(inspiring music) >> Announcer: theCUBE presents HPE Discover 2022. Brought to you by HPE. >> Welcome back to theCUBE's coverage of HPE Discover 2022, from the Venetian in Las Vegas, the first Discover since 2019. I really think this is my 14th Discover, when you include HP, when you include Europe. And I got to say this Discover, I think has more energy than any one that I've ever seen, about 8,000 people here. Really excited to have one of HPE's longstanding partners, Veeam CTO, Danny Allen is here, joined by David Harvey, Vice President of Strategic Alliances at Veeam. Guys, good to see you again. It was just earlier, let's see, last month, we were together out here. >> Yeah, just a few weeks ago. It's fantastic to be back and what it's telling us, technology industry is coming back. >> And the events business, of course, is coming back, which we love. I think the expectations were cautious. You saw it at VeeamON, a little more than you expected, a lot of great energy. A lot of people, 'cause it was last month, it was their first time out, >> Yes. >> in two years. Here, I think people have started to go out more, but still, an energy that's palpable. >> You can definitely feel it. Last night, I think I went to four consecutive events and everyone's out having those discussions and having conversations, it's good to be back. >> You guys hosted the Storage party last night, which is epic. I left at midnight, I took a picture, it was still packed. I said, okay, time to go, nothing good happens after midnight kids. David, talk about the alliance with HPE, how it's evolved, and where you see it going? >> I appreciate it, and certainly this, as you said, has been a big alliance for us. Over 10 years or so, fantastic integrations across the board. And you touched on 2019 Discover. We launched with GreenLake at that event, we were one of the launch partners, and we've seen fantastic growth. Overall, what we're excited about, is that continuation of the movement of the customer's buying patterns in line with HPE's portfolio and in line with Veeam. We continue to be with all their primary, secondary storage, we continue to be a spearhead position with GreenLake, which we're really excited about. And we're also really excited to hear from HPE, unfortunately under NDA, some of their future stuff they're investing in, which is a really nice invigoration for what they're doing for their portfolio. And we see that being a big deal for us over the next 24 months. >> Your relationship with HPE predates the HP, HPE split. >> Mmm. >> Yes. >> But it was weird, because they had Data Protector, and that was a quasi-competitor, or really not, but it was a competitor, a legacy competitor, of what you guys have, kind of modern data protection I think is the tagline, if I got it right. Post the split, that was an S-curve moment, wasn't it, in terms of the partnership? >> It really was. If you go back 10 years, we did our first integration sending data to StoreOnce and we had some blueprints around that. But now, if you look what we have, we have integrations on the primary side, so, 3PAR, Primera, Nimble, all their top-tier storage, we can manage the snapshots. We have integration on the target side. We integrate with Catalyst in the movement of data and the management of data. And, as David alluded to, we integrate with GreenLake. So, customers who want to take this as a consumption model, we integrate with that. And so it's been, like you said, the strongest relationship that we have on the technology alliance side. >> So, V12, you announced at VeeamON. What does that mean for HPE customers, the relationship? Maybe you guys could both talk about that. >> Technology side, to touch on a few things that we're doing with them, ransomware has been a huge issue. Security's been a big theme, obviously, at the conference, >> Dave: Yeah, you bet. and one of the things we're doing in V12 is adding immutability for both StoreOnce and StoreEver. So, we take the features that our partners have, immutability being big in the security space, and we integrate that fully into the product. So a customer checks a box and says, hey, I want to make sure that the data is secure. >> Yeah, and also, it's another signification about the relationship. Every single release we've done has had HPE at the heart of it, and the same thing is being said with V12. And it shows to our customers, the continual commitment. Relationships come and go. They're hard, and the great news is, 10 years has proven that we get through good times and tricky situations, and we both continue to invest, et cetera. And I think there's a lot of peace of mind and the revenue figures prove that, which is what we're really excited about. >> Yeah I want to come back to that, but just to follow up, Danny, on that immutability, that's a feature that you check? It's service within GreenLake, or within Veeam? How does that all work? >> We have immutability now depending on the target. We introduced the ability to send data, for example, into S3 two years ago, and make it immutable when you send it to an S3 or S3 compatible environment. We added, in Version 11, the ability to take a Linux repository and make it, and harden it, essentially make it immutable. But what we're doing now is taking our partner systems like StoreOnce, like StoreEver, and when we send data there, we take advantage of an API flag or whatever it happens to be, that it makes the data, when it's written to that system, can't be deleted, can't be encrypted. Now, what does that mean for a customer? Well, we do all the hard work in the back end, it's just a check box. They say, I want to make it immutable, and we manage how long it's immutable. Because if you made everything immutable forever, that's hugely expensive, right? So, it's all about, how long is that immutable before you age it out and make sure the new data coming in is immutable. >> Dave: It's like an insurance policy, you have that overlap. >> Yes. >> Right, okay. And then David, you mentioned the revenue, Lou bears that out. I got the IDC guys comin' on later on today. I'll ask 'em about that, if that's their swim lane. But you guys are basically a statistical tie, with Dell for number one? Am I getting that right? And you're growing at a faster rate, I believe, it's hard to tell 'cause I don't think Dell reports on the pace of its growth within data protection. You guys obviously do, but is that right? It's a statistical tie, is it? >> Yeah, hundred percent. >> Yeah, statistical tie for first place, which we're super excited about. When I joined Veeam, I think we were in fifth place, but we've been in the leader's quadrant of the Gartner Magic- >> Cause and effect there or? (panelists laughing) >> No, I don't think so. >> Dave: Ha, I think maybe. >> We've been on a great trajectory. But statistical tie for first place, greatest growth sequentially, and year-over-year, of all of the data protection vendors. And that's a testament not just to the technology that we're doing, but partnerships with HPE, because you never do this, the value of a technology is not that technology alone, it's the value of that technology within the ecosystem. And so that's why we're here at HPE Discover. It's our joint technology solutions that we're delivering. >> What are your thoughts or what are you seeing in the field on As-a-service? Because of course, the messaging is all about As-a-service, you'd think, oh, a hundred percent of everything is going to be As-a-service. A lot of customers, they don't mind CapEx, they got good, balance sheet, and they're like, hey, we'll take care of this, and, we're going to build our own little internal cloud. But, what are you seeing in the market in terms of As-a-service, versus, just traditional licensing models? >> Certainly, there's a mix between the two. What I'd say, is that sources that are already As-a-service, think Microsoft 365, think AWS, Azure, GCP, the cloud providers. There's a natural tendency for the customer to want the data protection As-a-service, as well for those. But if you talk about what's on premises, customers who have big data centers deployed, they're not yet, the pendulum has not shifted for that to be data protection As-a-service. But we were early to this game ourselves. We have 10,000, what we call, Veeam Cloud Service Providers, that are offering data protection As-a-service, whether it be on premises, so they're remotely managing it, or cloud hosted, doing data protection for that. >> So, you don't care. You're providing the technology, and then your customers are actually choosing the delivery model. Is that correct? >> A hundred percent, and if you think about what GreenLake is doing for example, that started off as being a financial model, but now they're getting into that services delivery. And what we want to do is enable them to deliver it, As-a-service, not just the financial model, but the outcome for the customer. And so our technology, it's not just do backup, it's do backup for a multi-tenant, multi-customer environment that does all of the multi-tenancy and billing and charge back as part of that service. >> Okay, so you guys don't report on this, but I'm going to ask the question anyway. You're number one now, let's call you, let's declare number one, 'cause we're well past that last reporting and you're growin' faster. So go another quarter, you're now number one, so you're the largest. Do you spend more on R&D in data protection than any other company? >> Yes, I'm quite certain that we do. Now, we have an unfair advantage because we have 450,000 customers. I don't think there's any other data protection company out there, the size and scope and scale, that we have. But we've been expanding, our largest R&D operation center's in Prague, it's in Czech Republic, but we've been expanding that. Last year it grew 40% year on year in R&D, so big investment in that space. You can see this just through our product space. Five years ago, we did data protection of VMware only, and now we do all the virtual environments, all the physical environments, all the major cloud environments, Kubernetes, Microsoft 365, we're launching Salesforce. We announced that at VeeamON last month and it will be coming out in Q3. All of that is coming from our R&D investments. >> A lot of people expect that when a company like Insight, a PE company, purchases a company like Veeam, that one of the things they'll dial down is R&D. That did not happen in this case. >> No, they very much treat us as a growth company. We had 22% year-over-year growth in 2020, and 25% year-over-year last year. The growth has been tremendous, they continue to give us the freedom. Now, I expect they'll want returns like that continuously, but we have been delivering, they have been investing. >> One of my favorite conversations of the year was our supercloud conversation, which was awesome, thank you for doing that with me. But that's clearly an area of focus, what we call supercloud, and you don't use that term, I know, you do sometimes, but it's not your marketing, I get that. But that is an R&D intensive effort, is it not? To create that common experience. And you see HPE, attempting to do that as well, across all these different estates. >> A hundred percent. We focus on three things, I always say, our differentiators, simplicity, flexibility, and reliability. Making it simple for the customers is not an easy thing to do. Making that checkbox for immutability? We have to do a lot behind the scenes to make it simple. Same thing on flexibility. We don't care if they're using 3PAR, Primera, Nimble, whatever you want to choose as the primary storage, we will take that out of your hands and make it really easy. You mentioned supercloud. We don't care what the cloud infrastructure, it can be on GreenLake, it can be on AWS, can be on Azure, it can be on GCP, it can be on IBM cloud. It is a lot of effort on our part to abstract the cloud infrastructure, but we do that on behalf of our customers to take away that complexity, it's part of our platform. >> Quick follow-up, and then I want to ask a question of David. I like talking to you guys because you don't care where it is, right? You're truly agnostic to it all. I'm trying to figure out this repatriation thing, cause I hear a lot of hey, Dave, you should look into repatriation that's happened all over the place, and I see pockets of it. What are you seeing in terms of repatriation? Have customers over-rotated to the cloud and now they're pullin' back a little bit? Or is it, as I'm claiming, in pockets? What's your visibility on that? >> Three things I see happening. There's the customers who lifted up their data center, moved it into the cloud and they get the first bill. >> (chuckling) Okay. >> And they will repatriate, there's no question. If I talk to those customers who simply lifted up and moved it over because the CIO told them to, they're moving it back on premises. But a second thing that we see is people moving it over, with tweaks. So they'll take their SQL server database and they'll move it into RDS, they'll change some things. And then you have people who are building cloud-native, they're never coming back on premises, they are building it for the cloud environment. So, we see all three of those. We only really see repatriation on that first scenario, when they get that first bill. >> And when you look at the numbers, I think it gets lost, 'cause you see the cloud is growing so fast. So David, what are the conversations like? You had several events last night, The Veeam party, slash Storage party, from HPE. What are you hearing from your alliance partners and the customers at the event. >> I think Danny touched on that point, it's about philosophy of evolution. And I think at the end of the day, whether we're seeing it with our GSI alliances we've got out there, or with the big enterprise conversations we're having with HPE, it's about understanding which workloads they want to move. In our mind, the customers are getting much smarter in making that decision, rather than experimenting. They're really taking a really solid look. And the work we're doing with the GSIs on workplace modernization, data center transformation, they're really having that investment work up front on the workloads, to be able to say, this works for me, for my personality and my company. And so, to the point about movement, it's more about decisive decision at the start, and not feeling like the remit is, I have to do one thing or another, it's about looking at that workflow position. And that's what we've seen with the revenue part as well. We've seen our movement to GreenLake tremendously grow in the last 18 months to two years. And from our GSI work as well, we're seeing the types of conversations really focus on that workload, compared to, hey, I just need a backup solution, and that's really exciting. >> Are you having specific conversations about security, or is it a data protection conversation still, (David chuckles) that's an adjacency to security? >> That's a great question. And I think it's a complex one, because if you come to a company like Veeam, we are there, and you touched on it before, we provide a solution when something has happened with security. We're not doing intrusion detection, we're not doing that barrier position at the end of it, but it's part of an end-to-end assumption. And I don't think that at this particular point, I started in security with RSA and Check Point, it was about layers of protection. Now it's layers of protection, and the inevitability that at some point something will happen, so about the recovery. So the exciting conversations we're having, especially with the big enterprises, is not about the fear factor, it's about, at some point something's going to occur. Speed of recovery is the conversation. And so for us, and your question is, are they talking to us about security, or more, the continuity position? And that's where the synergy's getting a lot simpler, rather than a hard demark between security and backup. >> Yeah, when you look at the stock market, everything's been hit, but security, with the exception of Okta, 'cause it got that weird benign hack, but security, generally, is an area that CIOs have said, hey, we can't really dial that back. We can maybe, some other discretionary stuff, we'll steal and prioritize. But security seems to be, and I think data protection is now part of that discussion. You're not a security company. We've seen some of your competitors actually pivot to become security companies. You're not doing that, but it's very clearly an adjacency, don't you think? >> It's an adjacency, and it's a new conversation that we're having with the Chief Information Security Officer. I had a meeting an hour ago with a customer who was hit by ransomware, and they got the call at 2:00 AM in the morning, after the ransomware they recovered their entire portfolio within 36 hours, from backups. Didn't even contact Veeam, I found out during this meeting. But that is clearly something that the Chief Information Security Officer wants to know about. It's part of his purview, is the recovery of that data. >> And they didn't pay the ransom? >> And they did not pay the ransom, not a penny. >> Ahh, we love those stories. Guys, thanks so much for coming on theCUBE. Congratulations on all the success. Love when you guys come on, and it was such a fun event at VeeamON. Great event here, and your presence is, was seen. The Veeam green is everywhere, so appreciate your time. >> Thank you. >> Thanks, Dave. >> Okay, and thank you for watching. This is Dave Vellante for John Furrier and Lisa Martin. We'll be back right after this short break. You're watching theCUBE's coverage of HPE Discover 2022, from Las Vegas. (inspiring music)

(techno music) >> Announcer: Live from New Orleans. It's the CUBE, covering VeeamON 2017 brought to you by themes. >> We're back, day two for the CUBE. We're here at VeeamON in New Orleans. The CUBE is the leader in live tech coverage and this is VeeamON 2017. A lot of cloud talk going on here. We're going to keep the cloud discussion going. Matt Kalmenson is here as the vice president of North American sales for cloud service providers. Great to see you Matt, thanks for coming on the CUBE. >> Thank you for having me and great to see you again as well. >> Yes, so I said a lot of talk on cloud. I mean you guys are really focused on that as sort of the next wave of innovation beyond virtualization. So give us the update from your perspective in terms of what you're seeing from your constituents. >> Yeah, absolutely. While today at the Veeam conference at VeeamON it was cloud day. We really like to say everyday is cloud day. >> Dave: Hear, hear. >> Yeah, exactly, and if you think about our business. It's going to continue to grow and it's going to continue to grow as the cloud grows, and as the leader for the Veeam Cloud and Service Provider business in North America. As our business grows, our service provider business is absolutely just going to grow in tandem with them. Everything we're doing is gearing up so that our service providers can be apart of our exponential growth. >> Could you just give us little color, those 18,000 service providers. Global reach, the breath and depth of the partners that you have. >> Absolutely when you think about the service provider community, it's really a broad topic. It's really a broad topic, meaning it's not just back up as a service. It's back up as a service. It could be disaster recovery as a service. There are those that provide complete infrastructure as a service and I can go on and on. Right that means talking about companies that are offering software as a service and how do they back up their customer's data. So again anything that's provided as a service really falls under our Veeam Cloud and Service Provider business. And if you think about the numbers that we've been talking about today in one of the keynote speeches we heard that IDC is saying that by 2020. So what's that's 2 1/2 years away, some 48% of all IT spend is going to be in the cloud. That's just tremendous opportunity. If you look at AWS, who last year I believe announced earning somewhere of around $10 billion. Just a handful of years ago that was close to zero and you see the exponential growth of Azure, and the reality is not any one cloud, even though we're seeing this exponential growth across all of these different platforms. There isn't any one cloud model or cloud provider that's going to be right for everybody. So that's when it comes back to 18,000 cloud providers across the globe that are offering various services to meet the demands of the marketplace, no matter what those demands might be. >> So interesting, what if we stand up for a minute. So not only is AWS growing, mediocre rates. 30%, 50% a year nor to 10 billion. But their operating profits are enormous. Their non-gap operating profits, depending on what quarter, is in their low 30s. When EMC was a public company, their operating profits were half that. So here's AWS extensively supposedly cutting prices, but their driving huge margins. So my question is when your customers see that, the cloud service providers that you're servicing. When they see that, how do they respond? Do they say okay, we're cool because we're differentiating. We got to keep ahead of the market. Have to stay ahead of AWS, do things differently. We heard some of the folks that you worked it, in the earliest day we focused on high touch service. Others focused on specialized DR, what are you hearing from that base? >> Just about anything and everything you can imagine. So it's a really great question 'cause when you think about the cloud very often we think about the change in technology. It's much more than just a change in technology. It's a change in the entire marketplace. This is a monumental shift in not only technology but in consumption models as well. And that consumption model changes all the way through the ecosystem and if you think about it. We have end consumers who are saying how do I consume technology today. Do I buy on prim, do I buy in the cloud? Is there a mix? Do I pay CapEx, do I pay OpEx? Then if you think about those that service that end user community. Resellers and the teams that I'm responsible for that are cloud service providers. They're offering some mix of those types of services. They sell on prim, they might sell in the cloud. They might sell on a hybrid cloud. So they're starting to see and then even us as a manufacturer. We start to see monumental shifts from, do we sell all on prim, all in the cloud or somewhere in between. So we're starting to see that it's really important that you understand what's the customer's consumption model. What's their business desire and then by default our service providers will either have the right model for them or our end customers will find other service providers that do. So what a lot of organizations are seeing today is as they transition a lot from on prim to this cloud model is a change in operating models completely to a monthly recurring revenue model. So when they see that model while they want to really accelerate that monthly recurring revenue model which will often increase margins over the long term. There still has to be that balance between providing exactly what that customer wants no matter where they are along that cloud journey. >> Yes so Pat Gelsinger famous CUBE quote is "If you don't ride the waves, "you're going to end up drift wood." And so in the last five years, a lot of the cloud service providers that you're working with have had to shift their business models. Find new ways of driving revenue and value, and one of those was creating these on going streams of revenue. >> Absolutely. >> How do you see, so I'm always fascinated by a company like Veeam, a software company that can help a cloud service provider essentially monetize their services and create these new ratable business models. How does Veeam do that? >> It's a great question and it's one of the great things about working at Veeam. I'm here representing the Veeam sales team for our cloud and service provider business. And I have a team behind me that supports our 18,000. I'm responsible for North America, so a subset of those 18,000. The reality is everybody in the organization is lined up to support and sell with or through those service providers. So I have the luxury of representing this vast community of Veeam cloud and service provider community. But the reality is we have compensation models in place that allow what I would consider my traditional sellers to receive the benefit if their customers decide to choose a cloud platform and buy through one of our service providers. They still get compensated. As a matter of fact they get compensated in a very rich manner. We have some incentive so that they can be agnostic when they go into a customer. We have the best solution in the industry. You consume any way you want. That's just one way, that doesn't even touch upon the marketing support that we give these organizations. >> How the heck do you support 18,000 partners like that? How do you give them, I mean everybody we've talked to is like, "Oh we love working with Veeam. They're unbelievable. How do you do it? How are you able to at that scale give that level of service? >> It's not any one group or any one that's really providing the focal point of that service, so we have lots of service providers that have very niche businesses. So they might be rather small organizations that we service through what we call our aggregation community. The Insights of the world, the Ingram Micros of the world. They service our providers. We also have extensive inside sales organizations that service our providers. On top of that we have field sales people that service our providers. But I also go back to not only do we have the sales team to back them up but we have this partner ecosystem, our aggregators and we also have rock solid technology, which a lot of times will make our jobs a little bit easier. Meaning if a customer, in this case a service provider can download a copy of our software and turn up a business. It takes a little bit of the burden of day to day management of working with that service provider. And it allows them to get to a revenue stream, time to value shorten and they become profitable quicker. Now again, it's not just my team. It's also our direct sales team who has benefits in seeing our service providers be successful so they're willing to chip in. Our channel community which I'm sure you know, many know it's a very extensive channel community. We have programs to tie together channel and VCS paving cloud service providers ecosystems. So then we leverage the whole channel team which also has a vested interest in the success. So I can't answer that question with one or two bullets. I look at it as product, dedicated teams, extended teams and compensation models which gives everyone the mindset. We have to make this work for our communities. >> Matt you've been a service provider yourself. >> Matt: I have. >> You worked at one before you joined Veeam. Wonder if you could give us a little bit of insights just the state of mind of service providers today. I think back, we know service providers have to keep cost tight because they need to pass that through to their customers. There's such a diverse ecosystem out there. There's big pressure from the public clouds. Where's state of mind with them? What are they excited about? What are they worried about? >> What are they excited about and what are they worried about? As was mentioned in Peter McKay's keynote here at VeeamON. It's the best of times, it's the worst of times. So what are they excited about? They're excited about everything. How can you talk about a marketplace like all cloud or 48% of IT budgets are going to be spent in the cloud. How could you not get excited about that if you're a cloud provider? If you look at Veeam's own growth in the cloud. 60% quarter on quarter comparative growth. Phenomenal growth and so those are things we're all excited about. You think about the announcements we heard today. We heard about the AWS announcement and some tighter integration what I would consider the hyper scale public clouds. Phenomenal things to always get excited about because those create opportunity. What are they concerned about? When we start to have more integration into public cloud offerings, some of the smaller service providers might really be thinking, "Well what does that mean to me?" What is the next revolution within this industry and is that going to leave me in the lurch? How do I compete with all these other service providers that are coming up market? And the way I like to really look at that and what we tend to do to put their mind at ease is remind them the best of times and the worst of times. What we have to do is stay ahead of the curve and one of the way we stay ahead of the curve is by making sure we understand there's always choice and that's the key. That there's always choice, meaning a service provider continues to evolve their business to make sure that they have some of their own cloud services, if that makes sense for them. They also can leverage and provide services on top of let's say an AWS or an Azure. So there's lots of flexibility and nimbleness in our program that no matter what our customers want or you as a service provider want to become. There's lots of different ways to skin the cat, for lack of a better way to put it. To take advantage of the best of times and hedge against what might be viewed as the worst of times. >> You've mentioned the public cloud and how that interaction fits. Definitely what we hear and was talked about this week a lot is that multi-cloud environment that customers have. Veeam's going to spend virtual and physical on premises to sass into public cloud. It felt a little hazy the last few years to try to get to that kind of hybrid multi-cloud. Do service providers feel they understand where they fit? Obviously there's the competitive dynamics but what services they offer. Things like Azure could be a natural extension for many pieces. Amazon might be a little bit more competitive for some but it's that give and take as opposed to it use to be. Dave give a Pat Gelsinger quote, there was the VMware quote like when the book seller wins, we all lose. Do they understand the competitive dynamics little more and willing to partner, understand what they do and what is some other services can fit? >> I firmly believe that the industry is maturing. Our service providers community is really maturing and they're learning how to build what I would call or what you may have heard as a coopetition type of environment. And they have to in order to survive and the reality is, I think back to the mainframe days when we use to read articles about the last mainframe being plugged by the year 2000. We all know that hasn't happened. Tremendous workloads being run on mainframes. You kind of look at it as similar dynamic. I'm not so sure we're ever going to go to an environment where everything's a hundred percent cloud but it probably be somewhere in the 33,33,33. 33% being on prim and staying on prim for various reasons. Maybe it's another third or somewhere in that ball park being in a complete public cloud, hyperscale public cloud because they need some flexibility and nimbleness that they might not get elsewhere. And then another third or somewhere in that ballpark staying in a fully managed cloud environment, because customers still want a very local field perhaps. Maybe they want somebody who can help them. Then they pick up the phone and they know their business intimately, and they're more of a hands-on type of environment. And I think as our business progresses, as the industry progresses becoming much more, much more collaborative. Realizing that some of the people I view as perhaps my biggest challengers can also be my biggest friends. >> So Matt it's definitely a decade of the cloud here. Last question, the bumper sticker on VeeamON 2017 for you. >> The bumper sticker for VeeamON 2017, great question. Would be the cloud is here and Veeam is ready to provide availability for the cloud, in any way, shape or form that it comes. >> Dave: Matt, thanks very much for coming on the CUBE. >> Thank you for having me. >> Good stuff, alright you're welcome. Alright, keep it right there buddy. We'll be back with our next guest. It's the CUBE, we're live from New Orleans. VeeamON 2017. (techno music) (typing and swirling sound)

>> Narrator: Live from New Orleans, it's theCUBE. Covering VeeamON 2017. Brought to you by Veeam. >> We're back, this is theCUBE, the leader in live tech coverage. Covering VeeamON, two days of wall to wall coverage. Dave Vellante with Stu Miniman. One of the key things that we look at in a company is how fast can they go from R&D to actual product that they can sell to customers. We use events like this to understand that pace of innovation. John Metzger is here, the Vice President of Product Marketing at Veeam. John, good to see you. >> Good to see you, thanks for having me. >> You're welcome. So, lots of announcements. You got the yesterday announcements. You got the today announcements, you got the tomorrow announcements that we won't talk about but, to the point that I was making at the open, you guys have been very busy, rapid fire innovation going from R&D out to products. Give us the high level on some of the announcements that you've made this week. >> Yeah, that innovation is something that we pride ourselves on in terms of being able to deliver functionality to the market very quickly. We rabbled some of them off on main stage earlier but the customers think of us in terms of driving that innovation. Things like snapshot integration, instant VM recovery, Veeam Cloud connect. The services that we're delivering is part of those in past announcements. With v10 and the wider platform, what we're announcing this week are some key innovations around what we call always on business continuity. Delivering that digital transformation agility. We deliver that in a couple ways in the announcements that we've supported earlier today. So it's things like native object storage support, which will allow customers to be able to free up where they're putting... Give them more agility into where they're putting their archives. Today if they're putting them into that primary storage through this object storage, we're giving them the ability to store them wherever. It could be less cost storage, could be in the cloud, it could be wherever they want to put that. Giving them some agility there. We're supporting new workloads which we hadn't supported before. Most customers probably think of us in terms of delivering that virtualization backup and recovery services primarily on Prim. We've been moving towards that multi-cloud environment which you heard a lot about today for the last several years but with this announcement today, we're doing things like supporting physical servers, endpoints and those Linux and Windows workloads in the cloud. >> John can I-- >> Yeah. >> Really important point there, cause right, most people, I think Veeam, you think the name of the company, VM is right in the name. Customers are figuring out that multi-cloud hybrid world. A key piece is right, I've got my bare metal physical stuff whether it's Windows, Linux, I've virtualized environments, I've got cloud... How do I wrap my arms around the management of all those pieces and maybe you could speak a little to how Veeam makes sure you get a similar environment, can I just manage 'em all together? >> You can. >> Okay. >> So there's a couple things we announced this week. One is in v10, we are going to have that centralized agent management. So when we talked about that that's both the virtualized machines as well as the agents for Windows and Linux. So whether there's an endpoint or a server, one console being able to manage those in a single pane of glass so to speak. We also announced the Veeam availability console, so we've actually announced this previously, but what we did announce, is that we have our release candidate. This is really targeting those service providers so they can deliver the same theme hosted services, Veeam cloud-connect offerings through this Veeam availability console. Two pieces there that we announced from a management standpoint because we're hearing from our customers obviously they're looking for, and Veeam's known for this, that simplified, easy to use solutions. That centralized management is critical to that. >> Okay and then back to the other announcement that has really caught a lot of attention, is the CDP piece. >> Yes. >> So let's spend some time on that. Understand that a little bit better. >> So this is something that we've positioned ourselves as saying we deliver availability for any application and data for 15 minutes or less. That's really based off of that backup and recovery instant VM recovery is one where we can even say, within seconds or minutes. But what we're looking to do here is for those most critical workloads, those tier one applications, it could be website, it could be point of sale applications. Whatever it is, but those most important applications, to be able to deliver that RPOs of seconds. In the demo we gave earlier, you saw the default as 15 seconds, can go even lower, but we're looking to drive that RPOs with replication very quickly to drive to deliver that solution in the market in addition to our backup and recovery. Now that high-speed replication that is competing with delivering solutions that other legacy vendors aren't. >> Well, okay, so let's talk about this for a second. So one of the problems in the world of data protection has always been, it's kind of a one-size fits all. You don't have the ability to say, okay, these apps, they don't need as much protection as these. They don't have the granularity and the ability, because it's too complex and it's too expensive to say okay, put this level of data protection on these workloads and tighten it up for these. The concepts generally used are RPO and RTO. RPO is recovery point objective which is essentially how much data you're going to lose. So if you're taking snapshots in 15 minute increments, you have the potential to lose that data that's not snapped. Okay fine. And then RTO is the speed of recovery. Okay so those are the basics, the really basics. So you're announcing the ability to have very granular levels of RPO, right? >> Correct, yup. >> And you're doing that, if I understand it correctly, through the V sphere API for iO filtering. That's the key ingredient, an enabler, for you guys. >> Absolutely. Because we're leveraging that API for us to be able to deliver in a way that's supported fully by VMware. Be able to get access to information, that enables us to deliver that faster and many of the others in the space aren't leveraging that same API. It gives us opportunities to differentiate and show results. >> Alright, so we got to ask you the elephant in the room question. We've been asking this question of CEOs at NetApp and Dell prior to them buying VMware for years. You got VMware which is owned by Dell and obviously EMC is part of that. EMC's a competitor. Do you get the same treatment as a VMware partner, as say the insiders at Dell EMC. How do you answer that question when customers ask you? >> Good question. It's one that in the past has been a concern. But more and more, we actually had Sanjay on stage today, had similar level folks on stage at the previous VM ONs. We have a very good relationship with VMware. We actually share where we're headed in particular areas and obviously have access to their API in this case for replication. We are building that relationship. We've actually done some research with VMware to show the value that Veeam brings to VMware in terms of driving more and more virtualization with the environment. Some research we did with IDC for example, showed that while we may not, Veeam may not drive that initial purchase of VMware, we're driving higher adoption on VMware. So VMware sees that, we have that relationship with them and we're very open to driving those joint go to market opportunities. That's why you end up with a Sanjay and such-- >> One quick thing. So the CDP, that snapshotless environment uses the APIs. Does that mean that it's only for VMware environment today or-- >> Yes. >> Is there any discussion of future how CDP goes beyond-- >> Definitely for future opportunities but for today, this really is that we're talking about with v10 is VMware. >> So the key is that you get the SDK. You do the integration and all the testing and that's a heavy lift is it not? >> Yes. >> Okay and so, can you give us the timeline as to when we can actually see this product in the field. >> With v10, all the announcements that we made with Veeam availbility suite version 10, we're targeting by end of year to have version 10 out in the market. >> Excellent, okay. Then the other thing that you guys announced is some integrations. You mentioned three companies. Lenovo, IBM and Infinidat, which is kind of interesting. Emerging array company started by Moshe Yanai. Talk about those integrations and exactly what they are. >> This builds on some of the current integrations that we have in the market. We've done integration with vendors such as HPE, EMC, Dell, Dell EMC, NetApp and Cisco. We've done it in a couple key areas. One is integration with their snapshots for backup, for recovery and some efficiencies that we're doing with Dedupe and other pieces. What we're doing here with Lenovo, IBM, and Infinidat, is that we're doing that same level of integration. Through the API, they're able to develop backup from storage snapshots, recovery from storage snapshots, functionaility that we've developed with the other vendors in supporting those throughout these-- >> So these are space efficient snapshots and the key is you're getting application consistency and that whole lifecycle. >> Yes, in driving the benefit for the end user is they're seeing better RPOs, better RTOs, faster backups as a result. By leveraging that integration. >> So John, we've talked a bunch about VMware and the relationship there. One of the other announcements was the Veeam availability for AWS. How much of that is customers coming to Veeam asking for it? How is the partnership with Amazon themselves? What can you share with about that? >> We made actually a couple announcements relative to integrations with third party vendors to help get more to Amazon. Definitely a need. No doubt, Amazon's the leader in the public cloud space. We have a lot of customers that have workloads in the cloud. That are looking for us to help them deliver that availbility solution for those workloads. In addition to the partnerships which you'll hear more about tomorrow with Asher, AWS is definitely a key focus for us. This availbility for AWS is one of our, while we can do agent backup and recovery with our Windows and Linux agents, this is giving us an agentless solution within AWS to help mitigate that risk of lost data. It's definitely a key focus of us. We also announced through Star Wen's leveraging AWS for virtual tape libraries. We talked about object storage which we're now able to leverage several Amazon properties for that. We're looking to deliver more support for Amazon and other public clouds in terms of that greater availbility. >> Let's talk use cases a little bit. There are four that I wanted to talk about and then maybe even some others. So obviously, on Prim, data protection has been doing that for a while. To get on Prim going up to the cloud and that's something I think you guys support. Cloud coming back on Prim and then cloud to cloud. Are those four viable use cases that your customers are pushing you to? >> Definitely. You summarized it very well. I think those are the four use cases that we are building. Whether that cloud is public, managed or private, we're looking to be able to get workloads to wherever they need to be across those clouds. Whether it's from Prim to cloud, cloud down to Prim, across cloud. So definitely use cases that we're hearing from customers. They want that flexibility to be able to get the workloads to wherever they feel they need them. IT is being asked to deliver or get several of those use cases and how can I, as an IT manager, deliver against whatever's best for that person at the line of business, or that CEO, or whatever we're trying to achieve for the business. Give me that agility, that flexibility to be able to do that. >> Then, beyond those four, is there an affinity... There's obviously an affinity to DevOps. If I can integration my data protection strategy and schema directly into my build and my deploy, that's going to give me more agility. Can you talk about the DevOps use case and put some meat on that bone. >> In terms of what they're looking for from a-- >> Yes. >> We actually look at it from a couple different perspectives. We talked about DevOps, we talked about the IT manager, we also look at it from the line of business perspective. That agility goes to various folks within the organization. We know more and more, particularly in the cloud scenario, that you might have somebody who has very little DevOps background or IT background, they know they've got a problem they need to solve. They think that public cloud or some solution is the best way to go. IT is there, DevOps is there to try to understand what their real needs are and how I can help solve those concerns. We're trying to give them that flexibility to manage the requirements based off what the customers' asking for. >> Excellent. So what's the reaction been to the announcements, what are people asking you, what kind of questions, enthusiasm? >> Yeah, it was interesting. We made the announcements this morning, I think the press release is about to hit the wire here very soon if it hasn't already. We did some pre-briefing of them. We're seeing, I would say Veeam CDP definitely is a lot of interest there. We are physical server support, is one that, while we traditionally have not delivered that, as you know, it's an area that obviously customers have physical servers, they have endpoints. In some of the reaction that we've seen on Twitter and elsewhere is, "finally." Veeam's delivering that. We focused on being best of breed at what we've been doing for eight years, but now in the last couple years, enable to deliver that full coverage of wherever those workloads would be, we recognize that that's an area we need to go. Those are some key interests. Of course the AWS announcement that we talked about is driving a lot of interest as well. Good reaction so far. Thrilled to see the feedback. >> Alright John, well listen, thanks very much for coming on theCUBE, it's great to see you. >> Thank you. >> Appreciate the rundown. You're welcome. Alright, keep it right there buddy, we'll be back with our next guest. He's a CUBE-er live from VeeamOn in New Orleans. We'll be right back.