>>From around the globe. It's the cube with digital coverage of Veem on 2020 brought to you by beam. >>Hi buddy. Welcome back to the cubes. Ongoing coverage of Veem on 2020s Veem online 2020 I'm Dave Volante and Rick van overs here as a senior director of product strategy at Veem. Rick, it's always a great pleasure to see you. I wish we could see each other face to face. >>Yeah. You know, it's different this year, but, uh, yeah, it is always great to be on the cube. I think, uh, uh, in 2018 had an eight year gap and it's a N a couple of times we've been back since and yeah, happy to be back on the cube. >>So how's it going with you guys with the online format? I mean, breakouts are big for you cause you're, you're profiling some new products that we're going to get into, how's it all working for you? >>Well, it's been different. It's a good way to explain it in one word different, but the reality is I have a, uh, pardon, the language, a side hustle here, where at Veeam, I've worked with the event team to kind of bring the best content. And for the breakouts, that's an area that I've been working a lot with our speakers and our, some of our partners, external experts, users, and people who have, you know, beaten ransomware and stuff like that. But I've worked really hard to aggregate the content and get the best blend of content. And we kind of have taken an interesting approach where the breakouts are that library of content that we think organizations and the people who attend the event really take away the most. So we've got this full spectrum from R and D deep level stuff to just getting started type of stuff, and really all types of levels in between. And yeah, we want the breakouts to focus on generally available products, right? So I've worked pretty diligently to bring a good spread across the, uh, different products. And then a little secret trick we're doing is that into the summer, we're going to open up new content. So there's this broadcast agenda that we've got publicized, but then beyond that, we're going to sneak in some new content into the summer. >>Well, I'm glad you're thinking that way, because you know, a lot of what a lot of people are doing. There's a church trying to take their physical events and mirror it to the, to the digital or the virtual. And I think so often with physical events, people forget about the afterglow. And so I'm glad you guys are thinking about it upfront. >>Yeah. It has to be a mechanism that we've used it a couple of different ways, one to match how things are going to be released. Right? Cause being, we're always releasing products across the different set. I mean, we have one flagship product, but then the other products have their own cycles. So if something works well for that, we'll put it into the summer library. And then it's also a great opportunity for us to reach deep and get some content from people that we might not have been able to get before. In fact, we had one of our engineers who's based in Australia and great resource, great region, strong market for us, but I can't w if we were to have the in person event, I can't bring somebody from Australia for one session, but this was a great way to bring her expertise to the event without, you know, having the travel burden and different variety of speakers and different varieties of content. So there's ways that we've been able to build on it. But again, the top level word is definitely different, but I feel like it's working for sure. >>So Rick, give us the helicopter view of some of the product areas that we should be really be aware of as it relates to what you guys are doing at Veem on 2020. And then we'll, we'll drill in give us the high level though. >>Yeah. So for people attending the event and online, my advice really is that we're spread across about 75 to 80% of the content is for technical people. 20% of the content in the breakouts is going to be for decision makers or executives, that type. And then within that, the context of the technical content, we want to have probably 10 to 15% being like presenters from our R and D group. So very technical, uh, low level type discussions, highest level architect type stuff, kind of after that generic use cases, a nice and in the middle area, because we have a lot of people that are getting started with our products, like maybe they're new to the office three 65 backup, or they're new to backing up natively in the cloud. We have a lot of contexts around the virtual machine backup and storage integration, all those other great things, but the platform is kind of spread out at Veeam. There's a lot to take in. So the thought is wherever anyone is on their journey with any of the products and not some, that's a hard task to do with a certain number of slots. We want to provide something for everyone at every level. So that's the, that's the helicopter view. >>So let me ask you a couple of follow ups on that. So let's start with office three 65. Now you guys have shared data at this event, uh, talking about that most customers just say, Oh yeah, well, I trust Microsoft to do my backup. Well, of course, as we, well, well know it, backup is one thing, but recovery is everything. And so explain why, uh, what will explain the value that you guys bring? Why can't I just rely on the SAS vendor, uh, to, to do my backup and recovery? >>Well, there's a lot to that question, Dave, the number one thing I'll say is that at Veeam, we have partnerships with Microsoft. You have where HPE, all the household brands of it. And in many of these situations, we've always come into the market with the platform itself, providing a basic backup. I'll give windows, for example, anti backup, right? Yeah. Those, you know, it's there, but there's always a market for more capabilities, more functionality, more portability. So we've taken office three 65 is a different angle for backup. And we lead with the shared responsibility model, Microsoft as well as the other clouds, make it very clear that data classification and that responsibility of data that actually sits 100% with the customer. And so, yes, you can add things to the platform, but if we have organizations where we have things like I need to retain my content forever, or I need a discovery use case. >>And then if you think about broader use cases like one drive for business data, especially with the rapid shift of work from home organizations may not be not so much using the file server, but using things like one drive for business, for file exchanges, right? So having a control plane over that data is, is very important. So we really base it on the shared responsibility and Microsoft is one of our strongest partners. So they are very keen for us to provide solutions that are going to consume and move data around to, to meet customer needs in the cloud and in the SAS environment. For sure. So, you know, it's been a very easy conversation for our customers and it's our fastest growing product as well. So, uh, this, this product is doing great. Uh, I don't have the quarterly numbers, but we just released the mid part of Q4. We just released the newest release, which implemented object storage support. So that's been the big ask for our customers, right? So it's a, it's that product's doing great. >>Yeah. So, you know, that notion of shared responsibility, you hear that a lot in cloud security, you're applying it to cloud data protection, which, you know, security and data protection are now, you know, there's a lot of gray area between them now. Uh, and I think it's, you know, security is a, or data protection is a fundamental part of your security strategy, but that notion of shared responsibility is very important. And one that's oftentimes misunderstood because people hear, Oh, it's in the cloud. Okay. My cloud vendor has got to cover it, but what does, what does that shared responsibility mean? Ultimately, isn't it up to the customer to own the end end result. >>It is. And I look at, especially Microsoft, they classify their software for different ways on prem software, uh, software as a service, the infrastructure as a service. Uh, I forget what the third one is, but they have so many different ways that you can package their software, but in all of them, they put the data classification for the customer and it same for other clouds as well. And when, if I'm an organization today, if I'm running data in a SAS platform, if I am running systems in iOS platforms, in the hyperscale public clouds, that is an opportunity for me to really think about that control plane of the data and the backup and restore responsibility, because it has to be easy to use. It has to be very consumable so that customers can avoid that data loss or be in a situation where the complexity to do a restore is so miserable that they may not even want to go do it. I've actually had conversations with organizations as they come to Veeam. That was their alternative. Oh, it's just too painful to do. Like, why would you even do that? You know, so that, that shared responsibility model across the different data types in the cloud and on-premise well, and SAS models, that's really where we find the conversations go pretty nicely. >>Right. And if it's too complicated, you won't even bother testing it. So I want to ask you something about cloud native. You mentioned cloud native, your cloud native capabilities, um, and I'm, I'm inferring from that, that you basically are not just taking your on prem stack and shoving it into the cloud. You're actually taking advantage of the native cloud services. Can you, can you explain what's going on there and maybe some product specifics? >>Sure. So, you know, Veeam has this reputation of number one, VM backup, you know, here in my office, I have posters from all over the years and somewhere down here is number one, VM backup. And that's where we cut our teeth and got our name out there. But now if you're an Azure, if you're an Amazon, we have cloud native backup products available. In fact, the last time you and I spoke was that an Amazon reinvent where we launched the Amazon product. And then last month we launched the Azure product, which provides cloud native backup for Azure. And so now we have this cloud feature parody and those products are going to move very quickly as well. We've had the software as a service product for office three 65, where we keep adding services. And we saw in the general session, we're going to add protection for a new service in office three 65. >>So we're going to continue to innovate around these different areas. And there's also another cloud that we announced a capability for as well. So, you know, the platform at Veem it's growing, and it's amazing to see this happen cause you know, customers are making cloud investments and there's no cloud for all right. So some organizations like this cloud that cloud are a little bit of these two clouds combined. So we have to really go into the cloud with customer needs in mind because there's no one size fits all approach to the cloud, but their data, everybody knows how important that is. >>So to that end though, each, each cloud is going to have a set of native services and you've got to develop specific to that cloud, right? So that you can have the most, the lowest, highest performance, the most efficient, the lowest cost data protection solution backup and recovery possible is that, I mean, taking advantage of those native cloud services is going to be unique for each cloud, right? Because AWS has cloud and Azure cloud. Those are, those are different, you know, technically underneath, is that, is that right? >>You're absolutely right. And the cost models, they have different behaviors across the clouds. In fact, the breakout that I did here at the event with Melissa Palmer, those who are interested in the economics of the cloud should check that out because the cloud is all about consuming those resources. When I look at backup, I don't want backup to be a cost prohibitive insurance policy. Basically I want backup to be a cost effective yet resilient technology that when we're using the cloud, we can kind of balance all these needs. And one of the ways that beam's done that is we've put in cost estimators, which it's not that big of a like flashy part of the user interface, but it's so powerful to customers. The thought is if I want to consume infrastructure as a service in the cloud, and I want to back up via API calls, snapshots to ECE, two instances only nice and high performance, nice and fast. >>But the cost profile of that if I kept them for a year is completely different than if I used object storage. And what we're doing with the Veeam backup for Azure and Amazon products is we're putting those numbers right there in the wizard. So you could say, Hey, I want to keep two years of data. And I have snapshots and I have object storage, totally different cost profiles. And I'll put those costs testaments in there. And you can make egregious examples where it'll be like 10 and 20 X the price, but it really allows customers to get it fast, to get it cost efficient. And more importantly, at the end of the day, have that protection that they need. And that's, you know, that's something that I've been trying to evangelize at this cost. Estimator is a really big deal. >>Yeah. Provides transparency so that you can let the business, you know, drive sort of what the, what the data protection level is as opposed to sort of either, whether it's a one size fit all or you're under protected or overprotected and spending too much, I asked Anton is going to kind of, how do you prioritize it? Because basically his answer was we look at the economics and then ultimately you're giving tools to allow the customer to decide, >>Yeah, you don't want to have that surprise cloud bill at the end of the month. You don't want to have, um, you know, waste in the cloud and Anton's right. The economics are very important. The modeling process that we use is interesting. I had a chat with one of the product managers who is basically in charge of our cloud economic modeling and to the organizations out there. This is a really practical bit is, think about modeling, think about cloud economics, because here's the very important part. If you've already implemented something it's too late and what I mean by that, the economics, if they're not right when you implement it, so you're not modeling ahead of time. Once you implement, you can monitor it all you want, but you're just going to monitor it off the model. So the thought is, this is all a backwards process. You have to go backwards with the economics, with the modeling, and that will lead you to no surprises down the road. For sure. >>I want to ask you about the COVID impact generally, but specifically as it relates to ransomware, I mean, we've had a lot more inquiries regarding ransomware. There's certainly a lot more talk about it in the press. What have you seen, uh, specifically with respect to ransomware since the pandemic and since the lockdown. >>So that's something that's near and dear to my heart on the technology team here at product strategy, everyone has like a little specialization industry specialization. Ransomware's mine. So good ask. So the one thing that sticks out to me a lot is identifying where ransomware comes in and around. I have one data point that indicated around 58 or so percent of ransomware comes in through remote desktop. And the thought here is if we have shifted to remote access and new working models, what really worries me, Dave is when people hustle, when people hurry and the thought here is you can have it right. Or you can have it right now in mid March, we needed to make a move right now. So I worry about UN UN incomplete security models, right? People hurrying to, um, implement and maybe not taking their security, right. Especially when you think about most ransomware can come in through remote desktop. >>I thought fish attacks were the main attack vector, but I had some data points that told me this. So I have been, and I just completed a great white paper that those watching this can go to dot com and download. But the thought here is I just completed a great white paper on tips to beat ransomware and yes, Veeam has capabilities, but here's the logic. Dave. I like to explain it this way, beating ransomware. And we had a breakout that I recorded here at the event, encourage everyone to watch that I had two users share their story of how they beat ransomware with Veem. Two very different ways too. Any product is, or is not necessarily ransomware resilient. It's like going through an audit. And what I mean by that is people ask me all the time is being compliant to this standard or that standard it's 100% dictated how the product's implemented, how the product's audited, same with ransomware. >>It's 100% dictated on how Veem is implemented. And then what's the nature of the exploit. And so I break it down to three simple things. We have to educate. We have to know what threats are out there. We have to know who is accessing, what data. And then the big part of it is the implementation. How have we implemented Veeam? Are we keeping data in immutable buckets in the cloud? Are we keeping data with an air gap? And then three, the remediation when something does happen, how do we go about solving that problem? I talked to our tech support team who deals with it every day and they have very good insights, very good feedback on this phenomena. And that they've helped me shape some of the recommendations I put in the paper. But, uh, yeah, it's a 30 page paper. I don't know if I can summarize it here. That's a long one for me, but, uh, the threats real, and this is something we'll never be done with. Right. I have, I've done two other papers on it and I'm going to have another one soon after that, but we're building stuff into the product. We're educating the market. And, um, you know, we're winning, we're seeing like I had the two customers, um, beat ransomware, great stories. I think I learned so much hearing from someone who's gone through it and that you can find that in the, in the Vermont broadcast for those attending here. >>Well, you've touched on a couple of having them take advantage of the cloud guys who have these immutable mutable buckets that you can, you can leverage. Um, a lot of people don't even don't even know about that. Um, and then, like you say, create an air gap and presumably there's best practice around how often you write to that bucket and how often you create, you know, that air gap you may be, you may be change up the patterns. I don't know other, other thoughts on that. >>Well, I collectively put, I've created a term and uh, nobody's questioning me on it yet, so that's good, but I'm calling it ultra resilient storage. And what I'm referring to is that immutable backup in the cloud. And if we, it becomes a math calculation, you know, if you have one data point in there, that's good. But if you had a week's worth of data points, that's better. If you had a month's worth of data points, that's even better. But of course those cost profiles are going to change. Same thing with tape tapes, a an air gap, removable media, and I go back and forth on this, but some of the more resilient storage snapshot engines can do ultra resilient techniques as well, such as like, uh, pure storage, safe mode and NetApp snap fall. And then the last thing is actually a Veeam technology. It's been out for three, four years now, insider protection. >>It's a completely out of band copy of backup data that that Veeam cloud connect offers. So my thought here is that these ultra resilient types, those are best defense in these situations. And, you know, it's, it's a, it becomes a calculated risk of how much of it do I want to keep, because I want to have the most restore options available. I want to have no data loss, but I also don't want it old. Right. You know, there's a huge decline in value taking your business back a year ago, because that's the last tape you had, for example, I want today's or yesterday's backup if I'm in that type of situation. So I go through a lot of those points in my paper, but I hope that, um, those out there fighting the war on ransomware have the tools. I know they have the tools to win with them. >>Well, it's like we were talking about before and ransomware is a really good example of the, the blurring lines between security and backup and recovery. Of course. Uh, what role do analytics play in terms of providing transparency and identifying anomalous behavior in the whole ransomware equation? >>Well, the analytics are very important and I have to be really kind of be transparent, you know, VMs, backup company, right? We're not a security tool, but this is it's getting awfully close. And the, I don't want to say the long form historical definition of it. Security was something around this thing called a CIA triad, maintaining confidentiality, integrity, and availability of data. So security tools are really big on the confidentiality and integrity side of it. But on the availability side, that's ravine can come in. So the analytics come in to our play pretty naturally, right? We have, the Veem has had for years now, uh, an alarm that detects abnormal behavior in regards to CPU rights or CPU usage and disk, right IO. Like if there's both of those or abnormally high, that this is what we call possible ransomware activity. Or if we have a incremental backup, that is like 100% change rate, that's a bad sign, right. >>Things like that. And then the other angle is even on PCs desktops like this computer, I'm talking to you now on w we have just simple logic of, once you take a backup eject the drive. So it's offline, right? So analyzing where the threats come from, what kind of behavior they're going to have when we apply it to backup. Veem can have these built in analytic engines that are just transparently there for our customers. There's no deep reeducation necessary to use these, but the thought is we want a very flexible model. That's going to just provide simple ease of use, and then allow that protection with the threatscape to help it help the customers where we can, because no two ransomware threats are the same. That's the other thing. They are so varied in what they do everything from application specific to files. And now there's these new ones that upload data. The ransom is actually a data leak. They're not encrypting the data. They're just the ransom is to take down potentially huge amounts of data leakage, right? So, um, all kinds of threat actors out there for sure. >>You know, it's a last kind of line of questioning here. Rick is, as I've said, a number of times, it's just, it's ironic that we're entering this new decade in this pandemic hits. And everybody talks about the acceleration of certain trends. But if you think about the trends, you know, last decade, it's always performance and costs. We talked a lot about granularity. We talked about, you know, simplicity, you guys expanded your number of use cases. Uh, the, the support, the compatibility matrix, if you will, all those things are sort of things that you've executed on. As you look forward to this coming decade, we talked about cloud. I mean, we were talking about cloud, you know, back in the, in 2008, 2009 time frame, but it was a relatively small portion of the business. Now everybody's talking cloud. So cloud cloud, native DePaul discussion on ransomware and maybe even broader business resiliency, digital transformation, we've been, we've been given lip service in a lot of cases to digital transformation. All of a sudden that's changed. So as you put on, you pull out the telescope and look forward to the trends that are going to drive your thinking in themes, decision making. What do you look toward? >>Well, I think that laser focused on four things, backup solutions for cloud workloads, and there's incredible opportunity there, right? So yes, we have a great Azure story, great Amazon story. And in the keynote, we indicated the next cloud capability, but there's still more, there's more services in the cloud that we need to go after. There's also the sass pocket. We have a great office, three 65 story, but there's other SAS products that we could provide a story for. And then the physical and virtual platforms. I mean, I feel really confident there we've got really good capabilities, but there's always the 1%. And you know, what's in the corner. What's the 1% of the 1%, right? And those are workloads we can continue to go after. But my thought is, as long as we attack those four areas, we're going to be on a good trajectory to deliver on that promise of being that most trusted provider of cloud data management for backup solutions. >>So my thought here is that we're going to just keep adding products. And it's very important to make it sometimes a new product. We don't want to just bolt it on to backup and replication via 11 or be 10 for that, for that matter, because it'll slow it down, right? The cloud native products are going to have to have their own cadence, their own independent, um, development cycles. And they're going to move faster, right? Because they'll need to, so you'll, you'll see us continuing to add new products, new capabilities, and sometimes it'll, it'll intermix, you know, and that's, that's, that's the whole definition of a platform when one product is talking to another, from a management side, a control plane, given customer portability, all that stuff. So we're going to just go after a cloud, virtual, physical SAS, and new products and new capabilities to do it. >>Well, Rick, it's always a pleasure talking to you. Your home studio looks great. You look good. And, but, but nonetheless, hopefully we'll be able to see each other face to face here shortly. Thanks for coming on. >>Thank you, Dave. >>All right. And thank you for watching. Everybody's Dave Vellante and our continuous coverage of the Mon 2020, the online version of right back, right after this short break.

>>Live from Orlando, Florida. It's the cube covering Microsoft ignite brought to you by Cohesity. >>Welcome back everyone to the cubes live coverage of Microsoft ignite. We are in day three of three days of wall-to-wall coverage, all things Microsoft. I'm your host, Rebecca Knight. Along with my cohost Stu, a minimum. We are joined by Martina grom. She is the CEO at work of at work in Vienna and a Microsoft MVP. >>Thank you so much for coming on the show. My tags for the invitation. I'm glad to be here. So tell us a little bit about at work, what do you do? So, so what we are doing, we are an ISV located in Australia and in Germany we are around 25 people and we do software development on the one side. And on the other side we support customers in going into the cloud to develop a deployment strategy to use Microsoft technology and yeah, governance, deployment, migration. And recently we also started with adoption and change management because it's a huge topic for many customers. So who >>are your customers? What, what kinds of industries are they in? >>Yeah. So, um, we actually do not focus on a specific industry. We are more focusing on enterprise customers. So every, every customer was a large customer. So one friend once told me, you like the complicated cases. So I like to work with enterprises and learn what they are doing from a security perspective and how they do that. And we have customers in the financial sector as well as in retail business. So all over that and mainly in Europe we have some customers in the U S as well. >>So, so Martina, I know from a Microsoft MVP standpoint, you focus on Oh three 65 is, is that the primary engagement that you have with customers or is it a span of product? >>Yes. Yeah. The interesting part is I started with Microsoft three 65 in 2008 when Microsoft started going into the cloud business. So that time back, my first product I looked at was exchange hosted services, which was the antivirus, anti-spam solution. Microsoft provided. And then, um, every single partner first told us, Matina you will never earn money with cloud technologies because no customer will do that. Everyone was still on premises. And in 2011 I got the MVP award because I was one of the first to focus so heavily on office three 65. And the benefit I have out of that is that I know all products services quite well. And currently I'm more focusing on the security and compliance side. >>Yeah, it's interesting because today when I talked to Microsoft customers in on premises to the exception and it's usually, Oh, I'm a government agency and I need to be completely cut off from certain environments, so therefore I can't do it. Um, you know, I, I've said for the last few years, Microsoft actually gave customers not only the green light, but the push to go sass with what they're doing. So tell, tell, give us a little bit of, you know, the landscape today is, is that, is that the exception rather than the rule and are most people kind of okay with O three 65 in the cloud? >>Yeah, I, I think cloud services, it's a matter of trust. So as I am located in Europe, we um, and especially in the German speaking countries like Austria, Germany, Switzerland, many people just didn't trust it from the beginning because they said it's a American company. We don't know where all our data is. Antawn at Microsoft is very open and um, and what the did, they are very transparent what they are doing. So you get tons of material around how to trust the cloud, how it works and so on. And the current state is more for an on premises customer. He is safer to go into a cloud service then stay on premises. And this is one of the things I really like about that because it's, it doesn't depend on the customer side. Even a small customer can have the same security features a large enterprise customer has. >>Okay. If you could just expand on that a little bit because you know, for the longest time security was the blocker to do there. And for many now looking at the cloud, it at least it lets me restart and rethink what I'm doing as opposed to, you know, often security was something that got pushed to the back burner in my data center. So is it that Microsoft has, you know, all of the security taking care of, is it a combination of getting to restart and rethink of it? How do you look at that? >>Um, I think the main point is traditionally when you are on premises, you think your data center is secure because you own it, you hosted, you organize it, you operate it and everything is there. And we are very an and those customers are very focused on endpoint security. So everything comes from the outside. Uh, might be dangerous. But with cloud technologies, it's not only your, your own network you need to just to have a safe place for, you also need to secure the cloud services. And that means if you broaden that experience and going into a SAS service, you have much more security there. In terms of the talking at the very beginning where you said, I liked the complicated cases, so we know you like a challenge. And then you also said you're getting into more adoption and change management. Talk about some of the challenges that you're seeing in terms of your clients embracing this, this, this technology. >>Yeah, so from my perspective, one of the biggest challenges customers currently have is Microsoft is moving very fast and people need to change and get comfortable with an evergreen service, which might change today and might change next week again. And this is something people need to adopt and, and use put a lot of pressure on that because they say, Oh, there are the nice, fancy tools, the new tools, it's teams, it's everything else. And we need that to do, to work properly and to be in a modern workplace. And this is quite the challenge for every it operations team because they need to build a secure environment. It needs governance and it also needs change and adoption. Okay. >>Martina, you mentioned the modern workplace. So another area you work on is enterprise social. So, you know, I worked for a large enterprise, you know, a vendor in this ecosystem back when that, you know, social wave was hitting, you know, use jive, uses Yammer when it first launched long before Microsoft had uh, brought it, um, you know, we don't talk about the wave anymore. Bring us, you know, what's happening in that space these days. >>Yeah. So enterprise, social and I love being there as well because I, I try to get people, so what, what I saw what, what I saw when Microsoft acquired Yama, it brought a lot of change into Microsoft itself because um, there was currently a graph technology in a, in, in Yammer as a product which brings up more relevant content to the users and people really liked that. And then you saw all the collaboration, which is mainly document based on SharePoint, SharePoint, online and so on. And currently those, um, services come together and then after a couple of years you got Microsoft teams and people that again got confused and that, so this is the next tool helped me what tools I use when, and that's one of the biggest question many customers have currently because they probably don't understand it from the beginning, but if they start adopting that, the use cases become pretty clear for them. >>That to say we work in teams in our project environment, but we, if we want to reach the whole organization, we go into Yammer or in an enterprise social tool. >> So talk about, there's been a lot of new changes to teams that have been announced this week here at ignite. What as an acre slapped MPP? What is most sparking your interest? Um, I'm not a Microsoft employee, but a VP, sorry. Yeah. Um, so what I like about that is that teams brings kind of a good user experience to use as they have one client. They have the outlook client, they have the teams client and they can work within the team. In Microsoft teams, they can use it for video calls, for conferences, anything. So it's, it's a one stop shop defined in teams and with the extension which is brought now in, in with the new Yammer experience, they also have the broad experience of the enterprise social network integrated into their teams client. And this will bring a fundamental change because then a project team which is working together can also look out of one client. What is going on in my organization. Are there any questions? Can I share that? And Tom, >>Martina, I want to go back to a word that you brought up. When you talk about the cloud, it's trust. It's something that we heard over and over. And again, the keynote is Sacha positioning Microsoft as a trusted partner. A, they've got, what? What's it 47, sorry, 54 different Azure regions worldwide. So, uh, you know, are they local enough? Are they engaged enough? Is Microsoft earning the trust of you as a partner and as your customers, do they, they seem Microsoft as a trusted partner? >>Yeah. So from my experience, Microsoft is a trust verse it company. Because what, what I learned from them during their whole cloud journey, they got a lot of push backs. In the beginning they said it's, it's just in the European union, we don't like that. We want our data centers, which are closer to us because it feels more secure if I have a data center region in South Africa, in France, in Switzerland or wherever I am. And Microsoft invests a lot in building that trust and it's completely transparent what they are doing. So you can go to the websites and can say, okay, I'm located in Switzerland. Um, I want my data in there, so what services to get there. So it's really, um, a good opportunities for customers. And also what I learned from customers is if you see a service running and you do not use it, you can't build up on trust because you just don't know. >>It's like swimming in the air without any water. So, and this is many customers just saw and they, um, they discovered, okay, it works, it doesn't fail. We can trust on the solution. And this is really important. You said that you mainly work with European customers, a few in the U S what do you think are the biggest differences between the two groups? Our European customers naturally a little more skeptical, particularly when it comes to data. It's um, in Europe we are very specific in data privacy and the thing that might be a difference between the U S and and Europe, especially in German, that people really look at privacy issues and could that happen on, and then we have GDPR, which was brought up by the European union, which would bring additional trust and security into our customers and on every single website we are surfing on. So I think that's one of the biggest differences from an enterprise side. The, the fears are quite the same. It's, it's like we are going to the cloud and we need to use a service and how can we work through that? I do not see that many differences. So >>Martina, you were proven right? You bet early on a technology adoption has been there. As you're looking forward, what are the things that, that we are early on today that are exciting you or that you think we're going to be talking about 2020 and beyond? >>Yeah. What I think what will come to us is more intelligence and more AI stuff because this is something which will really help us. And you see the, the little small things in PowerPoint that you get your beautiful designed PowerPoint slides automatically that your auto client says, Hey, you have an appointment, you have a really recording in five minutes, you need 10 minutes to go. Should I send an email that you are running late? So we will see much more intelligence in there. And also the new projects which, which are brought, they are, so knowledge sharing will be fundamental in the future that we find the resources we need and they're relevant what we need in, in, in the, in the time we need it. So what does this mean for the future? I mean you're just describing a, a world in which we all can be more productive. >>We are communicating more seamlessly. What does this mean for how teams communicate and collaborate? Yeah. Um, so what does think every positive side also might have a negative side? We go into an always on scenario, so we will be connected everywhere at home during cooking, doing, bringing kids to school and so on. So what I think what we as humans need to learn is how we can separate us from that and how we can just quiet down and get some space left out of the full amount of information which is around us because we can't get every single information and to see that very often when I talk with customers, have around Yammer, they said it's just too much. I have to read so much information because you feel you are losing control and you are losing information and this is what we need to learn as humans. >>Any, you know, what, what guidance do you give to people? The, the world of streams, right? I remember social media, they were like, Oh my gosh, I didn't look at it for the weekend. How do I, you know, look at all of that stuff that I missed. And usually I just frame, I'm like, you ignore everything that you missed and you start where it is today. But it's different in a work environment. >>Yeah. In a work environment. So my advice for customers is everything that I tell you at Tecton is interesting for you. If you're not tech, it's probably not for you. So this is the main curse. It's like unread emails or it's like the little notification bar. You got a message, a personal message to one-to-one message, then you should react on that. That's it. And not read everything because it's probably not relevant for you at. That's great advice. Words to live by. Thank you so much for Martina. Yeah. Pleasure having again, I'm Rebecca Knight for two minimums. Stay tuned for more of the cubes live coverage from Microsoft ignite..

>>Live from Orlando, Florida. It's the cube covering Microsoft ignite brought to you by Cohesity. Hello everyone and welcome back to the cubes live coverage of Microsoft ignite. I am your host, Rebecca Knight, along with my co host Stu Miniman. >>We are joined by Dave Totton. He is the CTO U S partner ecosystem at Microsoft. Thank you so much for coming on the course. Absolutely. Thank you for having me. So this is an incredible show. 26,000 people. We are here at the cube in the middle of the show floor. Yeah, high energy. Yeah. We're going to talk about what you do at Microsoft, but first I just want your impressions of this show in particular is incredible. I was saying as I, as I just walked in at first off 26,000 people, I think I shook 10,000 hands already. It's pretty amazing. I'll say two things. One, the partnerships and the and the groups and the companies that are building on Microsoft technology. If you just look around this room, it increasingly gets bigger. They had to take over to new halls this year. It's incredible. And the customers that we're getting at this event are extraordinary now. >>Everything from SMB small business accounts to every single enterprise company that I can think of in the strategic a thousand here in the U S they are here right now and it being a worldwide event. I hear languages, I hear people introducing each other to EDS. The energy in this room is just absolutely incredible. United nations of my, they really is. It really is. And it feels that way when you walk around the room for sure. Yeah. So you are the chief technology officer of us partner ecosystems. Talk a little bit about what you do at the company. Yeah. Yes. So what we're trying to do, obviously Microsoft being a channel company, right? We've built services and solutions through the channel, sold them through the channels since we started inception 45 years ago. So my team helps build that technology practice and those solutions with our partners. If you think about how you get access to the best and brightest engineers at the company, I'm pleased to say I actually have a bunch of those that get to work for me. >>And so every day we sit down with partners, we help them think about what technology solutions they want to create, where we see gaps in the marketplace, how do you make the biggest and best applications possible on the Microsoft stack? And then we help take those to market with our partners. So it's a, it's a wonderful experience of working with partners, both mature and sometimes immature startups. Brand new. Well, well, well Dave, one of the challenges, the surface area that Microsoft covers is so much bigger than before. You know, this is not the company that I use to get, you know, a disc, a, you know, in the mail to get to get started. You're now, you know, in the data center, of course, a strong player in SAS, in public cloud, at the edge in devices. You know, how do you manage all of those pieces and you know, give us a little snapshot. >>We feel like we're getting today at the announcement this week. Uh, really a, a rethinking of how hybrid should be thought of today and in the future. >> Yeah, I'm glad you said that. It's a really important differentiation there because if you think about our stack, we're a windows company, I've heard that before. Then we became an office company, right where the company does office and X-Box. Now we're really a services company. That's how we want to make sure that we talk to people about what we do everyday as we build services, applications and the layers that connect people to their productivity. Right? And so there were a lot of announcements this morning about Azure, which I think is phenomenal. Azure touches everything that we do, identity security monitoring, it touches everything that we absolutely do, but we bring that to life with applications like Microsoft three 65 and our productivity tools. >>There was a great demo this morning on power apps, RF, something. I'm really, really partial to having grown up a developer and then lost a lot of my technical skills, right? Like I don't get to code anymore. Something like power platform and leveraging all of the bots that we now have to democratize development work and make sure that the citizen developer can build really cool applications on our technology stack. As part of that, I will say everything for a while there moved the pendulum to Azure because it was this huge market opportunity in, there's lots of services out there and being that we're a really secure, trusted enterprise relationship, cuss a partner, a lot of people wanting to build applications and services on Azure. There's still a gigantic market opportunity within Microsoft three 65 productivity. What we're doing with exchange migrations is still a huge part of our business and then power apps and dynamics three 65 the ease of implementation and integration across all your applications, leveraging dynamics three 65 on equal opportunity. >>So, so David, you actually, I want to tease apart, you said a word services because Microsoft is still, it's a software company but it's more about the platforms that Microsoft delivers because one of the big challenges for users out there is there's just too many choices way too. There's no way anybody can listen through, you know all of the announcements this week and say, Oh okay, I'm up to speed on everything and I know what's going to work for my company. It's in many ways. It is the integration partners, the SIS, the MSPs, the channel partners, they're going to help pull those together. So, right. How do you make sure that you have, you know, comprehensive offerings that people can consume easier rather because we think that that's one of the challenges where at a certain inflection point with cloud is, remember cloud was supposed to be cheap and easy and it's neither of those shares, so how do we make sure that in today's day and age, you know, where do they turn to to be able to move their business forward, not spend hours and hours and months and years trying to figure out what the latest thing is when by the time I start doing it, the next thing's out. >>Yeah. Well, if you read a lot of the publications, it's like cloud is everywhere. The cloud adoption rate is actually fairly low across us and international business rates and there's several reasons for that, right? There's some, some trust issues there. There, there's some, I've got some on premise applications that I need to make sure that I migrate over. We launched today arc, right? Which is about really connecting all sorts of data services a, wherever your data center is, we'll come meet you. And I think that's a really nice platform story for Microsoft to tell. We've always been a customer and partner for six experience, so now we're gonna meet you where you are, where ever you are. You have the ability to manage, control, secure your it environments if you're on premise, if you're with another cloud provider, if you're in a co-location data center. >>And I think that ability to show along the the journey to the cloud and along the journey of the digital transformation where you're at, how are we going to help enable you, how are we going to make sure that we protect those end points and give you a consolidated, efficient UI to view through, right? Yeah. Actually. So there's Coobernetti's inside that arc. From my understanding what, what we've, we've been watching this trend for the last four plus years and one of the concerns is this is the Microsoft way to do things. Google has the way to do things. Every, there are lots of Kubernetes options out there and it's not a magic layer so there's still work. How does this become, you know, a driver for the ecosystem to participate and we don't end up with you all. I've got my Microsoft silo, my Amazon silo and Google silo. >>Something like arc is a great example of that though. We want to meet the customers where they are and we believe our technology stack in the long run, the different plugins to applications ISV, different services partners, the way customers want to see their data, we believe it will win out in the long run. So we're okay integrating our back end with SAP on Azure for example, row K with this data exchange with Oracle that we just announced a few months ago last year at this very event we were talking about before the SAP, Adobe, Microsoft data exchange program, right? We are officially an open services company that we believe you should have management control and identity right across all of your services, all of your data, and eventually you'll see, well Microsoft parties and our services and the ISV that are built on our services will win out in the long run. >>We really believe that. I think there's another thing about the Microsoft way. It's much different now, right? I mean I can remember still six, seven years ago where certain companies, whether it's IBM or Oracle or even red hat, we're randomize to us right now. We embrace those relationships and we embrace that data exchange because we're all trying to make sure that we optimize the experience for the customer and we think you can do it best through our our shared services environment. And the final thing I'll say is my, one of my favorite examples is our, our number one co-sale scenario out there with our ISV S is red hat. Now, if we said that when mr bomber was here or even on that five years ago, it was a much different experience there about red hat and how we embrace open source technologies, red hat, even something like OpenShift, which is their container services. >>We now enable as a first party through Azure. So it's okay, you don't have to use our Kubernetes brand. You can use third party services, put that on Azure for the most secure integrated experience possible. We absorb and we love, we embrace those relationships, right? Because we think once you get in there and you start leveraging the monitoring, security, identity provisioning, you know services are within our stack, we think you'll start adopting more and more services from Microsoft. >> So what's leading this trend? Because I mean it's so interesting that we're talking about this kind of open source approach to everything and this open brand in terms of using a little bit of Microsoft here, a little bit of AWS here. Yeah. How are is it that we're using so many though? Is that the, we're so willing to go for different companies in our lives as customers. >>If that or is it the technology industry that is pushing us? Yeah, I actually think it's the, it's the former. I think that the technology industry would love to say you're an Amazon person. You're a Microsoft shop, right? You're an open source shop. Right? And Microsoft used to be that way. Like in fact, you'll still hear some people talk about, Oh, I'm a Microsoft shop because I have windows server on premise. Now customers are looking for best in breed services, best in breed point solutions. When I started at Microsoft 15 years ago, you were a Microsoft customer and that meant you, you bought windows, you bought office, you bought window server, and then when we started launching SQL server, okay, you went to SQL server. Now it's a little bit different. You might use a security ISV solution here. You might use a data transfer or an identity management solution here. >>Microsoft has embraced that, that proliferation of purchasing based on point in time solutions. Right? Before the integration was very tricky, right? Between these applications or these different service layers. Now with something like Azure that integrates across all of these platforms, we're winning. We're winning that share because we listen. If you have an AWS data Lake out there, we're okay with that. You can secure it, you can monitor it, you can do analytics on it using Microsoft services, right? And eventually you'll see there's probably some cost benefit. There's probably some integration and some usability scenarios out there on why you'd want to migrate that to Azure. But while you get there, while you're on that journey, we're going to enable the connected infrastructure across that because customers want to buy best-in-breed, they want to buy what's available, what's easy to consume, what keeps their data secure. >>And so we're going to envelop, we're going to surround all those technologies with our service layer and one by one, right? Show the integration on that true best-in-breed connected experience that we think Microsoft can provide. So Dave, I love that message and I think it speaks to one of the reasons you said why the ecosystem is growing a, for those people that can't go through, come to the show, give us a little bit of a viewpoint. I mean, you know, we don't have an hour to go through all the options and I'm sure every partner is your favorite be the biggest or the smallest button. Give us a round it as is. So some of the areas that maybe, you know, you're hearing the most from customers that their most districts today, um, and some of the new areas that maybe might not have been here in previous years. >>Absolutely. I mean we're, we see success in the channel and frankly in the market places, you know, when we get out of talking about Azure or office three 65 or windows and we talk about what's the business outcome we're trying to drive, right? So like contract management is a, is a scenario that every customer needs, right? So something like I Certis which is a really strong contract management ISV solution that is embedded and built on dynamics three 65 is a great example of that, right? Do you want your contracts to touch your customer relationship database to get extended through outlook and exchange and then to be able to Mark up contracts with with our productivity tools, whether that's word, PowerPoint, et cetera. Contract management is an outcome that all customers need. We don't have to talk about Azure or dynamics three 65 we're talking about contract management. >>So I think is a really good example of somebody who's defined a market leading position for an actual workload, a business outcome that all customers need to drive and it just happens to be pulling through our technology. Another company, Nintex new Texas, right around the corner here, Nintex does an exceptional job of managing workflow. Any sort of scenario you need. Are you trying to hire a candidate? Are you trying to process paperwork? Are you trying to run your supply chain or inventory management? I could say go out and deploy SharePoint office three 65 go out and build an Azure database to go manage a virtual machine to spin up instances. Instead, I can say, do you have workflow that needs to be managed and connects to your database? Yes. Okay. Then go select Nintex, go see what they have to offer. They've got 30 plus offerings that you can take to catalog and customers want those outcomes. >>Customers at this day and age are getting less and less, I guess picky, I would say about the baseline infrastructure that runs all the services that they need. They're really about what's the application or the experience that integrates that secure that is easy to implement and that does a specific job to make me more efficient. Right? You spend more time with customers. I can drive more value. The fact that the 90% of those applications are powered on Azure is an okay secret, Hey, like that's okay for the channel do exist with all of these applications and services are built on Azure, built on dynamics three 65 that just happened to pull through business outcomes and if you're recommending them the Microsoft is this trusted brand and so there, that's the other part of that too. Yeah, I think so too. And I think there's a groups like Cohesity, another great organization out there that obviously we spend a lot of time and infrastructure with, right? >>Very driven to business and we're customers doing, if you think about the innovation curve that Cohesity has with their products in the marketplace, it's another great example of solve a business problem. You know, find a business problem worth, worth solving. Go out and invest in the it and infrastructure to go out and build it. Build a marketing and customer success plan around that and the fact that they can develop and take new solutions to marketplace in Azure quicker, more efficiently with more customer outcomes. Focus in that solution stack. They're using our shared services to build and have a faster time to market. Right? So it's not even just about the services that are built on Azure. It's how Azure and dynamics three 65 in modern workplace to be 65 Microsoft three 65 how we can enable partners to build solutions that solve customer's problems faster, right? And more efficient than we ever have in the past. Great. Well, Dave Totten, thank you so much for coming on the QBO is a really interesting conversation. Absolutely. Pleasure. Thank you for being here. Thank you to all of the sponsors that are out here, all the partners that are here to invest in this event. We appreciate your energy and support. I'm Rebecca Knight for Stu Miniman. Stay tuned for more of the cubes live coverage of Microsoft ignite.

>> fly from San Francisco. It's the Cube covering Google Cloud. Next nineteen, right Tio by Google Cloud and its ecosystem partners. >> Welcome back to Google Cloud next twenty nineteen Everybody, you're watching The Cube. The leader in live tech coverage. My name is Dave Volonte, and I'm here with my co host Stew Minutemen. John Ferrier is also here. Three days of wall to wall coverage of Google's Big Cloud Show customer event this day to a Shook Ramu is here is the vice president of Cloud and Customer Active Fio Boston based Great to see you again. Thanks for coming on to be here. So big show Active fio Category creator. Yeah, right. Yeah, drying it out. Battling in a very competitive space. Absolutely. Doing very well. Give us the update on what's going on with your company. So first >> to follow your super excited to be here Google next, right with one of the strategic partners for Google been working well in all departments. He had a great announcement. Today we announced active field goal for Global Bazaar SAS offering on it's dedicated to the Google platform. We want tohave the activity of experience be that much more better and easier for people running data sets anywhere, particularly in Google. So and Google has been one of our premier partners over the last, I would say three years or so we've gone from strength to strength, so very happy to be here and super excited to be launching this offering. You >> guys started active, Theo. It was clear you saw market beyond just back up beyond just insurance. You started to develop you populist copy data management. That term, everybody uses that today you sort of focused on other areas Dev offs, analytics and things of that nature. How is that gone? How is it resonated with customers? Where you getting the most traction today? >> So great question. I mean, it's gone really well, right? We've kind of been the leader, like you said, setting up the category and basically changing the way that it has looked at and being managed right data now, as a commodity is no longer a commodity. But it's an asset and we're kind of enabling companies to leverage that as it in many different ways on a cloud is here. Everybody wants to go to the cloud. Every customer we talked to every prospect we touch. Want to leverage Cloud And Google is coming in with a lot of strength, a lot of capabilities. So what we're building in terms of data transformation the data aware application of where technologies we have is a resonating very well. The devil of space we talked about, you know, is is the tip of the spear. For us, accounts are over seventy percent of our business, you know, And the last I checked, over sixty to seventy percent of our customers are leveraging cloud in some form. I'd be for Del Ops, cloud bursting D r and all of those categories and, you know, having a very strong enterprise. DNA makes his deal with scale very easily take complex applications and make it look simple. And that's been our strength for the past nine years. So we continue to in a way that strengthen work with Google to make the platform even more stronger. >> When, when I think back of those early days you said enterprise architect her it was like, Okay, let me understand that architecture, the building blocks, you know, the software i p that you have, but it's been quite a different discussion I've been having with your your team the last couple of years. Because, as you say, cloud is front and center and not surprising. To hear the devil is a big piece of help. Help us update kind of that journey. And, you know, a full SAS offering today. How you got from kind of the origin to the company, too, You know, a sass offering. Sure, >> right. I mean, we always knew we had a phenomenal product, right? And a phenomenal customers. We have a number of fourteen thousand two thousand customers with us. And you know what we realized is the adoption off. You know, to understand how cloud works and understand how customers can easily manage to cloud, the experience becomes much more important on. So the SAS offering is more about how do you experience the same great active Your technology with the push button is of use. So we enable the implementation installation ingestion of data in a minute. So by the time you're done with the whole process, you're already starting to love respect If your technology in the closet, your choice. An active field goal for Google. Particularly targets ASAP. Hana Sequel and other complex workload. So these workloads are traditionally been in a very infrastructure heavy, very people heavy in terms of managing. And what we've done is to radically transform how you manage those worthless. A lot of organizations and the conversations I've had over the last twenty four hours has been Hana this and Hannah that How do I make on a simple I've heard active you is the way to go for managing a safety. Hannah, how do you guys tackle it? And this is very interesting conversations with a lot of thought leaders who help us not only build a better product at all, it'll be improve the experience that they take it from there. So that's how I I would see the transformation for the company. >> Why? Why is active field make Hana simple? What is it specifically about? You guys >> don't differentiate. You think the great question. So Hana in general has been a very complicated, hard to install, hard to hard to hard to manage application. So what active you brings in is native application technology, right? So we don't go after infrastructure. We don't go after just storage. But we look at the application of the hole. So when you talk application down, we learn the application. We figure out how it works, how it works best, and how does the best way to capture it and present data back, which is what it's all about. And when you start from there, it's a hard problem to tackle, so it takes a little bit of time for us to tackle that problem. But when the solution comes out, it works one way across all platforms. So we've had customers moving data from on crime to the cloud, and they don't see a difference. They used to go left. Now they go right. But as part of the application to thin works, it works the same way a developer, using Hannah is using Hannah the same way yesterday that he was today. Because even though the databases moved from on creme of the club, so that transformation requires the level of abstraction and understanding the application that we have automated and building your engine >> okay, The hard question for data protection data managed folks today is how are you attacking SAS? Most companies that we asked that question, too, is that his roadmap roadmap Maybe that case for you too. But what is your strategy with regard to sass? Because something triggered me when you talked about the application yet and I know Ash knows background systems view application view has always been his expertise, your company's expertise. How eyes that opportunity for you guys. Is it one that you're actually actively pursuing? If so explain. If not, why not? Is it on the road map? >> So it's certainly an opportunity of pursuing and, you know, working with a number of sass vendors to figure out again a sense of, you know, where is the critical data mass? SAS is a number of components toe and essence off. Any particular application is you know, where is the workload? What is the state machine and how do you manage it? That's the key element. And once you tackle that, the fast application is like any other applications. So we have, you know, people working with us to build custom connectors for, like, office three, sixty five and other other elements of sass products. So as time of walls, you'LL see us, we'LL start working. We'Ll have announcements for the Cloud sequel and other Google platform of the service offerings. Amazon Rd s Those offerings are coming, and we will be basically building the platform. And once the platform comes just like active you has done, we will tackle the SAS applications. One >> of the first technical challenge. It's Roma business challenges. >> It's a business challenge. And you know, for us we have to focus on where the customers want to go, where the enterprise customers wanna go. And Stass at this point is, I would say, emerging to be a place where Enterprise wants to adopt it out of scale that they want adopted. So we're certainly focusing on that. >> And I think there's a perception to stew that, well, the SAS vendor there in the cloud, they got my data protected so good. >> Yeah, well, we know that's not the case that they need to worry about that. >> And I said, I said protected and that's not fair to you guys because >> I was a little, >> much wider scale. >> So But, you know, we were talking about ASAP, and we've watched some of these, you know, big tough application, and they're moving to the clouds. There's a lot of choices out there. You've announcement specifically about Google. What can you tell us about why customers are choosing Google? And if you have any stories about joint Google customers that you have love, >> I would say, Let's start off. You know, I would thank Google because it's one of the key partners for us. You've done over many, many million dollars last year, and we want to double the number of this year right on. It's been all the way from companies that have fifteen to twenty PM's two companies that have twenty thousand, so it spans the gamut. You know, from an infrastructure perspective, Google is the best of the brief. Nobody knows infrastructure computer memory better than Google. Nobody knows networking better than Google. Nobody knows security better than moving. So these are the choices. Why Enterprises? Now we're saying OK, Google is a choice. And as I see on the field flow today, last year was, I have a project. Maybe gold this year is how do I do ABC with gold So the conversations have shifted off. Should I do Google? Worse is how do I do ABC with Google and then you marry active use technology, which is infrastructure agnostic we don't care their application runs. And with that mantra you marry that Google infrastructure. It creates a very powerful combination for enterprises to adopt. >> So just as the follow ups that when we talk to customers here, multi cloud is the reality. So how does that play into your story? And where do you see that fit? >> We were always built multi cloud. So right from day one active use platform architecture Everything has been infrastructure diagnostic. So when you build something for Veum, where or Amazon it works as is in group. And with the latest capabilities on Claude Mobility that be announced a few months ago, you Khun move data seamlessly between different cloud platforms. In fact, I've just chosen in active field Iran be its de facto data protection platforms on all my old life. So you could hear. I know activity also being supporter Nolly Cloud s so that we'll be the only floor platform that is the golden standard to protect complex works lords like a safety nets. >> You mentioned you have a team in in Hyderabad. What? What are they working on? Is it sort of part of the broader development team? Your cloud Focus, Google Focus. What's >> the team in Hyderabad is very much integrated to our engineering team out of Boston. So, you know, they're basically equivalent. We all work together collaboratively. The talent in Hyderabad is now building a lot off our cloud technologies. And the spell is the emerging Technologies s. So we've been able to staff up a very strong team instead of very strong partner. Seems to kind of help us argument what we have here. So leave. Leaders here are basically leveraging. The resource is in Hyderabad kind of accelerate the development because, like, you know, there's never started to work. >> Okay, so you're following the sun and that and that and that the talent pool in that part of India has really exploded. You've seen that big companies hold all the club providers All the all the new ride share companies for their war for talent. Isn't there exactly good? So talk road map a little bit. What could we expect going forward, You know, show us a little leg, if you would. >> So you can see a lot more announcements around activity ago for Google will be enhancing the experience around, you know, adapting and ingesting ASAP and sequel, etcetera. You'LL be looking at a lot of our SAS integration offerings that are coming out. You talk about obviously sixty five Cloud Sequel Amazon RD s Things like that. We'LL have a migration sweet to talk about. How do you How do you ingest and manage communities? Containers? Because that's becoming a commonplace today, Right? How do you How do you tackle complex container in nine minutes? Micro Services. That's a maybe a focus for us and continue to, you know, build and integrate further into the application ecosystem. Because these applications not getting simpler ASAP is continuing to build more complex applications. How do you tackle that? The words road map and keep up with it. That's going to be what we going to be focusing on. >> So active Diogo. We talked about that a little bit. That's announcement here. That's that's your hard news. Yes, it's went to chipping, and once it available >> to go, it's a sass offering, so there's nothing to ship you know so well. Actual SAS pricing model. It's an actual SAS pricing model, fast offering one click purchase. Was it busy installed? So yes, >> Stewie's laughing because so many sass is, aren't a cloud pricing >> three years but only grow up? Can still nod. >> It's not an entity for reporting. It's not an entity that just gives you a bunch of glamour screens. It is actually taking your Hannah workloads and giving it to you for data protection, backup, disaster recovery. So it is. It is true active feel, the time test addictive you and a price product now being off for this test. So >> and how are you going to market with that product? >> So we have a number of vendors, this fellow's Kugel partners here. I get work with them to tow and to kind of generate the man and awareness. So this has been in works for over six months now, So it's not something that came out of the blue, and we've been working with Google in formulating the roadmap. For us, it is >> the active ecosystem looking like these days. How is that evolving? >> It's it's it's It's, um I would say, you know, the customers are the front and center of our ecosystem. We've always built a company with customers first mentality, and they drive a lot of our innovation because They give us a lot of requirements. They reach us in different angle. So they've helped us push the cloud road map. They've helped us push to the point where they want faster adoption. Is that adoption? And that's kind of where we're going, how the ecosystem is now still around enterprises. But the enterprise is tryingto innovate themselves because now data is that will be available. Eso abject with large financial institutions. GDP are so these are all the requirements and they're throwing at us. Okay, you can manage data. How do you air gap it? How do you work with object storage? How do you work with different kinds of technologies? They wanna work with us. And, you know, we've always stepped up to the plate saying, Sure, if it's a new piece of technology that we feel is viable and has the road map will jump at it and solve the problem with you. And that's always been the way of you the partner and growing the company >> you mentioned Air Gap. Some we haven't talked about this week is ransom. Where we talk about most most conferences. It's it's one of those unpleasant things that's a tailwind for companies like >> bank. Right. And we have an offering on ransomware rights. If you look at cyber resiliency, we're the only product in town Where and if you're hit by Ransomware, you can instantly the cover and say, Oh, my ransom or hit me on the seventeenth January, anything after that is gone. But at least I can get to seventy the January and sought my business up. Otherwise, everything else every other product out that this will take weeks or months to figure it out. So, you know, that's another type of a solution that came up. Not there, not there. Not happy about handsome. Where? But that does happen. So we have a solution for the problem. >> Thanks so much for coming in the cubes. Have you >> happy to be here? >> So we'LL see you back in Boston. All right, All right. Thanks. Thanks for watching everybody, This is the cube Will be here tomorrow Day three Student A mandate Volante and John Furrier Google Next Cloud Big Cloud Show We'LL See you tomorrow. Thanks for watching

>> What? Welcome to a special keep conversation here in Palo Alto. Shot for host of the Cube. The Palo Alto Studios here in Palo Alto. Where here With Adam Casella, CEO and co founder of Snap Route and Glenn Sullivan, Cofounder. Snap. Right, guys, Good to see you. Thanks for coming on. So, you guys are a hot startup launching you guys? Former apple engineers, running infrastructure, I would say large scale an apple, >> just a little bit >> global nature. Tell the story. What? How did you guys start the company? We did it all come from the apple. A lot of motivation to see a lot there. You seeing huge trends? You'd probably building your own stuff. What was that? What was the story? >> So, yeah, basically way. We were running a large external stuff at Apple. So think of you know, anything you would use his user, Siri maps, iTunes, icloud, those air, the networks that Adam and I were responsible for keeping up, keeping stable on DH. You know, there was a lot of growth. So this is pretty twenty fifteen. We started snapping on August twenty fifteen, so it's a big growth period for, you know, icloud. Big growth period for iTunes. Lots of users, lots of demand. Sort of lots of building infrastructure in sort of a firefighting mode on DH. One of the things that occurred is that we needed to move to more of, you know, infrastructure kind of building out as you need it for capacity. If you start talking to the folks up the road, you know, with Facebook and Google and Microsoft and all those folks, you realize that you have to kind of build it, and then they will come. You can't really always be reactionary and building these kind of bespoke artisanal networks, right? So him and I had to come at it from both a architectural apology network kind of network engineering, geeky kind of level, and also from an automation orchestration. Visibility standpoint. So we pretty much had to do a Nen tire reimagining of what we were building as we were going to build these new networks to make sure we could could anticipate capacity and deploy things before you know it was necessary. >> Yeah, and make sure that the network is agile, flexible enough to respond to those needs, and change isn't required. >> You mentioned. The surge came around time for twenty, twelve, twenty, thirteen, different exactly apples been around for a while, so they had. They were buying boxes and start racking and stacking for years. So they have applications probably going back a decade, of course. So as Apple started to really, really grow Icloud and the iPhone seven, you still got legacy. So how did you guys constantly reshaped the network without breaking it with some of the things that you guys saw? That was successful because it's kind of a case study of, you know, you know, the next level without breaking >> anything. Yeah, did when migration was interesting, uh, essentially into doing it. She start attacking it for the legacy environments as Iraq. Iraq process, right? You gotta figure out what applications better most easily be able to move and start with the low hanging fruit first so you could start proving out the concept that you're talking about. You try with the hardest aspect or the Horace Apt to move. You're going to get it with a lot of road block. If my you might actually fail potentially and you won't get what you need where you need to go if you took, took some low hanging fruit applications that can easily migrate between, you know, an old environment and new environment. >> It's not dissimilar to environments where things are acquisition heavy, like we've got some friends at some other Silicon Valley companies that are very active. You know, acquisition heavy, right? It's It's a company that's one name on the outside, but it's twenty thirty different Cos on the inside, and what they typically end up doing is they end up treating each one of those as islands of customers, and they build out a core infrastructure, and they treat themselves more like an ice pick. So if you if you Khun, meld your environment where you're more like a service provider and you're different legacy applications and new applications arm or you know customers, then you're going to end up in a better situation and that we did a little bit of that, you know, at Apple, where they have, you know, really, really core service provider, head the type. You know, if a structure with all of these different customers hanging >> off his isolation options there. But also integration, probably smoother. If you think it was a service provider. >> DeMarcus solid right and clear. >> So talk about the nature you got cloud experts. I'll see infrastructure experts. You're really in the The Deep Dev ops movement as it goes kind of multi and agree because he got storage, networking and compute the holy trinity of infrastructure kind. All changing on being reimagined. Storage isn't going away. More data is being stored. Networks need to be programmable on DH, Secure and Computers unlimited. Now it's naming all kinds of innovation. So you're seeing companies, whether it's the department defense with the Jed I contract trying to. You're the best architecture on enterprise that might have a lot of legacy trying to re imagine the question of what to do around multi cloud and data center relationships. What's your perspective on this phenomenon? OK, we have tohave scale, so we have a little bit on Prem or a lot of fun. Prem, We'll have cloud and Amazon maybe cloud over Microsoft, so it's really gonna be multiple clouds. But is it simply the answer of multiple clouds just for the sake of being multi cloud? Or is there a reason for Multi Cloud is reason for one cloud. You sure? Your perspective on the >> sure it's it it's the thought might be that it's kind of most important have one overarching strategy that you adapt to everything, and that's sort of true, right? We'd say, Okay, well, we're going to standardize something like you, Bernetti. So we're gonna have one Cuban, these cluster and that Cubans cluster is going to run in desert. It's got running. Google is going to run in, you know, on Prem and all that. It's actually less important that you have one fabric or one cluster, one unified way to manage things. What's more important is that you standardize on a tool set and you standardize on a methodology. And so you say, Okay, I need to have an orchestration later. Find that's communities. You have a run time environment for my container ization. Sure, that's Dr or whatever other solutions you wantto have. And then you have a P structures that used to program these things. It's much more important that all those things they're standardized that then they're unified, right? You say I have Cooper Natives control, and I'm gonna control it the same way, whether it's a desert, whether it's in Google Cloud or whether or not it's on Prem. That's the more important part. Rather than say, I have one big thing and I try to manage so to your point, >> by having that control point that's standard with all the guys allows for. The micro services camp allows for all these new agile and capabilities. Then it becomes the cloud for the job. Things are exactly Office three sixty five. Why not use Azure? >> Yeah, I mean, that's the whole problem with doing like technology. Pick technology sake. Technology doesn't solve problems. Old is maybe a, you know, piece technologies to peace technology. And I think it's why you look at like, cloud native communities and doctor and and you know why Dr initially had a lot more struggle and widely more successful after you, Seymour, that cloud that have come out there because cloud native put a process around how you could go ahead and ensure these things. We deployed in a way that was easily managed, right? You have C I. D for I want my container. But out there, I have a way to manage it with communities in this particular pipeline and have a way to get it deployed. Without that structure, you're going to be just doing technology for technology sake. >> Yeah, and this is modernizing, too. So it's a great point about the control point. I want to just take it the next level, which is, you know, back when I was breaking into the business, the word multi vendor was a word that everyone tossed around every multi vendor. Why we need choice choices good. While choice down streams always, it was always something. There's an option. More optionality, less of a reality, so obvious is good. No one wants the vendor locking unless you It's affordable and spine, right? So intel chips a lock in, but no one ever cares, processes stuff and moves on. Um, so the notion of multi vendor multi cloud How do you guys think about that? As you look at the architectural changes of a modern compute, modern stories modern network facility, >> I think it's really important. Tio, go back to what you said before about office three sixty five, right? Like why would you run that? Other places other than deserve rights, got all the tools. Lt's. It's really, really critical that you don't allow yourself to get boxed into a corner where you're going to the lowest common denominator across all the platforms, right? So so when you're looking at multi cloud or hybrid cloud solution, use what's best for what you're doing. But make sure that you've got your two or three points that you won't waver on right like communities like AP Integration like whatever service abstraction layers that you want right? Focus on those, but then be flexible to allow yourself to put the workloads where they make sense. And having mobile workloads is the whole point to going into the Qatar having a multi cloud strategy anyway. Workload mobility is key >> workloads and the apse of Super Port. You mentioned earlier about ass moving around, and that's the reality, correct. If that becomes the reality and is the norm than the architecture has to wrap around it, how did you advise and how do you view that of unfolding? Because if data becomes now a very key part of a workload data, considerable clouds late and see comes. And now here you go, backto Leighton Sea and laws of physics. So I just start thinking about the network and the realities of moving things around. What do you guys see as a A so directionally correct path for that? >> Sure. So I kind of see if you look if you break down, OK? You have storage, You have network. You have, You know, applications, right? And I heard something that from a while ago actually agree with that. I says, you know, Dad is the new soil, right? And I look at that, OK, That that is new soil. Then guess what network is the water and the applications air seats. And if you have missing one of those, you're not going to end up with a with a, you know, a growing plants. And so if you don't have the construct of having all these things managed in a way that you could actually keep track of all of them and make them work in chorus, you're going to end up where e Yeah, I could move my application to, you know, from point A to point B. But now it's failed. Haven't they? Don't have connectivity. I don't have storage. Or I can go out there and I have storage and, you know, no connectivity or kind. Give me and, you know, missing one. Those competed on there and you don't end up with a fully functioning you know, environment that allows you >> so. The interplay between stories, networking and compute has to be always tightly managed or controlled to be flexible, to manage whatever situation when I was growing >> and you gotta have the metadata, right, like, you've got to be able to get this stuff out of the network. That's why that's why what we're doing it's not proud is so critical for us is because you need to have the data presented in a way, using the telemetry tools of choice that give you the information to be able to move the workloads appropriately. The network can't be a black box, just like in the in the storage side. This storage stuff can't be a black box, either, right? You have to have the data so that you could place the workload is appropriately >> okay. What's your guy's thesis for a snapper out when you guys started the company? What was the the guiding principle or the core thesis? And what core problem did you solve? So answer the question. Core problem. We solve his blank. What is that? >> So I think the core problem we solve is getting applications deployed faster than they ever have been right And having making, doing, making sure it's not a secure way in an efficient way. Operationally mean those air, basically, what the tenants of what we're trying to solve a what we're going for. And, uh the reason for is that today the network is withholding back the business from being able to employ their applications faster, whether it be in a polo sight, whether it be local on data center or whether being, you know, in the cloud from, you know, their perspective connectivity between their local, on prep stuff on whatever might be in, you know, eight of us is ordered >> Google and enabling that happened in seamlessly so that the network is not in the way or >> yeah. So if you could now see what's happened on the network and now you can have control over that aspect of it, you do it in a way. It's familiar to people who are deploying those applications. They now have that ability to place those work clothes intelligently and making sure that they can have the configuration of activity that they need for those applications. >> Okay, so I say I said, You guys, Hey, I'm solvent. Assault, sold. I love this. What do I do next? How doe I engage with you guys, Do I buy software? So I loaded Bokkelen infrastructure. What's the What's the snap route solution? >> So so the first part of the discussions, we talk about hardware. Obviously, we don't make our own hardware. That's the whole point of this allegation. Is that you by the harbor from somebody else? Andi, you buy the software from us, so there's a lot of times of the initial engagements. There's some education that goes on about this is what this aggregation means, and it's very, very similar to what we saw in the computer world, right? You had your classic, you know, environments where people were buying. You know, big iron from HP and Dell and IBM and Sun and everybody else, right? But now they can get it from, you know, ziti and kwon and sort of micro and and whoever else and they wouldn't They would really think of buying software from those same companies. Maybe some management software, but you're not going to buy your licks version from the same people that you're buying your harbor from. So once we explain and kind of educate on that process and some folks that are already learning this, the big cloud providers already figuring this out, then it's a matter of, you know, here's the software solution and here's howto >> be a threat to civilians getting what? My plugging into my connecting to certain systems, how would I just deploy? It will take me through the use case of installing it. What is it? Connect to >> shirt. So you have your white box top Iraq device or, you know, switching my on there. You load our code on there. We used only to initially deploy the stuff on there on. Then you can go. You can go ahead and load all the containers on. They're using things like helm and pulling it from harbor. Whether that be exciting, if you have locally or internally or you Khun bundling altogether and loaded in one particular image and then you can start, you know, interacting with that cabinet is a P I. To go ahead and sort of computing device. Additionally, we'll make sure this is clear to people who are, you know, networking guys going on. Cooper. Netease. God, what is all this? I never heard of this stuff. We supply a full fledged CIA, lied. It looks and feels just like you want a regular network device toe act as a bridge from what you do, those guys are comfortable with today to where the future is going to be a and it sits on top of that same apia. >> So network as we're comfortable with this correct that's going >> and they get to do stuff using cloud native tools without worrying about, you know, understanding micro services or continue ization. They now have the ability to pull contenders off, put new containers on in a way that they would just normally use. Is he alive? >> I want to get you guys thoughts on a trend that we've been reporting on and kind of coming on the Cube. And I certainly have been a lot from past couple years past year. Particular covering this cloud native since the C in C S Koo coupon was starting, were there when that kind of started. Developers, we know that world develops a scene and agile, blah, blah, blah, All that good stuff. Networking guys used to be the keys, have keys thinking they were gods. You're networking engineer. Oh, yeah, I'm the guy saying No, All the time I'm in charge. Come through me. But now the world's flipped around. Applications need the network to do what it wants yet. Right. So you start to see program ability around networks. Let's go live. We saw the trend. The trend there is definite there. Developer programs growing really, really fast. He started. See networking folks turned into developers. So youjust smart ones do. And the networking concepts around provisioning is that you see service measures on top of you. Burnett. He's hot. So you start to see the network. Parent Policy based this policy based that program ability Automation. It's kind of in the wheelhouse of a network person. Yeah, your guys. Thoughts on the evolution of the developer, The network developer. Is it really? Is it hyped up? Is that and where's ago? So >> we're going back to where we're networking originated from right. Developers started networking. I mean, let's not forget that right. It wasn't done by some guy who says I have a sea lion. I'm going now that work's work. Know someone had to write the code. Someone have deployed out there. But eventually you got to those guys where they went to particular vendors and those systems became or closed. And they weren't able to go ahead and have that open ecosystem that we, you know, has been built on the compute side. So that's kind of, um it does say, or, you know, hindered those particular that industry from growing, right. Never going. She's been hindered by this. We have been able to do an open ecosystem to get that operational innovation in there. So as we've moved on further and now as we get that, you know, those people saying no. Hey, you can't do anything. No, no, no. We have the keys to the castle. We're not gonna let you through here. The devil's guys, we're going when we still need to. The player applications are business still needs to move forward, So we're going to go around. And you could see that with some of the early ESPN solutions going on there says, you know what? I figure like that we just exist. Okay. Tunnel we're going to go over you. That day is coming to an end. But we're not going to go do that long termers air going on here because that efficiency there, the overhead there is really, really high. So as we start going on further, we're good. I have to pull back in tow. When we originally started with networking where you have people will use that open ecosystem and develop things on there and start programming the networks to match what's happened with the applications. So I see it. Something just >> clicked in your thoughts. >> Yes. So the smart network engineers, the guys and girls out there that want to be progressive and, you know, really adapt themselves are going to recognize that their value add isn't in being a SEAL I jockey and cutting and pasting from their playbooks in their method. They're forty eight page method of procedures that they've written for how to upgrade this chassis. Right. Um, your your expertise is an operational, you know, run time. Your your expertise is an operational best practice, right? So you need to just translate that. Lookit communities, looking operators, right, operators, existing communities to bake in operational intelligence and best practices into a bundle deployment, Right? So translate that. Right? So what's the best way to take this device out of service and do an upgrade? It's us step. It's a method of procedures translating that new acumen and his operator to put that in your communities bundle Senate in your image. You're good to go like this is. The translation has happened there. There is an interim step right. You know, our friends over at answerable are friends and puppet, insult and chef and all. They've got different ways to control. You know, traditional see allies using, you know, very, very kind of screen scraping, pushing the commands down and verifying getting output in changing that, it's possible to do it that way. It's just really painful. So what we're saying is, why don't you just do it? Natively use the tool like an operator and then put your intelligence into design operational intelligence layout like do that level instead of, you know, cutting and pasting >> for so developers are it's all developers. Now it's emerged together. Now you have open >> infrastructure is code right? >> Infrastructures code? Yeah, everything >> Israel programmer, I mean, but you can't you can't and I want to make sure it's already clear to include was saying that you can't get away from the guys who run networks and what they've seen experienced that they've had so but they need to now take that to his point and making it something that you actually can develop in code against and actually make into a process that can be done over and over again. Not just words on paper. >> That's what I think they were. Developer angles. So really, it's about translating operational efficiencies into the network into code because to move APS around do kind of dynamic provisioning and containing all the services that are coming online. >> And you can only do that if you've actually taking a look at what how the network operating systems architected and adopt a new approach of doing it because the legacy, ways of doing it don't work here >> and getting an operation from like what you guys were approached. Your strategy and thesis is having OS baked as close to the network as possible for the most flexible on high performance. Nice thing. Secure abstraction, layers, first proxies and >> simple it down >> with that great guys. Thanks. And good luck on eventually keep will be following you. Thanks for the conversation. Thank you for your conversation here in Palo Alto. I'm John for you're talking networking cloud native with snap route. Launching a new operating system for networks for cloud native. I'm John Forget. Thanks for watching.

>> Live from San Francisco. It's the cube covering IBM thing twenty nineteen brought to you by IBM. >> Welcome back to Moscow and everybody. The new, improved, shiny Mosconi Center. I'm Dave Lamont with Student of Men. This is Day one of IBM thinking you're watching the Cube, the leader and live tech coverage. Ed Walsh is here. He's the general manager of of IBM Storage and Software to find it. Great to see you again. Always. Pleasure. Thanks for coming on. I love the venue, You know, I agree. It's a saddle. Las Vegas. No offense to our friend. Thie shy. It's been a long time coming, Oscar, honey, but it looks really good. I agree. Three thousand people expected. So you must be excited. >> No, I think we have a lot of things that you're going to see announcements. Also, I think you're going to see some refinement of the overall message. I think it's going to exciting week. So it's kind of I'm I'm talking to before all the keynotes. But it's it's an interesting week, for sure. So >> so tease a little bit. What can you tell us is >> Okay, so you know my background, I've been outside IBM, coming to run storage,  I've said a couple of different times. My strategy is to drive the overall storage but also get more aligned with what we're trying to overall at IBM, because that's the strength of IBM, right? Really help the clients move forward And infrastructure matters, and what you're seeing is I think the market's coming our direction at IBM. And I'll give you a couple of things. You're gonna hear a lot about, you know, hybrid multicloud. Say AI at scale, right, and you're going to see that messaging, but that's where the markets come at us. You saw Red Hat talk about it, but all of our competitors are now doing that as well. But when it comes to once, you start a hybrid multicloud and we think it's like we're going to talk about that chapter two right? Chapter one was the first twenty percent of workloads and was all about these application driven events. And you know think about Office 365, etc. But the eighty percent of the workloads were still on premises, and there's a reason they're on premises. But what now is that people that next phase going leaving by the the organizations that have mission, critical data and how to do that? And there's a role for hybrid, which plays perfectly for us. >> And can you help help connect the >> dots for us because we've launched, you know, software to find wave come through through storage, but still many people on the outside, they'd be like, Okay, well, storage is a bunch of boxes sitting in my data center on all my new After being built here. I'm sass ify ing things. They're there, and it feels like death by a thousand cuts, too. The traditional storage markets help explain kind of what the modern storage market is. Data is at the center of everything, so we know that that's a huge thing that elwin for storage but help bring us inside your business. >> So I think in general everyone's trying to data driven, and it's easy to say hard to do and everyone at the platform going do that. It's a hybrid multi cloud and hybrid being the reason we're using the terminology, the industry. But also there is a rule for on premises. And how do you easily connect but getting the same, you know, agility and performance and cost benefit on Prem in an extended the right time for Cloud. So where you see us, we're looking, we focus on. We deal with a lot of clients somewhat advanced and some would say more laggards. And so we share loss stories where people are being successful being dad driven and we see it fall in tow. Kind of three. What I'll say is we try to success. Criteria are areas, right? So one is people just modernizing, going from traditional to go private clouds, making sure they extend use of benefits of public cloud and be more data driven. So some people are spending money to save money, and some people are spending money to make money. But even in traditional environments, you see the CEO having a bigger voice and we need to push him and show him how to do that right way. Also see another section, People really driving a I in general. We see that and definitely not hybrid people to cloud environment where we see a large on premises. But you're always looking for the different data. Sets are going to be in the multi cloud that they need. Bring it together and we see that being a very interesting and affected. How do you start with someone doing? We believe we have the best storage for a I, but we can scale from the smallest to the biggest super computer in the world. Right? Driving, You know, one point five terribly. It's a second, you know, huge monsters, but you can start small. But what we find is people are just getting started with the meets clients where they are so part of it in these different areas, meet them where they are, and there are different parts of the journey on AI is having them get going. But then really, how do you scale? You're gonna hear a lot about this. How do you scale AI? Everyone has these random acts of AI or machine learning, but they can't scale them for the business, let alone across the enterprise, which is where everyone needs to get to. And that's where we're really focused on the offering set. So from a storage that would be where we do the AI. And of course, the third one is just containers in general. Which, by the way, they intersect because a lot of things going to in containers going intersect with a especially when you go multicloud, but there's a whole different Hey, let me modernize my application infrastructure, and it's a different conversation with client. So we see people being very successful, and that's where you're seeing from a storage development. Investments is were going into that direction, helping clients those different. >> Why is a scale so difficult? Is it the silo data silo problem? >> So first of all, there's a coldness about a I everyone. It's a black box is mysterious. It's it's really just computer science. I mean, it's a process between time I'm eating their own deep learning. It is. You're you're doing stats, you're just driving you being in a river or that using custom, I silica do a faster, like abuse. Uh, the other one is it's easy, and it's not so in infrastructure matters. So when you get going, what we see is people just give a developed You give a particular data scientists on environments. You say You bring the data and you need and we'll help you with the governance of strategy, but still getting something to just be valuable to the business. Then what happens is they see another random act of a ay or another area that it becomes data silo, but they're trying their best to stay away from the data scientist. Given the right support, which I think the right thing is, the biggest thing is not having all controlled and centralized. You wantto let the business units drive. But then what happens is you have that almost like data warehousing in the past. You have these islands, and now you don't have any trusted, true source of the truth. And you don't have ability to get you force everyone to do the hard bit. The hard bit is actually having the right data. Do all the eighty percent of cleansing that dead guy having the right governance and security about that? Andi, you're adding to overtime. What if you do a couple applications and it's not on the first one? You do. But once you do the second third, maybe fifth deadly by the eighteenth application, you want to bring that together in a shared platform. And that's where IBM storage plays. And that's where we're truly differentiated. Compare the storage industry so we have no assets that no one else has. Like what we do. A spectrum scale where we can, Luli scale up from just individual server toe half rack and we can take the same environment into largest, eh? I submit computers in the world, but the key thing is, you need. You can have a without a information architecture, and that's on the software side. But it definitely has to be in the infrastructure, and we're doing a cross hybrid multi class. We're doing that on Prem. But trust me, eyes absolutely in the cloud so we can extend those environments and run the same thing in any of the public clouds. And >> what's the storage enabler eyes? It is its software, defined as you mentioned architecture. What is the linchpin there? >> Well, so one it is a softer to find. So in this particular area, where we're helping people is our file system called spectrum scale. But it allows us to do from the very small toe largest environments, right that allows you to scale, and it's also runs all different asset. So it's unstructured, be able to run a dupe Native spark. But you have the file you're able to block, able to bring it together, able, start small, but you're able to scale and keep up the thing about a eyes you go from, I want to collect that information. Get after it. You also need metadata. So we have products like Spectrum Discover to show you the metadata so we can actually track it, you know, So it doesn't become too junk drawer in the sky that we've seen with that a lot of data lease. But then it's interesting. You have to go in tow, actually do the training, and that's for using custom silicon. You know, G pews, and that dramatically changes a performance you require. So thes GP is used to run it sixty gigabytes a second. How they're one hundred fifty gigabytes a second. We no storage store. Traditional stories that you get from, you know, the environment we might get from pure net after emcee. They don't run it, run it sub twenty gigabytes a second. So how do you do this? It's a different architectures, actually, based upon a true scale out what we've seen in the largest super computers in the world. But you're able to bring that environment so we can actually do bring in all the data works, get under one governance and strategy. But then you can actually keep up with the performance of the true influencing and driving GPS that once you have a trusted source, you can scale us out. Lily, the largest, super covers the world so we can We can show you scale on the exact same components started half rack and goto. The biggest thing is in the world, but the key thing is right. You need to actually have a performance. So if you have this data back, plaintiff, you call that Now people still take a lot of the data. They'll bring it into the servers in the crunch it with GPS. They say, Well, okay, your stories doesn't need tohave that performance. But what you find is once you have a common back plane, which, how IBM did it. Now you have different business units almost hub and spoke, grabbing the data. But they have one true source of data they will get after it. They're able to get their other data that other groups are looking for. But now they're able to now scale it into the enterprise that because something is just a I call a pike, also your doing applications and they just want to have a P. I called in the same environment, and those have to be fast, cause now you're influencing, so it's sub seconds. But you need that performance. So what you need is by bring it all together. You can either do data silos, which are easy up front. But by the time you the second third, you do all that same work over and over, and you don't trust its source. You gotta bring it together. But you can't bring it together in any storage, and we don't bring it together on the same storage we do for of'em, where environment to others is different storage. And it's made specifically for this environment. And it's something that, actually IBM is no leaps and bounds above everyone supercomputer. They do these type of analysis, and we're like two x our best competitors benchmarks, by the way, that computer use spectrum scale so But it is a different architecture. But if you don't put together on, and I would also say that when you get started, no one starts with the big, in fact, that that's almost a mistake. What you want to do is let the data scientists have the creative driving get business outcome, but they need to be thinking ahead. How do you bring it together? So you have a shared because again, The way you're really gonna drive across enterprise. All that processes is actually having soon AP I calls come in and which are not going to their own environment altogether. Makes sense. >> Yeah, you've mentioned a couple times infrastructure matters, and I wantto wanna tie that into the eighty percent Sure it was at this very venue in two thousand nine when Paul Marat said is the CEO of the M where we're going to run any workload. Any application? Virtualized and a lot of people were skeptical, and I remember the time thinking about mainframes. I kind of did that. Um, >> and you can say that I can >> How you're talking about the eighty percent and, you know, Veum, where I think largely proved that that you could run that at high performance. Att. Least adequate performance. Now you're seeing a similar discussion around cloud. But it's somewhat different because of some of the things that you were just mentioning it. What does that world look like? Obviously, hybrid fits in. You mentioned the red Hat acquisition. That's key. Part of idea mes go forward. You know, multi cloud strategy. So should we think about what you know what similar and what's different than a sort of V M wear virtual ization, mainframe virtual ization days. >> Okay, that's interesting. And then you're tying into the cloud adoption as well, right? So and we do think about twenty in this idea. See, about twenty percent of workers have gone, but eighty percent are waiting, and that's that I never thought of that way. It's a good analogy. Virtual ization. That easy stuff went first, and then what you have to do is have the databases. Remember, that was a big issue. You couldn't do that for years, but then also, you move. It's like, Why would you do it? But what's happening is what we're seeing. Is this the mission? Critical workloads, And they're either regulated industries, but it's for different reasons. They're running in different places. But it might be a security concern. It might be scaled that he might be regulated industries, but there's reasons. Or maybe after reef, actually applications. Actually one cloud native because lifted shift was it the same economics as you thought. So what we think is the next eighty percent is not going to lead by the application, you know, or things like Office three sixty five we actually think is going to be people putting the real mission critical workloads. And that's a different conversation. That's where we think the market's complaints what we do at I BM and infrastructure, where you need to have the technology, but also the expertise and industry moving on. Then security becomes key concern. >> So way mentioned red hat here and you can't say too much, but we know about kind of the cloud native modern, you know, multi cloud stuff. But Red had also has, you know, quite a bit of a storage portfolio, you know, seven cluster acquisitions, open source. Wondering what you can just, you know, as an IBM or tell us about what you think of that portfolio. >> So you know, we can talk about what's gonna happen afterwards, but also I think we made it very clear we believe redheads and used the inn where I think it's a good analogy. We're going to keep it. They're going to be independent. They serve a world we're not going to change it. And I think that's a very important part of the message. But we can't talk about the assets. And I did my own kickoff to my team. My partners and I used a kid around. That was a storage acquisition, you know? So it was my thirty four billion dollars right? So but I think it has a good play. It's completely complimentary to what we do. They have some great to two technologies, but also we bring things to them. They're interesting, but a conversation when someone strikes, they were my going and for strategy. We believe containers are critical. We believe Lennox is critical. If you look at what people are doing on the cloud, it is theirs. It's already cross. It's mostly Lennox and the enterprises have chosen red hat. Now, if you think of what we could do with that particular environment, tohave the conversation make relevance about what we could do to help you on Prim. But now you can run the same thing on prime. You can put it literally anywhere. Now that's a strength of red hat would bring us on a story side. They have great assets. I'm kind of salivating to help him out with that now what they don't do with some of things that we can add to them. Right? So I don't think we're commenting any road map, I think, but they haven't. What we have is, to be honest, complimentary, if that makes >> sense. Well, and I think you you're familiar with our old troop private cloud nomenclature. It's evolving to true hybrid cloud, and what you just described is true hybrid cloud. Run it wherever you want. You're agnostic to where it runs, but don't want that cloud operating model yet to be the underpinning of the experience. >> You don't want me locked in, so that's where I think if you look a hybrid, you want to make sure. And I think it allows us to that. I think IBM is synergistic to it. I think we can bring a lot of how do you bring the integration capabilities that IBM brings on applications and help these mission critical environments that have need some industry expertise. To do that? Bring them to the cloud itself. And it doesn't matter where in the cloud. >> Yeah, at one of the things we were commenting on the open is, you know, the hybrid multicolored world. It's complicated, and IBM has a, you know, strong history with services to help drive that gives a little bit of your insight is toe what IBM brings tea. Kind of that multi cloud environment. >> It's almost too much. Right? So what we're doing is really working on the overall. How do we simplify? So we're going to meet the client where they are, So everyone's at different. You have to almost find out where they are on the journey and then even a particular client. You'll find different business units on different parts of journey so we can help him anywhere from helping figure out, you know, architect, where they would go. We could have moved to the cloud. We can actually help them manage a cloud, and they're also going to meet them where they are. So we have. If you think about what we could do with a I, we have full Aye aye stacks enterprise capabilities. But some people choose to just use their own open source and we can help them. In fact, are you see, our multi club manager allows you to manage, regardless of what you've young for your build environment. So what we're gonna do is meet clients where they are and help them do the last mile. And then we're servers and support were ableto, You know, if you look at what we do, gts were the largest red hat support organization. You look what we do with GPS. We can help people build up their own platforms and given overall struck shen and how to go drive a ay at scale in their environments. So I think I think it does play to us. And I think the red acquisition just ads. I think one of these three. >> Well, and I think, you know, we were talking about in our open that just even IBM giant application, modernization opportunity, right? I mean, because we tend to think about, you know, a I and leading edge, but there's just so much modernization opportunity and a lot of guys, you know, they don't want to go it alone with open source. The fact that IBM is there, you know, with that big blue blanket I called It's. Okay, we're gonna help you through your modernization initiatives. You know, we think a big deal. You know, we're excited about that chapter. Think about Red >> Hat that does a lot of consulting, but they have been discipline. They help you get rail going once you start Doc and open stack rights to be open shifts. Now, that is a whole different way. Tau. Look at your environment, your applications, and that takes a higher level. So it's like one and one is three. They don't do a lot of that now, right so >> well, and it's it's instant developers to That's the other thing. We said just that, while how many developers ready with a million? We're talking about Sisko before with a half a million, which is great. But you're talking eight million. Andi, you know, despite IBM's efforts around, you know, blue mix. So that was a heavy slog. Now, all of a sudden, you got eight million developers. It is. Look, Red hat. Lennox is running the Internet. You know we know this, so that's exciting. I want My last question is you've made a career early part of your career in and taking startups and getting them to a point where they could be acquired very, very successful career there. Then you joined IBM, spent some time at M. I t. You know, getting even smarter when you sit back and look at the industry, the storage industry in particular somehow that despite the trend toward, you know, cloud and bigger is better. You still see the specialist, you know, popping up all the place. You see guys like pure. You see, guys like Nutanix and you know, we saw that early with the comm Palance and the three powers and the ice Alonso, it's okay. Maybe this is the last way. But somehow, storage innovation and it continues to occur. Do you think we're seeing sort of the end of that sort of storage? Startup crazed can can independent storage companies continue to survive? What do your thoughts as an industry observer? >> So I think, is more difficult. But there's plenty of innovation. So you're seeing it as we just help people get to their journey. You're going to see different technologies that even IBM against your portfolio changed rather dramatically to keep up with the trends. And you need to do. It s Oh, I don't think it's over with, so I never want to quoted that I think there's no innovation left and there's a role for you saw storage, you know, grow last year, right? So it was. There's always been growth areas, but it's been flat also really took off on a lot of that is because we're doing >> on a I, >> which is not your average, is definitely not what pure does as faras for storage, right? But you're going to see, I think I'm going to see innovation. I think you're going to see that continue, but I think it's harder and harder for these independent firms, mostly when they scale. I think it's the innovation piece, and I think you're seeing guys like us and I am seeing others innovate very quickly and you can tell innovation is speeding up with investment cause we have to >> get our clients are demanding it, and the VCs keep pouring money in. I mean, you're seeing that in the data protection space and >> data protection isn't now cool, right? So Waseem all time. I think in general, if you look at data protection becomes now your secret weapon. When you talk about being dad driven in a classical environment, you can get copies your data at the AP Eyes anywhere in environment. So I think it's a really big play, so >> well and it opens up new opportunities beyond just back up right for whether it's Dev ops or maybe disaster recovery ransom, where even analytics? Because the backup Corpus is, you know, has all the data, and it's a lot of possibilities. Thanks so much for coming. I think we're going to see you also on Wednesday, right? And looking forward to that. So thank you. All right. Keep it right to everybody. We'll be back with our next guest. You're watching the Cube from day one. IBM thinking Mosconi right back.