(upbeat music) >> Despite its 70 to $80 billion total available market, computer storage is like a small town, everybody knows everybody else. We say in the storage world, there are a hundred people, and 99 seats. Infinidat is a company that was founded in 2011 by storage legend, Moshe Yanai. The company is known for building products with rock solid availability, simplicity, and a passion for white glove service, and client satisfaction. Company went through a leadership change recently, in early this year, appointed industry vet, Phil Bullinger, as CEO. It's making more moves, bringing on longtime storage sales exec, Richard Bradbury, to run EMEA, and APJ Go-To-Market. And just recently appointed marketing maven, Eric Hertzog to be CMO. Hertzog has worked at numerous companies, ranging from startups that were acquired, two stints at IBM, and is SVP of product marketing and management at Storage Powerhouse, EMC, among others. Hertzog has been named CMO of the year as an OnCon Icon, and top 100 influencer in big data, AI, and also hybrid cloud, along with yours truly, if I may say so. Joining me today, is the newly minted CMO of Infinidat, Mr.Eric Hertzog. Good to see you, Eric, thanks for coming on. >> Dave, thank you very much. You know, we love being on theCUBE, and I am of course sporting my Infinidat logo wear already, even though I've only been on the job for two weeks. >> Dude, no Hawaiian shirt, okay. That's a pretty buttoned up company. >> Well, next time, I'll have a Hawaiian shirt, don't worry. >> Okay, so give us the backstory, how did this all come about? you know Phil, my 99 seat joke, but, how did it come about? Tell us that story. >> So, I have known Phil since the late 90s, when he was a VP at LSA of Engineering, and he had... I was working at a company called Milax, which was acquired by IBM. And we were doing a product for HP, and he was providing the subsystem, and we were providing the fiber to fiber, and fiber to SCSI array controllers back in the day. So I met him then, we kept in touch for years. And then when I was a senior VP at EMC, he started originally as VP of engineering for the EMC Isilon team. And then he became the general manager. So, while I didn't work for him, I worked with him, A, at LSA, and then again at EMC. So I just happened to congratulate him about some award he won, and he said "Hey Herzog, "we should talk, I have a CMO opening". So literally happened over LinkedIn discussion, where I reached out to him, and congratulate him, he said "Hey, I need a CMO, let's talk". So, the whole thing took about three weeks in all honesty. And that included interviewing with other members of his exec staff. >> That's awesome, that's right, he was running the Isilon division for awhile at the EMC. >> Right. >> You guys were there, and of course, you talk about Milax, LSA, there was a period of time where, you guys were making subsystems for everybody. So, you sort of saw the whole landscape. So, you got some serious storage history and chops. So, I want to ask you what attracted you to Infinidat. I mean, obviously they're a leader in the magic quadrant. We know about InfiniBox, and the petabyte scale, and the low latency, what are the... When you look at the market, you obviously you see it, you talk to everybody. What were the trends that were driving your decision to join Infinidat? >> Well, a couple of things. First of all, as you know, and you guys have talked about it on theCUBE, most CIOs don't know anything about storage, other than they know a guy got to spend money on it. So the Infinidat message of optimizing applications, workloads, and use cases with 100% guaranteed availability, unmatched reliability, the set and forget ease of use, which obviously AIOps is driving that, and overall IT operations management was very attractive. And then on top of that, the reality is, when you do that consolidation, which Infinidat can do, because of the performance that it has, you can dramatically free up rack, stack, power, floor, and operational manpower by literally getting rid of, tons and tons of arrays. There's one customer that they have, you actually... I found out when I got here, they took out a hundred arrays from EMC Hitachi. And that company now has 20 InfiniBoxes, and InfiniBox SSAs running the exact same workloads that used to be, well over a hundred subsystems from the other players. So, that's got a performance angle, a CapEx and OPEX angle, and then even a clean energy angle because reducing Watson slots. So, lots of different advantages there. And then I think from just a pure marketing perspective, as someone has said, they're the best kept secret to the storage industry. And so you need to, if you will, amp up the message, get it out. They've expanded the portfolio with the InfiniBox SSA, the InfiniGuard product, which is really optimized, not only as the PBA for backup perspective, and it works with all the backup vendors, but also, has an incredible play on data and cyber resilience with their capability of local logical air gapping, remote logical air gapping, and creating a clean room, if you will, a vault, so that you can then recover their review for malware ransomware before you do a full recovery. So it's got the right solutions, just that most people didn't know who they were. So, between the relationship with Phil, and the real opportunity that this company could skyrocket. In fact, we have 35 job openings right now, right now. >> Wow, okay, so yeah, I think it was Duplessy called them the best kept secret, he's not the only one. And so that brings us to you, and your mission because it's true, it is the best kept secret. You're a leader in the Gartner magic quadrant, but I mean, if you're not a leader in a Gartner magic quadrant, you're kind of nobody in storage. And so, but you got chops and block storage. You talked about the consolidation story, and I've talked to many folks in Infinidat about that. Ken Steinhardt rest his soul, Dr. Rico, good business friend, about, you know... So, that play and how you handle the whole blast radius. And that's always a great discussion, and Infinidat has proven that it can operate at very very high performance, low latency, petabyte scale. So how do you get the word out? What's your mission? >> Well, so we're going to do a couple of things. We're going to be very, very tied to the channel as you know, EMC, Dell EMC, and these are articles that have been in CRN, and other channel publications is pulling back from the channel, letting go of channel managers, and there's been a lot of conflict. So, we're going to embrace the channel. We already do well over 90% of our business within general globally. So, we're doing that. In fact, I am meeting, personally, next week with five different CEOs of channel partners. Of which, only one of them is doing business with Infinidat now. So, we want to expand our channel, and leverage the channel, take advantage of these changes in the channel. We are going to be increasing our presence in the public relations area. The work we do with all the industry analysts, not just in North America, but in Europe as well, and Asia. We're going to amp up, of course, our social media effort, both of us, of course, having been named some of the best social media guys in the world the last couple of years. So, we're going to open that up. And then, obviously, increase our demand generation activities as well. So, we're going to make sure that we leverage what we do, and deliver that message to the world. Deliver it to the partner base, so the partners can take advantage, and make good margin and revenue, but delivering products that really meet the needs of the customers while saving them dramatically on CapEx and OPEX. So, the partner wins, and the end user wins. And that's the best scenario you can do when you're leveraging the channel to help you grow your business. >> So you're not only just the marketing guy, I mean, you know product, you ran product management at very senior levels. So, you could... You're like a walking spec sheet, John Farrier says you could just rattle it off. Already impressed that how much you know about Infinidat, but when you joined EMC, it was almost like, there was too many products, right? When you joined IBM, even though it had a big portfolio, it's like it didn't have enough relevant products. And you had to sort of deal with that. How do you feel about the product portfolio at Infinidat? >> Well, for us, it's right in the perfect niche. Enterprise class, AI based software defined storage technologies that happens run on a hybrid array, an all flash array, has a variant that's really tuned towards modern data protection, including data and cyber resilience. So, with those three elements of the portfolio, which by the way, all have a common architecture. So while there are three different solutions, all common architecture. So if you know how to use the InfiniBox, you can easily use an InfiniGuard. You got an InfiniGuard, you can easily use an InfiniBox SSA. So the capability of doing that, helps reduce operational manpower and hence, of course, OPEX. So the story is strong technically, the story has a strong business tie in. So part of the thing you have to do in marketing these days. Yeah, we both been around. So you could just talk about IOPS, and latency, and bandwidth. And if the people didn't... If the CIO didn't know what that meant, so what? But the world has changed on the expenditure of infrastructure. If you don't have seamless integration with hybrid cloud, virtual environments and containers, which Infinidat can do all that, then you're not relevant from a CIO perspective. And obviously with many workloads moving to the cloud, you've got to have this infrastructure that supports core edge and cloud, the virtualization layer, and of course, the container layer across a hybrid environment. And we can do that with all three of these solutions. Yet, with a common underlying software defined storage architecture. So it makes the technical story very powerful. Then you turn that into business benefit, CapEX, OPEX, the operational manpower, unmatched availability, which is obviously a big deal these days, unmatched performance, everybody wants their SAP workload or their Oracle or Mongo Cassandra to be, instantaneous from the app perspective. Excuse me. And we can do that. And that's the kind of thing that... My job is to translate that from that technical value into the business value, that can be appreciated by the CIO, by the CSO, by the VP of software development, who then says to VP of industry, that Infinidat stuff, we actually need that for our SAP workload, or wow, for our overall corporate cybersecurity strategy, the CSO says, the key element of the storage part of that overall corporate cybersecurity strategy are those Infinidat guys with their great cyber and data resilience. And that's the kind of thing that my job, and my team's job to work on to get the market to understand and appreciate that business value that the underlying technology delivers. >> So the other thing, the interesting thing about Infinidat. This was always a source of spirited discussions over the years with business friends from Infinidat was the company figured out a way, it was formed in 2011, and at the time the strategy perfectly reasonable to say, okay, let's build a better box. And the way they approached that from a cost standpoint was you were able to get the most out of spinning disk. Everybody else was moving to flash, of course, floyers work a big flash, all flash data center, etc, etc. But Infinidat with its memory cache and its architecture, and its algorithms was able to figure out how to magically get equivalent or better performance in an all flash array out of a system that had a lot of spinning disks, which is I think unique. I mean, I know it's unique, very rare anyway. And so that was kind of interesting, but at the time it made sense, to go after a big market with a better mouse trap. Now, if I were starting a company today, I might take a different approach, I might try to build, a storage cloud or something like that. Or if I had a huge install base that I was trying to protect, and maybe go into that. But so what's the strategy? You still got huge share gain potentials for on-prem is that the vector? You mentioned hybrid cloud, what's the cloud strategy? Maybe you could summarize your thoughts on that? >> Sure, so the cloud strategy, is first of all, seamless integration to hybrid cloud environments. For example, we support Outpost as an example. Second thing, you'd be surprised at the number of cloud providers that actually use us as their backend, either for their primary storage, or for their secondary storage. So, we've got some of the largest hyperscalers in the world. For example, one of the Telcos has 150 Infiniboxes, InfiniBox SSAS and InfiniGuards. 150 running one of the largest Telcos on the planet. And a huge percentage of that is their corporate cloud effort where they're going in and saying, don't use Amazon or Azure, why don't you use us the giant Telco? So we've got that angle. We've got a ton of mid-sized cloud providers all over the world that their backup is our servers, or their primary storage that they offer is built on top of Infiniboxes or InfiniBox SSA. So, the cloud strategy is one to arm the hyperscalers, both big, medium, and small with what they need to provide the right end user services with the right outside SLAs. And the second thing is to have that hybrid cloud integration capability. For example, when I talked about InfiniGuard, we can do air gapping locally to give almost instantaneous recovery, but at the same time, if there's an earthquake in California or a tornado in Kansas City, or a tsunami in Singapore, you've got to have that remote air gapping capability, which InfiniGuard can do. Which of course, is essentially that logical air gap remote is basically a cloud strategy. So, we can do all of that. That's why it has a cloud strategy play. And again we have a number of public references in the cloud, US signal and others, where they talk about why they use the InfiniBox, and our technologies to offer their storage cloud services based on our platform. >> Okay, so I got to ask you, so you've mentioned earthquakes, a lot of earthquakes in California, dangerous place to live, US headquarters is in Waltham, we're going to pry you out of the Golden State? >> Let's see, I was born at Stanford hospital where my parents met when they were going there. I've never lived anywhere, but here. And of course, remember when I was working for EMC, I flew out every week, and I sort of lived at that Milford Courtyard Marriott. So I'll be out a lot, but I will not be moving, I'm a Silicon Valley guy, just like that old book, the Silicon Valley Guy from the old days, that's me. >> Yeah, the hotels in Waltham are a little better, but... So, what's your priority? Last question. What's the priority first 100 days? Where's your focus? >> Number one priority is team assessment and integration of the team across the other teams. One of the things I noticed about Infinidat, which is a little unusual, is there sometimes are silos and having done seven other small companies and startups, in a startup or a small company, you usually don't see that silo-ness, So we have to break down those walls. And by the way, we've been incredibly successful, even with the silos, imagine if everybody realized that business is a team sport. And so, we're going to do that, and do heavy levels of integration. We've already started to do an incredible outreach program to the press and to partners. We won a couple awards recently, we're up for two more awards in Europe, the SDC Awards, and one of the channel publications is going to give us an award next week. So yeah, we're amping up that sort of thing that we can leverage and extend. Both in the short term, but also, of course, across a longer term strategy. So, those are the things we're going to do first, and yeah, we're going to be rolling into, of course, 2022. So we've got a lot of work we're doing, as I mentioned, I'm meeting, five partners, CEOs, and only one of them is doing business with us now. So we want to get those partners to kick off January with us presenting at their sales kickoff, going "We are going with Infinidat "as one of our strong storage providers". So, we're doing all that upfront work in the first 100 days, so we can kick off Q1 with a real bang. >> Love the channel story, and you're a good guy to do that. And you mentioned the silos, correct me if I'm wrong, but Infinidat does a lot of business in overseas. A lot of business in Europe, obviously the affinity to the engineering, a lot of the engineering work that's going on in Israel, but that's by its very nature, stovepipe. Most startups start in the US, big market NFL cities, and then sort of go overseas. It's almost like Infinidat sort of simultaneously grew it's overseas business, and it's US business. >> Well, and we've got customers everywhere. We've got them in South Africa, all over Europe, Middle East. We have six very large customers in India, and a number of large customers in Japan. So we have a sales team all over the world. As you mentioned, our white glove service includes not only our field systems engineers, but we have a professional services group. We've actually written custom software for several customers. In fact, I was on the forecast meeting earlier today, and one of the comments that was made for someone who's going to give us a PO. So, the sales guy was saying, part of the reason we're getting the PO is we did some professional services work last quarter, and the CIO called and said, I can't believe it. And what CIO calls up a storage company these days, but the CIO called him and said "I can't believe the work you did. We're going to buy some more stuff this quarter". So that white glove service, our technical account managers to go along with the field sales SEs and this professional service is pretty unusual in a small company to have that level of, as you mentioned yourself, white glove service, when the company is so small. And that's been a real hidden gem for this company, and will continue to be so. >> Well, Eric, congratulations on the appointment, the new role, excited to see what you do, and how you craft the story, the strategy. And we've been following Infinidat since, sort of day zero and I really wish you the best. >> Great, well, thank you very much. Always appreciate theCUBE. And trust me, Dave, next time I will have my famous Hawaiian shirt. >> Ah, I can't wait. All right, thanks to Eric, and thank you for watching everybody. This is Dave Vellante for theCUBE, and we'll see you next time. (bright upbeat music)

>> Announcer: Live from Las Vegas, it's theCUBE covering Magento Imagine 2019, brought to you by Adobe. >> Welcome to the theCUBE, I'm Lisa Martin at The Wynn, in Las Vegas for Magento Imagine 2019. This is a three day event. You can hear a lot of exciting folks networking behind me, talking tech, talking e-commerce innovation and we're pleased to welcome fresh off the keynote stage a couple of guests from HP. We've got Gillian Campbell, the Head of Omni-channel Strategy and Operations. Gillian, thank you for joining us. >> Thank you for asking us. >> Our pleasure and Herriot Stobo, Director of Omni-channel Innovation and Solutions, also from HP. Welcome. >> Thank you very much. >> So Gillian fresh off the keynote stage, enjoyed your presentation this morning. >> Gillian: Thank you. >> Everybody I think in the world knows HP. Those of us consumers going, you know what actually, that reminds me, I need a new printer. >> We can help you. >> Thank you, excellent. Whether I'm shopping online or in a store. So you gave this really interesting keynote this morning talking about what HP is doing, starting at Apache. You really transform this shopping experience. Talk to us a little bit about HP, as I think you've mentioned it as a $50 billion start up and from a digital experience perspective, what you needed to enable. >> Yeah, so as I said, HP have been around for 80 years and in 2015, we became our own entity, HP Inc., and really started looking at how do we enable digital to be pervasive through everything that we do. Our internal processes are reached to customers and identified a great opportunity to really take leading edge and our digital commerce capabilities and we already had some early proof points and APG so we launched a global initiative and we're now on that journey to enable that best in class experience through the digital platforms. >> So Herriot talk to us about, you're based in Singapore. >> Yes. >> What were some of the market dynamics that really made it obvious that this is where we want to start building out this omni-channel strategy starting in Apache? Is it, you know whether, Gillian you mentioned it before. We started retail spaces, some being expensive. Is it more mobile experience and expectations on consumer's part? >> I think we've got a mix of different starting points across Asia. We've got some mega cities like Hong Kong and Singapore rising, Tokyo. And then we've got you know emerging markets across South-East Asia. We don't necessarily have any single market place that controls the entire market as we might see in other regions and so we've had a lot of runway to go and experiment and try new things. We also have an ecosystem of branded retail in Asia. Not in all markets, predominantly in India but also in some markets in South-East Asia that allow us to really blend the experience across both offline and online and to give customers choice at the end of the day. Let them decide how they want to shop and interact with our brand. So we have been running Magento 1 since we first launched our online store businesses in Indonesia and Thailand about six years ago and then we moved into China, replatformed, lexi-platform onto Magento 1 and then that was really the foundation of what we decided to go and build upon to become a global program. so we already had some proof points under our belt with Magento so. >> And what were some of those early wins that really started to make this really obvious that this omni-channel experience, the ability to give customers choice? Whether they want to start the process online, finish it in store, vice verse, or at least have the opportunity to have a choice? What were some of those early wins and business outcomes that you started to see? >> I think even just from because we're all, customers are people. Whether you're a corporate customer, a small business, or a consumer, we're all people and we all know that we shop that way. So essentially the storyline on that back to HP was we have to enable experiences that we would want to experience as well and it was quite a shift for a tech company who were really all about the products to be thinking about, well, how do we really enable that end to end experience? And as Herriot said, the runway was open. We already had some proof points. I was new in the job so I was like all listening to, you know, what the team were telling me. We have a great opportunity here and took that formered as a new concept for the company. We got funding approval and you know the rest is the history and the journey that we're on. So I think it was just taking a different perspective and a different approach and working with a team who already had the, built some of that credibility and others proof points with the earlier deployments and I think we kind of took a risk at the time when we started the engagement with Magento. They weren't in that leadership quadrant and we took a risk to say, let's partner with an energizing company and do something a little bit different and we're still here working towards it so I think that for me was the breakthrough, was just having the tenacity to say, we're gonna drive this path forward. It may not be how we would have done things in the past, but we're a different company now. and we had much more thinner air cover to be able to do that. >> Little bit more agility and flexibility. >> Yeah, absolutely. So you guys, you talked about, Gillian about all the buyers. We are the consumers and we have this expectation, growing expectation that I want to be able to get any and transact anything that I want to buy, whether I'm a procuring person for a company and I'm traveling but I need to approve expenses or I'm a salesperson maybe sitting next to a medium-small business customer. I need to have the option at least to have this store front. What are the things that you guys launched in Apache, leverage be the power of Magento Commerce was click to collect. So tell me a little bit about from maybe an e-commerce cultural perspective, what is it that makes people want to have the ability to start online and actually complete the transaction in a physical location? >> Essentially I was in the Advisory Board yesterday and one of the other customers of Magento said, "Until we can invent a way to touch and feel online, "there's always gonna be a need to have, "outlets where you can go touch and feel." and I think with the click and collect, some of our products are, you know, high-end PCs and gaming devices and printers that is hard to get a good appreciation of what it looks and feels like online. So if you're gonna be spending you know, a significant money you may want to go in and be able to see the colors, feel the finish. You know some of our newer products with the leather portfolios is not something you can truly appreciate without touching it. So I think we have to enable again those customers who do want to experience, feel the weight, you know feel the finish, see the color scheme 'cause its usually important, again not for all customers. Some customers are quite happy to spend thousands of dollars on an online purchase without seeing it and then making sure they have a good facility to be able to, well if they wanted to, to return if they got the normal the product. >> As we look though at like we talked about, this consumerization of everything where we have this expectation and the numbers, I think you even mentioned it maybe in your keynote, Gillian, the numbers of, or somebody did this morning, like upwards of half of all transactions are starting on mobile so we got to start there. What are some of the things that you guys have seen in region in terms of mobile conversions? >> So there's still a massive gap between desktop and mobile conversions, first of all. I mean we're not anywhere near parity between the two. But obviously we're seeing a huge volume of traffic coming in as well and it's shifting that way, so you would expect it to drop as result. I think with Magento what we've seen over the, you know, past few deployments that we've been running and that were over 8% improven. But the desktop conversions are far higher. I mean in terms of improvement and actual conversion so we've still got a long way to go. There and that's a naturative process, that's a journey that probably never ends in terms of ongoing optimization and experimentation. So yeah a lot happening there. I think just on the click and collect topic as well that you were asking about people wanting to start their journey online and then come into bricks and mortar. We're seeing a huge uptake on it just by experimenting, by piloting. Over 26% of our consumer notebooks in India that we've put onto this program were being collected in store and this is in environments which are inherently chaotic on the streets. You don't want to go out there but actually I'm passing that way anyway so it's just easier for me to pick it up on the way home and probably quicker 'cause I can collect in two hours. So it's just giving people customer choice, no additional incentive and it seems to take. So now we're expanding out regionally. >> So you said there's, this morning, Gillian, in your keynote eight markets covered, mostly Apache, but also in Latin America. >> We just started in Latin America, again, the development process is not just as simple as we're switching on. So we've been doing a lot of work for this past six months with Latin America. The team there, they're super excited to get launched. There's some differences there, we've talked about the regional variation around fulfillment models that we have to adapt towards but the intent is to get Latin America deployed, leveraging some of the layer lengths from what we've done in Asia specific and then starting to move around into more the near region and then ultimately back into the US and Canada. >> So as you look forward and of course you've mentioned we're on this journey right, what are some of the key learnings that you're going to apply? You mentioned this morning, something that was very intriguing and that was, respect the integrity of the Magento platform. Talk about that in context of some of the other learnings that you'd recommend for colleagues and similar or other industries to be able to achieve what you have on a global scale. >> I think from the outset, there was this kind of like baggage of deployments of capabilities not just in commerce but deployment of capabilities across HP that we had not respected the integrity of the platform. We had adjusted the code and developed on the code to make it HP specific and with the new HP Inc. company one of the guided principles was no, when we buy the leverage software applications respect it for what it is and adjust business processes and adjust integration rather than adjust the core so that we can get the advantage of the longer term opportunity without creating such like. So it was really just a foundational, you know, let's not go in here with a mindset that we know better than the core. The core is there for a reason and then build around that and ensure the integration and I think you know with Herriot's leadership, we've been able to you know, just keep that firm is why we can be successful and be successful longer term as well. So that all the, and one of the things we talked about yesterday also is the excellent capabilities that are coming with Adobe and the integration that we talked about the recommendation of Adobe Sensei and integrate that with Magento Core. If you don't keep to the respect the integrity, those upgrades and capabilities become really hard to take benefit of so we're really excited about, you know, again, sticking with the core and enabling and growing with the core with Magento and Adobe. >> I would just build on it, I mean I think its never gonna be easy running a global commerce platform. Single instance, multiple countries, you know, 27 markets to get started with. Who knows where we're gonna end. Its always gonna be a challenge so we have to keep it as simple as possible. These upgrades are fast and furious and that's great and we all gets lots of benefit but if we start going down our own path, we've lost it. We've lost the benefit. >> And that's one of the things too that Jason Wolfsteen said this morning was that the word Magento was gonna be enabling businesses to achieve without getting in their way and it kind of sounds Herriot, like you're saying the same thing. That we've gotta be able to respect the technologies that we're building so we don't get in our own way and we keep it simple as we wanna expand globally. Ultimately at the end of the day, you're creating these personalized experiences with consumers and that personalization is so important because it's more and more not only are we transacting or wanting to on mobile but we want our brands like HP to know us. We want you to know our brand value, you know our average order value so that we can become part of the experience but also ideally get rewarded for being loyal. >> Yeah. >> Yeah, I mean, I mean just coming to mobile again but you know, 2.3 delivers the native PWA capabilities which we're super excited to get started with. You know we've got so many used cases for this straight away, right out the box but you know we've got to do it gradually, do it the right way. I think we're also aware that we're not gonna be able to run with PWA in all markets straight away 'cause not all markets are ready for it quite frankly. User behavior- >> Is that a cultural thing? >> It's purely cultural. Maybe technical and just technical ecosystems as well. Places like China in particular, where, you know, customers use app stores but they use app stores from every single phone manufacturer right there. That's where the customer is. We can't just move away from that so we need to keep some of those legacy approaches for a little while and then yeah test in other regions and then take the learnings when we're ready to adopt it. >> Exciting so here we are at, this is the first Magento Imagine since the Adobe acquisition. Gillian, let's wrap things up with you. What are your, you mentioned you were part of the Customer Advisory Board yesterday, just some of your perspectives on this years' event now that Magento is powering the Adobe commerce cloud. >> I actually attended the Adobe Summit a few weeks ago here also in Vegas and started to see the thread of commerce coming into that conference and then seeing the Adobe, the experience, coming into Magento and I just think it's a perfect combination of opportunities especially for a company like HP where we were linked in to connect, you know, marketing and sales and support across the customer journey and the capabilities with Adobe and some of the marketing stack, and then the commerce stack, and there was support bringing that together is a super exciting opportunity for us. You know the partnership that we have with both Adobe and Magento again as one as I really, they were just starting what the next journey was gonna look like. >> We feel that about so many things, we're just starting, but Gillian, Herriot, it's been a pleasure to have you on theCUBE for Magento Imagine 2019. Thank you both for your time. >> Thank you, thank you. >> Our pleasure. I'm Lisa Martin and you're watching theCUBE live from The Wynn Las Vegas at Magento Imagine 2019. Thanks for watching. (light music)

>> Live from San Francisco. It's theCUBE covering Google Cloud Next 2018. Brought to you by Google Cloud and its ecosystem partners. (electronic music) >> Hey, welcome back everyone. Live here in San Francisco it's theCUBE's coverage of Google Cloud and their big conference Google Next #GoogleNext18. I'm John Furrier, Dave Vellante. Our next guest is Adam Seligman, Vice President of Developer Relations at Google. Man, making it all happen, keeping the trains on time, keeping everyone motivated, welcome to theCUBE. Thanks for joining us. >> Thanks, glad to be here. >> So, first of all, take a step back, what is your job at Developer Relations? Are you herding cats, are you feeding them great code, are you overseeing a big team? Google's been very big on open-source, you've been part of the code program going back many many years. Google's always been a steward of open-source and developers are just devouring open-source in a big way right now. What's your job? >> I look after Developer Relations. There's around 20, 22 million developers in the world and we want to make every single one of them successful and build cool things, learn new technology, be part of community. That's something that's super important. I try to rally all of Google to sort of stand for developers. >> One of the big trends we're seeing now at open-source is that it's becoming such a good norm. I remember the days when I was getting into the business back in the late '80s, early '90s. Open-source, we'd kind of steal some code here and it kind of was radical. It's so normal now, and you start to see the clean, upstream etiquette, upstream projects, everyone's contributing, co-creating for a common good, monetizing downstream has been really well defined. There's some examples of probably where that could be better but for the most part, I think people are generally seeing a positive contribution. That's a community dynamic. How do you go to the next level for developers? Because this has turned out to be quite an opportunity to one: learn, meet new people, learn new skills and take advantage of some new technologies. How do you foster that community? What are you guys doing? Because no-one wants vendors to put their fingers in these upstream projects (laughs) but they're super important, they're all participating. What's the formula? How is that evolving? How do you see that? >> Google's been an open-source for maybe 20 years. Some big contributions early days, things like GCC, foundational compiler technology. And we have whole businesses that build around open-source, Chrome on the Web, Android for mobile, and now we see kubernetes in cloud and TensorFlow and AI and new things like Knative and Istio, so I think there's a course there where open-source can really shape whole ecosystems and create a lot of opportunity and a lot of innovation. And I think the challenge in all that is to do it in a really healthy, positive, community-centric way. And I think that's some real learning we've had in the last couple of years, is great leaders like Sarah Novotny have really helped guide us and her interface with open-source communities and foster the right kind of community interactions, and that's a big focus. We're trying to bring that here also. >> So, you had a keynote coming up, I know you got a hard stop and we want to try and get as many questions as we can. But I want to ask you, what are you going to be talking about at your keynote, what's the topic? 'Cos this is a, I won't say coming-out party for Google Cloud in particular, but clearly setting a couple stakes in the ground on what's going on. Enterprise focus, checking the boxes, table stakes are being met. And real tech: high performance, large-scale, really a good developer environment. What are you going to talk about at the keynote? >> Well, I think customers like HSBC and Target and others are coming to us, not for table stakes, they're coming to us for what's next. They're coming to us for massive-scale kubernetes, they're coming to us for AI. So, I think that the introductions we've had so far, things like the Cloud Services Platform, Istio 1.0, Knative, it really shows a bright future of service and AI-driven applications. What we're going to talk in the developer keynote, tomorrow, in day three, is really three themes: innovation, openness and open-source, and then that community theme that we were just talking about. And one area of innovation that we're going to talk about is Melody Meckfessel, who I think you talked to earlier, is going to talk about our approach to Cloud Build and integrated toolchains. We have a lot of technology we're going to open up in the DevOps space. But it's really a mentality, and this is the thing that I think is really needed coming to Google, is it's not just about pushing code down the waterfall to production, it's about building services for users and building services that the developers consume. And really flowing from code right out to running services, and then when you're done, the service is a turn on for everybody, you start routing traffic to it, you run canaries. So, it's a big step-change in how we think about continuous delivery and DevOps, we really want to land that in the keynote tomorrow. >> So I got to give some props to my partner, John Furrier, in 2010, John, you said, "Data is the new development kit." It was a while ago, and it's turned out, in my view anyway, to be true, but, Adam, it's also changed the profile of the developer. Data hackers, statisticians, mathematicians, artists. And so it's changed the way in which we think about a developer. I wonder, if you could talk about that, in terms of, how that's changed Developer Relations? >> Yufeng Guo is going to do a section AI in the keynote and he does these videos on YouTube that literally millions of people watch about how to get started on machine learning. And he's got a great line in there, which I think is attributed to him, that says, "AI is programming with data." And so I think we're in a world where all this data of user interactions and event streams and interactive things and mobile applications, we now have a lot of data to program the world on. And I think it's an incredible opportunity for developers. But the flip side, if we just restrict it to a couple thousand data scientists, it doesn't open up the world to everyone. So I think beyond that 20 million, what are the next 20 million we could pull in with AutoML? The next 20 million that can do SQL queries and can use BigQuery and do ML in BigQuery? So that's the vision of opening it up to more people, more developers. >> And the democratization of software, I mean, it's interesting, that's my background in software engineering, computer science, in the '80s you were called software engineering. Then it became software developer, then it became a software hacker. Now we're hearing words like software artisan. I interviewed Aparna, she said, "You don't need three PhDs, three degrees "in computer science, to do development anymore." The aperture's widening, big-time, because now craft is coming back to development. Because a lot of these abstractions, both on the business and tech side, are enabling different personas to come in. >> It's not legacy development anymore, it's heritage development, right?. (John laughs) I love that developers have the freedom to define their own titles and define their own tools they want to work with, and do a mix of the old and the new, and mix it up. So I think it's really important that we're not too narrow in how we define people and you don't have to be this tall to ride the ride, we really welcome everybody in to be a part of the community and if your entrance to ML is AutoML, but then eventually you graduate to TPUs, that's just fantastic. >> And how about crypto developers? They've exploded with innovation, what do you see in there? >> I could just go back to security, I think every company is really wrestling with security right now. How do they get two-factor everywhere? How do they stop phishing? How do they keep their employees safe? How do they have shielded VMs at every level of security? And it's a challenge to get developers to think about security sometimes. It's the operators that have to live with it, and so understanding your dependencies, way back up with developers are like, "Oh, I'll just use this library, "and I'll just use this library." How do you ensure you're using trusted dependencies back there, you don't have vulnerabilities you're introducing by taking dependencies in other codes. So I think there's a lot of education and best practice to share with developers to get them to care about security. >> My final question, I know you got to go. I just want to get it out there, years ago, when David and I used to hear on theCUBE, people come on, "We want to win the developers," no, they're not winnable. You don't win developers, you earn trust and you earn relationships and they might work with you and enjoy the services that they might provide to them. So I always kind of used to poo-poo that. But now with the Cloud you're seeing again, more range with developers. So, how do you keep developers happy? That might be a better question, because in order to earn and have a relationship with people who are going to be contributing IP and building IP, how do you keep harmonious relations? How do you keep people happy if you have things, like technical debt bothers people and people are like, "Oh, technical debt," you know, shipping codes, times. How do you think about that because keeping people happy is a broad answer, but in general, what's your view on keeping developers happy, harmonious, loving, working together, doing the things they love to do? >> It's a little different at Google, it's an interesting place, because there's never an "us and them" with developers, this is a company with tens of thousands of engineers on staff, most of the senior leadership team have an engineering background. So it's more like we live in the community of developers, my engineers are all over the world, living in developer communities. And so I think it really does matter how we show up and how we interact. But we sort of live it every day. So I don't think we have a hill to climb, so much as get to developers, I think we just have to have a really clear narrative, and then a really keen ear to listen to what they need and that's what I'm trying to orient them around. >> Listening, I think that's a great answer, listening. "What do you want?" you know, "What's important to you?" And then you have that perspective yourselves. Yeah, I mean, we're sort of a developer-centric company and I think the important thing is we put them at the center of everything we do, I use the word with my team, it's empathy. We have empathy for developers, you know, they have great jobs, great opportunities, but also great challenges, and as humans, can't we have empathy for them. >> I was hosting a panel one time, a night event, it was all out of fun, bunch of nerds on there were talking tech, getting on the hood, talking developers, all this stuff, range of questions, and one guy introduced himself as the, "I'm the CTO, I'm the Chief Toy Officer." (Adam laughs) Because we play with technology then we turn it into product. And you guys brought a lot of toys out here with Google, all this open-source. >> And then if we can amplify that for all the amazing talent that's in the world, at Google I/O, we host the developers' student clubs from Indonesia, and these young Indonesian women are teaching other college kids how to do android development. So, if we could bring that kind of magic to all of our assets, to the Cloud assets, I think there's this amazing, receptive community out there that could give us a bunch of whole new ideas that we don't just get in South of Market, San Francisco. >> It's inspiring to see people build things with open-source, pay it forward, contribute upstream, be part of a community, this is what it's all about, Developer Relations. Congratulations, thanks for coming on theCUBE. >> Thank you, so glad to be here, thanks guys! >> This is theCUBE paying it forward with content here from Google Next, all out in the open, co-creating with Google, Google's team, Google's customers, the best engineers, the best talent here at Google Cloud, I'm with theCUBE. I'm John Furrier, Dave Vellante, thanks for watching. Stay with us, more coverage after this short break. (electronic music)

>> Announcer: Live from Boston, Massachusetts, it's theCUBE! Covering OpenStack Summit 2017. Brought to you by the OpenStack Foundation, Red Hat, an additional ecosystem of support. >> I'm Stu Miniman here with my co-host, John Troyer, and this is SiliconANGLE media's theCUBE, worldwide leader in live tech coverage. Happy to welcome to the program startup CEO David Safaii, Trilio Data. Thank you so much for joining us. >> Thanks for having me. >> Dave, first time on the program. New startup. Tell us a little bit about your background and what let to Trilio Data. >> Sure, sure, sure, sure. Well, first, thanks, excited to be here. Trilio data started a number of years ago, about 2013, and we had focused on what the problem was going to exist within cloud. Now, traditional backup vendors are not going to fulfill the requirements of cloud. The principles of cloud, of course, as you guys know, forever scalable, multi-tenant, self-service, all the things, all the good buzzwords. So the founders of the company started with those principles and started building out Trilio Data, and built it specifically for OpenStack, to begin. >> Cloud's supposed to be real simple. Couldn't it just take care of that canister stuff, multiple objects-- >> Everything's automated. >> Automated replication, everything. What's different about building for cloud specifically? I mean, OpenStack's core to what you're doing, maybe tease out how you ended up there. >> Yeah, sure. When you look at what we do and how we do it, I think is the interesting part. The traditional backup vendors think about a server or a single VM, or maybe just a bunch of files. We have a different approach. We talk about capturing the full environment. And that starts with the application blueprint for that tenant. So that's the app, OS, VM, configurations across the VMs. Security groupings, policies, metadata and data as a whole. So now, when you talk about recovery, recovery is fast. It happens instantaneously, as opposed to trying to stitch together these applications that now reside on the Cloud that have all these different components affiliated with it. I joined the group as CEO in 2014. Seeing the need that will exist within the OpenStack community. As folks start to codify their clouds, and the business units are saying, "All right, "we're ready to move our applications within the clouds." The business assurance needs that were going to pop up. Data protection absolutely is one of them. So that's what really excited me. >> One more question on the base tech. You talk about the application blueprint. Apps on the Cloud, more than just a VM. Do you handle things like the network configuration? Connection back to storage, and things like that? >> Everything for the tenant. The tenant manages the whole backup, and they can restore that whole environment. So you think about it as almost environmental capture per tenant. >> And are people typically backing up from one OpenStack cloud to another, from one OpenStack cloud, maybe to a public cloud? What are you seeing, the use cases? >> Good question. I think first and foremost, and it's kind of this crawl-walk-run scenario, right, everyone's looking to get their OpenStack clouds to a great and steady state. The larger folks have done that. They spent a lot of blood, sweat and tears to do that and they've got these great, elastic, scalable clouds. Recovery for us is, you can recover in place. You can recover in a different availability zone. You can recover into a different data center, or a different OpenStack cloud. And so as the story continues to evolve and emerge, we'll be showing off hybrid cloud data at AWS in the next quarter. And that will be a request from folks in time, as we start to look at hybrid cloud being one singular cloud, really. And then empowering these people to move workloads to and from is very interesting. Creates new problems, but you still need the ability to control and manage and start providing governance around a hybrid type of an environment. >> I think most of our audience is probably aware with some of the pain points that we've had with backup for a while. What are your early customers, what's exciting them? What can they do now that they didn't before? We know backup windows are long gone in the past, but what does this enable them to do that they couldn't? Why this solution rather than some of the other options out there? First, we are completely agentless. We're talking about environments of scale, and so to manage another agent, I mean, it's got to be painful. So we are agentless, which is fantastic. We are non-disruptive, so at any point in your OpenStack Journey, you can deploy us. And you can roll us out with using Ansible scripts, et cetera. We try and make that component very easy. And then again, it's empowering the tenant. Cloud's all about the tenant. Alleviating the pain for IT operations. Having, again, that full environmental capture, changes things. You don't have to worry about, I mean, you can replace files if need be, or folders, but IT operations don't have to worry about that anymore. >> I'm curious. As far as I know, there hasn't been an open source project to solve this kind of issue. Is there open source involved in your code, are you guys closed source? How does that fit of the OpenStack to what you're doing go? >> Good question. We first, actually, started with a specification called Raksha, that we put out there. We quickly closed-sourced it. We're built on open source, soup to nuts. But we did closed-source it because there's a need, there's a need for this solution today. We're big supporters of the community, we believe in community. But there's certain aspects that is required by the enterprise, and they need to move now, and they can't wait for projects to spin up. You're starting to see a couple of other similar projects appear, but as I said, the need is now. That's also part of the issue, is you're having all these overlapping projects that start to emerge. It's not helping the community. So, yeah. We're ready to deliver. >> And this is installed, this can be installed in a data center? Is that the delivery mechanism? >> Absolutely. It's downloadable. We're downloaded as a VM. As I said, we are agentless, so it's a small, little Python script that gets put on all your computer nodes. We appreciate scale. We work with telcos, all the way down to-- >> I was going to ask. OpenStack is many things to many people. It's not one market. So, as CEO, which markets are you looking at that are OpenStack adopters that you would like to be talking with? >> I think it's interesting, as you look at the landscape, not just by industry, but by geo, too, which has become interesting. Here, it's the large environments that are ready for data protection today. That really spans across financial services, to telco, et cetera. I think rest of world, if you start talking about data protection in governments, things that are happening in Europe, for example, they're a little more sensitive to the public cloud. This is the third coming of open source, right, so people are happy to build wherever they can. We're seeing, from a size perspective, deployments. The small guys are trying all over the place. South Africa, Japan, Australia, Latin America and Europe. Here it's a lot of the bigger folks, everywhere else, people are ready to jump into OpenStack. They're excited. >> So your product itself, couple things. Is it fully GA today? Anything you can share on number of customers, what state of deployment they're in, and maybe get into some of the go-to-market pieces as to how they roll that out. >> Yeah, I know, absolutely. So we are GA. As I mentioned, we were founded in 2013, but because this is enterprise software, it needs to be bulletproof, right? We wanted to wait. You get one shot to announce yourself. We went GA last year. Since that time, we've had a number, our installs right now is probably the 20-plus. As I said, the company's range, all over the place. Our go-to-market, really, is subscription-based model. Either the smaller end of the spectrum, number of VMs. 'Cause the smaller guys understand how many VMs they need to manage. Middle of the market, they know how much hardware they've purchased, so how many compute nodes you need to manage. And the larger end of the spectrum, we're hearing people say, "Look, I need to manage "10 petabytes, and I need protection for that." And so that's a different conversation for the much larger guys. As I mentioned before, some of these folks are looking to start, smaller folks, let's say in Europe, MSPs are starting to pop up again. Or the VARs that are evolving. And of course everyone's margin-sensitive, so we have a different tactic in our MSP program, where it's a consumption-based model. One of the great things about OpenStack is that people don't see us as vendor. It's a partnership. It's a clear partnership. And we want to empower people to use it from the MSP side as well as, you know, I talked to a bank the other day who said, "Look, we have OpenStack." "We don't talk about it, in size." "Now that I know that you exist, I get to bring "stateful information, do all these workloads, "we get to use more of OpenStack." So we become an enabler, really, for folks. >> Dave, you bring up the workloads. Anything particular you do for specific applications? OpenStack, you know, very diverse set of work cases. What do you do special for different workloads? What do your customers tend to be using from an application standpoint? >> That's a good question. It's image-level capture, so whatever is running within the image, so if you need application awareness, some of the databases. We'll manage Oracle, or MySQL or Postgres or whatever need be, and then some of the NoSQL market. We're sensitive to those applications that reside there. From the container market, if containers are sitting inside an image, that's fine, too. Containers don't need backup, per se, today, but they need DR, and so you should use us for that perspective. Same thing on the NFV side. NFV's a really exciting thing. You may not need backup, but you need DR. You lose a site, you need to get spun up. And it's not just about spinning up a VM. I need to get back to the configurations that I had before. 'Cause there's a lot of tweaking along the way, right? >> You're a private company, I understand. You've got investors there. There any concern from them in general, that they say, "Hey, we hear all these "various things about OpenStack." "Should that be a core piece of your business?" >> That's a good question. It's exciting for us because it's all been inbound, quite frankly. Just finding out that we exist, people are getting excited, so I think that our investors are excited about that, when I talk about 90% of the people are coming to us. As the model starts to evolve, data protection is one aspect today. If you think about what we do to recreate a point in time in the Cloud, you start talking about migration, upgrade cycles, managing all those sorts of things. Data protection evolves into resource management as you start bringing in the hybrid cloud scenario. Being able to recover wherever, whenever I want. And then it broadens into more business assurance. We start in OpenStack, we ride the data protection wave, we grow with the customer, we continue to provide great functionality, and then we branch out, also, with other clouds. 'Cause at the end of the day, cloud becomes this commoditized layer. It comes down to managing my workloads, my applications, when and where I want to. >> You spoke about the crawl-walk-run. Give us a little bit of the forward-looking, what should we expect from Trilio Data throughout the rest of the year? What are some of the big things that you're trying to knock down? >> Sure. Next quarter we're announcing GA with Amazon, the hybrid cloud from that perspective. We already talk hybrid clouds within multiple OpenStack clouds, but we'll have a public cloud from there. And first is managing just backup. From there, we're going to talk about rehydrating your application in a native format of that public cloud. So now it's taking that next step of that one single pane of glass, if you will, to get to that point. That's going to be the journey across this year. >> Dave Safaii, really appreciate you joining-- >> Thanks for having me. >> Sharing with our community. Everything with Trilio Data. John Troyer and I will be back. More coverage here from OpenStack Summit 2017. You're watching theCUBE. (energetic music)