>>live from Denver, Colorado. It's the Q covering com vault. Go 2019. Brought to you by combo. >>Hey, welcome back to the cubes. Coverage of combo go 19 from Colorado. Lisa Martin with stupid man. I got a couple of guys joining us with some really cool stuff to talk about. We've got robbed Colusa in the S V p and G m of metallic a combat venture. And we've got Michael, some principal architect from serious computer solutions. Guys, welcome to the Cube. >>Thank you. Thanks for having us. >>Yeah. So some big stuff came out yesterday. Metallic Rob, you are a convo, O g. I worked in the back, like, 10 years ago. I can't even believe it's been that long since I was there. But a lot of change in coma in the last nine months alone. Metallic came out yesterday. We're seeing a lot of momentum excitement around what come boats during strategically talk to us about metallic. What is it besides a cool name? And why is this so exciting? >>It's exciting for me for two reasons Specifically what we're doing with innovation. We've been an innovator and leader for two decades, but focusing on, things have changed. People have moved to cloud. People are looking at hybrid solutions. And with that comes SAS. So to me it's completing. I don't wanna say completing, but getting to that choice that that menu of options, the right ones not too confusing but the right ones. And so with metallic, we brought a sass portfolio to market around back in recovery aimed at some of the more common use cases. And the thing that was really exciting for me about this waas. We had this I p from the last two decades. Yet Sanjay empowered said, Look, I really want you innovate quickly. You've got all this I p put together a start up in the company marketing people working with engineering. And that's critical with the SAS offer because it's all about experience, >>right? Rob, I got all this I p We just had Sanjay on talking about all the patterns they have kind of going through my head. I'm like, Well, if you had all of these pieces we've been talking about Sascha now for you know, quite a few years. Why now? What? What has changed or what was the enabling piece other than Sanjay say and go that made metallic come to fruition now, rather that it hadn't before. >>Yeah, that's that's a good one. We've been working with partners and customers. Fact. I just talked to one, said Rob, I've wanted this for for a while. I think a lot of things came together, one putting together this start up approach to get the team's working cross functionally. That wasn't something we were accustomed to. So it wasn't just Sanjay saying Go. It was kind of doing things a little differently. I think The other thing looking at the market opportunity that we validate with our customers and an analyst. There's $1.6 billion target addressable market. Many customers are busy, Many customers are custom consuming lots of products, SAS or cloud and this just makes sense. So that's why we did it now. >>All right, well, so Michael Serious is a launch partner from metallic. My understanding. This is 100% built for the channel. Tell us what this means for your world, and your customers >>were really excited because this opens up the world of com vault toe a whole group of customers that we wouldn't focus on before with so you know, we're able to go in with our inside sales teams and with customers that maybe don't have full time employees for backup to spend, you know, multiple hours every day, Karen feeding for a larger, more advanced system. So this way you can off load a lot of that. Maybe not the ownership of back up, but at least the management of the infrastructure for you takes a lot of the overhead away they don't have to worry about. Okay, what about two sites? How did I manage that where, you know, that's a lot of complex stuff, So we're bringing in a company now that has 20 years experience. There's been a lot of new startups in the SAS area, but they don't have 20 years experience of knowing what the customers were looking for and back up and how they do it. And and to be honest, you learn a lot from your mistakes. And 20 years you made some mistakes. Everybody does, and they still have those mistakes to make, and these guys can all, you know, bring that to the customer, and then they don't have to worry about >>it. I'd liketo add to that a bit. So that's been the hardest thing is we have 20 years of innovation. We've got that. I'll call it a war chest, 812 patents. Who has that? And now it's like, Okay, Sascha, Sirs, want this unique experience? There's temptation to dip into the war chest. So we kind of moved everything out of the way and said, Let's take a fresh approach. Let's do a whole customer journey map. Let's worry about the experience. So the reason why we're able to innovate so quickly because we had this chest of patents andan enabled us to really focus on the customer and the partner experience to get it right. >>Can you talk a little bit about the combat adventures? When I saw that, that that's interesting. Is this kind of like what you're talking about? Like a startup within combo? Yes, Why was that important? >>It is important to us for two reasons. One, the brand brands about experience, right, and we needed to signal that internally, I mean, were traditionally executing really well in the enterprise space. Yes, we have mid market in some smaller customers, but we're known for handling big multi petting my customers, and we're known for maybe traditional approaches. So the brand allowed us to redefine and attach to that inexperience. The combo adventure part signaled the stability in the trust in a vendor that's been there for two decades with innovation. That's why we did that. >>Michael Being a sass offering the go to market has to be a little bit different. My understanding There's also like a 40 day, 45 day try A like, you know, full blown. You know, not just some, you know, test version of it. How will this change the way, or will it change the way you gotta market? >>It does change it quite drastically because the customer can get involved, they can start playing with it. They can ask for assistance during any time during that. But the nice thing is, after that 45 days, you don't lose what you did it it wasn't gonna download this. I'm gonna test it in my own little lab. You could be testing it with real world scenarios and then flip a switch. Your active you're going and what's nice is is is as that grows, right. I mean launch. They were recovering 90% of the workload people are doing and then immediately were growing it. But you know where they're gonna take this in the future, we'll be able to tie in to some of the old ways with the old combo and bring in the new >>Do you have no 3 65 practice of this ties into our >>we do and we actually have been. We were so excited for this because we were You know, we've been looking for a way to package not only Office 3 65 which which combo has done so well in the past, but but really touch those other customers that we weren't normally getting into with it. And everybody, especially the smaller companies, are using office 3 65 Nowadays, nobody has exchange on site. So being able to reach those and have that holistic message ease of use, the user interfaces you were saying is just it's it takes, what do we what other companies were doing? And it just makes it so much simpler >>When I saw the child at 45 days. Don't normally see that often. It's a 15 day trial and maybe you could mix it up to 30 days. And one of the things I heard during your keynote this morning was no posies talk to me about that as a differentiator. >>Yeah, maybe we'll both handle this. So there's two things one in this next six months will be learning a bit. We're gonna evolve just like a sass product does being fresh. So >>that may >>change. But what we found in our talk was many of the customers many of the other says products and they don't even have Ah, you're up in 15 minutes. That's right. It is. And some of them they have 30 day trials, but they let you extend it forever. And so what we found is many customers want to try and end a month back up, so tying it to 15 days isn't enough time to look. I think the unique differentiator, what we did because we re mapped all our business systems is of Michael has a customer that he's brought into this trial. He's gonna be informed where they are in the trial. He's going to see they did a backup. So just because it is 45 days we've got all this communication flowing back to the partner, so they can immediately say, Hey, you've already done a backup. You done to restore What else do you need? And we absolutely certainly hope that Michael or someone else's serious can close it quicker. I don't >>know too many times. People with P O sees they download the code, and they immediately get pulled into something else. So now we have a checks and balances we can communicate with combo. We know where they are. If some stagnating, they've had it for a couple days, they've moved on to another project. They take a week's vacation, they can come back to it. We can. We can know that we can engage with them and say, Hey, can we help out in some way? >>And is this sorry? Starting with office 3 65 is that kind of door opener to employ servers PM's for metallic for those minions. >>So right now we have three offers. I didn't cover that, so we've got three separate offers, but they're all the same thing, but you can consume VM file sequel. You can buy that separately if you want to buy Officer 65 separately, you can or metallic and point back in recovery. So we have all three of those in the suite, and we do anticipate some customers will come in and buy one. We've seen some trial activity already since launch where there's customers trying two or three. So there's a lot of incentive for them to go with multiple products in this. All right, >>So Rob Com Bold already has its core product releasing on a 90 day cadence. But bring us inside. From a development standpoint, Metallica's now is. It's as product. How's that need to change your methodology? What? What can customers expect from kind of a release cadence and gives a little bit as to what you might expect kind of over next six months? Sure. >>So I have my own engineering team. Like I said, it's a start up. So we're doing using a Dev Dev ops agile approach. We have two week sprints, and so if there is something critical that we think, see, they're gonna be a differentiator, maybe add value to the partner experience on the business system aside, or make it just that much easier for the customer that much more secure. We absolutely have worked out how to bring fresh features in that don't disrupt our customers like all modern SAS products do. So it'll be a little bit different experience with the SAS product than, say, a perpetual product, because the touch that we have into the into the product ourselves. >>You know, when you talked about the customer experience a few minutes ago, Rob in terms of even the design of comfort ventures, we can't go toe any event. Whatever technology we're talking about, customer experiences table states right and and as customers, if you're you know, 90 consumer, what not you are a consumer in your regular life. And so there's all these expectations that come from. I could go on Amazon and get anything that I wanted in 16 hours in 24 hours, and then we go into by software as business folks. The same expectation presents the user experience. I'm glad that you brought that up. That's like I said, it's table stakes for any organizations. Make or break >>right. I think for us that was like most of our focus, and I think to your point, since they can kind of go anywhere now. Then go to Amazon, try something. Then they jump in. Go to Azure. We thought it was really important to connect with the partners because of partners with ones that have usually solve what, 5 to 10 different I your business problems. And so we thought it was a smart thing to not only do that quick trial, but really go to market 100% with partners because they're the ones that helped the customer kind of make sense of it. All people get in there, they get frustrated trying 10 different things. So we kind of wanted to have that balance with this sort off. >>Well, And what we love out of this, which is so unique in the industry, is if we have that relationship with them, we know where they're consuming data and storage in the cloud. And with combo with metallic, we can bring our own storage. That customer already has. But there's a lot of customers that don't have that yet. Maybe they just have office 3 65 They're dabbling and cloud. Make it easy. I can use their storage right away. So having both those options makes our value. Add your perfect, >>Rob. Maybe you call it be called SAS. Plus, Yes, up on the keynote. So in my mind, one of the beauties of sass is I don't want to worry about anything. You know, I care about my data on everything below that in the stack. You know, it's like, you know, ordering delivery pizza. You're taking care of everything. They're so snapping a copy onto my own data center stuff leveraging storage from AWS and azure. I understand you want flexibility and choice, but, you know, how do I get concerned that, you know, while you've just added a whole level of complexity that my customers shouldn't have to worry about >>Oh, that's that's a great question. S o its ass out of the box. So all the data, all the control plane in the cloud, the option to be SAS plus, what we found in talking and hearing from hundreds of people was and >>we thought >>they'd say the same thing you did, and there were a variety of them, the dead. But if some said, Hey, I've got a physics issue. I've got 200 terabytes on Prem. I like the simplicity of this or my companies Cloud Vendor A or a cloud vendor B. I don't like having a copy in that clown. I've already got my largest. Some people are buying us for a department. They've got the enterprise on one cloud vendor. So So Back, back rolling back out of the box ass sask plus there for those unique requirements. And that's why we talk about flexible in on the customers own terms. We don't force them all of the cloud if there's compliance or other needs. GDP are whatever they can go to that use case for that workload. That makes sense. >>So yeah. So the news yesterday, just Michael from you. What? Some of the feedback within some of the customers have been doing the trial. What are some of the things that you're hearing? It's already taking in and gleaning insights from how they're using it. >>Well, to be honest, what they found with some other SAS offerings was they were kind of pigeonholed into exactly what they offered and nothing more, nothing less and having the option of having ah ah transport method on Prem having your own cloud. All of these options, they were extremely happy to have they were like, we're no longer being forced yet. It was presented in a way that they don't feel overwhelmed with the different options. A CZ you're saying by default you have the storage one button check I enter in my credentials. Now I'm using my own storage. They make it very simple, works you through the entire thing. The Wizards, the way they have really simplified the program. I was really surprised from come up because I think the command center, the U I within within traditional combo did very good on simplifying things. And they took, like, How can you make it easier? And with you I for metallic is way. It really talks to the SAS customers >>where some of the expected business outcomes I'm thinking like lower TCO, you know, eliminated or lower storage hardware costs big improvements to like FT time. What are some of the things that you're expecting? Customers t claim. >>To be honest, I think the most exciting thing that I've heard for my customers is that they're able to doom or so they weren't backing up everything that they needed to back up because they didn't have time. They didn't have the expertise, and so now they're gonna be able to protect things they've never been able to do in the past, just because of those limitations, >>and hopefully be able to actually see the data and extract insights from that. >>And I think from the value perspective, what was already mentioned. If they already have infrastructure that they want a leverage, you don't have to go buy something else. A lot of the other offers in the market kind of make you buy. Assuming you want to go there. That's one the other one is. If you look at the market, there's a lot of point products out there, so they start using one. Maybe it's not metallic. That happens, and then it has a scale issue. Then they're buying something else. So I think having a portfolio that matches a lot of use cases versus just today for launching a point product, I wouldn't be so excited. But being ableto handle the most common workloads across the market, I think that's that's goodness for them from a complex in R A Y t o type perspective, >>exciting stuff, guys. Well, congratulations on the launch and the expansion of the markets the next year you gotta bring some metallic customers that we can really dig into it with them and see what's really going on. >>Yes, we're excited about that. >>Rob. Michael, thank you for joining me on >>the show >>today. We appreciate it. First. You minimum. I'm Lisa Martin. You're watching the Cube from coma. Go 19.