans of the Earth, and actually the streets of Paris, for 50, 60 years, to understand the infrastructure, what they may have, and so forth, and at this point, with all of that data, they literally are having a hard time understanding what, out of all of these pieces of information, these topographical scans that they have, is relevant anymore. And this is the same story that I've heard in pharmaceutical companies that are doing drug tests. This is the same story that you would hear in, frankly, media companies that are doing filming, and are trying and all of this is digitized. So, when we talk about that with our customers, it really resonates, is that with so much coming at us, it's hard, in business as well as it is in our consumer lives, to really know: what do I have that's relevant? And I think the opportunity Veritas has is to help customers with a single data management platform, start to get a handle on that and be able to be much more efficient and productive. >> Alright, Lynn Lucas, we have to leave it there. Thanks so much for coming on The Cube. We really appreciate it. >> Thank you! I really enjoyed my first time. I can't wait to be back on again, and hope to have you guys here next year, Vision 2018. >> We'd love to be here. Alright, bringing you the truth, from Veritas Vision, this is The Cube. We'll be right back. (uptempo musical theme)

>> 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. I'm your host, Rebecca Knight, along with my cohost, Stu Miniman. We're joined by Rawlinson Rivera. He is the Chief Technology Officer, global field, at Cohesity. Thanks so much for coming on the show, Rawlinson. >> My pleasure, my pleasure. >> So, I want to hear from you what you're hearing from customers. This is obviously your first time at Microsoft Ignite. What are you hearing from them? What are they telling you? What are their challenges they're facing? Lay it on us. >> I mean the reception we've got here's been incredible. Everyone's kind of really looking into some of the things we're able to do with regards to disaster recovery, beyond some of the normal backup stuff that we're known for. But we got a chance to talk to a couple of executives, CIOs here where from different countries, different continents too where they've been actually very excited about some of the things that we can do, overcoming some of the challenges, in particular around disaster recovery and data mobility are some of the things we can actually do today very well. So, we're having, I've been having pretty good amount of conversations with respect to that and the reception's been incredible. >> So, we're talking about the recovery. What is a CIO, what keeps the CIO up at night in terms of that? What is he or she saying to you about that? >> For some time we've been talking about how we need to be able to leverage a public cloud and a cloud that kind of for use them as a form of disaster recovery, but it's always been a challenge to do that, moving data from one place to another from your private data center to a public data center and maintaining that sort of continuity and the ability to maintain business going after that happens. We're able to now produce a solution that can do that, where these guys can actually validated without having to actually have an actual distaster recovery to see if it really works. And when you have, when you can do that these sort of executives are like, okay I have a better way to sleep now. These are some of the things that I can now go to bed and safely know that if I have a failure, I have the solutions in place with enough of an ecosystem that allows me to come all the way across to my public cloud and kind of keep things going as it should be. >> Rawlinson, I think you bring up some really good points customers now have, they're living in a multi-cloud world, so they've got a lot of different tools out there. Making these choices aren't easy, it's like, well, they've got to choose to find their providers, they've got their existing data center, they're doing stuff as asked. We've seen Cohesity at a lot of these shows now and especially Microsoft plays across this broad spectrum so maybe give us a little bit more how important we know data is the lifeblood of companies, but how are things different from them today than where they might have been a couple of years ago to be able to take advantage of these new things? >> Well, Stu we've been at this for several years, sort of several different sort of companies since we've been around, but,when you think about the fact that there's so many different solutions, different silos, different. Those are probably the most, one of the biggest challenges, the biggest problems that exist in that world, when we have that many components in play, there's that much more risk to introduce into that sort of solution. What we're able to do now is basically consolidating, collapsing all these different silos and delivering a solution that can actually be natively integrated with the cloud, providing mobility, the necessary replication capabilities in order to move the data from one place to another. It eliminates sort of the risk, give you a risk adverse type of approach for DR, which is something that everyone needs in this particular case. When you are having a disaster recovery, risk is not something else you need to worry about when you want to come back up from a failure in that particular case and that's one of the things that we actually introduce and provide, were the particular solutions. >> Yeah, it's a conversation we've been having with Microsoft all week. Trust, Microsoft's a trusted brand out there. >> Absolutely, absolutely. >> We've had them forever. Maybe give us a little insight on what you hear from the Microsoft customers, you and I, we've, certain other shows we're much more familiar with, this has a little bit of a different vibe than-- >> Absolutely. >> Some other shows. Maybe, what are you hearing? >> So here, obviously, being able to work within the Microsoft ecosystem, being able to utilize and provide a right solution for the right application of the use, sequel shared point of exchange, not only about protecting their information, their data, but now how can I move it from on-prem to my actual Azure cloud. Being able to have those capabilities seamlessly without having to worry about anything else is something that customers really worry about now. How can we actually take your on-prem data, regardless of what infrastructure, virtual infrastructure resides on and put it on my private or my public Azure cloud. By being able to do that successfully without ruining and changing the behavior and the security of these applications is key and that's some of the things we can actually do very well seamlessly without having to do any afterthought, not having to introduce multiple components to do that and keeping everything simple and safe, which is actually what every customer wants. >> As CTO, global field, your role is really about defining and communicating Cohesity's vision and strategy. Two questions, number one, has Microsoft done that effectively at Ignite for its own products and strategy? And number two, when it is the Cohesity Ignite conference or you'll have some other za-za name after it, what do you want participants and attendees to come away with? >> What we look for is basically I think Microsoft has done a very good job with us here. We've also been able to sort of come into their show for the first time and sort of showcase our capabilities and the reception has been incredible, right? I think our session here was packed. People were just coming around the booth looking at some of our capabilities. For in the future, whenever we come up with, when Mohit decides to have the Mohit show somewhere else, right? I think it will be, it should be similar. It should be about an ecosystem, our customers, all of the folks want to come and see how we can, how we grow. We are in the midst of developing and growing our own ecosystem and some of the things we're doing and bringing forward and you'll see that come about, right? That's the same sort of a strategy we want to kind of maintain and it'll be a great thing for everyone to see and sort of come and communicate and experience and not just our own stuff, right? Because it's not about us all the time. We provide a specific solution and specific capabilities, but when we turn into an ecosystem where everyone comes in and plays into it and we're having a very tight partnership with Microsoft, but we want to grow that and eventually get to more things than we actually do today. >> Yeah you bring up an interesting point, we know how important ecosystems are especially, it's a software world. I can't do it all myself even though, we, it's interesting we had one Microsoft guest on and he talked about for certain ad solutions, they're going to vertically integrate all the way down to that end device, Microsoft will do end to end, but then you have things like the open-data initiative. They know when you talk about data, of course Cohesity heavily involved in data needs to go a lot of places. The open-data initiative, when you get companies like Adobe and SAP and Microsoft standing up and saying I want to be able to take that data and leverage it across these various solutions. Curious, do you have any feedback on that initiative, that ecosystem, and how does Cohesity look at making sure that you're open and work across all the solutions that your customers need? >> Look, we know very well that it's not our world and everybody is, wants to live in it, right? So the whole point is about ecosystem is very important, I can tell you that within our engineered organization, Mohit himself we're looking into how do we provide the ability for our platform to be consumable, not just by us, but by everyone within our ecosystem within in the industry. If there's a particular application that you as a customer use, you may want to use it on our platform to leverage our capabilities for your information. So these kind of initiatives are already in play to be announced soon. So we, for us, it's what we need to do, right? It's actually, given the customer, not only are the capabilities of our platform, but choice, 'cause we're always not going to be able to deliver and do some of the things that other applications are dedicated to do more effectively. We might be able to do it to a certain degree, but we want to give the customers the ultimate experience, the ultimate accessibility, to their data, to their information, which is, at the end of the day, it is what we say today, it's the new oil, right? Which is, that needs to be actually properly mind leveraged and protected and utilized and accessed. Without it, you'll be in some sort of a limited sort of approach within your business. >> Sutton Nudella was up on the main stage talking about his company's culture and about the idea of being a learn-it-all, not a know-it-all. How would you describe Cohesity's culture? >> Well I got to tell you, it's tough. Because we have a series of geniuses working in this company and we're small, but they guy at the helm is obviously the brainiac, I would say. But our culture is to basically, we're very receptive, we believe in really staying humble and letting everyone sort of have a place to play. Open minded as always. A lot of things that happened at Cohesity happened in a short period of time because the way in which we listen to customers, the way in which we listen to the actual engineers themselves, and we're very customer-focused. A customer could come in with the right amount, with the right demand, in the right amount of time, in the right place, and we will basically deliver that specifically for them very quickly. And that sort of culture, it's important not only for us, for the business, but also for within the teams within themselves because everyone seems they're collaborative, everyone seems to be part of something that's going on and they can contribute to the, to what we're doing, which is changing some of the things that are actually within the data center, we're really pushing the needle forward and changing some of the things there. >> How do you maintain the culture? Because you are growing so fast, you are hiring so many new people. How do you make sure everyone is on the same page and pulling together? >> I got to tell you, the people that we bring in, it's not about the skills, right? Skills is one thing and skills is many many and everyone has skills, everyone has something to offer, but one of the things that we look at when we're screening folks to work at Cohesity, is how do they going to work? How do they behave? What are their, you know, what are their passions? That's just as important as the skills that they're bringing. Because one of the things that they'll do is that they may not know the technology and the things we're working on specifically there, but they're willing to learn and when it's collaborative with the team, and kind of move that on and get better and better as we go, that's very very important to us. >> Alright, Rawlinson, we talk about the speed of things changing. Let's look out. We're back talking with Cohesity, Microsoft Ignite 2019. What are we talking about with Cohesity? >> Well, it will be much more than what we so far see now, right? So, obviously we have, we came into the industry with this particular process or approach of data protection. Obviously, it's beyond that. So some of the things that I see us in how the future will be is that secondary storage, secondary data and applications, to be honest, it will be much more interesting and a lot better, in a sense, than the traditional storage function it is. Storage is about feats and speeds, I want performance, this and that, but a part that we play is what to do with your information, where to put it, where to place it, where to access it, process, compliance, who can get to this point. We're looking at information in a way that, we're calling it private, public clouds, they would be, probably, a primary and a secondary private, public cloud, for different purposes, being able to not only provide access to information, but also providing compliance, reporting, out of, I mean, instantaneously. We can no longer manage information or data in the speed that it's growing from a human perspective. There's just no way we can keep track of that. The result of that is a lot of risks, data leakage, all the problems that you see in the world, we are out to actually fix that, overcome that, right? When we can provide a solution where things are now seamlessly happening within the environment, you don't have to worry about all these different things. Microsoft plays a big part of that. Microsoft Office 365, all the things, all of the information that's stored and honed within the Microsoft ecosystem and their applications, we are specifically looking to make sure that is as seamless as possible so that now we're dealing with access my information, process information, get information where I need to go, without humans probably having to touch it. The more human touches we have, the more the risk. We want to make things that are more automated, accessible, utilize some of this AI machine learning, so that some of these things that actually happen much more effectively with less risk. >> I want to hear about customers. We've actually talked with a lot of Cohesity customers this week. We've had Brown University on, we have HKS later today, Lynn Lucas mentioned some examples of at Penn and at Burke. What else, even if you don't name names, I want to hear about the kinds of, the kinds of results you're hearing and the kind of ROI that customers are getting from Cohesity products and services. >> I mean, I've talked to so many in different verticals, whether it be, finance, medical, even, there's so many of them and everyone is really excited about the fact that when it comes to RI, one of the things that we're, like, out of the box, when everyone thinks of Cohesity, they look at what we can do, it's just, from an operations perspective, what we can reduce enough in that action. Not only from a software, hardware perspective what they're doing, but when you think about operations, we simplify operations so that when it comes to operations and efficiencies, we want to mitigate the risk in that process and they see it immediately, which by the way, whenever you introduce any new solution to any infrastructure, to any business, the biggest challenge is not the technology, it is how am I going to take that into my operating procedures and consume it as one? Because, listen, we can double click and we'll have people do that for days without a problem, but how do we do that and come into your systems effectively so that you can consume me, the smaller piece, with the larger part of the infrastructure, which is not the main point yet. We're able to do that very effectively. We come in and we complement the rest of the infrastructure that you have and we come into your consumption model. It's not about my interface, it's not about my server's catalog, we come into your service catalog. Whenever you talk to these guys and you see that, whenever I bring that up front, it not only I talk to them, I show it to them, they're like that's what I'm looking for. And showing it to folks, it's a lot different than when you show a logical diagram and tell them, oh this is what we can do, no, no, no. This is what we can do, this is your world, when we're in in your operating procedures. >> Yeah, you bring up a definitely something we agree and talk about on theCUBE a lot, which is the technology piece oftentimes is the easy part and we know technology's hard, but it's how do I change that mindset and the pace of changes so fast something I we've talked about for a number of years and I have a slightly different take on it now is, like, well, geez, how can I keep up? And the answer for me and I'd love your viewpoint on, is like, look, nobody can keep up on everything. What you need to have is you have to have trusted partners, your channel partners are the ones that are going to say, oh hey, I understand in your environment, here are some of the things that can help you because nobody, even I've had the chance to interview some of the smartest people in our industry and they're like, I can't keep up with the pace of innovation inside, so what do you hear from customers as to how they keep up, how they learn about new technologies. Are they more willing to try new vendors and new ways of doing things? Or are they just going to incrementally, wither themselves away to death? >> It is tough. I mean our industry changes, it is sort of the results of our gain, right? So how do we make and help our customers evolve and let them sort of look at what they can keep, try and keep up with. There are some key points here and, actually, we play in a world that our specific plays around the data, right? So when it comes to that, no one wants to put their data at risk, no one wants to expose a new tool to sort of, maybe, expose some sort of a leakage or a problem. Our ecosystem, our partnerships, are what with trusted partners within the industry, Microsoft think people of this kind of caliber, where there's trusted, there's trusted advisors, there's several companies already, we come in and we compliment each other, but the point is that we're, we want to deliver something that is not going to expose anyone at risk, but it gives them the opportunity to sort of adapt the portion that they need. One example of that is that we have the ability today when it comes to application portability that I haven't seen before. We've seen a lot of things, for example, in the industry and a lot of solutions for that. Today, we have a very simplistic solution that allows anyone to take their workloads or their application from on-prem to Microsoft Azure seamlessly. One single task, one place. And those are the type of solutions that you would want and become trusted because they're not going to change anything, I can rely on this thing working and coming into a Microsoft Azure cloud and consume it any way I want to do it. >> Rawlinson Rivera, thank you so much for coming on theCUBE. >> My pleasure. >> It was a pleasure having you here. I'm Rebecca Knight for Stu Miniman. We will have more from Microsoft Ignite coming up in just a little bit.

>> 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. I'm your host Rebecca Knight along with my cohost Stu Miniman. We are joined by Sai Mukundan. He is the Director of Product Management, Cloud Solutions at Cohesity. Thanks so much for coming on the show. >> Thanks, Rebecca, thanks. So nice to have you guys here at the Cohesity booth. >> And thank you for hosting us, I should say, yes. >> Absolutely, it's been wonderful. >> So we already had you colleague Lynn Lucas on this morning, she was terrific. And she gave us a high level vision of the news. Why don't you break it down for us. Explain to our viewers exactly what Cohesity was announcing here at Ignite. >> Sure. So, broadly speaking, we announced three things this morning. The first one, we've seen a lot of customers, Optic Office 365, in fact, that's one of the first or initial use cases of how they adopt Microsoft's solutions more off as a service. So the ability to now backup and recover old 365 has come up quite a bit in our customer conversations. So we announced a solution that will be available shortly, so customers can leverage the same Cohesity platform that we had up until now to also backup and recover old 365. So that was number one. Number two was around Azure Databox. So, this is a relatively new offering from Azure. It was up until now, it was in preview, and now it's going GA. So the fact that we can now integrate with Azure Databox as a means for customers to move data from on-premise to Azure, a great initial seeding for long term retention. And the fact that we integrate seamlessly with that, that was the second piece of the news. And then the third one is really around a hybrid Cloud message in the margin. Really, hybrid, I know-- Stu, you like to refer to it more as it's an operational model. It's not about what the Cloud is but it's more of an operation model. And in that model, customers are always looking to leverage it for disaster recovery purposes. And their ability to fade over to Azure and then bring it back on-premise, fade back, that capability is the third underpinning of the announcement this morning. >> And Sai, one of the challenges that we have is, if we look at Cloud and say it's an operating model. Well, the challenge we have is it really is a multi-cloud world. If you look especially here in the Microsoft ecosystem, absolutely, start with Office 365. Microsoft pushed a lot of customers to the SAS model. I have my data center, I'm probably modernizing things there, and then I have the public cloud. Well, when I look at my data, I want to be able to manage and interact and leverage my data no matter where it lives. So, that's where-- I said Microsoft lives in all those places, and it sounds like your integrations are going to help customers span and get their arms around their data and leverage their data no matter where it lives. >> Yeah, I particularly like the use of the word span, because as you may know, we call our underlying distributor file system the spanifest. (laughing) Right? So the idea is that it spans on-premise Cloud, and your point, multi-cloud as well. So the ability to use the same platform, and that's really what drives customers today. When you look at what are the three aspects of our solution that they like, I would say one is the scale ability. The fact that they can start small and then scale as their environment grows, that's important. The second is around, everything plays around automation, API driven, API first architecture, right. And the fact that we are policy based, API driven really really resonates with them. And the third one is the simplicity and ease of management. I mean, you can build all these solutions, but at the end of the day, it has to be simple for customers to consume. And that's something that really resonates with prospects, partners, and customers we talk to. >> Sai, wondering on the Azure Databox, if you could help unpack that a little. We have some Microsoft guests on, Jeffery Snover walked us through. There's a couple of different versions of them. Some are for data movement, some of them there will be really kind of edge, compute, and AI capabilities there. Which ones do Cohesity use, what do you see is the use cases that you'll be playing in? >> Sure, so before I go into the solution and the use case. I think one of the key aspects of why that announcement is important for us, is it also shows the kind of engagement and close technology partnership that we have established with Microsoft, Azure, right. The fact that we are one of their launch partners, both during the preview and now in the GA timeframe. It's important for both customers and partners, because that gives them a good, sort of, understanding that we are there in establishing thought leadership. We are there in working closely with Microsoft in this case, along with other technology partners out there. Just coming back to the solution itself, there are a couple of flavors of Databox. So the one that we have done extensive integration with is Databox. There's another version offered, which is called the Databox Edge, which also has Compute in it. But the idea here, the use case is really around when customers are looking at Cohesity, there is backup and recovery that they can do from on-premise. But Azure and Azure Blob Storage in particular becomes a seamless extension for long term retention. Now, there are a few customers, and I can relate to several who asked, "Hey, I have a large enough "data set that needs to be seeded initially." And obviously the network becomes a bottle neck in that case. So with Databox, the ability to now transfer the data into your on-prem, like you get the Databox shipped to your on-premise, get it loaded, true Cohesity. Seamlessly get it hydrated in our Azure account, and from that point on we only send the changes or the incremental data. So that is really appealing to both customers, as well as partners who are really engaged in these migration projects in some cases. >> I'm really interesting what you're talking about with the thought leadership and your approach to partnerships, because Microsoft selecting Cohesity as a partner, it's a real stamp of approval for Cohesity, a real validation that this company's for real. How do you then think about who you will partner with? Particularly if the company is, say, only five years old or pretty new to the space or maybe not as well known. >> I think one of the things that Mohit Aron, and he's a pioneer in the spirit systems and is the founder of Cohesity. One of the things that he established, right from the get go is the ability for the product to scale, scale on-premise, but also that the Cloud has to be very seamless. It's a natural extension of what the architecture is intended to do or achieve. And so that kind of made it easier for us on the product team to figure out who is it that we need to partner with. Azure is obviously a leader in that space, particularly over the last few years. I want to go back to something that was mentioned in the keynote yesterday. It's not a know it all, but it's a learn it all, right. The learning that we have had as we have grown Cohesity and the product has grown and as we acquired customers and talked to prospects is they want to work with the likes of Microsoft Azure, leverage the infrastructure that they have to offer. So we started there. We said if customers are asking for it, we do it and we learn along with them on why and what the use cases are. And it started with, going back to my earlier comment, long term retention. And now, as an extension to that, with the hybrid cloud where not only storage, but leveraging disks, leveraging Azure Compute, that's now become an extension of what we started off with. And so we have Azure DataPlatform Cloud Edition, which is Cohesity running on Azure. So I would say how we made the decision in this case, A. the product and the foundation really set that for us, but B., more importantly, the customers really asking for it and asking for that integration made it easier for us to determine that, hey we absolutely need to partner with the cloud renders. >> Sai, I'd like to build off of that, the customers and what they're asking for. This is a very large ecosystem here. To be honest, we know that Azure, Microsoft is a big player in Cloud, when I look at this show, Azure's a piece of the overall discussion. So, I was a little surprised. Not that we're hearing more about Azure here, but, it's because if you look at just order magnitude, how many customers Microsoft has on Windows and Office, obviously that's going to dwarf customer adopts in general. Where are your customers when the talk about Cloud adoption, your customers? Do you find them more in a Windows customers in their own data center versus Azure? What are your customers doing and adoption of Cohesity Cloud products in general? >> So if you look at the typical on ramp of customers, more often than not, at least I would say over the last couple of years, our customers have typically started with the on-premise. Because their immediate pain point was the platform can do a lot of things. Customers are always looking to also solve that immediate pain point while looking into the future. So the immediate pain point was really around how do I make my backup and data protection systems, first of all, simple, efficient, and less fragmentation. And while I'm doing that, how can I then potentially invest in the platform that is capable of doing more. And that's something that Cohesity offered in the on-premise world. And as a natural extension to that, as both from the bottoms up, as storage admins and backup admins started looking at leveraging Cloud or Azure in particular for as an extension of their storage infrastructure, as well as from the top down. You know, more of like the business decision makers and the CIOs driving that mandate of, hey, I want you to think about Cloud first and have that mindset. I think it really appealed to them. Because now they could start leveraging Azure Blob, again, back to that long term retention, legal hold, compliance standpoint. And then building off of that, building off of that to do test dev. We have a great feature, it's called Cloud Spend. The ability to take some of the on-premise infrastructure. And your earlier questions too, we have seen customers both VMware, Windows Hyper-v environments. Believe it or not, some customers still have physical systems. And the fact that Cohesity can take care of all that in the on-prem world, while seamlessly helping them adopt Cloud is really the kind of customers that we have seen in this journey that we have taken along with our customers and partners. >> Well this is theCUBE's first time at Ignite. I know you're relatively new to Ignite. >> I'm even surprised about that. I would think you guys would have made a number of appearances, but I'm glad it's the first time and it's at the Cohesity booth, so wonderful. >> We're so excited, but what are some of the things you're going to take back with you from this conference? >> I think for me, this conference, as has any other such conference in particular, it's really the excitement. You go back and you reflect on the last three, four days you spend here, and it's about all the great conversations that we have had with customers, prospects, and partners. Secondly, we heard a session earlier this morning, a Cohesity session, we had Brown University join us. And then there's going to be another one tomorrow. We're going to have UPenn and HKS. We are working on your alma mater Cornell, by the way, Stu. So we'll get them soon. >> Excellent, excellent. Go Big Red. >> So the fact that we have all these sessions and some really great attendance. And attendance from folks who are yet to embrace the Cohesity solutions. So it's great for us to get our message out. >> Getting the word out. >> Get our word out there. And I would say the last thing for us is also showcasing to Microsoft here in particular, the fact that we have this big presence here and the excitement it's having is a great message to the Microsoft executives and the leadership team that we work with as well to show more love, we already have enough that we get attention from them. But this is more of a validation for them to say there's more that we should be doing and could be doing with Cohesity. So I think those are probably the three things I'll walk away with and build on what we learned from Ignite here. >> Excellent, well thank you so much, Sai, for coming on the show. It was great having you here. >> Thanks, likewise. >> I'm Rebecca Knight for Stu Miniman, we will have more at theCUBE's live coverage of Microsoft's Ignite in just a little bit. (techno music)

>> Live from Orlando, Florida. It's theCUBE, covering Cisco Live 2018. Brought to you by Cisco, NetApp, and theCUBE's ecosystem partners. >> Everyone, welcome back. It's theCUBE's exclusive coverage, here in Orlando, Florida for Cisco Live 2018. I'm John Furrier with Stu Miniman. Stu, this is a wrap-up of the show. This is day three of three days of wall-to-wall coverage. And, I got to say, I'm surprised at how it's evolved, and the clarity of what's happening is coming into focus. We had a great kickoff, I thought, on day one. I thought we laid it out and kind of predicted and connected the dots on what was going to happen. But some kind of new white spaces were filled in. I want to get your thoughts on it. One, DevNet's success with the number of developers. Clearly a number success. But what's really interesting, after watching all the activity here at DevNet, talking to people in the hallways, is that DevNet is changing the face of Cisco. Because Cisco has an energy and an openness now, that's bringing the momentum and success and proven success of open store software to the networking layer, engaging and energizing the core base of the Cisco constituent, which is the customers, the network engineer, and allowing a path to cloud-native, a path to multi-cloud, and a path to innovation. I mean this is the story, in my opinion, at this event. There are some announcements, certainly, that tie into it, but the notion of what DevNet and DevNet Create are proving, besides being good execution by Susie Wee and the team, is that this is a tell sign that the programmable network is at a seminal moment where, like the iPhone was in 2007, that changed telephony, and created apps, the network is now programmable. New things are going to happen. This is, to me, the biggest story here at DevNet. >> Yeah, and John, in case somebody just listened to our wrap and hadn't heard the three days of coverage here, that number is 500,000. It was up, Chuck Robbins announced it on stage on day one here on Monday. 500,000 developers registered. By the way, Susie said we'd actually, we kept having to scrub the list and bring it down, so we had 300,000, it went down a little bit. She's like, "Are we still growing?" Now the momentum continues, so they're growing. But, you're right John, we've done two of these Cisco Lives. You and I did the Barcelona show and we did this show. And what's been crystallizing, what I learn and, in processing here that actually excites me, is I'm a networking guy, and so many waves that these technologies, remember it was like, "Oh ethernet fabrics are going to change everything", "SDN will totally revolutionize everything." I kind of looked and things and I was like, "You know, we're fixing networking problems, and how do I tie that to the business. Oh, I need to be more agile and I need to move faster." The punchline to what does it matter, this intent-based networking, which it's kind of a wonky term, but really we're building new applications, where the network is how we do that. It's built for microservices, it's this modern environment. And I have to have this DevNet ecosystem to enable it. Because it can't just be I manage my switch and I'm going and okay, I download software and I do some things over here. This is the career path for all of the people that, you know, the 25 years of CCIEs that we had, we've had this huge line next to us here, of everybody's getting their badges and they've got their area where they've got a little bit of special treatment of those CCIEs; there's an army of them and that's been Cisco's strength and can they take that army and get them ready for the new guerrilla warfare that is this modern application building and John, you know, how many times do people say, you know networking, they're just a bunch of plumbers, sitting down in there, wiring closet, they'll be left behind. >> Yeah, and this is the false narrative and that's absolutely the case. There definitely was a lull there. If you look at Cisco and what's going on in the networking world, we've talked. This is our ninth year with theCUBE, so you and I have pontificated and riffed many times about "the network's a bottleneck", and it's always the network, everything comes down to the network, which is why the network guys have always been the most powerful in companies. But here's what's happening here, the gestation period of SDN is an interesting dynamic. So here's what I think no one's yet reported. I think this is the real story. The SDN has been incubating and gestating now for what, four years, give or take, roughly? So SDN's embedded in at the network layer, the network's getting smarter. Then you've got the cloud scale happening, and you've got security issues in cyber, you've got cloud scale in the public cloud accelerating, the valuation of things, this costs this per minute. So, creating the economic kind of disruption. Then you have the Kubernetes on the scene, taking docker containers, making it a global container, it's not just docker, all containers generically as a key vehicle for wrapping around legacy. And it was Kubernetes, and now with Service Mesh on the horizon, there is a clear, visible path to the value creation. Combine that with the continuing explosion of open-source. Open-source has proven that the way to run things in the open is exactly how DevNet's doing it. So, all these things are elements that have just come together at a perfect time, and Cisco is taking advantage of it. And we were critical of Cisco at Barcelona by saying, they'd be crazy not to double down on this. I would quadruple down on it, it's proven. Not, "we own the network, you got to go through us", Blockchain, I sat in the blockchain session today. The central authority model in communities is flattening, this is the new normal. I think Cisco has lightning in a bottle here. Let's see what they do with it, Stu. I don't know what your reaction to that is, but they have an opportunity to make the network programmable, energize their base, it's just really exciting, I got to say. If I worked at Cisco, I would be all over the DevNet, the DevNet Create, get in the cloud scale, and ride that wave. >> Look, John, Cisco has been dominant in networking so long, that there's been so many waves hitting against it, said we were going to overtake Cisco. Open networking is one of those big waves. I've been to many conferences, I know a lot of the companies we've interviewed on theCUBE, many of the companies that are going to go take a chunk out of the monolith that was Cisco. Well, Cisco, you know, they're not deaf, they're listening-- >> They're disrupting themselves. >> They are disrupting themselves, and especially, you know, the line I heard for years was, you know, Cisco was the standard, it's like, oh, well, you know, they're dominating at the standards bodies and trying to push their way through. Well, they've got the customers. And they've got an ecosystem, and while they've invested in open source over the years, and we've talked to many of them, this DevNet activity has really pushed along, and is impressive. Doesn't mean that there aren't some pockets where other people are more advanced with the technology, you know, you can always have the debates as to who is more open than the others, which, you know, you and I have gone down many times, but it is impressive to see how Cisco is changing, what's here, the excitement has been palpable. And it's not just, you know, it's an infrastructure show, it's a networking show, when you and I interviewed Rowan Trollope at the Barcelona show, it's Cisco of the future is a software company, and they are making progress. If you give a little bit of a nudge as to, you know, what they didn't have, it's like, there weren't a ton of announcements, but the ones that they were, they were talking about the progress they've made, the DNA center-- >> Look, if you want to look for critiquing, I mean, you can look anywhere in anyone's life and find faults. There's plenty of things that Cisco's not advanced on, but time is on their side. They don't have to have big-doubt Istio version running on switches, that's coming down the road. They can work with Kubernetes, we saw some great demos in here. So I think time is a good friend for them right now, but they're doing all the right things, so again, it's an opportunity. The other thing I've noticed with the DevNet and the DevNet Create and all of our CUBE coverage, Stu, you know, I've been looking at theCUBE data, the SiliconANGLE, Wikibon data, and a new kind of persona personality is emerging, in, at least in our audience, that kind of is a tell sign to innovation. One, developers are kind of forming two lines of developers. Developers-- well, there's three. Classic developers, who just geek out and program. But two new personas. Business-oriented developers, who are being pulled to the front lines, who are dealing with issues like Capex, Opex, digital transformation. And we're seeing that, people who don't want to get an MBA, but they want to learn business. The other new category that I see developing here at DevNet is the entrepreneurial developer. This is the developer that has all the same attributes that someone starting a company would have. They're resourceful, they're looking at connecting the dots outside the box, they're using their creativity to identify using software to solve problems in the network. So, this is kind of interesting, because those are the ones that are going to jump on the grenades, take the chances, and they're inside the company. So this is going to be a wealth creation opportunity for the networking, because the networking is, right now, been waiting for the network to be scalable and programmable, we've been saying it for how many years. Your thoughts? >> Yeah, boy, John, you know, we lived through, I've said it many times on theCUBE. The decade of making networking work properly in a virtualized environment was kind of painful. When we look at containerization, what's happening to the cloud data space, I think networking understands the networking ecosystem, and especially Cisco, knows what they went through before, and they are attacking the space, and going at it hard to try and make sure that they, you know, get on this next wave, win some mine share, and you know, don't lose these customers. Because, John, something we've said many times is, right now, is probably the ripest time for customers to say, "You know, I've trusted and used this company for a really long time, but it's okay for me to try new things." And therefore, Cisco with its massive-- >> They got to try new things. >> Could be disrupted, if they don't try really hard. >> The customers have to try new things, Stu, that's definitely the case. Okay, let's get into some of the landscape issues. We saw a lot of startups come on, growing startups, so the question is will they be the M&A in the future of Cisco? But we had IBM on, we had NetApp on, Avi Networks, a lot of companies. We also saw Cohesity score a huge round of funding, 250 million dollars. We haven't seen a lot of venture-backed activity, here at the show, we've seen a lot of VC announcements, but you know, the big round for Cohesity crystallizes the competitive landscape. Your thoughts, you got the big players like IBM doing great with storage, Cloudify, NetApp with FlexPod, doing very well with the cloud. I mean, is the tide rising, where everyone's floating, and this is a lot of the competitive? And if so, is the scale attainable for the startups, or will they have to bought by the big players? Your thoughts. >> Well, John, to go back, we were just talking about DevNet, I actually feel like Cisco's pulling some of their ecosystem along. The storage-networking interactions isn't the most exciting thing in the world, and I spent ten years living in these environments. I mean, you know, storage-networking doesn't exactly get most people excited, but it is one of the fundamental things, it needs to make your environment work. Every time you did a bank transaction, or you know, bought a plane ticket, probably that was your storage and the networking underlied that, making that work. >> So what's your point, the ecosystem is going to grow, or? >> The ecosystem is following Cisco's lead, and getting involved in developer and cloud-native activity. So we're not just talking about boxes anymore. That wave towards software. NetApp, really nice story, as to how they fit into the multi-cloud environment. You know, they kind of rode down on the box trend, and as they really focused back on their core, which has always been software, they're making some strong moves there. You mentioned two of the vendors we had on, Cohesity and Avi Networks, both of them, part of their funding is from Cisco. So, you know, Cisco investing in some of the hot areas, you know, Cohesity, data protection-- >> Don't forget LiveAction was bought last Friday, their aperture in the market goes up, so we're seeing the partner network, really interesting dynamic. We're growing, we're going to see more people come in, what's your vision on this? >> No, the ecosystem's very dynamic. So, really good show floor here, you can feel the energy when you walk through this place and you go see what's happening. Big ecosystem, it showed. By the way, we didn't say it on the intro, but the number I heard was 26,000, which, this is a good size show. Bigger than a VN World, smaller than an AWS reinvent. But you know, really, much more, it's not-- >> It was my first time, it was my first show, at Cisco Live in North America. I got to say, I wasn't expecting the show floor to be that good. I mean, I was like, okay, Cisco, we have the vendors out there, partners, you know, a lot of people, you know, typical enterprise show. I was blown away, blown away by the energy of the future of creating value. I mean, the stories, it wasn't just people mailing it in. These real, compelling use cases of cloud scale. Not just selling boxes, Stu. >> Yeah, and John, you know, talk about community. You know, you and I both have a lot of networking DNA in our backgrounds. I love this community, it's people that, they love to collaborate, they love to share, they love to dig in. Lots of bloggers, there was a big podcasting going on. We brought some of those people on the program, and I loved, some of them are working for cool new startups. They're doing coding, they're doing developer activity. A section of this felt a lot like a KubeCon, or even, you know, some of the AWS and Google kind of mojo that we see at the cloud show. Which, I enjoyed Barcelona, but that was my critique, they're not as in that multi-cloud world. They were talking about it, but they're kind of stuck in this transition. It's not like they're fully there. Cisco still sells a lot of kit, and everybody makes money too. But we know this transition's going to take a long time. >> Chuck Robbins said at the keynote, that there'd be no cloud without networking. Networking and cloud people have a symbiotic relationship because networking people are inherently smart. You may argue, someone sitting at a desk, you know, doing networks, some of them have different personas inside that, but most of them are pretty smart, right. Networking people aren't dumbasses, generally speaking. The cloud people are innovating on the app side with the scale piece, also smart people, so when you get networking people with cloud, I just see a nice fit there, and I think, Kubernetes, and the Istio, and the service mesh, I think that's where it connects, because if you're a networking guy, using Ansible, using Python, you're going to naturally gravitate towards Kubernetes. It's the same concept. So, I'm watching that very closely, I think you and I have been talking about this at Linux Foundation, that's going to be the tell sign. If the network engineers can adopt the Kubernetes concept, and take the service mesh to the next level, that, to me, is going to be a tell sign. >> Yeah, and John, you know, we go to a lot of shows, we've got some really smart people who came on the program, we're a bit of intellectual snobs sometimes, and when we come on this program-- >> Speak for yourself, Stu. (laughs) >> No, I mean we love to talk to smart people. As I always say, John, if I'm the smartest person in the room, I'm in the wrong room. And I'm really excited, most of the time we're on theCUBE, we bring some really smart and interesting people on. >> Alright, let's wrap this up. Obviously the big story is DevNet. I think the community approach is great. Christine Heckart came on, she's the new senior executive, just started at Cisco. When we were at Barcelona, we saw her there. She saw DevNet, kind of a fresh eyes in Cisco, what impressed me about my observing her, on theCUBE and then watching her walk around was, she's fresh eyes. She's been in the industry, her eyes were lighting up. She sees DevNet, she understands. She came on and talked about network effects. Stu, our business is community-driven, theCUBE is very community-oriented with the content, we have network effects in our business. And I think she hit on something that I think is the next conversation point, is, the network effects is a technical and business dynamic and I think she's got her hands on a very successful narrative around where the value will go, and then when the engineering and the business come together to create value. I think DevNet has done the right thing with the open-source model, being welcoming, not elite. And I think that is worth noting. >> Yeah, and a lot of hard work went into reaching where we are with DevNet today. I love, we dug in with Susie, with Mandy. One of the interviews I did, John Apostolopoulos. You know, he's one of the ones in the labs inside of Cisco. So, it took, he walked me through, John, you know, the basically five years that led to this new DNA solution that we had. We of course had some great VIPs on the program, like Lynn Lucas, the CMO of Cohesity, Lee Howard, and of course, Zoginsash himself, Eric Herzog, who, both of those gentlemen, when you walked around this show, they are everywhere. They're plastered on the screen before the keynote, they're walking around and talking to them, so we love, as part of our community, to get to talk to those as well as, you know, all different aspects in our about 30 interviews we did this week. >> Well, we're looking forward to more coverage, Stu, I want to thank you for great coverage, thank the guys here, we're going to be going and covering Cisco like a blanket, we're going to hit all their events, Cisco Lives in Barcelona and the US. We'll continue, got a great thing going on here with the DevNet and the DevNet Create events, look for those. Check out thecube.net for theCUBE schedule. But I also want to put a shout-out for the sponsors, if it wasn't for sponsors, we wouldn't be able to bring the great crew here. Want to thank NetApp as the headline sponsor. NetApp's FlexPod, great stuff, check it out, those guys got a new mojo going on with cloud, and on premise really creating a software model. And also, Cisco, IBM, LiveAction, and Avi Networks. Thanks so much for that community support, that sends a signal that you're investing in the codevelopment of content, it's great stuff. >> And John, yeah, actually, Cohesity and Presidio helping round that up, John. One of the highlights of the show had to be the Ludacris party. >> Yep, Cohesity's new funding, great concert. >> 250 million dollars, it's a ludicrous round. >> (laughs) Stu Miniman with his own meme. Thanks for watching, we are here at Cisco Live, that's a wrap-up for the show here on day three, I'm John here with Stu Miniman, thanks for watching. (electronic music)