>> live from San Francisco, celebrating 10 years of high tech coverage. It's the Cube covering Veum World 2019 brought to you by VM Wear and its ecosystem partners. >> Welcome back. We're here at V Emerald 2019 in the lobby of Mosconi north, back in San Francisco, where it all began. 10th year of the Cube covering VM world. I'm stupid and my co host is John Troyer. Expensive time working for Vienna, where he's been doing the kid with us now for over three years. It was Veum world that we brought in the first time. >> I believe I was working with you on the other side. That that here >> absolutely and welcoming. First back to the program. One of our cube alumni, Rawlinson Rivera, who's the CTO of the global field at Cohesive E. Thanks for joining us again. My pleasure, man. Always excited when we get to talk to Ah, customer is a customer and a service provider. Brock Marie, who's the chief technologist at? Whoa, >> Correct. Thanks for having. >> All right. So we're gonna get Tau Whoa in a second, cause really want to dig in an interesting name? I'm sure you guys have some fun with that, I would hope. But Rawlinson, first of all, you know Veum world always big celebration back in San Francisco celebration. But 10 years of the Cube to you know, what's it all mean to you? >> Amazing. The fact that I've been here a couple of times now it's great. It's a good, great way to put a stamp on my existence. He would be able to >> Yeah, you know, amazing ecosystem and lots of ah ah, as we said, we just had Jerry chain on. It's the deviant where? Mafia. I'm sitting here with two former VM where employees do so even when they've left their still tight with a lot of going on there. All right, Brock, you've been to this event Ah, a few times before we get into Whoa, Just tell us, You know, what does the world mean to you? >> Soviet world is obviously it's a huge networking event. You get Thio not only see your peers, but also other players in the industries and be able to evaluate their products and see what they have. >> All right, so tell us a little bit about Whoa. >> So what dot com was founded in 2013 we ah, tout ourselves as a cyber secure cloud platform. Ah, we've done more than just stand up TVM where bits for hosting we've actually integrated some threat protection and some network defense items. Uh, around that infrastructure. >> All right, give us a little bit of the Brett. You know, how many locations? Verticality. All that kind of. >> So our headquarters is in Hollywood, Florida. We have a data center presence in Miami, a data center presence in Grand Rapids, Michigan, and one and switch LV in Las Vegas. So that gives us coverage over the United States. All >> right, I've toward one of those facilities. You probably amazing facility. So, uh, >> yeah, well, can you tell us a little bit about what was business? And I'm in particular interested in being a service provider in 2019 right? A lot of noise about the big public clouds. But as the folks here at B M, where no, there's trillions of dollars flowing through a nightie ecosystem that, you know, some of it's going to the public cloud. But there's lots of need for service providers. Providing specialty service's or hands on service is or I'm kind of curious. What is your business? What is your business and like, how does it intersect with data, Which is where we're getting to hear? >> Yeah, absolutely. So with our focus on compliance, that's really one of the major differentiators from us with the hyper scale Er's or the Big three is a lot of people like to call them, um that gives us the ability also to tune and make sure that their workloads are precise and running the way that they want with the security models around them. Uh, plus, it's the you know you got, you could reach out and you can contact us. We pick up the phone, we support all of our customers. Uh, we love to go above and beyond and make sure that they're happy. So we want to kind of give them that that boutique type feel and be able to provide. The service is out. >> We're talking verticals like, >> yes. Oh, health care is a big one. Obviously, um and then there's, you know, huge requirements around that for data protection and ah, data isolation and so forth. Um and also, you know, on the cyber security side, cyber scan the new release from these guys is something that we're definitely foaming at the mouth to get at it. Something that we're ready to put into play because it's it's a value, add back to our customers and having their product in that position gives us an advantage, >> right? Rawlinson. He teed you up. But you know, in general, you know, we know where cohesive He has played in the enterprise on what's been happening. A lot of the environment gives a little bit of the landscape for the service providers and where cohesively plays. We know that that's you know, it's been a great no only customer, but almost a channel for many technology in the space for a number of years. Well, you >> know, we have our own sort of like division within the Coast, just with sports writer of market. What we doing, we're enabling them to provide their customers with the value that we gave our enterprise customers already so opening up more than just the backup, right? So one of the things that rock mentioned is this new capability. Have a performing scans for vulnerability scans within the systems. When have you ever been able to do that on something that just sits there and it's just an insurance policy in the past. Now we can give you the ability to provide your customers ability to look into their data whether there have a vulnerability or not in place and tell him before they do it. Did you want to restore this? You wanna protect it with X amount of vulnerabilities. You want to fix it before you do it, And that kind of level of service is being provided. It delivers in immense value to customers everywhere. All >> right, So is this the first product that uses a few city or have you been using other >> s? So we obviously we dove in headfirst with data protection? Um, our previous data protection product wasn't living up to, ah, up to its claims. And that sparked us to go out and start looking at other vendors. And it actually happened at the end world. A few years ago, I came across Cohesive E, uh, worked with their guys. We did a POC. Um, we attacked some of our major pain points right off the bat, and cohesive handled it without any problems. >> I'm kind of curious. So we're talking about a second secondary storage platform. You know, uh, backup is is a use of it, But once you live in the world now we don't. We still put something, the things on tape, but okay, the bits are live there on a disk somewhere, and back them up. So as an example of this for the security scans, some of this ransomware stuff can lie dormant for months before turning on. So it's not a matter of like, Oh, I've just restored the backup from last week. You may have to go search through the all your your your checkpoints. Right. So that's an example of how having a secondary storage platform really enables a lot of security. So that's my with my understanding. Several out, maybe. Tee you up. Can you talk about data? The secondary storage data platform in general And security is one aspect. Data protection is another. I don't know. >> I mean, that's right. Yeah. The thing about what we do is that we as a data management platform, which was kind of getting falling into that there's many fastest to managing with data. We started with the data protection piece. Now we adding other value to the areas which is just pointed out. There's a lot of dark data that you don't get to see because of description of silos, and >> I >> don't really use that Now. We have the ability to provide that value that everyone else on the service provider business can leverage because now they have. Like you said, I have to go look through all these different generations of that protection job that I'm doing now. We do that instantaneous. We do that at the core. So now you're able to identify and report on that and be able to correct it before you have to go through that process, which is which is incredible. Now, if that's on the data protection side, we also have the ability of using. You can use cohesive as a file if they want to do that. Now we're talking to live information that can access the same suite of capability and tools, are there and can report the same way. >> Yeah, if I can add to that to one of the one of the really cool features that I that I like that Cohee City does is when you're using filer service is and things like that. You still have the ability to protect that data as well. So you can replicate those snapshots out to other locations and so forth. So ah, we found that was, ah, pretty good benefit for us. We have a configuration management platform that we ended up putting amount on one of those servers, and we want to protect that in our other location. And this is our own internal operations. So we leverage the platform is well, we protect that data by replicating into another Geo >> Brock. Connect the dots for us. We understand us pain points. But what is this colucci city solutions that you're using mean for your ultimate end user customers >> Confidence, That's, you know, knowing that when that backup report comes in and hits their inbox, that all of those jobs are gonna be successful. And ultimately, what that turns into is when they need that data back, they need to restore it. It's going to be there for them, all right? >> Anything you'd add about the impact on the customers when you're working with service providers, any kind of broader discussion of the service writers. >> I mean, it's great the things that we do because now we're not only typically we enable our enterprise customers to do this. Now we're neighbors and our service providers to enable their customers to do that as well. And you know what? We just we just in the background. It's their business, right? They're the ones who are providing the service, making a service for for the customer based on what they need. And it is good for us to kind of enable that and let them do what they need to. They would just make money, make money, protect their money and make more money. >> Brock, I'm kind of curious you and your your customers, right? A lot of talking vigil, transformation at agility. We've all gotta make money. We've all gotta move fast, and I'm guessing you know it again. In an ecosystem where there are very big players and very small players, part of you still have to move fast, and your customers expect you to be delivering News Service's and reliable service is et cetera. Can you maybe just talk a little bit about kind of what your customers are looking for? Uh, you know how the relationship goes with, Maybe with a with a provider like like you have a team And will he see building healthy? You know, how fast can you turn on the service is how fast is that ramp up in? Maybe with the >> Sure so. And it's funny because I've actually been having some other conversations on how we can improve the existing workflow. Ah, but the workflow has been, uh, not, um, we've had to re architect a couple of network items to be able to, ah, to facilitate external backups. For example, being a service provider, I don't just back up the EMS within my environment. I backup PM's in customers environments as well. So laying the foundation to be ableto have these. Ah, these units replicate between each other, eases that path and and again it comes down to revenue. The faster I can get that box coming in, the faster that I can realize revenue on the product. >> A lot of discussion in this show about some of the future things you know, the emerging, where is talking about container ization and building communities into Evie's fear, talking about their multi cloud connectivity that they're having. I know the City's got a strong play partnering with all the public cloud environment. Give us look out as toe. How does that impact your business? Where do you see that going from your roadmap standpoint? >> Absolutely. So, uh, with with the cohesive platform, especially with the, uh, the big three hyper scale er's, for example, we're actually looking at a way to put our long term storage out on that out on those service is we'll keep our short term storage internal or on Prem wherever the customers scenario might be. But we want to leverage that that long term storage so that we don't have to manage that data over a seven year period. We do manage it. We'll ever do your guys tools to be able to do it, but it's in a hyper scaler. I don't need to worry about it. >> And to add to that were also as a Zvi, Ammar moves alone and catches on the wave of the Cuban. Any journalist after we also do that already so we can actually provide protection of name spaces for for the kubernetes environment, something you'll start seeing, you'll see we released very soon. So we already given the short stories provides the ability to compete with the hyper scale is providing those newer cloud Native service is they need to be. You have available for them to know we're gonna make that would enable that for everyone. Still haven't we would offer it universal. >> Well, actually, that that brings up a question Brock hour in terms of being cloud native. Either you, you guys spending up more service is more cloud native APS or your customers. And I'm not sure if they're building off if they're bringing off the shelf APS to you or if they're building custom maps. I mean, where do you see the evolution of this hole field in terms of Dev Ops and Cloud Native? >> Definitely. So Cloud Native is ah, is a very interesting architecture play, especially with the micro service's and dynamically building machines on the fly. And things like that is very, very exciting. Very intriguing. Um, our workloads tend to be more traditional vm type workloads. Uh, I have been having conversations with customers, technical groups. Hey, you guys should start looking at Micro service. Is this is something you guys can improve your guys. Your service delivery with um, we haven't gotten there yet. We're using some container service is internally for our own operations, but externally, we're still trying to, you know, part of the digital transformation. Work with your customers to provide them >> solutions. All right, Brock, when you know one of the things we come to this show, we always get. Okay, great. Here's where we are today. Here's where we going tomorrow. Usually have a wish list, you know, we know service fighters. Yes. If you could make it a little cheaper, you know, we need to be able to pass those margins, you know, down to our customer. What? What's on your wish list? What would make you know your company's life easier? >> Ah, well, cohesive. He's done a very good job of that already, so ah, again, you know, having confidence in your backups and being able to sleep at night is definitely huge. Um, so on my wish list, I like the direction they're going with the integration and, ah, lot of the workbench products and so forth. Honestly, I don't have a ton of wish list. I'm more sitting back watching what these guys are gonna come out with because cyber scans, one that actually came out of left field for me. And, um, this >> is awesome. What I think is interesting about these these architecture is that there are this this app layer that they that they're now introducing that Yes, there's kubernetes there, but it's a lot of APS. Data service is that are very close to the data. I don't know what What do you guys have in store? What are you talking about here at the show in terms of new service is because it's now you just containerized it. You, Doc, arise it and stick it in your thing and your your plane. And it's there on the on the device that >> the focus for us has basically continue to deliver value on the platform that people only thought it was data protection. It's way more than that. He has he comes availability scanners being one of them, but also opening the platform for customers and cell service providers. You know what you need. You know what service? If you need to create a developed for what you need to do, do it and put it on us. Do not move the date away from where where is safely stored, located, bring the application to it. That eliminates risks of, you know, data leakage and all these kinds of things that you have a secure, centralized, scalable everything you want. It's all in place. >> Yeah, I think it's a great point. You know, when when the company first came out, it's like, Okay, well, here's the product at the day. But Mohit is building a platform that is his history, and that's not what he's doing. And I know that's what excited a lot of people in the early days. And as you said, your data management platform now. So we know we're now actually are, at least at the early stages of where the company is going with the overall solution. >> Your moments very methodical. He decided to go one way, one thing at a time, right? We're not a Swiss army knife. We're not gonna Well, the ocean we come out, we master the one thing that was the most painful so far. Data protection. We fixed back up, and now we're going to give you the rest of what you get from the platform after we master that. All >> right? I want to give you the final words. You've been going through this journey now for a few years when you talk to your peers, What advice would you give than anything you've learned along the way? Is that all? It's great, But boy, I wish I could have shortcut. Certain things were, you know, planned something a little bit different. You know what learning is gonna share? >> Eso definitely plant plan your deployments. You know, there's there's some new features and new items that are coming out. But, you know, again, one of the great things about you he city you have a virtual ization of the E series. Go in there and break it on the V E Siri's and then deployed on your hardware. >> All right, >> Brock and Rawlinson Thank you so much for joining us. Appreciate all the updates and congratulations on the progress we've been making for John Troyer. Arms to Minuteman. Back with lots more coverage at the midpoint of three days. Walter Wall coverage two sets 10th Year of the Cube at VM World 2019. Thanks as always, for watching

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