>> Live from Las Vegas. It's theCUBE. Covering VM World 2018. Brought to you by VMware and Adziko System partners. >> Welcome back to the Mandalay Bay everybody in Las Vegas. My name is Dave Vellante, I'm here with David Floyer. This is day three of our wall to wall coverage of VMworld 2018. We've got two sets here in the VM Village. 94 guests this week. It's a record for the CUBE. Thanks so much for watching. I've been in this business as long as Pat Gelsinger and ever since I've been in this business people have said, "oh infrastructure's dying", and you know what, storage is the gift that keeps on giving. And I just, we love the conversations. Guys from Infinidat are here. Jacob Broido is the Chief Product Officer and Neville Yates is the Senior Director of Data Protection Solutions at Infinidat. Gentlemen, welcome to theCUBE. Happy VMworld 2018. >> Thank you >> Thank you >> All right Jacob, I'm going to start with you. >> Okay. >> So we have seen Infinidat come in. You're basically competing with all flash arrays, you're faster than Flash, and that's your sort of tag line. So you have this system designed for primary storage and then all of a sudden, you know last summer, around last summer, maybe it was the fall. We see you guys entering the data protection market with essentially the same architecture. How is it that you can take a system that's designed for primary storage faster than Flash, and then point it at data protection. Help us understand. >> That's a great question. So, it all starts with the fact that we designed our system to work with mixed workloads. And primary storage being our first keypoint, but the design and architecture supposed to work with any type of workload. And what we started seeing in the field is that our customers first displaced a lot of incumbent primary storage on us. And then we started seeing them putting backup workloads as well, and data protection workloads on our systems as well, and coming back and saying that this works amazingly led to more of that. This basically led us to a point of expanding on that strategy and introducing additional products and services. The key point for us in this was that it was remarkably easy for us to introduce additional capabilities because of the solid technical and architectural foundation. We're very fast. Our financial model enables us to do and go after the data protection market efficiently, and we're seeing this in the field. >> So Neville help us, paint a picture for us. You've got a long history in the data protection market. You were involved in disrupting tape, you've been a consultant in this space working with customers. What's the market sort of look like, the sort of available market for you guys? >> So when Jacob refers to the expansion into data protection, we took this technology as Jacob describes the InfiniBox, and we didn't just expand in one direction. We expanded in two directions, multi-direct, with the introduction of of InfiniSync, which is a means by which critical applications can enable a recovery point of zero, Jacob will go into more details on that. And then at the other end of the spectrum, we deliver a deploying InfiniGuard. Based on the same technology that Jacob described as the core, we're now able to be the target of factual re-enter, the typical grandfather/father/son, every 24-hours you do a backup, you do an incremental. And with deduplication as a front end to the core storage, now we've got a coverage across a data protection spectrum that nobody else can match. Recovery point of zero, leveraging replication technologies that Jacob will expand upon in a minute, Snap technology internal to InfiniBox, integrated with backup applications such as the dash-board management is all consistent, and then further down the spectrum, the InfiniGuard itself, dealing with the traditional kind of data protection schemes. A complete spectrum coverage. Nobody else can deliver it. Built on that technology core to the InfinityBox storage itself. >> So you got the full pyramid covered with the same fundamental architecture. But Jacob, you can't just throw the Box at data protection, you have to bring in other features, you got to be best of breed. So maybe you can talk a little bit about, double-click on some of those. >> Sure. So it all starts with kind of base foundation for our data protection that is InfiniSnaps. It's our snapshot core engine which from day one, we designed to work at multi-petabyte scale, and for us what that means is that you need to support hundred-thousands of snapshots and up to multiple millions. That's by design how we designed the system. But not only that, you have to have zero impact on performance. If you look at our systems in the field, our customers are doing thousands of snapshots per day. Some are doing tens of thousands or more per day with no performance impact, that's not even measurable on any of their performance graphs. This is the foundational technology on which we have built our forward looking additional data protection technologies. So, if we look upper in the pyramid of overall solutions for data protection, after that we introduce our asynchronous replication which is based on that snapshot technology for us. The reason we had such an efficient and groundbreaking snapshot technology, enables us to do the lowest RPO protection for async replication when comparing to any storage product on the market. We're talking about four seconds RPO, and this is something that no other vendor was able to do, because snapshots break at that pace. It's very hard to create and delete snapshots at scale at a such a short interval. >> Without performance degradation. >> Exactly, exactly. We were able to do this. And this is kind of one example of how our early days architectural planning and investment in our product architecture pays off year after year with every new feature. That's why it seems easy for now when we release features quickly, because we have such a solid technical foundation. >> One of the things that I was really fascinated by, was your purchase of Axxana. And how have you been able to use that to get this RTO zero, that you're claiming on that? I mean if you look at the marketplace at the moment, it seems to be that the storage vendors in general are owning this whole space of RTO, lower-RTO's, et cetera. >> That's a great question, but before we get into details about that I want to cover a kind of foundational technology for that, that enabled us to do this. And that is our synchronous replication within InfiniBox already. Which is also built on top of our async, which in turn, built on top of our snapshots. With our synchronous replication within InfiniBox, we're delivering the lowest possible latency for sync replication today. Just to give you an example of how low and how efficient that is, systems that are running synchronous replication on top of InfiniBox are having lower latency than a single all-flash array writing locally. Just imagine what it means. We're able to do the round trip right to another array, and complete the whole work faster than you'll have an all-flash array, a typical all-flash array doing. Now that foundational technology also is a key part of our InfiniSync implementation. Because what we did, we took a great product which comes from Axxana, which is the hardened black box, capable of withstanding any type of disaster, fire, floods, earthquake, whatever. And we essentially integrated it very closely with InfiniBox sync replication, where we're writing this very efficient low-latency sync operations to our InfiniSync appliance, and essentially enabling RPO zero over in the distance. So if you look at it from the heart things perspective which is the data path, we had existing capability, which is our sync replication within the array. We just had to integrate it with another great product, Axxana, and that essentially was more than anything an integration work rather than from scratch development. Because again, this is part of our philosophy, we plan ahead as far a our product, road map, and strategy, and when you lay out the foundation early on, you get to the point where some things look easy, because they were pre-made and prepared early on. >> So that's the tip of the pyramid. For those mission critical applications where you need RPO zero, you've now enabled customers to do that for much lower cost than let's say for instance, the three site data center. >> Yep. >> What about the sort of fat middle, Neville, of data protection, I think you guys call it InfiniGuard. Right? That's kind of your solution there. >> So InfiniGuard simply is InfiniBox storage, with all of it's resiliency and performance, and algorithms that outperform typical arrays, and in front of that we've integrated deduplication engines. These deduplication engines present themselves as targets to the traditional backup ecosystem, receive data, de-duplicate it, and use the resources of InfiniBox storage integrated into the InfiniGuard. And, it's been received well, because its ability to deliver aggressive recovery time objectives, because of its performance in terms of resource speeds. The traditional systems that have been designed ten or fifteen years ago were okay at doing backups, they were purposely built for backup processes. They suffer greatly as a byproduct of the process of deduplication, and the IO profile that that generates. InfiniGuard breaks through that, because of its performance in the underlying storage, in order to drive RTO's, for the recovery of those files that are under the 24-hour sort of data protection cycle. And the customers are receiving it well. They are amazed at the performance, the reliability, and the simplicity within which that fits into the existing ecosystem. So it completes. InfiniSync, InfiniGuard, with InfiniBox at the core in the middle. >> And so you partner with the backup software vendors. >> Of course. >> You're not writing your own backup software, right? >> No no no. So integration, Veeam, the ConVals, the Veritas OST's, et cetera. A little further integration when it comes to InfiniBox Snap technology. That is integrated into backup applications such as ConVal or Veeam. Specifically, you can use their dashboard and their scheduling scheme to trigger the snap that then is taken care of in InfiniBox. So, it's quite a comprehensive deliverable against the whole data protection paradigm. >> And have you made a cloud of that now? With your new service? >> Not yet, but as Jacob said, there's the vision, we are always building strategically, slightly ahead of the curve. So you can imagine that that's not lost on the radar screen. >> Right. >> I see this as a return on asset play. In other words, I've got the architecture, I've got my processes and procedures in place, I don't have to go out and buy a purpose built appliance for data protection now, I can use the asset that's on my floor, that people are trained on, what are your thoughts? >> Absolutely, it seems to me that you have, uh simplified tremendously, all of those previous steps, that took one to another to another, and put them all in the same box, and used the same technologies, to achieve much better end to end results. I think it's excellent. >> You're absolutely correct, and it's deliverable in a timely fashion, because the foundation is so strong. The investment that we made from day one, to make sure that that storage architecture was able to deliver the storage services at the right cost point, at the right resiliency, at the right performance levels, is the means by which we're able to accomplish that. No one else can do it. >> And there's another arc to this story. That we're constantly, we're continually investing into that foundation. Every, our customers, the one unique thing that they experience with us, is that their systems get better every time, every release that we have, every month they get better. Not only on performance, which is obvious, in that our systems are improving all the time. >> As opposed to the normal expectation is that >> Yes. >> as you fill it up it gets worse. >> Yeah. We are actually delivering the opposite. Our customers that are buying the system today, know that, the ones that experienced InfiniBox, know that it will become better over time. And that expands the whole spectrum. It's performance, it's reliability, but it also futures it. All of the things that we discussed here, were delivered free of charge through our software upgrade to our existing InfiniBox customers. And, without disclosing something specific looking forward, there are many more things in that area coming up pretty soon from us. >> Very innovative. You guys always solve problems differently, cutting against the conventional wisdom. You see, VMworld, a lot of glam. A lot of big market. And you guys, I was at your customer dinner the other night. A lot of happy customers. A very intimate event. And a lot of good belly to belly conversations. So congratulations. Final thoughts from each of you on VMworld 2018, the future of Infinidat, anything you want to share with us? Go ahead, Neville. >> Good show, the clients, the prospects that I've spoken to here, they get to open their minds in terms of our solution-offering, and it's generated a lot of interest, and it's going to be a good remainder of the year and a good 2019. >> Great, Jacob, final words from you. >> I agree as well. And we're, I'm seeing customers that are actually reaching out to new prospects for us, and telling the story of Infinidat, and that's catching on. And it's great to see that. >> Jacob, Neville, thanks very much for coming to theCUBE. Bringing you all the action from VMworld 2018, I'm Dave Vellante, for David Floyer. You're watching theCUBE, and we'll be right back after this short break. (light electronic music)

(upbeat music) Thanks Dave, I'm Peter Burris and I'm here in our Palo Alto The Cube Studios, and I'm being joined here by Bob Cancilla, who is the executive vice president of business development and relationships. And Neville Yates, who is a business continuity consultant. Gentlemen, thank you very much for being here in The Cube with us. >> Neville: Thank you. >> Bob: Thanks Peter, nice to be here. >> So there is a lot of conversation about digital business and the role that data plays in it. Now from our perspective, we have a relatively simple way of thinking about these things, and we think that the difference between business and digital business is the role the data plays in the digital business. A business gets more digital as it uses its data differently, specifically its data assets. Which means that the thinking inside business has to change, from data protection or asset or server protection, or network protection to truly digital business protection; what do you guys think? >> Bob: Sure, we're seeing the same thing as you are saying there, Peter. In fact, our customers have asked us, to spread our influence in their data protection. We have been evaluating ways to expand our business, to expand our influence in the industry. And they came back and told us, if they wanted to help them the best way that we can help them, is to go on and take on the high-end backup and recovery solutions, where there really is one major player in the market today. Effectively, a monopoly. Our customers words, not our own. At the same time, our product management team was looking into ways of expanding our influence, as well. And they strongly believed and convinced me, convinced us; our leadership team with inside Infinidat, to enter into the secondary storage market. And it was very clear that we could build upon the foundation, the pillars of what we've done on the primary storage side and the innovations that we brought to the market there. You know, things around multiple petabyte scale with incredible density, faster than flash performance. The extreme ease of use and lowering the total cost of operation at the enterprise client. >> So, I want to turn that into some numbers. We've done some research, Neville; here at Wikibon. That suggests that a typical Fortune 1000 company because of brittle and complex restore processes, specifically, too many cooks involved, a focus on not the data but on devices, means that there is a lot of failure that happens especially during restore processes and that cost again, a typical Fortune 1000 company 1.25+ billion dollars revenue over a 4 year period. What do you say, as you think about business continuity for some of these emerging and evolving companies? >> That translates into time is money. And if you need to recover data in support of revenue generating operations and applications, you've got to have that data come back to be productively usable. What we do with InfiniGuard is ensure that those recovery time objectives are met in support of that business application. And it is the leveraging of the pillars that Bob talked about in terms of the performance. The way that we are unbelievable custodians of data and then we are able to deliver that data back faster than what people expect. They're used today to mediocrity. It takes too long. I was with a customer 2 weeks ago. We were backing up a 3 terabyte database. This is not a big a amount of data, it takes about half an hour. We were saying let's do a restore, and the gentleman looked at me and said, "we don't have time." I said, "No, it's a thirty minute process." This person expected it to take 5 and 6 hours. Add that up in terms of dollars per hour, what it means to that revenue generating application and that's where those numbers come from. >> Peter: Yes, especially if it fails because of as you said, Bob; the lack of ease of use and a lack of simplicity. So we're here to talk about something. What is it that we're talking about and how does it work? >> Bob: Yeah, let me tell you. I'll cover the what it is, I'll let Neville get into a little bit on how it works. So the what it is, we built it off the building block of our InfiniBox technology. We started with our model F4260, a 1 petabyte usable configuration. We integrated in stateless d-duplication engines, what we call D.D.E.'s, and a high availability topology, that effectively protects up to 20 petabytes of data. We combine that with a vast certification and openness of independent software vendors in the data protection space. We want to encourage openness and an open ecosystem, we don't want to lock any customer out of their preferred software solution in that space. And you can see that with the recent announcements that we've made about expanding our partnerships in this space, specifically Commvault and V. >> Well, very importantly the idea of partnership and simplicity and ease of use, you want your box, the InfiniGuard, to be as high-quality and as productive as possible, but you don't want to force a dramatic change in how an organization works. So let's dig in to some of that, Neville. How does this work in practice? >> It's very simple. We have these d-duplication engines that front-end the InfiniBox storage. But what is unique, because there's other ways of packaging this sort of thing. But what is unique is when the InfiniGuard gets the data, it builds knowledge of relationships of that data. D-duplication is a challenge for secondary storage systems. Because it is a random I/O profile that has to be gathered in a fashion, to sequentially feed this data back. Our knowledge-building engine, which we call Neurocache in the InfiniBox, is the means by which we understand how to gather this data in a timely fashion. >> Peter: So Neurocache helps you essentially sustain some degree of organization of the data, within the box. >> Absolutely. And as a byproduct of that organization that the ability to go and get it ahead of the ask allows us to respond to meet recovery time objections. >> Peter: And that's the way you go from 5 to 6 hours for relatively small restores to -- >> Neville: 30 minutes. >> Exactly. So by feeding the data back out to the system in an organized, pre-organized way the system is taking care of a lot of the randomness and therefore the time, necessary to perform a restore. >> Exactly, and other systems don't have that capability. And so they are 6 hours. >> So we're talking about the difference between 30 minutes and 6 hours, but I also want to very quickly, Bob; ask you a question in the last couple of minutes here. You mentioned partnerships. We also want to make sure that we have a time-to-value equation, that works for your average business. Because the box can work with a lot of different software that really is where the operations activities are defined, presumably it comes in pretty quickly and it delivers value pretty quickly. Have I got that right? >> Bob: Absolutely. So you know, we have done a vast amount of testing. Certification, demos, POCs, you name it. With all the major players out there, that are in this market, on the backup software side, the data protection side of the business. All of them have commented about the better business continuity solution that we've put together. In conjunction with their product as well. And the number 1 feedback that comes back is, "Wow, the restore times that you guys deliver to the market are unlike anything we've seen before." >> Peter: So to summarize it: It goes in faster. It works faster and it scales better, so that the business truly can think of itself of being protected, not just sets of data. >> Absolutely. >> Agreed. >> Alright. Bob Cancilla, EVP of business development and partnerships. Neville Yates, business continuity consultant. Thanks very much for being on The Cube. We'll be right back to talk multi-cloud after the short break. (upbeat outro music)

(upbeat music) >> Hi everybody, welcome back to London. I'm Dave Vellante and you're watching theCUBE. We go out to the events, we extract the signal from the noise and we've been following AWS generally and the public sector specifically for a number of years now. We've seen the ascendancy of an expansion of public sector. We've covered the career of Teresa Carlson, and we're here in London ahead of AWS Summit London. There's a pre-day here, there's a number of public sector companies, there's a focus on healthcare. Kieron James is here, he's the founder of Wonderful.org. Wonderful.org is a fundraising vehicle, it's a really setup platform essentially for self-service. Kieron, welcome to theCUBE, thanks for coming up. >> Hello. >> So, tell me about Wonderful, why you started this organization? >> Wonderful was kicked off when I got to my 50th birthday, essentially, it's a way to give back. I've been involved in the tech sector for many years and we were sitting on quite a lot of infrastructure. We thought we had some spec paucity as well and we thought what we can do with the resource, human and physical, in terms of giving something back to charities. So, one of the things that looked like a great opportunity was to setup a completely fee-free fundraising platform. And essentially, that's what we kicked off with a brief of concept in 2016. >> So, fee-free meaning I can come in, I can setup my own fundraising vehicle so all the money goes to the recipients. >> A 100%, we have no charges whatsoever to charities, to donors, to fundraisers. And essentially, all the card processing fees as well are covered, and through the generosity of AWS and its NPO program, we've been able to also cover things like hosting as well which has been phenomenal for us, 'cause it really does enable us to give every single penny to charity. >> So, how do you fund your staff? >> The staff currently on our model going forward, if it's one that we continue, if we can continue to support is through secondment. So, we seconded our technical resource from my day job which is essentially running a telecoms business, and those guys are incredibly generous with their time. So, evenings and weekends have been devoted to setting up and maintaining the platform. We've called in favors from people we have networked with over the years. So again, when we moved beyond proof of concept into the current website now, the current build, we were able to get that done with some cost but albeit, a fraction of what we would've paid commercially. And essentially as we move forward, we want the whole concept to Wonderful.org to be something much bigger than just the organization. It's a vehicle for commercial organizations to do good. >> So, lots of in-kind contributions, lots of your time obviously so, when did you start the organization? >> 2016 and essentially, we went through what I describe as a proof of concept. We set three broad milestones, one was the first 100 charities onboard, first 100,000 pounds of a revenue or charity not really revenue but charity donations through the website. And we launched our first Wonderful week where we brought some sports celebrities including Phil Neville, now the manager of the England women's football team. He came on board to do some charity work for us with his family. Once we passed through those three milestones, it was then a case of saying, okay we've achieved all of these now, let's push the button and actually do this properly in inverted commas, and that's when we looked at hosting the thing properly, looked at the commercial build and so on. >> So that those milestones were really the prove the concept. >> Yeah. >> But they're pretty substantial milestone, >> Sure. >> And you hit them pretty fast though. >> We did hit them fast but again to give you some context on that, the first 100,000 through the website probably took us I would guess between 12 and 14 months. In the last 28 days, we've processed about a quarter of a million pounds through the website. So, the growth's been phenomenal and the appetite from the charities is enormous. What's particularly interesting about our sector is that whilst the lot of the events that take place like the London Marathon and so on, are very predictable, we know exactly the date and time that people are gonna be donating. Clearly, you get events that are completely unpredictable. We've gotta be able to respond and be available for donors to give when those kinds of things happen. >> Okay so, this leads me to the conversation about your infrastructure and obviously the Cloud. When you started the organization, you had your own owned premises infrastructure, correct? >> Correct. >> So take us through what that looked like and your decision to move to the Cloud. >> Expensive, disjointed, very complex. So, we were running essentially a full stock on a number of servers that were hosted independently. Co-location was expensive, maintenance was expensive, even things like getting to site were expensive, and if the rare occasions when you do have to do that in a hurry it can be quite time-consuming, particularly as I say given our profile where these guys are really doing it for love not money. So, it became apparent to us, I think learning from some scenarios that we've seen in the real world with other platforms as well when even the predictable events had still created some concerns for some of the charities in terms of availability. So, we've took a long hard look at what we had and said, are we scalable, are we fully available? Probably not, we need to look at this in some detail now. So, that was when we completely re-architected the website and looked at AWS. >> So, it was not only a matter of say scaling up for high demand and unpredictability but you had a fragile infrastructure. >> We did. >> And essentially, (chuckles) you're volunteers trying to keep it together. >> Exactly. >> So that's not a good formula for high availability, right? >> No, absolutely not. >> So, how does that change with the Cloud? >> With the Cloud, I think what we've got now is we've got a really good view of everything. We've got a view of the whole of our infrastructure in one place, so it gives our operations director a lot more peace of mind 'cause he can see all of the resources at his disposal. I think in terms of security, it's far far better for us as well, because we can manage access to various components, available US, depending on who needs access. So, our web developers are currently remote, they're not formally part of the organization. So, we can strict access to things that we don't want 'em to have access and so on and give them full access where it's required. So, I think that's been a lot of peace of mind for the operations director. And just having that confidence in clearly a brand that's got a huge reputation and people feel immensely confident about seeing. So, for us being to put the AWS badge on the website to reinforce to our users, to our donors that we're here, we're solid, we're stable, we're not going anywhere, it's really really important. >> Anyway, you said upfront that Adobe has some skin in the game, they're providing some services, >> They are. >> Some contributions. >> Yeah. >> So, that's gotta be pretty substantial. >> Massive. >> For you guys, yeah. >> Absolutely massive. I mean in all honesty, it's second only to card processing which is a significant cost of doing our business and one which is paid for by our other corporate sponsors. It's our second biggest cost without a doubt or would be if it were a cost but mercifully, AWS has come to the rescue and we're able to do what we're doing now. >> So corporate sponsors, give a little commercial, how does that work? >> Well essentially, our biggest corporate sponsor, our main partner at the moment is The Co Operative Bank and they have underwritten all of our card processing fees for the duration of that partnership. The big caveat with that is that we don't know what they will be and whilst we can provide some forecast based on empirical evidence, worst case scenario, there's another tragedy, people reach for their wallets and give, and suddenly that can go through the roof in the course of a couple of weeks. So, the difficulty in bringing corporate sponsors on for us is just that kind of unpredictability of the sector that we're operating in, but they've been tremendous. >> That's amazing right? >> Yeah. >> 'cause I could say that's a big junk of your cost >> For sure. >> Along with your infrastructure but, I'm fascinated by this organization and just wanna congratulate you on the mission and actually getting it off the ground because we all when we give to a charity, we always ask okay, what are the administrative cost behind this? You go to the website and you look it up and sometimes you just don't feel comfortable, and so what you've done is actually just eliminated that overhead. >> Completely. >> And where do you see this going? I mean you've got like 15 hundred registered charities now. >> Yes, yeah we're up to 15 hundred, again we've had a couple of fairly major events we were endorsed by the Money Saving Expert at number one but how could they not put us at number one. (they both laugh) Would've been very odd if they hadn't, given that we're the only completely fee-free platform. That clearly creates the demand and I think that endorsement was a huge catalyst to the growth. More recently, we've seen other things, BT MyDonate actually pulled out of this sector which has caused a lot of charities to migrate to our platform as well. In terms of where we see it going, we will need to continue to raise money from corporate sponsors to support it. But, there is a real step game in that, we have to manage that growth to meet their expectations as best as we can. But equally, new corporate sponsors coming onboard will want to see that we've got enough eyeballs to make it worth their while getting behind the organization. So, it's that constant game of trying to bring on the next round of funding and getting people through. >> How global do you see this getting? How is it today and in the future? >> Conceptually, there's no reason at all why this shouldn't be a global phenomenon but, we're now very concentrated on the UK, just because of our resource and we do get requests all of the time for international charities, for international fundraisers and so on, but we've gotta be realistic about what we can support. But going back to the point that I made earlier, it really isn't about Wonderful.org, it's about just corporations, fundraisers, charities, donors, we see all of the last three being wonderful all of the time by the nature of what they do, we're just trying to get more corporations to be as wonderful as, sounds terribly sick and fancy, but as AWS has been in supporting what we're doing, it's that sense of what we're trying to achieve here goes beyond one organization. >> Well, and the Cloud allows you to scale potentially to the extent that you can get the resource. There's no reason you can't go global. >> No. >> I'm gonna check it out and see even for a little local charity, can I (he chuckles), >> Absolutely. >> Can I participate, what does that involve? Do you have to have some minimum threshold or? >> No? >> No, anybody can-- >> Anybody, but you need to be a registered UK charity with one of the UK registrars. Beyond that, we go through a little bit of due diligence with the charity, so we will need to see some documentation. So, there's a little manual step in onboarding charities, but for all the right reasons, we wanna be diligent about the people using the platform to give the fundraisers the confidence that they're donating to a charity. So, we don't do any peer-to-peer fundraising, it is literally you'll register as a charity and the fundraisers can support your charity, often led by the fundraisers rather than the charities, interestingly, so the fundraisers will be saying to the charities, why are you not on this platform which gives you everything and you're already on this platform which doesn't. So, there's quite a lot of pressure now coming from the fundraisers to pull the charities in. >> So, there's a lot of word-of-mouth, a lot of peer-to-peer. >> Absolutely. >> Right, you don't really have the funding. >> There is no. >> The budget to go market. >> Not at all. >> Yeah, that's remote. >> Absolutely not. >> Well, hopefully this will help. >> Thank you very much. >> Thanks so much for coming to theCUBE, really appreciate your time. >> Thank you. >> Alright, thank you for watching everybody. This is Dave Vellante, you're watching theCUBE. We'll be back right after this short break from AWS HQ in London, right back. (upbeat music)

(upbeat music) >> Announcer: Live from New Orleans, Louisiana it's the Cube. Covering .NEXT conference 2018. Brought to you by Newtanix. >> Welcome back to the cube. We're here in New Orleans, Louisiana. If you didn't hear, in our opening into we had some sounds of the city, and have a different interview than our usual technology talk here. Happy to welcome to the program Robert Mercurio, who's the bassist for the band Galactic. New Orleans based. Was one of the performers here last night. We we're right over at Mari Gras World next door. Thank you so much for joining us. >> Yeah, thanks for having me. >> Alright, so for those of us that aren't at this show, New Orleans is a special city. Great music. Great food. Some place I like to come. Not too often though, because I don't get enough sleep, and I eat too much. (laughter) >> Robert: Try living here. >> This is your hometown, so give us a little plug. >> Yeah, I mean it's the greatest town in the world, I feel like, and we've toured all over the world. And, we're gone a lot. So, probably about half the year I'm gone, and it's just an awesome city to come back to. It's small enough where I feel comfortable, and clean enough, but there's obviously enough culture to keep us entertained, you know. >> Alright, and tell us about your band. Galactic been over 20 years. >> Galactic's a band that we started here in New Orleans, in college, in like '94. So, we've been a band for 24 years. Been touring for about 22 years. Never really have taken much of a break. Which I would love, but no. We're just working all the time, and we've been original members since the beginning. And, just happy to have New Orleans be our home, but we bring the sound all over the world. >> It's interesting. The connection I'd make here. If you talk to like IT folks, it's like, yeah we'd all like a break. >> Robert: Yeah right. >> There's always more stuff. There's the next thing. How do you keep inspired? What, you know. How do you, the next creativity, and keep going? >> Well I will say that the city in general is inspiring. You know I mean, there's so many great musicians. There's so many great clubs. There's always new music coming out of the city, and just going out on any old day of the week can be inspiring in that kind of way. I also get a lot of inspiration, I do, I'm a producer. So, I produce other bands outside of Galactic. And, that's inspiring as well. You know, diving into a project with a band. Really diving into the songs. Figuring out their workflow. Figuring out their process can be inspiring. It's something I can take back to my band. >> So after 24 years, producing, now that you've gotten into producing. What surprises you? Like when you get to a band, and you're like, "Oh wow!" "That's amazing." >> That's a good question. I mean. It. Song. The song is what it always comes down to, you know. And like. What really surprises me is when I meet like an amazing songwriter. That still, no matter what, I'm just like, "How do you do that?" You know, because, I don't claim to be the best songwriter. And, when you do, or you're in the presence of somebody, and you're working with somebody like that it's pretty special. I mean, it's a real talent, and it's a real gift outside of just being a good musician. Having that craft is next level. >> So after 24 years, ton of experience. How do you nurture raw experience when you see it? Or raw talent? >> You know, I mean advice. Giving 'em maybe perspective on stuff. Inspiration and confidence, you know, to give to an artist, a young artist to kind of keep them going, and keep them inspired. It's a good question. It's a hard thing to answer. I guess I just kind of, >> Interviewer: There's no science to it? >> No yeah exactly. There's no science to it, and if anything I see my self with a younger artist, in somewhat like a fatherly figure, you know or something like that. Like somebody you can get solid advice from. When I work with a young band, sometime I feel like, now that I am in my 40's, and sometime the bands are in their 20s, I'm like I could be their father, so you know. >> Alright, so Robert, you've toured the world. >> Yeah. >> You're playing live in front of audiences all the time. Have to imagine there's things that go wrong. How do you deal with this? Any good stories for us? >> Good question. God, you guys are just full of them. (laughter) Yeah, things go wrong. You learn to roll with the punches. That's part of being a pro. Stuff, will happen. You will get sick on stage sometimes. >> Interviewer: THat's a story. >> You got to improvise. (laughter) You got to roll with it, and you know, it's not the kind of job that you can call in sick. So, sometimes you're up there, and you're not feeling that great. And, sometimes you have to maybe go throw up in the middle of a song or something like that. It happens if you have the flu or something, and you just kind of learn to roll with it. >> I think Anthony Bourdain probably has some more stories about things like that too. >> Yeah, yeah I think. (laughter) Who knows, but he might be able to take an off day here or there, I don't know. >> So after 24 years, >> Yes. >> How does the band collectively stay creative. I mean that's a long time together. >> It is. It's a long time together. We are a band that's known to collaborate a lot with other artists. Starting about 12, or maybe even longer, we started making albums with different guest vocalists. And, I guess instrumentalists, and stuff like that. So we're kind of unique band in that we don't really have a permanent singer. And, usually a band is all about their singer. And that's the band pretty much. Without Steve Tyler of Aerosmith, they wouldn't be Aerosmith, you know. Many examples like that. But with Galactic, we've gone through a bunch of different lead singers, guest vocalists, and we collaborate and song write with different people all the time. So, we've been fortunate to work with some of the New Orleans greats. Before he passed, Alan Toussaint, who's one of the greatest New Orleans song writers. We've worked with Irma Thomas. We've worked with a bunch of rappers. We've worked with, Corey Glover from Living Colour toured with us for 3 or 4 years. We've toured with Cyril Neville. Currently we're working with this artist Erica Falls, and she's been touring with us for a couple of years, so. Just kind of like. That's definitely been a recipe for keeping the band fresh and creative. >> Robert last thing. I'm just curious, with the impact of technology on what you're doing. How you reach your audiences. You know engage. >> Technology has change the way that we record. It's changed the way that we've been able to collaborate. We can write a song with somebody that lives in San Francisco. Like right before I got up for this interview, I was on the phone with this rapper that I'm producing his album. And we're not going to be in the same room ever, throughout making this whole album. Which is kind of crazy. But, through the internet, and through computers, and you know the cloud and all that, it's made it possible to be able to do stuff like that. We also, you know touring, we toured, We started touring in '96, and that was before cell phones were popular. It was before smartphones, you know. It was before everybody had a personal computer. So, that has been able to change the way that we can communicate, and keep in touch. It's kind of crazy to think when we first started touring we had to use payphones, and put a bunch of quarters in to call home, and it was a lot harder, you know to wrangle everybody up at the end of the night, and stuff like that. Now you can just send out a group text, and it's time to go. Or, you know, we have our whole tour book on our phone. That's something I tell young artist too, and they just are like, "How did you ever do it?" "You didn't have GPS?" "How did you get to the." We had to use a map. (laughter) >> Interviewer: Had these paper things we hung up. >> Yeah it was totally a whole different experience to what people have now. It's gotten, and made things a lot easier to do what we do. >> Great. So, people want to find out more, galacticfunk.com is the website. >> Yeah galacticfunk.com. And, we're doing a huge national tour in August and September, and hopefully we see somebody out at the shows. >> Alright, well, Robert Mercurio with Galactic. Thanks so much for joining us. For Keith Townsend, I'm Stu Mindeman. Getting back towards the end of two days of live coverage here from Newtanix .NEXT 2018. Thanks for watching the Cube. (light music)

>> Announcer: From the SiliconANGLE Media office, in Boston Massachusetts, it's The Cube! Now, here's your host, Dave Vellante. >> Hi everybody! My name is Dave Vellante. Welcome to this special presentation on The Cube. Infinidat is a company that we've been following since it's early days. A hot storage company, growing like crazy, doing things differently than most storage companies. We've basically been doubling revenues every year for quite some time now. And Brian Carmody is here to help me kick off this announcement and the presentation today. Brian, thanks for coming back on. >> Hey Dave, thanks for having me. >> So, you may have noticed we have a crowd chat going on live. It's crowdchat.net/Infinichat. You can ask any question you want, it's an ask me anything chat about this announcement. This is a bi-coastal program that we're running today between here and our offices in Palo Alto. So, Brian let's get into it. Give us the update on Infinidat. >> Things are going very well at Infinidat. We're just coming out of our 17th consecutive quarter of revenue growth, so we have a healthy, sustainable, profitable business. We have happy, loyal customers. 71% of our revenue in 2017 came from existing customers that were increasing their investment in our technologies. We're delighted by that. And we have surpassed three exabytes of customer deployments. So, things are wonderful. >> And you've done this essentially as a one product company. Is that correct? Yes, so going back to our first sale in the summer of 2013, that growth has been on the back of a single product, InfiniBox, targeted at primary storage. >> Okay, so what's inside of InfiniBox? Tell me about some of the innovations. In speaking to some of your customers, and I've spoken to a number of them, they tell me that one of the things they like, is that from early on, I think serial number 0001, they can take advantage of any innovations that you've produced within that product, is that right? >> Yeah, exactly, so InfiniBox is a software product. It has dumb hardware, dumb commodity hardware, and it has it has very smart intelligent software. This allows us to kind of break from this forklift upgrade model, and move to a model where the product gets better over time. So if you look at the history of InfiniBox going back to the beginning, with each successive release of our software, latency goes down, new features are added, and capacity increases become available. And this is the difference between the software versus a hardware based innovation model. >> One of the interesting things I'll note about Infinidat is you're doing software defined, you don't really use that terminology, it's the buzzword in the industry. The other buzzword is artificial intelligence, machine learning. You're actually using machine intelligence, You and I have talked about this before, to optimize the placement of data that allows you to use much less expensive media than some of the other guys, and deliver more value to customers. Can you talk about that a little bit? >> Yeah, absolutely, and by the way the reason why that is is because we're an engineering company, not a marketing company, so we prefer just doing things rather than talking about them. So InfiniBox is the first expression of a set of fundamental technologies of our technology platform, and the first piece of that is what you're talking about. It's called NeuroCache. And it's our ML and AI infrastructure for learning customer workloads and using that insight in real time to optimize data placement. And the end result of this is driving cost out of storage infrastructure and driving up performance. That's the first piece. That's NeuroCache. The second piece of our technology foundations is INFINISNAP. So this is our snapshot mechanism that allows infinite, lock-free, copy data management with absolutely no performance impact. So that's the second. And then the third is INFINIRAID and our Raz platform. So this is our distributed raid architecture that allows us to have multi pedibytes scale, extremely high durability, but also have extremely high availability of the services and that what enables our seven nines reliability guarantee. Those things together are the basis of our products. >> Okay, so sort of, we're here today and now what's exciting is that you're expanding beyond just the one product company into a portfolio of products, so sort of take us through what you're announcing today. >> Yeah so this is a really exciting day, and it's a milestone for Infinidat because InfiniBox now has some brothers and sisters in the family. The first thing that we are announcing is a new F Series InfiniBox model which we call F6212. So this is the same feature set, it's the same software, it's the same everything as its smaller InfiniBox models, but it is extremely high capacity. It's our largest InfiniBox. It's 8.3 pedibytes of capacity in that same F6000 form factor. So that's number one. Numnber two, we're announcing a product called InfiniGuard. InfiniGuard is pedibytes scale, data protection, with lightening-fast restores. The third thing that we're announcing, is a new product called InfiniSync. InfiniSync is a revolutionary business continuity appliance that allows synchronous RPO zero replication over infinite distances. It's the first ever in this category. And then the fourth and final thing that we're announcing is a product called Neutrix Cloud. Neutrix Cloud is sovereign storage that enable real-time competition between public cloud providers. The ultimate in agility, which is the ability to go polycloud. And that's the content of the portfolio announcement. >> Excellent, okay, great! Thanks, Brian, for helping us set that up. The program today, as you say, there's a cloud chat going on. Crowdchat.net/infinichat. Ask any question that you want. We're going to cover all these announcements today. InfiniSync is the next segment that's up. Dr. Ricco is here. We're going to do a quick switch and I'll be interviewing doc, and then we're going to kick it over to our studio in Palo Alto to talk about InfiniGuard, which is essentially, what was happening, Infinidat customers were using InfiniBox as a back-up target, and then asked Infinidat, "Hey, can you actually make this a product and start "partnering with software companies, "back-up software companies, and making it a robust, "back-up and recovery solution?" And then MultiCloud, is one of the hottest topics going, really interested to hear more about that. And then we're going to bring on Eric Burgener from IDC to get the analyst perspective, that's also going to be on the West coast and then Brian and I are come back, and wrap up, and then we're going to dive in to the crowd chat. So, keep it right there everybody, we'll be back with Dr. Ricco, right after this short break. >> Narrator: InfiniBox was created to help solve one of the biggest data challenges in existence, the mapping of the human geno. Today InfiniBox is enabling the competitive business processes of some of the most dynamic companies in the world. It is the apex product of generations of technology, and lifetimes of engineering innovation. It's a system with seven nines of reliability making it the most available storage solution in the market InfiniBox is both powerful and simple to use. InfiniBox will transform how you experience your data. It is so intuitive, it will inform you about potential problems, and take corrective action before they happen. This is InfiniBox. This is confidence. >> We're back with Dr. Ricco, who's the CMO of Infinidat. Doc, welcome! >> Thank you, Dave. >> I've got to ask you, we've known each for a long time. >> We have. >> Chief Marketing Officer, you're an engineer. >> I am. >> Explain that please. >> Yeah, I have a PhD in engineering and I have 14 patents in the storage industry from my prior job, Infinidat is an unconventional company, and we're using technology to solve problems in an unconventional way. >> Well, congratulations. >> Dr. Ricco: Thank you. >> It's great to have you back on The Cube. Okay, InfiniSync, I'm very excited about this solution, want to understand it better. What is InfiniSync. >> Well, Dave, before we talk about InfiniSync directly, let's expand on what Brian talked about is the foundation technologies of Infinidat and the InfiniBox. In the InfiniBox we provide InfiniSnap, which is a near zero performance impact to the application with near zero overhead, just of course the incremental data that you write to it. We also provide async and we provide syncronous replication. Our async replication provides all that zero overhead that we talked about in InfiniSnap with a four-second interval. We can replicate data four seconds apart, nearly a four second RPO, recovery point objective. And our sync technology is built on all of that as well. We provide the lowest overhead, the lowest latency in the industry at only 400 microseconds, which provides an RPO of zero, with near zero performance impact application as well, which is exciting. But syncronis replication, for those applications while there's values to that, and by the way all of the technology I just talked about, is just as Brian said, it's zero additional cost to the customer with Infinidat. There are some exciting business cases why you'd use any of those technologies, but if you're in a disaster-recovery mode and you do need an RPO of zero, you need to recognize that disasters happen not just locally, not just within your facility, they happen in a larger scale regionally. So you need to locate your disaster recovery centers somewhere else, and when you do that, you're providing additional and additional performance overhead just replicating the data over distance. You're providing additional cost and you're providing additional complexity. So what we're providing is InfiniSync and InfiniSync extends the customer's ability to provide business continuity over long distances at an RPO of zero. >> Okay, so talk more about this. So, you're essentially putting in a hardened box on site and you're copying data synchronously to that, and then you're asynchronously going to distance. Is that correct? >> Yes, and in a traditional sense what a normal solution would do, is you would implement a multi-site or a multi-hop type of topology. You build out a bunker site, you'd put another box there, another storage unit there, you'd replicate synchronously to that, and you would either replicate asynchronously from there to a disaster recovery site, or you'd replicate from your initial primary source storage device to your disaster recovery site which would be a long distance away. The problem with that of course is complexity and management, the additional cost and overhead, the additional communications requirements. And, you're not necessarily guaranteeing an RPO of zero, depending upon the type of outage. So, what we're doing is we're providing in essence that bunker, by providing the InfiniSync black box which you can put right next to your InfiniBox. The synchronous replication happens behind the scenes, right there, and the asynchronous replication will happen automatically to your remote disaster recovery site. The performance that we provide is exceptional. In fact, the performance overhead of a right-to-earn InfiniSync black box is less than the right latency to your average all flasher right. And then, we have that protected, from any man-made or natural disaster, fire, explosion, earthquake, power outages, which of course you can protect with generators, but you can't protect from a communications outage, and we'll protect from a communications outage as well. So the asynchronous communication would use your wide area communications, it can use any other type of wifi communications, or if you lose all of that, it will communicate celluarly. >> So the problem you're solving is eliminating the trade-off, if I understand it. Previously, I would have to either put in a bunker site which is super expensive, I got to a huge telecommunications cost, and just a complicated infrastructure, or I would have to expose myself to a RPO nowhere close to zero, expose myself to data loss. Is that right? >> Correct. We're solving a performance problem because your performance overhead is extremely low. We're solving a complexity problem because you don't have to worry about managing that third location. You don't have to worry about the complexity of keeping three copies of your data in sync, we're solving the risk by protecting against any natural or man-made disaster, and we're significantly improving the cost. >> Let's talk about the business case for a moment, if we can. So, I got to buy this system from you, so there's a cost in, but I don't have to buy a bunker site, I don't have to rent, lease, buy staff, et cetera, I don't have to pay for the telecommunications lines, yet I get the same or actually even better RPO? >> You'll get an RPO of zero which is better than the worse case scenario in a bunker, and even if we lose your telecommunications you can still maintain an RPO of zero, again because of the cellular back-up or in the absolute worse case, you can take the InfiniSync black box to your remote location, plug it in, and it will synchronize automatically. >> And I can buy this today? >> You can buy it today and you can buy it today at a cost that will be less than a telecommunications equipment and subscriptions that you need at a bunker site. >> Excellent, well great. I'm really excited to see how this product goes in the market place. Congratulations on getting it out and good luck with it. >> Thank you, Dave. >> You're welcome, alright, now we're going to cut over to Peter Burris in Palo Alto with The Cube Studios there, and we're going to hear about InfiniGuard, which is an interesting solution. Infinidat customers were actually using InfiniBox as a back-up target, so they went to Infinidat and said, "Hey can you make this a back-up and recovery "solution and partner with back-up software companies." We're going to talk about MultiCloud, it's one of the hottest topics in the business, want to learn more about that, and then Eric Burgener from IDC is coming in to give us the analyst perspective, and then back here to back here to wrap up with Brian Carmody. Over to you, Peter. >> Thanks, Dave I'm Peter Burris and I'm here in our Palo Alto, The Cube studios, and I'm being joined here by Bob Cancilla, who's the Executive Vice President of Business Development and Relationships, and Neville Yates, who's a Business Continuity Consultant. Gentlemen, thank you very much for being here on The Cube with us. >> Thanks, Peter, thanks for being here. >> So, there is a lot of conversation about digital business and the role that data plays in it. From our perspective, we have a relatively simple way of thinking about these things, and we think that the difference between a business and digital business is the role the data plays in the digital business. A business gets more digital as it uses it's data differently. Specifically it's data assets, which means that the thinking inside business has to change from data protection or asset or server protection, or network protection to truly digital business protection. What do you guys say? >> Sure we're seeing the same thing, as you're saying there Peter. In fact, our customers have asked us to spread our influence in their data protection. We have been evaluating ways to expand our business, to expand our influence in the industry, and they came back and told us, if we wanted to help them the best way that we could help them is to go on and take on the high-end back-up and recovery solutions where there really is one major player in the market today. Effectively, a monopoly. Our customers' words, not our own. At the same time, our product management team was looking into ways of expanding our influence as well, and they strongly believed and convinced me, convinced us, our leadership team within side of Infinidat to enter into the secondary storage market. And it was very clear that we could build upon the foundation, the pillars of what we've done on the primary storage side and the innovations that we brought to the market there. Things around or multiple pedibyte scale, with incredible density, faster than flash performance, the extreme ease of use and lowering the total cost of operation at the enterprise client. >> So, I want to turn that into some numbers. We've done some research here now at Wikibon that suggests that a typical Fortune 1000 company, because of brittle and complex restore processes specifically, too many cooks involved, a focus on not the data but on devices, means that there's a lot of failure that happens especially during restore processes, and that can cause, again a typical Fortune 1000 company, 1.25 plus billion dollars revenue over a four year period. What do you say as you think about business continuity for some of these emerging and evolving companies? >> That translates into time is money. And if you need to recover data in support of revenue-generating operations and applications, you've got to have that data come back to be productively usable. What we do with InfiniGuard is ensure that those recovery time objectives are met in support of that business application and it is the leveraging of the pillars that Bob talked about in terms of performance, the way we are unbelievable custodians of data, and then we're able to deliver that data back faster than what people expect. They're used today to mediocrity. It takes too long. I was with a customer two weeks ago. We were backing up a three terabyte data base. This is not a big amount of data. It takes about half and hour. We would say, "Let's do a restore" and the gentleman looked at me and said, "We don't have time." I said, "No, it's a 30 minute process." This person expected it to take five and six hours. Add that up in terms of dollars per hours, what it means to that revenue-generating application, and that's where those numbers come from. >> Yeah, especially for fails because of, as you said, Bob, the lack of ease of use and the lack of simplicity. So, we're here to talk about something. What is it that we're talking about and how does it work? >> Let me tell ya, I'll cover the what it is. I'll let Nevil get into a little bit how it works. So the what it is, we built it off the building block of our InfiniBox technology. We started with our model F4260, a one pedibyte usable configuration, we integrated in stainless, deduplication engines, what we call DBEs, and a high availability topology that effectively protects up to 20 pedibytes of data. We combined that with a vast certification and openness of independent software vendors in the data protections space. We want to encourage openness, and an open ecosystem. We don't want to lock any customer out of their preferred software solution in that space. And, you can see that with the recent announcements that we've made about expanding our partnerships in this space specifically, Commvault and B. >> Well, very importantly, the idea of partnership and simplicity in these of views, you want your box, the InfiniGuard to be as high quality and productive as possible, but you don't want to force a dramatic change on how an organization works, so let's dig into some of that Nevil. How does this work in practice? >> It's very simple. We have these deduplication engines that front end the InfiniBox storage. But what is unique, because there's others ways of packaging this sort of thing, but what is unique is when the InfiniGuard gets the data, it builds knowledge of relationships of that data. Deduplication is a challenge for second tier storage systems because it is a random IO profile that has to be gathered in the fashion to sequentially feed this data back. Our knowledge-building engine, which we call NeuroCache in the InfiniBox is the means by which we understand how to gather this data in a timely fashion. >> So, NeuroCache helps essentially sustain some degree of organization of the data within the box. >> Absolutely. And there's a by-product of that organization that the ability to go and get it ahead of the ask allows us to respond to meet recovery time objectives. >> And that's where you go from five to six hours for a relatively small restore to >> To 30 minutes. >> Exactly. >> Yeah, exactly. >> By feeding the data back out to the system in a pre-organized way, the system's taking care of a lot of the randomness and therefore the time necessary to perform a restore. >> Exactly and other systems don't have that capability, and so they are six hours. >> So we're talking about a difference between 30 minutes and six hours and I also wanted very quickly, Bob, to ask you a question the last couple minutes here, you mentioned partnerships. We also want to make sure that we have a time to value equation that works for your average business. Because the box can work with a lot of different software that really is where the operations activities are defined, presumably it comes in pretty quickly and it delivers value pretty quickly. Have I got that right? >> Absolutely, so we have done a vast amount of testing, certification, demos, POCs, you name it, with all the major players out there that are in this market on the back-up software side, the data protection side of the business. All of them have commented about the better business continuity solution that we put together, in conjunction with their product as well. And, the number one feedback that comes back is, "Wow, the restore times that you guys deliver to the market "are unlike anything we've seen before." >> So, to summarize, it goes in faster, it works faster, and it scales better, so the business truly can think of itself as being protected, not just sets of data. >> Absolutely. >> Agreed. >> Alright, hey Bob Cancilla, EDP of Business Development Partnerships, Neville Yates, Business Continuity Consultant, thanks very much for being on The Cube, and we'll be right back to talk Multicloud after this short break. >> With our previous storage provider, we faced many challenges. We were growing so fast, that our storage solution wasn't able to keep up. We were having large amounts of downtime, problems with the infrastructure, problems with getting support. We needed a system that was scalable, that was cost effective, and allow our business to grow as our customers' demands were growing. We needed a product that enabled us to manage the outward provision customer workloads quickly and efficiently, be able to report on the amount of data that the customer was using. The solution better enabled us to replicate our customers' data between different geos. >> We're back. Joining me now are Gregory Touretsky and Erik Kaulberg, both senior directors at Infinidat, overseeing much of the company's portfolio. Gregory, let's talk Multicloud. It's become a default part of almost all IT strategies, but done wrong, it can generate a lot of data-related costs and risks. What's Infinidat's perspective? >> So yeah, before we go there, I will mention this phenomemon of the data gravity. So we see, as many of our customers report that, as much as amount of data grows in the organization, it becomes much harder for them to move applications and services to a different data center, or to a different oblicloud. So, the more data they accumulate, the harder it becomes to move it, and they get locked into this, so we believe that any organization deserves a way to move freely between different obliclouds or data centers, and that's the reason we are thinking about the multicloud solution and how we can provide an easy way for the companies to move between data centers. >> So, clearly there's a need to be able to optimize your costs to the benefits associated with data, Erik, as we think about this, what are some of the key considerations most enterprises have to worry about? >> The biggest one overall is the strategic nature of cloud choices. At one point, cloud was a back room, the shadow IT kind of thing. You saw some IT staff member go sign up for gmail and spread or dropbox %or things like that, but now CIOs are thinking, well, I've got to get all these cloud services under control and I'm spending a whole lot of money with one of the big two cloud providers. And so that's really the strategic rationale of why were saying, "Organizations, especially large enterprises require this kind of sovereign storage that disagregates the data from the public clouds to truly enable the possibility cloud competition as well as to truly deliver on the promise of the agility of public clouds. >> So, great conversation, but we're here to actually talk about something specifically Neutrix. Gregory, what is it? >> Sure, so Neutrix, is a completely new offering that we come with. We are not selling here any box or appliance for the customers to deploy in their data center. We're talking about a cloud service that is provided by Infinidat. >> We are building our infrastructure in a major colo, partnering with Equinix and others, we are finding data centers that are adjacent public clouds, such as AWS or Azure to ensure very low latency and high bandwidth connectivity. And then we build our infrastructure there with InfiniBox storage and networking gear that allows our customers to really use this for two main reasons. So one use case, is disaster recovery. If a customer has our storage on prem in his data center, they may use our efficient application mechanism to copy data and get second copy outside of the data center without building the second data center. So, in case of disaster, they can recover. The other use case we see is very interesting for the customers, is an ability to consume while running the application in the public cloud directly from our storage. So they can do any first mount or iSCSi mount to storage available from our cloud, and then run the application. We are also providing the capability to consume the sane file system from multiple clouds at the same time. So you may run your application both in Amazon and Microsoft clouds and still access and share the data. >> Sounds like it's also an opportunity to simplify ramping into a cloud as well. Is that one of the use cases? >> Absolutely. So it's basically a combination of those two use cases that I described. The customers may replicate data from their own prem environment into the Neutrix Cloud, and then consume it from the public cloud. >> Erik, this concept has been around for a while, even if it hasn't actually been realized. What makes this in particular different? I think there's a couple of elements to it. So number one is we don't really see that there's a true enterprise grade public cloud storage offering today for active data. And so we're basically bringing in that rich heritage of InfiniBox capabilities and those technologies we've developed over a number of years to deliver an enterprise grade storage except without the box as a service. So that's a big differentiator for us versus the native public cloud storage offerings. And then when you look at the universe of other companies who are trying to develop let's say, cloud adjacent type offerings, we believe we have the right combination of that scalable technology with the correct business model that is aligned in a way that people are buying cloud today. So that's kind of the differentiation in a nutshell. >> But it's not just the box, there's also some managed servces associated with it, right? >> Well, actually, it's not a box, that's the whole idea. So, the entire thing is a consumable service, you're paying by the drink, it's a simple flat pricing of nine cents per gigabyte per month, and it's essentially as easy to consume as the native public cloud storage offerings. >> So as you look forward and imagine the role that this is going to play in conjunction with some of the other offerings, what should customers be looking to out of Neutrix, in conjunction with the rest of the portfolio. >> So basically they can get, as Erik mentioned, what they like with InfiniBox, without dealing with the box. They get fully-managed service, they get freedom of choice, they can move applications easily between different public clouds and to or from the own prem environment without thinking about the egress costs, and they can get great capabilities, great features like snapshots writeables, snapshots without overpaying to the public cloud providers. >> So, better economics, greater flexibility, better protection and de-risking of the data overall. >> Absolutely. >> At scale. >> Yes. >> Alright, great. So I want to thank very much, Gregory, Erik being here on The Cube. We'll be right back to get the analyst perspective from Eric Burgener from IDC. >> And one of our challenges of our industry as a whole, is that it operates to four nines as a level of excellence for example. And what that means is well it could be down for 30 seconds a month. I can't think of anything worse than me having me to turn around to my customers and say, "Oh, I am sorry. "We weren't available for 30 seconds." And yet most people that work in our IT industry seem to think that's acceptable, but it's not when it comes to data centers, clouds, and the sort of stuff that we're doing. So, the fundamental aspect is that can we run storage that is always available? >> Welcome back. Now we're sitting here with Eric Burgener, who is a research vice-president and the storage at IDC. Eric, you've listened to Infinidat's portfolio announcement. What do you think? >> Yeah, Peter, thanks for having me on the show. So, I've got a couple of reactions to that. I think that what they've announced is playing into a couple of major trends that we've seen in the enterprise. Number one is, as companies undergo digital transformation, efficiency of the IT operations is really a critical issue. And so, I'm seeing a couple of things in this announcement that will really play into that area. They've got a much larger, much denser platform at this point that will allow a lot more consolidation of workload, and that's sort of an area that Infinidat has focused on in the past to consolidate a lot of different workloads under one platform, so I think the efficiency of those kind of operations will increase going forward with this announcement. Another area that sort of plays into this is every organization needs multiple storage platforms to be able to meet their business requirements. And what we've seen with announcement is their basically providing multiple platforms, but that are all built around the same architecture, so that has management ease of use advantages associated with that, so that's a benefit that will potentially allow CIOs to move to a smaller number of vendors and fewer administrative skill sets, yet still meet their requirements. And I think the other area that's sort of a big issue here, is what their announcing in the hybrid cloud arena. So, clearly, enterprises are operating as hybrid clouds today, well over 70% of all organizations actually have hybrid cloud operations in place. What we've seen with this announcement, is an ability for people to leverage the full storage mnagement data set of an Infinidat platform while they leverage multiple clouds on the back end. And if they need to move between clouds they have an ability to do that with this new feature, the Neutrix cloud. And so that really breaks the lock-in that you see from a lot of cloud operations out there today that in certain cases can really limit the flexibility that a CIO has to meet their business requirements. >> Let me build on that a second. So, really what you're saying is that by not binding the data to the cloud, the business gets greater flexibility in how they're going to use the data, how they're going to apply the data, both from an applications standpoint as well as resource and cost standpoint. >> Yeah, absolutely. I mean moving to the cloud is actually sort of a fluid decision that sometimes you need to move things back. We've actually seen a lot of repatriation going on, people that started in the cloud, and then as things changed they needed to move things back, or maybe they want to move to another cloud operation. They might want to move from Amazon to Google or Microsoft. What we're seeing with Neutrix Cloud is an ability basically to do that. It's breaks that lock-in. >> Great. >> They can still take advantage to those back end platforms. >> Fantastic. Eric Burgener, IDC Research Vice-President, Storage. Back to you, Dave. >> Thanks, Peter. We're back with Brian Cormody. We're going to summarize now. So we're seeing the evolution of Infinidat going from a single product company going to a portfolio company. Brian, I want to ask you to summarize. I want to start with InfiniBox, I'm also going to ask you "Is this the same software, and does it enable new use cases, or is this just bigger, better, faster?" >> Yeah, it's the same software that runs on all of our InfiniBox systems, it has the same feature set, it's completely compatible for replication and everything like that. It's just more capacity to use, 8.4 pedibytes of effective capacity. And the use cases that are pulling this into the field, are deep-learning, analytics, and IOT. >> Alright, let's go into the portfolio. I'm going to ask you, do you have a favorite child, do you have a favorite child in the portfolio. Let's start with InfiniSync. >> Sure, so I love them all equally. InfiniSync is a revolutionary appliance for banking and other highly regulated industries that have a requirement to have zero RPO, but also have protection against rolling disasters and regional disasters. Traditionally the way that that gets solved, you have a data center, say, in lower Manhatten where you do your primary computing, you do synchronous to a data bunker, say in northern New Jersey, and then you asynchronous out of region, say out to California. So, under our model with InfiniSync, it's a 450 pound, ballistically protected data bunker appliance, InfiniSync guarantees that with no data loss, and no reduction in performance, all transactions are guaranteed for delivery to the remote out-of-region site. So what this allows customers to do, is to erase data centers out of their terpology. Northern New Jersey, the bunker goes away, and customers, again in highly rated industries, like banking that have these requirements, they're going to save 10s of millions of dollars a year in cost avoidance by closing down unnecessary data centers. >> Dramatically sort of simplify their infrastructure and operations. Alright, InfiniGuardm I stumbled into it at another event, you guys hadn't announced it yet, and I was like, "Hmmm, what's this?" But tell us about InfiniGuard. >> Yeah, so InfiniGuard is a multi-pedibyte appliance that's 20 pedibytes of data protection in a single rack, in a single system, and it has 10 times the restore performance of data domain, at a fraction of the cost. >> Okay, and then the Neutrix Cloud, this is to me maybe the most interesting of all the announcements. What's your take on that? So, like I said, I love them all equally, but Neutrix Cloud for sure is the most disruptive of all the technologies that we're announcing this week. The idea of Neutrix Cloud is that it is neutral storage for consumption in the public cloud. So think about it like this. Do you think it's weird, that EBS and EFS are only compatible with Amazon coputing? And Google Cloud storage is only compatible with Google. Think about it for a second if IBM only worked with IBM servers. That's bringing us back to the 1950s and 60s. Or if EMC storage was only compatible with Dell servers, customers would never accept that, but in the Silicon Valley aligargic, wall-garden model, they can't help themselves. They just have to get your data. "And just give us your data, it'll be great. "We'll send a snowball or a truck to go pick it up." Because they know once they have your data, they have you locked in. They cannot help themselves from creating this wall-garden proprietary model. Well, like we call it a walled, prison yard. So the idea is with Neutrix Cloud, rather than your storage being weaponized as a customer to lock you in, what if they didn't get your data and what if instead you stored your data with a trusted, neutral, third party, that practices data neutrality. Because we guarantee contractually to every customer, that we will never take money and we will never shake down any of the cloud providers in order to access our Neutrix Cloud network, and we will never do side deals and partnerships with any of them to favor one cloud over the other. So the end result, you end up having for example, a couple of pedibytes of file systems, where you can have thousands of guests that have that file system mounted simultaneously from your V-Net and Azure, from your VPCs into AWS, and they all have simultaneous, screaming high performance access to one common set of your data. So by pulling and ripping your data from the arms of those public cloud providers, and instead only giving them shared common neutral access, we can now get them to start competing against each other for business. So rather than your storage being weaponized you, it's a tool that you can use to force the cloud providers to compete against each other for your business. >> So, I'm sure you guys may have a lot of questions there, hop into the crowd chat, it's crowdchat.net/infinichat. Ask me anything, ama crowdchat, Brian will be in there in a moment. I got to ask ya couple of more questions before I let you go. >> Sure. >> What was your motivation for this portfolio explansion. >> So the motivation was that at the end of the day, customers are very clear to us that they do not want to focus on their infrastructure. They want to focus on their businesses. And as their infrastructure scales, it becomes exponentially more complex to deal with issues of reliability, economics and performance. And, so we realized that if we're going to fulfill our company's mission, that we have to expand our mission, and help customers solves problems throughout more of the data lifecycle and focus on some of the pain points that extend beyond primary storage. That we have to start bringing solutions to market that help customers get to the cloud faster, and when they get there, to be more agile. And to focus on data protection, which again is a huge pain point. So the motivation at the end of the day is about helping customers do more with less. >> And the mission again, can you just summarize that, multi pedibyte? >> Yeah, the corporate mission of Infinidat is to store humanity's knowledge and to make new forms of computing possible. >> Big mission. >> Our humble mission. >> Humble, right. The reason I ask that question of your motivation, people might say, "Oh obviously, to make more money." But they're been a lot of single-product companies, feature companies that have done quite well, so in order to fulfill that mission, you really need a portfolio. What should we be watching as barometers of success? How are you guys measuring yourselves, How should we be measuring you? >> Oh I think the most fair way to do that is to measure us on successful execution of that mission, and at the end of the day, it's about helping customers compute harder and deeper on larger data sets, and to do so at lower costs than the competitor down the road, because at the end of the day, that's the only source of competitive advantage, that companies get out of their infrastructure. The better we help customers do that, the more that we consider ourselves succeeding in our mission. >> Alright, Brian, thank you, no kids but new products are kind of like giving birth. >> It's really cool. >> So hop into the crowd chat, it's an ask me anything questions. Brian will be in there, we got analysts in there, a bunch of experts as well. Brian, thanks very much. It was awesome having you on. >> Thanks, Dave. >> Thanks for watching everybody. We'll see you in the crowd chat. (upbeat digital music)

live from Las Vegas Nevada it's the kue covering knowledge 15 brought to you by service now okay welcome back everyone we are live in Las Vegas a circus mountain on 16 hashtag no 15 this is a cube our flagship program you go out to the events are strictly simply noise i'm john furrier with my co-host cable on things chasing the weight on President assertion house business unit for cloud sherpas a business partner top of the heap for these guys congratulations thank you appreciate it oh you're sorry how about cloud shivers and what you guys do house of the integrations use what key areas sure so at Cloud Sherpas is a cloud services brokerage as a gardener term we provide cloud advisory and technology services for three key platforms where a partner with Salesforce platinum on three continents with the top three in the world we're also a have a line of business supporting the Google for work or Google's partner of the year 2012 2013 2014 largest Google partner in the world of course I'm responsible for our service now practice we were none of the first partners in the ecosystem one of the few partners that are global platinum excuse me master services partner in the in the ServiceNow space and very large presence not only in the training practices we had over 28 the trainers here helping to do the pre-conference training on behalf of service now and you know over 3,000 clients today on the ServiceNow platform so you're in the middle of the digital transformation we certainly aren't there you got senseless Google servers three really top products what's your take on the cloud I mean what else or the challenge me hace cloud is whatever we're seeing where are we in the cloud evolution are people so president we in the third inning first inning why would you pay go back in terms of going into this modern era I say you know I have my take on the clot is it's the only take right now there are very few things that you can do in technology that it gives you the extensibility of the scalability of a cloud platform really reduce that time to value once you get those clouds in place what we find is is very few customers we talked to you today that don't have some sort of cloud application in fact Dave I think last year we talked a bit about you know that the proliferation and cloud being a bit of a challenge in some cases you can see custom customers with you know 30 to 35 different cloud applications and of course then clearly if you've gone that deep in cloud there's some overlap you're going to start sub optimizing we're focused on three core platforms iono sleaze most concerned with the ServiceNow platform what we're finding is you know we're really just in the honeymoon of extending the platform past IT I think our consumers that we see there they're well beyond to understanding that you know service now is an extremely capable IT service management tool and now we're in the space of exploring you know those adjacent spaces and and and looking at the power of the single source of record in the work for an automation engine of service now talk about the convergence of the consumer consumerization trend with the reconstruction of the back ends of IT and businesses which is computer systems as you got the converge is all coming in user and user experiences iphone app store meets plumbing all that stuff it's an integration potentially nightmare it's a challenge but the opportunity if you crack the code it's pretty significant but share your thoughts and observations on on that dynamic what are you seeing a success formulas for folks that want to integrate fast modernized to have that you know it feel of a consumer company but yet still scale and have all the requirements yeah we see very few companies that aren't interested in some level of a case of integration in their operation we're well past this notion of you know you go to product expert for one activity product Y for another activity our consumer behaviors if you look at that bridge between hardware and the service experience or the user experience you know apples so famous for many others you know those bridges have been crossed from a consumer perspective and what we're seeing is tools like service now being that chasm or being that bridge really in the corporate you know back office we spend a good deal of our time working with IT departments because it's not uncommon and fastest most common for service now to be implemented as an IT tool first and so there's this education process you have to go through that that starts to reveal what the opportunities are to expand the platform the best way to always do that is through case examples other users experiences we've got a lot of really interesting you know use cases over seen today I mean last year we spoke about Einstein know a hundred and thirty-seven percent increase in food borne illness and stores right not because they changed their the way they did business because they automated that workflow on service now we're working with a large Brewer and looking to modernize some of their brewery systems and those forward-looking maintenance task and you know it goes on and on and on folks an IT don't tend to understand or don't tend to think of what they're doing is some kind of chasm you know crossing you know major issue in strategy they're just trying to solve a problem and now they've got a tool that really enables them to do that quickly so Jason we've talked before about you guys made some early bets with with Salesforce but really Google and service now you know it wasn't clear several years ago that this was going to be the type of business that it's become so talk about the momentum in that business what's driving that and then I want to talk about the extension into the business side beyond IT so the momentum is is the market the market was really ready for something else particularly in that IT space right in it once you get IT and you know necessity is the mother of invention you've got this wonderful cloud platform you know that you can extend and use for other things and and you know your IT your IT folks tend to be pretty crafty right so they're going to they're going to find those opportunities they're going to look for solutions they're trying to delight their clients and the way they're going to do that is through the cloud platform you know the market was just ready for something different service now is that that that thing that was different you can certainly see the the way they've gobbled up the market in the ITSM space I Tom's next management also you know getting very significant at this point so you know if you really look at modernizing that IT the Department of IT and and the users that the touch IT across the corporation there's there's no better place to be than right where we are with service now and then two years ago at knowledge 13 it was sort of Fred ludie so it gave us a glimpse of you know creating apps on the platform big announcements now this week you guys are part of that contributing to that why don't you talk about the store what you guys are doing there yeah so just today in fact service now released the service now store we have been fortunate to be part of the the initial pilot group of partners out there we have two apps that we released on the store today we have a legal application we can talk about what that is and what that does and we also have a security incident management application and you know that's just really going to be our start there we have plans you know through the rest of the year to add additional applications into that store service now from a platform perspective is caught up to the point where you can now abusive by your IP so you can protect your own capital from you know coding perspective and it's it's enabling that to really propel us into a space where we can make those applications that were today we're building one off for clients we can make them you know something that is built once and repeated many times so let's let's unpack those let's start with the legal app what is it what does it do with problems is assault yeah so we've we've implemented a legal application that was the foundation of this at six different legal organizations you know since we've been part of service now and we're really addressing three different aspects of what's important in illegal operation first and foremost there's a workflow between lawyers and document processors people that do research requests and things of that nature and they needed a way to track that very often it's done by email and you know there are no kpi's or service level commitments or ability to really report around that or understand who's being responsive and who's not being responsive and what information is needed in a transparent way so we've addressed that workflow that that lawyer to research request or document processor that the second piece of the application is legal firms have very vast digital libraries now and they have to manage their subscriptions to those digital libraries they also have to manage information requests for those digital libraries and so we've got those built in as well and then last for all legal firms it's extremely important that they have good understanding of billable time and so many organizations are using tools like Kronos or others and we've been able to actually integrate service now with those tools to not only ensure that you've got a good understanding of the billable hours for the lawyers but more importantly that as you go into those shared services and legal organizations we've got a good bility to abstract what their billable hours are and get those back to the appropriate project out of for instance Kronos exact okay so where does Kronos leave off and we're to serve us now pick up and we request into that system or can you describe that a little bit more d yeah so it's a it's usually used in this applications used in a way to kind of give the legal departments transparency and where those billable hours are coming from you know anybody can log into a prono system and pull a record but it's not often associated to a task we're not often associated to the specific activity you might have an hour of billable time but that our billable time may be made up of four or five unique tasks and some legal organizations customers want to get a little bit more transparency this is the way they can do that you're actually associated down to a task level I know we want transparency John when we got our bill from lawyers no way okay and then you know the workflow between lawyers and document processors what people might say well can I just use a ticketing system to do that what's different here you could use a ticketing system to do it in fact you know incident management is a foundation of any good transaction of work between groups you know so that sounds a lot like a ticketing type of application that the benefit would service now is that of course it has that but in addition to that you have the ability to get reporting you have the ability to automate the workflow you can add raw security and draw roles and and groups a little differently and so you have the ability to target those things are really useful for those individuals and not distract them with everything else and you've got integration potentially if you have a single system of record with other processes within your organization got it we all right what about the security app let's unpack that a little bit you know your service now talking about security and what's your security so it's I really look at as a precursor of a really dis notion of how are you going to really comprehensively manage security incidents if you think about what securities teams do today particularly with threats new virus new code those types of things there are a lot of different channels where they could pick up that information in fact many security organizations follow certain handles on Twitter because they might get the information first their email is coming from vendors there emailed coming from other organizations there are websites that get updated in other types of places where you've got to be able to integrate with these many different sources of records parse that information down to what's relevant for you and then you have to structure some work flow around that so you can manage it so what our application does is it creates the ability for you to create unique streams and query those different repositories of information looking for those unique strings right threat virus a for example and it will then create automatically those tickets so you don't have to have a person parsing out emails parsing out websites parsing out Twitter information things of that nature the system is going to do it automatically for you going to create that in a service now record going to give you the taxonomy of where that threat information came from and give you the ability to tie that back into your IT operation ok so now talk about the business model for these apps how you charge for them is it a subscription what you go to market on them so if your app services around them yeah so it's different by application you know this is obviously a very early market for us so we're still kind of fine-tuning our approach but service now has given us a lot of flexibility there so we have the ability to offer app by app pricing we have the ability to offer subscription pricing we also have the ability to kind of a freemium model if you will where you get a lighter version for one cost you can elevate privileges for another and of course we always have the ability to turn that into a services engagement and charge nothing for the application so you know we're still working through that as we speak to the store was announced today so we're going to have a lot to learn there but we've also been piloting kind of how consumers share and use service management information through service now share site so for the last few years service now is how to share up and running developers and people on the ServiceNow platform can go download bits of codes and things like that and make that useful for them we've got over 2,000 download on the share site so we think we have a good understanding of what the consumers would buy in a marketplace and of course that's why we've positioned legal and security incident is our first applications you mentioned the quote here your customers want to automate more across their enterprises with innovative business applications that's kind of the sound bite you mentioned some of the workflow stuff with your clients what innovative applications are you seeing give some other examples of applications that are innovative that you guys have worked on that service now is but be part of well and I could give you a long list but i'll give you some that i just think our think you're interesting the brewery application i think is quite interesting so we've got a number of retail franchise types of restaurant organizations that we work with my PA and it's important for them I'm not going to tell you it's important for them to be able to request beverages and types of beverages and get them to the appropriate place at appropriate time so we actually have a request catalog that fulfills that a lot in the facility space right now this notion of you know what you need to change a light bulb or what you need to shovel snow in the parking lot or what you might need to do some different types of things get a bid for example for services to be provided very similar to the types of workflows and I teaser working those that if you go back a decade ago would cost what to automate I mean in terms of costs order magnitude yeah definitely larger would you it's an apples to oranges comparison I mean I can't even you know this would be a unique application and in you know years ago you would start that conversation by saying okay we're gonna need a server and where you need to put that at a data center and we're gonna need to make sure it's secure and then we're gonna need to build it on some sort of database and build something onto all that higher and you know you know exactly so and then if you have any money left over he could actually I mean you could actually we don't have in start there right because as customers of implement service now we're down to okay what is it did uni really neat what do you want the application to do security requirements are met you know roles and privileges already established your architectural your eye functional real need of the conversation exactly exactly so your start you're not starting from a technology discussion you're starting from you know a business reason somebody needs some nology which is just foundationally different and what's the big big AHA at the store announcements of our what's uh what's the big the top line news on that you know what I'm excited about is uh I think and and it's what makes knowledge conference such a great event is you end up talking to clients and you end up hearing so many different ways that they're using service now and so I think what will find the store really becomes an amalgamation of that you see many different types of technologies and course will have the ability to see well what's really important what's really moving in the ecosystem what matters to clients and they'll have a way to do it that doesn't necessarily always sound like a services engagement which I think will be empowering for them so I want to talk about this sort of the role of a company like yours as an application developer and you know service provider relative to what service now is going to be doing obviously you know Fred Letty wrote the first application yeah service now they've introduced the store so what's your take on that and that mix do you I mean servers now talks that they're going to really open up the ecosystem and and what gives you confidence that that's going to be the case that there's gonna be plenty of white space what are you what's your take is well there's there's no question there's white space I mean we've been in this ecosystem since 2007 and it's been nothing but white space right so you know there's there's not a single anyone that I think could fill the void of what the cut clients are looking to do in the platform out there and I'd like to think of you know Fred Letty built a really capable IT service management solution and people kind of forgot that he actually also built the canvas that that solution is drawn on and you know the canvas is blank at this point now we were able to just you know kind of put the technology aside and say what matters what's important how do you want to address that and you know there are a lot of businesses and a lot of customers and a lot of work flows within those businesses and customers so it's a great opportunity for us to get in those days and you guys are remain a high-touch service provider we're not becoming a software company overnight but you're increasing the software content as a means of driving efficiency value add for your customers it's it's a good question so are we turning into a nap shop right and the answer is no but we are building some apps well why are we doing that you know foundationally I believe that you know we could go out there and I could speculate on what the next best app is and go try to partner with somebody if it's got domain experience and X Y or Z how to build a bread bread basket whatever it is and then try to turn that into an application and hope somebody buys it we've actually gone the other way we're actually listening to customer needs and looking at those services engagements to say okay where's the content that really needs to be repeatable and that repeatable content is a good base or foundation for you not to defer venture development opportunity on a first service delivery as exact which then turns it into potentially of portfolios efficiency customer satisfaction stickiness also you believe that situation so your believer SAS churn turns everything upside down it really doesn't okay great so the cloud mobile social revolutions upon if you guys are in the thick of the digital transformation so what about those companies that were the apples and oranges examples from 10 years ago the big sex accounting firms which are now our big consulting firms they're out there you know they said they're stuck in their ways what's their challenges and how do you guys extend your distance and expertise lead against them so I look at a big part of how we've added value in the ecosystem because we're relative to a KPMG or in accenture we're relatively small firm in thousand people globally so why why are we so good at this right why are we competitive why the wood Forrester put us in the leaders quadrant in this space or leaders wave in this space why would they do that it's because we're able to get to a customer and meet them where they are you know we're going to be very agile we're not trying to roll into some you know business transformation we're actually transforming business one workflow at a time you know in the trenches where it really gets done and that leads us to the next opportunity the next opportunity to track record some trust you get a cute well or if you should you taking the time stopping by and Neville see you tomorrow yeah as well on the cube getting all the action here live nonstop fireworks of action here in the cube all day three days wall-to-wall coverage I'm John for David eyes will be right back into the short break with the segment from Cloud Sherpas great great insight thanks so much just for coming on the cube we right back into this short break you