>> live from San Francisco. It's the Cube covering Google Cloud next nineteen, brought to you by Google Cloud and its ecosystem partners. >> Welcome back to San Francisco, everybody. We're here at the Mosconi Center. This is Day one of our three day coverage of Google next twenty nineteen, the second year the Cube has done Google. Next, Google's Big Cloud show, Thomas Curry and up on stage today, the newly minted head of Google Cloud. I'm Dave Volante and this is my co host student, and you're watching the Cube, the leader in live tech coverage. And we're here with Cy Mukundan, who was the director of product management at Cohesive deci. Great to see you again. Thanks for coming back in the queue. >> Thanks, Dave. Thanks. Too nice to be here. >> So if you could show it's hopping. Your clouds were all the action is. But let's talk a little bit about how he city you guys were on fire growing like crazy. What's the quick update on the city? >> Cool. Yeah, cohesive ahs you might have heard last year we had a big funding round way. Heard investment from Softbank. I know it's a result off that we just launched cohesively Japan s. So that's how we're going to market in Japan. So that's expanding our international presence, particularly in Asia. And then here, you know, not America. There's been a growing number off customer acquisition, and I would say, more importantly, repeat customers as well. You know, you you really realize that with enterprises, it's the repeat. Customers help you drive more adoption. That customer case studies on that again gets new customers, right? So that's what you're seeing and cohesive e >> big mega trends that are tail winds and opportunities for Kohi City and other other players in the space. Cloud, obviously, is one of those big ones that changed the way in which we develop applications changed the developer world. But also there's a desire to get Maura out of backups. I want to talk about you know, some of those trends. What is driving your business. What do you guys see? A CZ. The big trends. What's the premise? >> Yeah, So the premises data protection is no longer the insurance policy, so to speak that customers were thinking about they're really thinking about. What else can I do beyond just data protection? Right. So That's where the power ofthe cohesively platform comes in. In terms ofthe, once the data is there on platform, the ability to do other things. Stability to leverage it for tester for disaster recovery for analytics so recently. You know, sometime back we actually launched our APP store, both powered by applications that can know where Bill by Cho Hee City and then also in partnership. It's plunked on a couple of other renders where these APs are now running on the data set that has landed on cohesive. So customers are now truly realizing the vision that we had promised to them in terms of being able to do more with the data. >> So speed a cloud. You guys get hard news, so take us through that. >> Yeah, so today's an exciting day. We actually released our first SAS offering. It's caused. Could cohesively cloud backup service for Google Cloud Platform? So think of it as truly backup. A service broadly speaking, three things right? So it provides that enterprise grade data protection that customers are looking for in G. C. P. So you heard in the main stage today about Google warning to partner with another windows and This is one such partnership. There we provide backup and recovery for applications running on ***, so that's the first one enterprise grade. The second aspect ofthe the solution is the fact that it is truly scalable in nature, but at the same time provides that granular recovery capabilities when the customer needs that data back right on. The last one is really the ease off use and management, because when you're doing things in the cloud, customers are usedto ease off use in terms of consuming the service, right. So here it's integrated with Google both in the marketplace as well as in terms ofthe the building that they get. So everything is all integrated with G C. P. All >> right, so if so, we've talked to all the hybrid multi cloud shows, you know, Big virtual ization show in all three of the Big Cloud shows. What differentiates the SAS offering from what, what cohesive has been offering in the past? >> Yeah, I think so. Up until now, it's bean to major things that we have delivered for customers. One is the Khyber return videos that you guys have alluded to as well and then born in the Cloud Cloud native, their customers still sort of like Do it yourself, you know, deployed the platform from us and then perform all the day today infrastructure management and keep planning around it. This one truly is a different shade or game changer. In the sense start, it's truly backup as a service, so no longer there's a customer need to worry about the infrastructure management aspect ofthe things. They just go into the marketplace as easy as a few clicks, deploy the solution on. Then they're open running in terms ofthe being able to back up and recover. So it's it's really the SAS model. The fact that we're embracing sass on our customers are heading in the direction is what truly differentiates this particular off >> so sight. Why why Google? Let's just start there is to know what you're hearing from customers. Be back. How come this is the first *** offering? Your >> long I think two things right. One is there are enterprises wear hearing more and more enterprises adopting, you know, Google Cloud as well. So this was obviously driven by some customers Summerlee customers asking for such a solution, so that always helps make a business case Right on then. The second one is you heard in the keynote this morning about Google being truly open, winding toward more with partners. And this is the result of one such strategic partnerships a Google sort of collab collaborating with co history and working together to get the solution toe and customer. So >> you see them is more partner friendly. Can you discern the difference between Google and other partners Air, You know, I'm looking for Okay, I heard it on stage. I mean, they're doing so you know, actions speak louder than words, But a za partner, do you discern >> that? I think it resonates well with me for just based on our experience with the whole launch and everything. I'll give you a couple of instances right on. This relates to the fact that you know, Google's acknowledging that they're also learning along with customers, especially the enterprise customers. So we have a number of enterprise customers and knowledge of how to work with them. And to be honest, you know, some of the things on their marketplace and other things required a close collaboration between us. Not everything was there out of the box and Google was a very willing partner. Toe, listen, tow us and collaborate with us on. I make things happen on the second aspect ofthe it really comes down to also the gold market benefits that we're beginning to see as part of that partnership because it's one thing to build a solution. But then taking it to their in customers and our mutual customers is also a big aspect of the partnership. >> Okay, I gotta ask you size. So I hear a lot. I don't have to back up my data. It's in the cloud. Explain our audience. The difference between sort of that statement and what you know, backup recovery, a data protection, modern data protection is all about Why can't I just back it up in the cloud and Google take care of it? >> Yeah, I think not just Google, but with all the clouds. What? What they provide is availability right on the fact that data stays in no multiple regions. But it's essentially the same data set that replicated across different zones are regions a CZ, they call it. But at the end of the day, you know customers want to be able to go back to a certain point in time because there are several reasons for it. One is human errors, you know. That's probably the number one cause of why you know, they they need data protection. But besides that, there's a reason to do step on a certain version ofthe the data is there's a reason John anonymized the data. So a lot of reasons to just, you know, go for a data protection solution beyond what the Cloud Windows offer it offer themselves available. >> One of things we hear is in a hybrid and multi cloud world. I've got my data and a lot of places. So if I can have something that is agnostic tall, those locations that companies like cohesive have done, how does this new SAS offering fit into all of those other environments? If I'm already cohesive customers, they're going to be a similar look and feel. And am I gonna understand that you know what? What? What's the same? What's different? >> Yeah, so we have ah, Helios, which is our SAS management portal. So that's what customers used today. For all they're both on premise as well as crowd deployments on the way it works is it provides you that truly I know single pane of glass is sort of very abuse word, but it really provides us a single view into all your environments across raiders, different deployments off cohesively, whether it's at the edge of the data center or in the cloud. And so in the service, we leverage the same, you know, Helios Banishment portal, but in a much more simply fired format because you're you're taking some off the, you know, administrative aspect away from the customers and having to just provide them just this. The service Functional lady off. Just backup in >> recovery. What is the pricing model for the cloud Backup service is a capacity based usage base monthly. How's it work? >> S Oh, it's truly a consumption based, more like everything else that we're aware off in the clouds. So the way it's priced is it's based on the consumption consumption on the service, the city service, and here's where we provide that benefit back to the inn customer in terms ofthe great deal application and the storage efficiency benefits that we offer provide a lot, you know, lower capacity that actually lands on the service. A supposed to you know what, maybe running in your primary environment. So we provide that benefit back to the customer in terms ofthe charging them on a usage based on consumption based model, in this case, based on the capacity that's landed on the service. And so it's again, like I said earlier, it's integrated with the Google billing. So when a customer looks at their monthly Google infra infrastructure costs, it also includes an additional line item for the cohesively service. So the customer at the end of the day just has to deal with their gcpd. >> So it's a true cloud cloud pricing model, absolute, which is which I say that because much, if not most, of the SAS products that you purchase are not what I would consider to cloud model You'LL you know, make the annual commitment or a multi year commitment. And as the vast majority of the SAS says, the infrastructure guys, they think, got it right. >> You could scale only one way up. Yeah, >> that's good. All right, so I give you closing thoughts on on Google Next your your announcement of the future for the city. >> The one thing that excited me from the keynote this morning was was Antos. I mean, they talked about how that could be a single control plane, not just for G c p, but potentially across other clouds, clouds as well and and even on trim on. That's where I think there is more synergy. There's more partnership because we excel in the data center we excel in the cloud on. So I'm looking forward to this partnership with Google to extend cloud backup service beyond what we have released today. >> Still, what you call the motion for the cloud that powerful concept and we know what the motion did for virtual ization. And so we'll see what at those could do for cloud and cloud management. So thanks very much for coming back And >> thanks for hosting his guys. Really a pleasure to be here. >> Good to see again. All right, keep it right to everybody. He watched the Cube live from Google next twenty eighteen I'm dying day Volante was to minimum John Furry is also here. We'LL be right back after this short break from Mosconi

>> 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)

>> Announcer: Live, from the Moscone Center, it's theCUBE covering AWS Summit San Francisco 2018. Brought to you by Amazon Web Services. (electronic music) >> Welcome back to theCUBE's coverage of AWS Summit here in San Francisco. I'm Stu Miniman, happy to welcome to the program a first time guest, Sai Mukundan, who's in product management at Cohesity, excuse me, Sai, thanks so much for joining us. >> Thanks, Stu, lovely to be here at AWS Summit. >> Okay, tell us a little bit about your background and really, what led you to come to Cohesity? >> Sure, so as you know, Cohesity is one of the private VC funded companies in the Bay Area. I was actually in Microsoft Azure prior to Cohesity. >> Can't mention Azure here, we're at the AWS event, Sai. >> It's okay, I mean, that's where I was, right? >> So, I've been in storage domain, in the industry for some time, prior to that at Veritas. Being in product management for a number of years, and I think what drew me to Cohesity was really two things, right. One is the fact that it was led by, it's led by Mohit Aron, one of the pioneers when it comes to distributed systems and building and scaling companies. And then, the second thing is to really be part of something where you can make a big difference in industry. I mean, you are making a sea change in the storage domain, of all things, to become hard again. And so to be part of that change was really what drew me to Cohesity. >> Yeah, (mumble), you talk about storage in Cloud. You know, when you think back, it's like, remember, Cloud was going to be simple, it's just this wonderful thing. We just turn it on, I don't have to worry about things like, definitely don't have to worry about storage. You know, they'll take care of all my security, your backup goes away, I don't have to worry about any of the things anymore. Oh, wait, maybe we do need to worry about those things, right? >> Yeah, absolutely, absolutely. So, what we see from customers is, a lot of them really want to adopt the Cloud and have been adopting it in their own way, right? But what they're faced with is, really, broadly, I would say from a storage perspective, three different challenges. One is the fact that they have, they continue to have their on-premises and now they're looking to leverage the Cloud, so that's number one in terms of how can I make it very seamless without any point products or point solutions. The second is, from a Cohesity perspective, we are really focused on what we call a secondary storage. Things that are outside what we call the primary, which is not your mission critical, high IOPS, low latency applications, but things like backup, test, dev, DR, right? And so, there's a lot of silos in there. So, how do I adopt the Cloud, at the same time reduce the silo infrastructure? And the third one is really around ease of use and management and simplicity around it. So that's really where the complexity comes in and Cohesity is trying to address that. >> Okay, Sai, when I look, some of the marketing material from Cohesity, I heard the term, it was hyper-converged, secondary storage. Isn't that some box that lives in my data center? How does that fit into, kind of, the Cloud discussion that we're having today? >> Yeah, so let me clarify that myth a little bit, right. So, in the data center, yeah, you have a lot of boxes, right. But, from Cohesity, the way we like to think about our solutions is it's completely software defined, right. Software defined, API-driven approach to doing things. So let me, kind of, set you up with what the challenge is from a customer standpoint. So when you have secondary storage, or the element of backup and test, dev, and DR. What customers typically have is a combination of media servers, massive servers, talking to storage, tape, and then Cloud becomes an afterthought. You typically have some kind of a Cloud gateway, talking to various different public Clouds, right. So you can see how this environment is pretty complicated in the fact you have different point products. So very scattered and inefficient. The second thing, from an inefficiency standpoint, is the fact that there is the same copy of data maintained across many different systems. And then, now, when you think about the Cloud, you're now trying to manage the on-premise with the Cloud, right, and managing it in two different environments is not very easy. That's the problem space and then with Cohesity, what we are trying to do is, we have what we call The Data Platform, again that's the software-defined aspect of it, which can run on hardware that we provide. Or it can run on hardware that the customers bring to the table. So, again that's where the software-defined nature comes in. And the same software, we call it the Cloud Edition can run on AWS or any of the other public Clouds as well. >> Okay, so paint a picture for me. Is the data center kind of the primary piece and the Cloud, is it kind of a back up archive, things like that? Or are they equal and they live, or there's some customers, can I just have Cohesity software only in public Clouds, or does there need to be some data center component of this? >> It's really all of the above, in the sense that we have customers who think of it, think of a hybrid approach to doing things. So they have their on-premises and the Cloud as well, right. And, in the hybrid approach, they're typically trying to do two things. One is, leverage just the storage in the Cloud as an extension of their on-premise, wherein you can archive the data for long-term retention or for tiering. And then the second use case is really around test, dev, and disaster recovery in the Cloud. Then we have a second set of customers which are born in the Cloud, Cloud only, right. And that's where our Cloud Edition product, the software-defined nature of it helps them run in the Cloud and so all the same main points. We don't want any silos now existing in the Cloud, right. And then, there is a third category wherein they are predominantly on-prem today, but heavily looking to leverage the Cloud, and Cohesity is that data continuum, so to speak, in terms of a single platform, a single fabric, that can manage both on-premise, as well as the Cloud environment. >> Great, so I heard, Cloud Edition, I could be only in The Cloud and can work with Cohesity. >> Absolutely. >> When I look at customers, you know, it's typically heterogy as an environment. It's great if I've got some brand new, born in the Cloud there, but most customers, they've got a heterogeneous environment, which means, I've got multiple different storage types in my data center. I'm probably using multiple Cloud services, and we'd think that'd be a good position for Cohesity, to be that secondary storage layer, to help manage all of that, no matter what we are. Am I getting that right? >> Yeah, absolutely. I would say, the more fragmentation, or the more point solutions a customer is using today, the greater the benefit they can realize from Cohesity. 'Cause we are really bringing all of that together, right. So, you mention storage, storage is a big part of it. But, you also see a lot of customers looking toward up more compute as well in The Cloud, right. That's where the likes of Amazon EC2 and The EBS really comes in to play as well, right. And in that case, really, the use cases are test, dev, disaster recovery, and then the fact that they can do more with the data, right? One of the other things that our platform offers is the ability to do analytics on it. The ability to find insights, as Mohit likes to call it, it's dark data today, but we can shed some light on it. So that's really where the direction is where we are headed in terms of innovation and where Cohesity is headed as a company. >> Sai, what do you find from customers? Are they aware of the challenge that they have in the Cloud? I think, in the data center, it's kind of well known that I need to be able to deal with these. Are there customers that are just unaware that they've got some of these challenges or falling into pitfalls and losing data or having issues that they then have to deal with? >> I would say there are two sets of customers in that space. One is the customer who is really wary about things, who's really security conscious, who's kind of just dabbling with The Cloud, maybe, here and there, but really conscious about adopting it on a broader perspective. Just because they're really concerned about whether it's PII information, or any other security aspects, right. So, for them, having a solution that spans both on-premise and the Cloud really is a great stepping stone, so to speak, in terms of now I can confidently move the data to the Cloud. It's encrypted both at rest and in flight, and I can continue to use the same solution in both cases. We have a second set of customers, I would say, who are more, have been more bullish about the Cloud in general. But now they are taking a step back and saying, hey, wait a minute, I'm continuing to face some of these same challenges that existed on-premise in the past, right. It's siloed again, I have various different storage. We have S3, EBS, you have potentially other things, And then, I'm running into the same pitfalls. So how can I take a step back, take a more holistic approach and solve the problem? So, again, they're with the software-defined nature of our solution really appeals to them because we come in and we can solve some of those problems as well. They then face the same sort of problems in the Cloud world as they did on-prem world and now they can say hey, let me look at Cohesity as a solution that can get me there. >> All right, you brought up PII, so I have to ask the big question that's in everybody's mind lately, what about GDPR? AWS said this morning, all their services, fully ready, 100%, how does this impact Cohesity and your customers? >> So, GDPR is a big thing for us and our customers and prospects, as well. So we are actively working on getting GDPR compliant. Today, our platform is FIPS compliant, so that's already a big stepping stone to getting there. So we look at GDPR in one of, in two ways again, right. One is the the solution that we provide to our customers, The Data Platform and The Data Protector, as we call it, being GDPR compliant. Meaning, the data that lands on that system, the ability to delete the data, the ability to say who has access to the data, road-based access, things like that. The second aspect is our support and the fact that we have access to a lot of customer information ourselves, right. The fact that we can look at their systems and make sure that everything that we do internally is also GDPR compliant, so that the customers and our support systems and our salesforce database is all GDPR as well. So both those elements come in to play and we are actively working on all of them. >> Well, I wouldn't expect that you'd be looking at the customers' data. (Stu chuckles) >> Well, when I say customers' information, what I mean is the fact that when we access their platform, let's say they file a support ticket. The fact that now we can access their platform, debug their systems, look at the logs and alerts. It's equally important to be compliant there as well, from a GDPR stand point. >> Totally understand, I just wanted to make sure there wasn't any ambiguity there. Great, Sai, I want to give you the final word. We look forward to 2018, what can we be looking for from Cohesity as a regards to the Cloud Marketplace? >> Yeah, I think a couple of things there. One thing that you will hear more about is Cohesity and Cloud. We are actively, we have been working on The Cloud elements, both from a storage perspective and a computer perspective. But looking here, I would say more on what we can do with Cloud Edition, especially with the fact that there are more Cloud native, born in the Cloud applications and providing the same data protection and platform abilities in the Cloud, that is number one. And then the second aspect, I would say, is continued reinforcement of our hybrid message. The fact that we can solve this pain point for our customers in the on-prem world and the Cloud world. Really, from a scalable standpoint, from an API different standpoint, and the ease of use in management. Those three themes are something that you will continue to hear from Cohesity. >> All right, Sai Mukundan with Cohesity, thanks so much for bringing us the update. We'll be back with lots more coverage here from AWS Summit San Francisco, I'm Stu Miniman, you're watching theCUBE. (electronic music)