>> on stew minimum, and this is a special on the ground here at the V tug Summer Slam. Of course, the V tug is the virtual ization in Technology User group, and the veto has always been great at getting us. Some of these users on the programs have any welcome back then. Valentine, who's in I t operating for Danon, the parent company of Dannon, spoke to you in 2017 >> at the >> winter warmer at Gillette Stadium. Since last we spoke, you no longer live in New England. But you have, ah ah, long history with this event. So let's start there what this event meant to you and what brought you back for the ultimate final V tug >> event here. Well, I have a long professional relationship with Chris Williams. He's one of the organizers of the events, and since he introduced me to it and I started coming, my career has really taken off the contacts that you congenital rate and the networking that you could do. An event like this is just unparalleled, and you can also learn a lot from the events, too. But it's almost a footnote because of everything else that you can gain from its ending something like this on a regular basis. Yeah, >> it's a great always look at this show. And when they do the breakout sessions, the Expo Hall gets pretty empty because people are wanting >> to learn. >> But it is the networking, you know, people sitting, you know, before the events, people sitting at lunch. And of course, you know, this evening at the lobster event, there's definitely some good networking, you know, going on, there s >> o, you know, explain. You >> know, from your standpoint, you know, this event started very heavily in virtualization, but it's gone through. You know what? What's changing into Industries Cloud and Dev ops in those environments Is that kind of followed, similar to what you've been seeing in your career? Oh, >> yes, absolutely. I mean, I started off his assists. Admin very heavy and B m wear like a lot of us in that field. Onda, Of course, you know everything's evolving now that the only constant is change. And what I like most about this event is that they have. They've changed the vendors that come in. They've changed the keynote. They've changed the different breakout sessions to keep the information that you're obtaining relevant. It's not redundant. And it allows you to just keep a good bead on what's out there and what to expect in the coming years. All >> right, Dan. What? What? What? What is what's interesting you These days I don't know if you've gotten a chance to go to any of the breakouts or you know what you were looking at coming at the event. But other than coming back and seeing some of the people you know, even though you're no longer in the area, you know what was catching your interest? >> Well, something that's very different since the last time I spoke to you is Cloud specifically for the company that I work for. At that time, it was just a research. It was a nice idea. It was something that, of course, tech was talking about. But the business wasn't interested. And now we're actually in the middle of a cloud implementation for all of our data centers were moving off KREM. We're taking things to the cloud, and we're in the infancy stage of actually, the implementation of the projects has been very beneficial to come here and gain that knowledge. >> Yeah, I heard that one of the themes that was over and over, you know, in the keynotes at this event as well as when I hear many Joe Joe's and just, you know it's not just changed, but, you know, how can I become more agile on? And how can I adopt new things? Theo? Enterprise is, you know, not known for change or speed. You know, what are you seeing in your world? And when you talk to your peers, you know, kind of the openness to be able to embrace technique, new technology that make changes in the way things are done. >> Well, from my personal experience, I would say that most companies intentionally stay a little bit behind when there's a lot of money involved. When you return on, your investment is high. Um, you're not going to jump right into the brand new thing, you know. So there's a There's an intentional, deliberate lag there behind what's brand new behind what your options are at that moment. Um, so I So I think that businesses do, and they do want to move along. They are interested in it, but the validity has to be proven first. All >> right, Dan. Want to give you, You know, your final thoughts that the final be tug any any memories from the events or, you know, last words that you have for the beach community. >> Well, there's definitely some memories that I wouldn't feel comfortable sharing, but ah, this will. This will be missed. I can say that this has been a huge part of my career up to this point. And I have every intention of keeping contact with many of the people that I've met here and continuing to build on those relationships throughout my career. And I'm pretty confident that it wouldn't be exactly where I am now. If it wasn't for my relationship with Chris and the other people, he's introduced me to this event. >> Waves of technology definitely come and go in the different tools, their environment. But those relationships are so important, you know, our careers in the communities that we're part of self. Thanks for coming back from Colorado, and thank you. We appreciate you sharing your story with our community on the cute. >> Yes, of course. Thank you. All >> right. Uh, I'm Sue Minutemen, as always. Thank you so much for watching the cue

(upbeat electronic music) >> Live from Washington, DC, it's theCUBE, covering AWS Public Sector Summit 2018. Brought to you by Amazon Web Services, and its ecosystem partners. (upbeat electronic music) (electronic whooshing) >> Okay, welcome back everyone. Live here in Washington, DC, this is theCUBE's exclusive coverage of AWS Amazon Web Services Public Sector Summit. This is the reinvent for the global public sector. I'm John Furrier with Dave Vellante, and Stu Miniman is here as well, he'll be coming out. Our next guest is Jeff Valentine, who is the Chief Product Officer at Cloudchecker, a really hot, growing company, innovating with the cloud around security and data management, all kinds of great stuff around compliance. Jeff, welcome to theCUBE, thanks for coming on. >> Thank you, thank you for having me. >> So we've been following you guys, you guys are at all the reinvents and summits with huge booths, you guys are growing like crazy. You guys cracked the code on using the cloud's scale and really delivering great value properties. And before we get into some of the public sector news and also new things for you guys, what's the core business for Cloudchecker and how are you different, and why are you guys winning? >> Yeah, no that's a great question. You know, businesses that are moving to the cloud have this huge problem, once you get to the cloud, it's probably more expensive than you thought, it's probably less secure than you thought, and you really don't know how to run it like you used to run your own data center. So we solve those problems, that's what a CMP does, a cloud Management Platform. Our system controls costs for government, it actually helps you to hit your budget, for security, we're monitoring continuously for all these weird things that might happen. And, of course, we're making a new announcement today, around compliance. >> Yeah, I mean, the phenomenon that we've seen, this is a pattern, including us, we're on Amazon, we started using it. You don't really know what happened 'til you look at your bill. (laughs) Once you go, oh damn, that's kind of elementary. But as it gets more complicated, new services are coming out, Amazon announces at every reinvent a zillion services. So you got Redshift, you got Stagement, all this new stuff's going on, you got to really manage that in like, a portfolio, you guys do that. >> We do. >> Now, how does that translate to the public sector? 'Cause some companies actually can't translate, and that's something that we looked at for who's successful. If a company can be good in commercial enterprise and also move to the public sector, they've got something going on that's right. The one's that can't, don't. And you guys are doing it, what's the unique public sector pivot or linkage or linchpin for you guys? >> That's a great question, you know, public sector, to us, is a large enterprise and we go to that market the same way we go to other large enterprises, we go through our partners. Sometimes agencies will come to us directly, that's great when they do. Oftentimes they need help from some of our partners around the show floor today. They're going to go to them for the people power and they'll come to Cloudchecker for the software or the automation. >> Jeff, when you said earlier that sometimes you go to the cloud, you're all excited to get in, and then you find out, maybe it's less secure than you thought. Where are the gaps? Help us square the circle, because you hear from, you know, the large cloud providers, cloud's more secure. People like myself actually believe it's probably more secure than what I can do as a small business, but where are the gaps that you're filling? >> Yeah, so here's the issue. It is inherently secure when it's used that way. Now, you've got 3500 developers that are writing code for various agencies, and if one of them forgets to close off a certain setting on, maybe an S3 bucket for Amazon, all of a sudden, somebody can get to that data. Our system is there to be a backstop, so we're automatically checking and alerting when there's a problem like that. >> So you automate that entire process. >> We automate that, we look at the whole thing every second. >> Awesome. >> Tell me about the customers' challenges, migrating to the cloud. How would you summarize the challenges that an agency or a group within the public sector migration challenges? What are the key things that goes through the customer that you guys can talk to directly? >> Sure, I mean, there's really three categories again. On the cost side, they have a budget to hit, and you really can't be over by a penny. It has to be matched up to the penny every single time. So we help them to do that, spend exactly what you're supposed to spend, not a penny more. The next problem they run into, of course, is the security. You need to be able to prove that you're secure, not just think you're secure, but know you're secure all the time. Our software's there to automate it. And then they have to actually prove through an audit process that they're compliant with various federal standards, like NIST 800-53 and others. They have to be compliant in that environment, as well, our software can automate that compliance. >> Tell me about the hard news you guys had. You had a press release that had gone out this morning, you guys had got some news, share the breaking news here on theCUBE. >> Sure, yeah. For years we've always been a security product and a cost product. The third leg of that stool is now total compliance. That total compliance module is free for all our customers, is free for all our current and future customers. But it automatically checks against 37 different compliance standards. So, HIPAA, PCI, all the NIST standards, et cetera, we're giving you a score card and a dashboard, how you're doing, and let's you remediate those problems when you see them. >> And what's the impact of the customer base? >> Well, they literally can't pass their security audits unless they do a lot of work today, to prove that they're in compliance with these standards. Our software now saves them the time to do that. >> So the trend is automation in this. >> It is. >> What's the secret sauce on the product side? Can you share a little bit of the Cloudchecker magic? >> Sure, let me try to describe it this way, Amazon's price list, which is complicated to understand, because there's 100,000 items on it, changes all the time. Nobody really gets that. They add new products, little variations, little instant sizes, little restrictions, little price changes, (chuckles) for every different type of way you can buy it, whether it's a reserved instance or not. And being able then, to unblend those to all your different customers, if you're a service provider and selling it again, you have to go share those costs. And, by the way, you then need to calculate your own margin on top of that. That manipulation of 100,000 things every second, we actually generate terabytes of data per month from each one of our customers and we store it for seven years. That volume, it's a really big data problem, that's our secret sauce, yeah. >> So, talk a little bit about the architecture of your products, 'cause when I think about security, you know, cost management, asset management, governance, even just within those categories, oftentimes, there's like a zillion point products. >> Yeah. >> It sounds like your philosophy is to have a, sort of an all-in-one. Maybe talk about some of the challenges of developing that product and how you're approaching it architecturally? >> Yeah, it starts with being deep on everything that we do. Our cost only product, if you just look at cost, hundreds of functions and reports, very complex product. Take that same level of complexity to security, we have 550 best practice checks, not 10 or 20, Amazon has 80, we have 550. (laughs) Take that now to compliance, not just a few standards, 37 different standards that we automatically monitor for. You have to have the depth in each one of those to be able to do any of them. >> And the depth comes from, obviously you've got to have some domain expertise, but then you've got codify that. >> We do, yeah, I mean, honestly, we started in 2011, so it's a maturity. You can't do it if you just started six months ago, (laughs) you have to build up. >> And how do you charge for the product? >> Our customers pay us on a percentage basis of what it costs them to run in the cloud. So if they're paying Amazon $10, they'll pay us a percentage of $10 to manage that. >> And that will vary by how many functions they turn on? Or, like for instance, the announcements that you had today, do I have to pay more for that or is that included in the cost? Maybe explain that. >> No, it's all included. Our philosophy has been, we don't want to nickel and dime our customers, they expect great value from our product. I have to keep adding value every day to keep them excited, so I'm going to continue to develop that product. It's never done, it's an ongoing process and we're going to keep adding free features to the product. >> So you have a solution, basically they win, you win. >> That's right, we get a percentage of all of cloud. I mean, Gartner says cloud's growing at 40%, yeah, we're growing it much faster, because our partners are growing and they're getting new customers that are growing and you get this compounding effect. >> Dave and I was talking about software economics, and then you add to that the cloud, it's amazing. Alright, I want to get into one last area before you go. You guys are an advanced technology partner of AWS. What does that mean? Obviously you bring a lot to the table with the product, you went into detail on that. What is being an advanced technology partner mean for agencies and potentially customers that are looking to work with you guys? >> Sure, now, being a technology partner of Amazon means that we have security and governments competencies, so we're experts in what we do. It means that we have staff that is certified on Amazon, we have top-secret clearance staff, we have partnerships with top-secret cleared agencies that work with us. Our software uniquely runs, not only in commercial, it runs on GovCloud and it runs on the IC region, the secret region, Amazon calls it, that's completely air-gapped from the rest of the world. That C2S marketplace is something that we do get a lot of business from. It's funny, Amazon can't tell us who the customer is, like, we get anonymized data, but they're using us. (laughter) We get the checks in the mail. >> You're doing the Cloudchecker thing. >> We're doing the Cloudchecker. But it's part of our business model to be able to serve, by being experts at Amazon. >> Last question, if I may, you know, the big talk about multi-cloud and, you know, different types of cloud. What are you seeing as the trend there and how does Cloudchecker, you know, help customers? >> Sure, I think today there's a competition amongst the cloud providers for the same workloads. I don't think that's going to be there in the future, I think cloud providers are going to specialize in certain areas. You're going to have some generalists that can do everything, like Amazon, I think there are going to be some that are better suited to working only in certain regions or only with certain functions. If you just wanted to do realtime video processing for theCUBE, there's other ways that you might look at doing that. In the future, a combination of best of breed for multi-cloud providers, needs a central management platform, and that's where we're enacting into it. >> That's an interesting dynamic, I totally like that approach on that observation. But also, I want to ask you, with respect to partnering, 'cause if you believe that to be true, which I think it's true, more providers are going to come into the space specialized, but also, they're going to look like service providers and professional services. We saw REAN Cloud being very successful, although they got cut back on that contract on the DOD, a new kind of system integratives are emerging. >> That's right. >> How do you talk about that, and what is happening with that model? 'Cause you can automate it. >> We can. >> And it kind of takes away the labor piece. How is the SI market changing? >> No, that's a good question. Most of the SIs with Amazon are our customers, so they all use our software. They'll put there logo on it, but they end up, you know, using our software to help them complete projects. When you end up competing for a project amongst other SIs, they're all competing for the same business, right? So, when you can go in with an automation solution that cuts your costs and maintains your margin, you're going to win that business more often. So they need to bring in automation to be competitive against the others that are doing it. >> And also speed of deployment's another factor, scale. >> I think that's right. >> How is that changing the game? >> No, it's totally true. We're going from, you know, state of local workloads to federal workloads and this JEDI program. You're going to start to see massive movements from data centers to the cloud. That's going to take time, but it requires both people and technology, we're the technology piece of that. >> It's not going to be years, it's going to be weeks. >> (laughs) That's true. >> Jeff, thanks for coming on theCUBE. Cloudchecker, check them out, great company, advanced technology partner with Amazon Web Services. Here on theCUBE, talking about public sector, this is theCUBE, here in Washington, DC, I'm John Furrier with Dave Vellante, stay with us for more live coverage, we'll be right back. (upbeat electronic music)

[Music] from the cube studios in Palo Alto in Boston it's the cube covering the IBM think brought to you by IBM hi everybody we're back and this is Dave Valentine you're watching the cubes coverage of the IBM think 20/20 digital event experience lisa cisco is here she's the global head of go to market and IBM cloud at wit-pro Lisa good to see you thanks for coming on how you doing you're welcome how things holding up down in Florida you guys staying safe good working from home like like most of us everyone's doing good so I want to ask you don't go right to it talk about digital transformation and I want to get your take and maybe share some thoughts that we've heard from clients but digital transformation you're kind of in the heart of it you've got cloud you do and work with cognitive and AI and and blockchain and and the like so what are you seeing in terms of how clients are adopting this notion this digital transformation journey and how has kovat affected that great question so the hopefully the digital transformation won't always be about Kovan but there always will be a need for companies to move quickly and adopt new technologies and do things that are unexpected whether that's from an acquisition or an unexpected competitive move or new market that they want to be in so any of those things and affect businesses and what we're seeing right now is businesses who have adopted digital technology and by extension adopted cloud as the backbone to that digital technology have been able to move faster in this environment they're able to do things like work from home they're able to ensure security is in place they're able to give their employees and their customers access to information in a faster and more cost-effective way and so we're really not excited to have coated but we're really it's an interesting time to be looking at digital technologies and first mover advantages here and the digital Tudo era is all about enabling business responsiveness and those are the things that we're doing with the technology plays that we're working on today yeah I mean the customers we've talked to the the CIOs the CISOs they've said in many hard-hit industries hey we basically has shut down spending with some exceptions digital transformation being one of them you've got experience in two areas that are being affected pretty dramatically by kovat want a supply chain on the other is e-commerce you know supply chains are just you know especially for a while we're just in shambles or seeming to come back you know a little bit but what have you seen from the supply chain and what do you think what kind of changes do you expect are gonna be affected by koban going forward so again this was an area that if you had invested in your supply chain and you have automated some of those processes you're having an easier time onboarding your suppliers and knowing where your shipments are and understanding what your forward-looking position is going to be if you haven't done those things um even though your IT budgets might be being slashed they're things that you have to do right now and so doing some of those things using supply chain automation on the cloud it's it's um it's the right way for companies to go right now that find themself in a predicament and maybe aren't as prepared as they'd like to be so some of the technologies that we're helping bring to market we've we're seeing results with with things like five times faster adoption and 40% more cost efficient than if they weren't trying to do these things in an automated way using the cloud and so for companies that that need help doing this iBM has some of the best supply chain solutions in the market and and Wipro certainly has years of experience bringing those turquoise and then e-commerce is the other one I mean obviously there's been an explosion nobody wants to go out if they don't have to we're ordering anything and everything online there's been a kind of similar situation right if you if you had your kind of e-commerce you know we have you been running water through the pipes and you've perfected that over the last you know a couple of years or part of a decade then you're in pretty good shape but what are you seeing there with if you didn't have a loyal customer base now the time to really get used to interacting with your customers in that way so restaurants for example think the local mom-and-pop shops I live in a small town outside of Orlando and I'm seeing little businesses get online and and sew clothing and wine and things that they wouldn't normally see and dabbling in e-commerce so it's it's really comfortable for most people now to buy things online and we're seeing services that you wouldn't normally be be having online things like education k12 all allerjies everything can be pretty much bought on-line these days or consumed in a digital format and so I think again customers that have experience in doing this are ahead of the curve and customers that don't are going to quickly find that they have too I want to turn our attention to in the conversation to cloud and get your perspectives I mean I've reported a number of times that you know the IBM cloud it's not it's not an infrastructure as a service and the race to the bottom obviously IBM offers infrastructure of service but IBM strategy is not to try to take AWS head-on and you know storage cost per bit it's really to bring value through its software estate and portfolio and help its customers really take advantage of that the cloud model how are you and your clients taking advantage of the IBM cloud what kind of solutions do you have that are that are specific that leverage the IBM cloud that's correct we have two solutions that we're working on building out with with IBM and leveraging hybrid clouds so for an environment where 94% of enterprises have multiple clouds now they all have a combination of AWS or Azure or private clouds or IBM cloud and 73% of our clients see the ability to move between those clouds as a high priority and we are addressing that with two main solutions that we've built out at with row one is called our boundary list enterprise solution and you can think of that as the infrastructure and the knowledge we've taken the knowledge from thousands of successful hybrid cloud migrations that we've done and we've built it into this framework to help our customers be able to have a single dashboard and manage their view across hybrid cloud in an automated way and be able to be nimble and move between those clouds as business requirements it demand that they do and so that's the boundary-less Enterprise side the other side that we're working on with IBM is the application and integration modernization and we have a solution that we call moderniser and that is using some of the IBM technologies some third-party technologies and again the with our knowledge from our successful engagement and making it so that we can easily see what the workload is going to be to contain a rise and a single integration methodology that we're going to be bringing to our clients to help them be able to do this in a in an automated in a better way a faster way a more economical way so those are the two things that we're working on now and some of IBM's products are under the covers things like multiple cloud manager some of their DevOps and automation tools and there's some some tools again from third parties in firmware that we've brought in there as well so the boundary let's enterprise them in the idea there is that you've got a layer that allows you to go across clouds and have the same experience whether you're on pram whether you're in an Amazon Cloud and IBM cloud as you're wherever is that correct and it's a single sort of cloud experience single dashboard you know glass that you can look and you can serve you know in an IT environment your constituents the best way possible so that you're not locked into any cloud vendor and you can take advantage of where your workloads need to go and the modernization piece the modernized moderniser you talk about how clients are approaching it where do they start when they modernize their applicants that they do kind of and you help them do an application portfolio assessment they identify the high value workloads in their portfolio maybe the ones that they're going to sunset is a rationalization exercise the first step may be to talk about that every client is different but if the plant was to approach us and recommend the best practice we actually have a free two-week consulting engagement that we use for our clients that take a look at the workloads that they have and potentially will want to move to good we help them organize those workloads and figure out what the low-hanging fruit will be the things that will take a little bit more time on the things that are going to give them the highest bang for the buck and we will make some recommendations to them and that that two-week engagement about how to get started what about the I wanna shift gears talk about the you guys done in India with the Novus lab what is that all about what kind of expertise is there how does how two clients take advantage of that so we in IBM and out of the first soon-to-be announced we've just built it and we're soon to launch the I began with pro nobis loan you know this is the latin word from new or for innovation and that's what we plan to be doing in this lounge together so we have we pro talent and 150 seats where we'll have clients and different experts coming in and in residing in that center as well as access to all of the products i just talked about we'll be working closely with the IBM on GSI labs and bringing in new technologies building out new solutions so everything from taking supply chain to the next step to adding additional industry solutions one of the first things that we're going to do in that IBM Davis line just take advantage of the new IBM finance services cloud which is going to be a covering cloud focused at that industry and we're really excited to get started working on that technology to bring in our clients so ok so that's a that's an example of an industry solution and it's what it's it's optimized or for for banking and financial services or explain that if you would that's correct so iBM has worked with their clients in the financial services industry and they have packaged some of the governance and security and regulations that are needed for the financial services industry and they've put that into a solution that they'll be rolling out shortly I'm sure you'll hear more about it at IBM thing and that solution is going to be based on the industry guidelines by country on rolling out in the US and then shortly to Europe and we're going to be able to use that to jumpstart a lot of the workloads that we want to bring to our financial services clients without having to make them reinvent the wheel or all of the governance and security and regulatory things that they need well I can see you guys doing this across multiple industries kind of an out of the box you know tune something for retail government financial services Manufacturing healthcare where you've got the the requisite of security and compliance edicts depending on where you are in the world if it's a global organization you're able to you know identify what those local laws are maybe there's certain analytics capabilities and dashboards that you'd include is that is that kind of the right way to think about this that's exactly where we're headed and we're already starting to talk about healthcare as the next industry where we tackling after the services yeah well I mean the healthcare is that there are so heads down right now yeah believe you know we could think they'd come out of this and take a take a little breather and then can really you know get back to some of the more strategic things that they want to do in the industry I'll leave you with the last word kind of where you see the IBM Wipro partnership going you know what's your vision for that we really like IBM's approach in terms of avoiding vendor lock-in but we love what's happened with the acquisition of Red Hat and being able to use that technology more easily in our solutions we think that the industry approach is the right approach all of those things will have our focus in the noon double Ange this year and so while things are unusual in this current environment and we have a lot of things that we have to do immediately to help our clients just be able to survive we're very much looking to the future and what we can bring when this is all over that will help our clients make sure that they're ready for whatever the next Rose might be well Lisa thanks very much for coming on the cube you got a deep experience appreciate you sharing that with our with our audience they say you're welcome and thank you for watching everybody this is Dave Volante for the cube and our continuing coverage wall-to-wall coverage of IBM think 2020 the digital event experience you watch in the cube we were right back right after this short break [Music] you

(upbeat music) >> From our studios in the heart of Silicon Valley, Palo Alto, California. This is a CUBE Conversation. >> Hi, everyone. Welcome to this CUBE Conversation here in Palo Alto, theCUBE Studios. I'm John Furrier, host of theCUBE. We're here with two great guests, Carl Eschenbach, partner at Sequoia Capital on the board of Cohesity as well with the CMO Lynn Lucas. Lynn, great to see you. Carl, thanks for coming back on. >> Great to be here. >> Appreciate it. So Lynn, you know we've been following you guys for many many years, watching the rapid growth of Cohesity. Funding round after funding round, Unicorn. From a start up, to going through the atmosphere heading into orbit, nice growth. >> Mid-size company I would say now. >> Yeah >> Yeah >> No longer a startup. >> Growing like crazy. >> No longer a startup, yeah. >> Good round, good financing track. Thanks to Sequoia. >> Well, we're proud and happy investors and partners with them, that's for sure. >> Yeah, one of the things we're super excited about right now, Lynn I want to get your thoughts on this is that, how do you maintain the growth because cloud is an ever changing landscape, data management's really hot and changing. What's been the success formula for you guys, staying ahead? Both in terms of continuing to push the brand, push the message and success. What's been the formula? >> Well, I think it starts with our founder, Mohit Aron, and his vision and strategy which, if you go back, he's been extraordinarily consistent on and he saw this massive opportunity to take hyper-convergence, which of course he's really the father of from Nutanix and bring it to this whole other area of data, the vast majority of data that enterprises have. That is in all of these different silos and so really I think that Cohesity has this opportunity to be a once in a generation platform company much like VMware and really change the way enterprises, protect, manage, store and ultimately do more with their data. So, I'm going to say it's less about the brand. I'm proud about the brand. But, it's really about... >> You did a great job the brand, but I think the execution is. I think one thing I love about this market cloud in the next ten years ahead of us is that you can come into the market with a feature or a specific thing, like backup and turn it into a broad ranging high-growth, billions dollars of value. I think that's what you guys are on. But I, while we have Carl here, I want to put him on the spot because, you know, of his experience at VMware and now at Sequoia. What's he bringing to the table for Cohesity? What's his operational knowledge? What is some of the things Carl's brought to Cohesity? >> Oh, my gosh. >> What hasn't he brought. >> Well, Carl is obviously incredibly experienced and brings a wealth of go to market knowledge and connections and advice for us. I think instrumental in helping us see how to scale. As well as, change and shift the business model over to software and subscription. Which is what Cohesity did last year and is right in line with the move towards the cloud. >> Carl, your thoughts? >> I have to say one of the things just to echo, so thank you for those kind words. But quite frankly its all about execution and these folks at Cohesity know how to execute. If you just look at their scale over the last three years and their ability to execute. It's pretty impressive, not on the technology side only. But, if you think about their go to market motion and what they've not both here in the U.S., internationally, over into, you know, Asia and in Japan with the joint venture they have with SoftBank and some of the others. It's been amazing to watch them scale and to go market and also the ecosystem that they started to build around them and leveraging partners like HPE and Cisco as Cohesity has transitioned from being an appliance solution to being a software and data management platform and moving the hardware to other partners. It's been amazing to watch that transformation happen. So, it's technology, yes. But, it's also every other component and piece of the business that's been able to scale through good execution. >> Let's talk about the ecosystem, cause I think it's a super important, ever changing conversation. Especially as the bigger players get bigger and then the mid-size folks like you guys get bigger as well. The relationships change. You've certainly seen your share, Carl, at VMware. At VMworld every year, the ecosystem has its growth. It changes over, new value propositions are coming in. You have a constant rotation through the ecosystem dynamic. >> Yeah, no. >> What are some of the going on now that Cohesity's taken advantage of? >> What are they... >> Yeah, so because Cohesity is actually building a true platform as Lynn was articulating. If you're a platform in a data center it means two things. You have to partner with people on the south-bound side of that platform and the north-bound side of the platform because everything's going to go through a platform and because of that you form a very rich ecosystem but you also form sometimes competitors. In this world everyone I think describes it as friends and enemies. They're frenemies and they've done a very good job at that but at the same time they've really focused on key partners like an HPE or a Cisco or many others that can really differentiate themselves and allow them to focus on what they truly are and that's a data management software company. So, I think they've done a really good job navigating the ecosystem and building off of it and aligning with the right people. For example you sit here at VMWworld today. Look at the partnership they have with VMware they have V-ready, you know, certification across vsan, their infrastructure platform. Vcloud Director, AWS, you name it. So, I think they've done a great job and that's thanks to people like Lynn and the team. >> Lynn, talk about the ecosystem dynamic. Because you guys are actively market a big booth every year at VMworld as well as Amazon re:invent and other shows. You have to be out there. What are you hearing? What are some of the dynamics that your working through? >> Well speaking of VMworld and VMware they really were the original ecosystem partner and I think we believe that north of 70 percent of our customers are VMware customers and they're getting better value out of that. But, we haven't talked a lot about the cloud and that's obviously a massive ecosystem that's continuing to develop and bringing those two things together is something that Cohesity specializes in. With our native capabilities, with Amazon, Azure, Google but the other third piece of the ecosystem that we're now developing is the applications and that's unique to Cohesisty really redefining data management. Just announced Cohesity CyberScan based on Tenable running on the Cohesity platform. Prior to the, Splunk, running on the platform. So we're developing these ecosystem partnerships in new ways with application providers. >> So when are we going to see Cohesity world. (laughing) >> I am just so happy to be at Vmworld it's a great place for us to meet a lot of customers and partners. So we'll stay with that. >> Carl you were talking about, before we came on camera, about your first VMworld. You know, oh my god, it's huge, now it's even bigger. This is the opportunity for firms like Cohesity, if they continue the momentum. Building out applications which if you think about it that's an enabling technology. You can enable developers to be successful. That truly is a testament to what a true platform is. >> Yeah, again, I think, she said they don't have a big user conference yet. I don't think it will be long before we such momentum in the market that we will have a user conference at some point. Where you will see a large turnout of people using the technology. People from the ecosystem there and then developers as well and lastly you'll start to see application vendors like a Splunk or a Tenable who are actually now running their applications on top of this. This isn't just data management but it's also supporting applications and when you pull those three different you know constituents together you have a pretty big opportunity to pull off some type of platform show. >> Lynn, I got to put you on the spot here for a minute you got Carl, he's also a partner with Sequoia Venture Capital. What are the pros and cons with working with a big time tier one renowned VC like Sequoia is? Sequoia's Don Valentine is a well documented story. Moritz goes on, the young guns in there now. Get the operating experience from like the Carl's. Pretty established, they got a great business model, you know that. What's the pros and cons of working for the big time Sequoia. >> I've not seen any cons. Pros are as you said the operating experience and I think also the experience in guiding a company through this hyper growth. Cohesity is now well over 1200 employees. Last year, when you and I sat here much less than that, right? And they've seen it and done it before with other partners or with other portfolio companies that I think is one of the best pieces of advice that Carl has given us coming into our company is how to maintain that culture and that focus on the mission as we move through this tremendous growth phase. >> That's interesting, Sequoia loves you when your growing but then, but they've seen success. The cons haven't come yet. But, if you continue to grow there will be no cons. Everyone's happy and growing. But, I want to get your thoughts because Sequoia also builds world-class companies and they also, Apple the names are legendary. Your founder on theCUBE told me that he doesn't just want to get an exit. He wants to build world class company. >> That's right >> Well, exit is not as important as like EMEA. But in like public that happens. He's not in it for the cash. He wants build a durable world class company. >> That's exactly right, right Mohit has had a number of successes, Google, Nutanix. So he's not in this for the short return and we really are focused on building a culture and a set of values and a long term sustainable business and he really means what he says about. He's here to change the world and data is the foundation of what most businesses are going to compete on and he believes he can really empower organizations to do that and we can build a great culture and a great company while were helping. >> Carl when you hear that.. >> I want to piggyback off what Lynn just said and its exactly what Lynn articulated about Mohit to want to build a big enduring company that stands the test of time. If you look at our ethos at Sequoia we want to partner with founders from idea to IPO and beyond. We're not looking for a quit hit, a quick win. We want to be with them through IPO and beyond and build big legendary companies that stand the test of time and in the form of Cohesity we have that opportunity and we're well on that path to build a legendary platform company that will service both the enterprise in the cloud companies into the future. That's our mission, so I think our missions are aligned. >> Well you just answered the question I was going to ask you. That is music to your ears this is the kind of model you guys want and certainly you guys do a good job of exiting out on EMEA and doing, making your LPs a lot of money. You got to make money. >> Right, but, you know a lot of people think when our companies go public this is an exit for us. It's just an event. If we believe in the companies were going to hold long into the public market from that idea and that seed investment, like we did here at Cohesity, well beyond the IPO. >> There's a renaissance going on , I love it because two things are happening in this next 10 years. You seen a systems platform mindset come back versus the quick hits and also people want to build big companies they don't want to do the quick flips anymore. So at lot of young entrepreneurs are, they are in it for a mission. This is a new vibe. What kind of advice do you give entrepreneurs that are looking to bring that Cohesity model and get the attention of Sequoia? What are some of the things that you see as success for the young entrepreneurs out there? >> Yeah, so it is around the word mission. Like we want to partner with people that are mission driven that are going to have a huge impact on business and society as a whole and even you know the social efforts in our world. So were looking for people that want to change the trajectory of whatever it is they are addressing and we think for example with Cohesity there's a radical transformation taking place in the infrastructure and someone's got to innovate because a lot of innovators today are not coming from the incumbent it's coming from the next generation of founders like Mohit and he's very mission driven. Build a big company, service a community of people change the way people store and think about data and manage it and that mission-centric founder is one we love to partner with. >> Final question I'd love to get both your take on this question, Lynn and Carl is. When you meet someone that may not be inside the ropes of technology like the enterprise tech like we are the few and others and they ask you the question "Why is Cohesity so successful?" How do you describe the dynamics of the marketplace and Cohesity's role in it on it's success? What is the answer to that question? >> I think it's really two things. So one is I think that there is this generational shift in the architecture that underpins data and we've got a perfect storm with data doing exponential growth and as Carl's been saying there really hasn't been a lot of innovation in the infrastructure in more than a decade. Mohit saw that, but then that's combined with a mission, a passion for customers and sticking to that execution of serving the customer and that's making us successful. >> Carl your thoughts after that. >> Listen, it starts with technology and to have great technology you have to have a great technical founder and we have that in Mohit, time and time again. I can go, we've all talked about Mohit and how special he is. At the same time you need to build a company that has a special culture, that can stand the test of time, that is resilient, that has grit and has passion and perseverance for the work their doing around their mission and I think we have all of that in Cohesity and that's a lot of it's because of Mohit and people like Lynn that he's brought in around his executive team. You can just see that permeate through the entire organization. >> That's awesome. Thanks for sharing the insight. Carl, great to have you comment here with Lynn on Cohesity, I know your on the board. Lot of great things happening, looking to see what's happening at the VMware parties. Thanks for hosting some awesome events for the community. >> Can't wait to be back. Bring some of our customers on. >> Thanks for spending the time. This is theCUBE Conversation here at Palo Alto. I'm John Furrier, thanks for watching. (upbeat music)