>> Announcer: Live from Denver, Colorado, it's theCUBE. Covering Commvault GO, 2019. Brought to you Commvault. (upbeat music) >> Hey, welcome back to theCUBE's coverage of Commvault GO '19 from Colorado. Lisa Martin here, with Stu Miniman. Stu and I are pleased to welcome, somebody who knows a lot about Commvault from a couple of different angles, we have Andrew Cochrane, Solutions Architect at Softcat. Andrew, welcome to the program. >> Hi Lisa and Stu, thanks for having me. It's great to be here. >> So you have familiarity, more than familiarity, with Commvault for a long time. You are at Softcat now, you've been there since the beginning part of this year. But you've been working with Commvault on the customer's side for a long time. Let's start there which just giving us your history of what your guys do, what you were doing with Commvault on the customer's side, before we get into the partnership with SoftCat. >> Yes, I started working with Commvault about five years ago. I was working for a large global company, headquarters in the UK, around research and development. We had a lot of different siloed backup technologies. We had big problems with data growth. So I ran a project there, to find a solution that will help us with that in the day that we were doing it, but then also as we grew. As we had big plans to grow, our data we were growing about six or seven average year on year. So we had a major challenge with that data boom. So I started working with Commvault, we selected that as a tool set. And we implemented it and so, were able to reduce our backup down to a much more controlled environment, much more automated, and increase our backup success, and our restore success dramatically from sort of, our SLA was, we didn't have one actually, but it was probably more around 50% up to sort of then 99% success rate. And then, we started that journey and it was definitely a partnership with Commvault then from a customer angle. Because we saw backup as day one, and then it was really how can we progress that, and move from data redaction to data management. So we started looking at what we now refer to as Orchestrate and Activate. So Orchestrate really looking at how can we move workloads, initially it was between sites or it might be for recovery scenarios, and then obviously now the cloud. And then, we started looking at Activate, because we realize we had a challenge of our data's growing more and more. We can protect, which is great. We can move it, but we didn't really know what it was. We knew we had stuff, we know we had a lot of it. But, when you start drilling down beyond the file types, or the sizes of, is it sensitive, is it person identifiable, is there a risk with this data, do we need it, can we delete it, we didn't know. So that's where we started looking at Activate. So that's kind of where my journey start to end as a customer, when we started to get involved with Activate. I sort of left that when we were sort of end of the POC phase, so we knew it could do what we wanted it to do. It's then a matter of scaling that. And then yeah, I joined Softcat beginning of this year to take on a new challenge as a partner. >> All right, so it's great learning you had as the user now you can relate with your customers even more. Just give us a thumbnail sketch of Softcat, and how the Commvault partnership you have, fits into the overall business. >> Yeah, so Softcat, our UK partner, we were around infrastructure services. We're one of the leading UK partners. We cover a broad ranges across hybrid cloud, network, security, digital working space, so we cover a wide gander of different technologies. And Commvault are one of our key vendors that we work with and really one that we work a lot with around the data management piece, and discuss with customers the challenge I had as a customer. And we share that with them and discuss Commvault and how that can help them in their challenges. >> The role that you now have with Softcat what part of your experience with Commvault on the customer side attracted you to shift over to Softcat and partner, and be a partner with Commvault? >> Yeah, yes, I mean my whole career up to this point about 20 years has always been from a customer side, in different organizations, different sectors. And I kind of, I got to the point where I've done a lot different roles, I'd been different infrastructure roles, different end-user compute roles, and I've been on service desks, into the architecture world, and I've kind of had a good round of experience, but I thought I've never experienced the channel of a vendor. So I wanted a new challenge, and Softcat has this Solution Architect role, which is ideal, and I thought actually sitting in the channel, I suppose, still being close to the customer, and being able to understand their challenges and what they're trying to do, because that's been my whole career to that point. But then also, sign to form, relationships with the vendors that were different. So having that closer relationship, that being able to, I suppose amplify almost my voice, 'cause I can having one voice as single customer, but now I see even in 10 months, I think, I'm into triple digits of customers, so I can start to amplify that voice of saying it's not just one, it's all of the customers that I represent and almost starting to be that go-between between the customer and the vendor. And I thought that was really interesting challenges, it's something that I'd be good at hopefully. And it really attracts me to start to sort of sit in that space and start to meet more customers, see their environments, their challenges to see was my experience unique or is everybody having the same sort of challenges and aspirations and start to work together to try and help solution design around those. >> Great so Andrew, I'd love you to bring us inside some of those conversations you're having. >> Yeah. >> We've been having conversations this whole week about the new Commvault, they've got some new products, like Metallic, very much partner driven activity. Which of the product in the Commvault portfolio are resonating most with your customers and what you have heard this week that you want to make sure that you're bringing back to your users? >> Yeah, as far as before this week, the two that really resonated were Complete and Activate. Complete obviously for that almost the stuff that we have to do. We need to protect that data, we need to recover it. So it's always going to been, I think a conversation in any organization. The Activate one is a really interesting discussion point actually, and something which, from my experience before as a customer, I bring into a lot of the conversations I have with my customers. And it's really trying to understand, yes, you might protect it, but do you understand the, like I said the challenge I had as a customer, and quite a lot organizations don't, they don't have the understanding or that ability to automate things, or they might be early on that journey, so it's really, I try and take a slightly difference attack of trying to understand the business. Work with not only, our infrastructure contacts, but also trying to say actually, can we speak to Legal, to Compliance, to Governance, to HR, because data securing are considering things like GDPR and other regulatory bodies. It's not an IT problem, this is the whole organization. Actually we find that Activate is a good way to start to have that discussion with customers. I suppose that was up to this point, and then obviously, now, last couple of days, I think, the one that I'm looking forward to will be Metallic. It's not yet, outside of the US, but I'm waiting for that time because we definitely see a space with SMBs where they want the power of something like Commvault but they also want the simplicity to deploy it and to operate it. And I think Metallic has a really great play there. I've seen it over the last couple of days a few times and I think it's looking real powerful. >> Andrew, I'm curious, you've talked about the products that are resonating with your customers. How many of them are really on the defensive when it comes to data? You know, I'm worry about protecting, I'm worry about government, versus those that are saying okay, I want to be data driven, I'm going through digital transformation, and therefore, understanding and leveraging my data is a key part of that? >> Yeah, I think it's a mix. I've seen so far and it really sort of comes down to the sector they're in. I've find out the sectors that are more governed tend to be more around that security and that protection side. Also like, sort of government, healthcare, any things sort of federal anything like that they seemed to be much more protection oriented. Anything more in the private sector is definitely that transformation, and that's where we have a lot of discussions whether it be digital transmission, a hybrid cloud, it's definitely more data driven. It's interesting seeing those two different perspectives. But I think, at some point, they all start to merge so I think it's just where those sectors are at the moment. >> Where would you say, customers, you said you were working with triple digits. >> Yeah. >> So 30 plus or no, hundred of customers. >> Yeah, hundreds yeah. >> Actually wait. >> It's been a busy time 10 months. (laughs) >> Lisa: That's a lot, that's a lot businesses. Where would you guesstimate they are with respect to readiness for GDPR? I heard some stats recently 70% of organizations are still, aren't ready ready or really fully able to address that. Your take from the UK's stand point. >> Yeah, I think, I'm not sure of the stats from what I've seen, you're right, it's probably high percentage on complying or ready for it. I think the main thing is to address that, and I suppose be aware that you're not ready, and to start on that journey. Because a lot of the regulatory things is about being on that journey, and starting it, and knowing that you got a roadmap to get to, to be, there is no real Nirvana of being compliant it's a constant rolling. And it's a matter of start that journey, identifying the processes, building a virtual team, of like I said, all those different people within the organization, finding out what data you have, but almost that comes after you've almost identified the problem. And the technology will come afterwards to try and help you to go through that. And yeah, I found a lot of the organizations that I've met so far, they're not really ready for that. I think there's still a little bit of a way to go. With all the difference, cause you got GDPR, you've got CCPA, that's going to come-- >> Yeah, yes, yup. >> any day now. >> Which, yeah I don't think a lot of organizations are ready for it. But it's a matter of starting that journey. >> Is that part of the advisory services that Softcat delivers, is to help them understand, there's no recipe for how to get ready, but obviously, you mentioned CCPA, that's probably the tip of the iceberg of more privacy. Laws that are >> Yeah. >> going to be enacted. So looking at the fines that are there, how do you advise customers, I'm sure depends right on how ready or not they are, but what's Softcat's sort of prescription for helping customers, like hey you've got to get, here's the place to start, because GDPR has been around for a while, other things are coming and if you're not compliant and a complying event happens, there's a tremendous risks to the business. >> There is yeah. I mean there's a financial risk, but it's also that impact actually of if you get audited and not compliant, that can have a really detrimental effect especially on a brand. So I mean yeah really we go in and try and first of all identify where an organization is, and that's across the board, we try and identify the problem, where are you, what do we need to do, what are, are there any sort of business challenges that it might have, any objectives, anything that we're trying to do as well as just getting compliant. And then, really it's trying to help formulate a plan. The first place that we start is building a team, of different people, of identifying, even if we do not where it is, by identifying the types of data you'll have, where it might be stored, what we think are the risky points. And starting to work from there really we're trying to formulate a plan of where you need to start actioning things, because some organizations, even if they can't put their finger on it they'll have an idea where it might be. So it's starting to help formulate that plan, formulate the teams that can bring different perspectives, because IT can bring in the technology side, but they might not be, as okay with the legal aspects. So therefore, you need legal, you might need HR, because they'll understand the employee side, you might have customers, so you might need customer relations, to understand who are the customers, what data do keep with them, so you need all these different aspects trying to get them round the table to start to understand almost, what the problem is, within each organization. There's somethings which are common, but organization has this like unique part, they might be more sort of experience in one area, less in others so it's about balancing out that risk of where they need to then focus on. >> So Andrew, I heard at the partner keynote on Monday, they talked about some new initiatives, some new incentives, especially going after new logos, you've only been on the partner side a relatively short time, but curious you're reaction, in your organization, thinking about some of the changes that are happening in the go-to-market from the Commvault standpoint. >> Yeah, yeah, the partner exchange day was a great day. I think a lot of good announcements for the partner world. I mean really there's ways to engage with Commvault better, I think the marketing that's been talked about, is a really a big thing. I think making Commvault stand out from everything else on the market. Showing those brands that we can go talk to other customers about. Sanjay's mentioned it, I think, a couple of times as well is about debunking some myths, about Commvault being complex. That's one that I have to address many times when I go into organizations. So it's great from a partner aspect to see that Commvault gained those things head on really. Because that will help Commvault, but also the partners and also it's customers, because more costumers can enjoy their great technology. So yeah, I think they're doing a lot of great work for the partner on the channel. >> I'm sure your perspective as a long time Commvault customer and now partner are going to be invaluable to the relationship. So we thank you Andrew for coming by theCUBE, and talking with Stu and me about Commvault and Softcat. Lots of exiting things are on the horizon I'm sure. >> Yeah, thank you for having me, it's been great to be at GO, it's been a great event. >> Lisa: It's a great event, isn't it? >> Yeah. >> Excellent, thank you so much. >> Thank you. >> For Stu Miniman, I'm Lisa Martin. You're watching theCUBE Commvault GO '19.

>>LA Las Vegas. It's the cube hovering AWS reinvent 2019 brought to you by Amazon web services and along with its ecosystem partners. >>Hey, welcome back everyone. This is the cubes live covers Las Vegas anus. Re-invent. I'm John furrier with Dave Alante extracting the signal from the noise sponsored by Intel and AWS. They put the stage together, two big stages. Day two, we're here day Jew, I rapid fire a devil's execs coming on. Dave McCann, cube alumni, VP of ADAS migration marketplace and control services known most for the marketplace and a lot of stuff going on. That's exciting in the marketplace. It's where all the ecosystem actions happening. Congratulations on you six. I know you're busy, you've got new stuff, but the marketplace seems to be changing the procurement and the consumption of software and solutions, whether it's SAS or images and technology, your demand on the marketplace. So great to be back, Kimberly. It's another reinvent. This is my sixth. Um, so lots going on. Marketplace has got a lot bigger in the last year. >>We're up to 260,000 customers, so not substantial growth from last year. And we're adding thousands of customers every month. Um, big headline I have to start with is marketplace has been a marketplace for software for the last seven years. And two weeks ago we launched a marketplace for data and it's a new service that we call AWS data exchange. And instead of allowing you to point, click subscribe to software, and if you're a data consumer and a bank and you're an analyst or you're a researcher and a pharma company, you actually buy data from hundreds of companies, you know, you can go into the new console, find the product and market, please go over to this console called data exchange. And you can go buy research data or you can buy healthcare data from change healthcare. You can buy news data from Thomson Reuters, you can buy consumer data from Experian. >>And we've launched 1400 products from 19 data providers and we've made it available globally. So it's a whole new class of intellectual property data sources in there as well. There's some open source public sources as well. And we're adding literally dozens of products every day. So really easy API. And the cool thing is that after you subscribe, you copy it right into your S three bucket, moves into your VPC and then you move it into your project and you can actually create a Lambda function with the next version of the data. The next day gets updated and know the data just gets updated. And the use case here is like, if I'm a retail outlet, I could buy or go and get weather data and do some things. Is that kind of the model? Exactly. Right. I mean companies all over the world by $150 billion worth of data, but it's all delivered thousands of different EPA. >>Dave, we got cube data, we put all of our advanced data out there, which might be an opportunity. But seriously, Q three 65 is our new listing on the market place. So we have a Q cloud service, little plug for the cube cube three 65 on the marketplace and we're, we're happy. But I want to ask you because one of the things that's coming up is, um, from your team in the marketplace, the industry is this notion of buying through the marketplace. The trend is increasing private offers is a hot feature that you guys have put in place. And there's some news there. Could you explain how private offers is changing the game in the marketplace? I'd love to show you, if you think about it, a lot of our customers are developers and builders and they're working on something on test and it's a pilot and you use it for a few hours or a week. >>But once a company contracts for software and if you're contracting for a lot of software, procurement, one's best price, legal one's best terms, and there's going to be in negotiation and we call that negotiation of private offer. And so that involves salespeople. And so our top software vendors like a Splunk and new Relic of trend micro, uh, Palo Alto, their sales guys, or negotiate our sales ladies and negotiating with the customer for a couple hundred thousand dollars and there's a price and terms. When are you going to pay? What clauses do you agree? How many of you buying? Where are you going to deploy? All of that's negotiated and no, we have a portal for the sailor. We've had it for a year, we've made some really good changes and the central, they arose the seller to automate that price court rate into your account and then the buyer subscribes, and this is allowing our sailors to do quotations in the hundreds of thousands, the millions and sometimes in the tens of millions on a contract rate through marketplace, you're doing millions of dollars of business with with private offers today we've seen vendors write contracts for over $10 million, Peter over three years SAS contracts. >>So we've had that program available for the last year and we'd be working on a lot of features with the help of people at Splunk and new Relic today, we've made it available for all ISBNs and marketplace. You say all the iterations get to take place in the market place, so it's all those informations. I should just speak, just make sure I get it right before private offers were invite only kind of thing. Now you're making it available to all ASVs. Correct. We've got one. As of today, we've over 1,500 ASVs in the marketplace. You're one of them. And with those 1500 vendors within our go into marketplace, there's a new button and the seller portal and it says create Piper offer and any over ISV can note create a private. So I'm going to put my little seller hat on. I have a SAS application. Look at, I don't have a big Salesforce. >>How can you guys help me? How do I, how do I get more sales? Is there a, there's the money just following my bank account. Oh, are you overstaffed to do marketing? You have to do some discussions. You know, we had a company in the UK called Matilda MAF last year on, on the cube. Medallian Staffan was 17 engineers and new salespeople and now they're like 300 people, two runs of venture and everything's through marketplace. Big booth here. Well, congratulations to those guys. We love them. And to come Mytilene again, they engage rafted with you guys. It is all the sales and go to market through AWS complete everything goes through marketplace. Okay. We've made it available to 1,500 vendors today. Okay. So changing procurement. I love that trend. You kind of modernizing the procurement process with the marketplace. What about um, resellers? What's the update there? >>So the big update there is, you know, for the first six years of marketplace we couldn't handle the resaler. We didn't conceive of the VAR or the consulting partner and we got a lot of feedback that we had to do work. And so we've taken private offers and we've designed consulting partner, private offers and no, we've saved up over a hundred top consulting partner resellers, the likes of an OCT of an Ashi, a Rackspace in Europe computer center and Softcat and they were working with all of the world's top resellers and know if you are a Splunk or trend micro, you can authorize computer center to offer private prices to their customers and you can actually authorize a wholesale price from Splunk directly to computer and get paid for. Well, they could actually set the price. Mark it up. I got to ask you, Dave, what's your vision for marketplace? >>Because you're doing a great job. It seems like you're paddling as fast as you can constantly improving the service. I know you've got a big to do list, you want to make it easy or make it faster, all that good stuff, but what's the vision? Where do you see marketplace evolving? You know, Jeff Bezos says it's only day one. We're seven years old. We've barely scratched the surface. Global software is 450 billion growing 8% data is 150 billion growing at 3% you've got a $600 billion industry. Marketplace has not touched a tiny percentage. We want all of our customers to be able to find, discover, provision, and run all of their software and their data out of marketplace and it's gonna take us another 10 years and you get a lot of teen. How big is the team? We never publish JFK K but just let's say the Andy Jassy continues to invest in the business and as we add engineers and we add business people and development people, you know we work well with our partners. >>We cool market. Yeah, we grew up well, as Andy always says, you know, and you always say this, the customer needs come first. That's kind of a vetting process. Then working backwards documents, we know all about that history. What is the number one customer need that you're hearing, that you're addressing, that you see coming up around the corner, you're constantly working on and new potentially new requests that are coming in that are relevant to your business. There's two or three big customer needs. The number one is governance. So while engineers are going fast, innovating, legal, finance and procurement need to be confident that the contracts are being written well and is the spend under control. And so we're doing a lot of work around tagging or the resources so that it's tagged to the right project. Did you overspend on the project? And then on the contracting inside we launched this thing called enterprise contract and we're continuing to work with customers. >>We just integrated into the leading procurement system called ACP a Reebok and we launched that last week. And so we know have a procurement workflow that says procurement's happy it finances happy legal needs to be happy because the engineers want to go quick, but we can't leave the it finance legal professionals behind because they protect the risks for the kinda, the contracts too are all there. So you're modernizing procurement. We are transforming the supply chain for data and for software, you know big. You know I'm a big fan of what you do and I know you got a lot of hard work, a lot of demand, there's a lot of money to be made there, water customers to make happy and you know we've got great customers that BP or shell or Coca Cola, Coke industries that are using marketplace on a regular basis and we have customers now with over a foes and subscriptions from over 50 vendors and that's a single customer. >>Dave, thank you so much for coming on. I know you're super busy and making the time for wrestling the cube means a lot. You've been with us the entire journey for the Ravens, our seventh reinvent. You've been a great one. I missed one but usually patients man it's just you. You saw it working backwards and it's happening. It's working well and you know we learn from our customers and I'm having a dinner tonight with 40 more and I'm sure they'll hit us with more requirements. I'll check my email for the invite. I'm sure it's in there somewhere. Dave McKenna inside the cube. Good friend of the cube, hardworking, billable in the next generation, the next gen marketplace. Check it out. Of course, the cube three 65 our new offering is up there as of Monday. It's kind of a soft launch, but we're telling you now, I'm John Freud. Dave Volante. Thanks for watching back with more. Thanks and have a short break.