from the silicon angle media office in Boston Massachusetts it's the queue now here's your host David on tape hello everyone and welcome to this special cube conversation you know Hewlett Packard Enterprise has gone through one of the most significant transformations in the history of the tech business once a much larger in far-flung conglomerate HP as you know split in two and now HPE is much more focused and has a completely different posture with respect to technology partners so today we're gonna focus in on the big drivers of innovation in the technology business data AI and cloud and get HPE spointer222 digging to two areas of growth hyper-converged infrastructure and intelligence storage I also want to share some ETR data using simply and nimble as proxies for these markets finally we want to peek into some of the spending data in HPE zico system to see how a more partner friendly HPE is faring and with me today is Patrick Osbourne Patrick is the vice president and GM of big data analytics and scale-out data platforms at Hewlett Packard Enterprise and a friend of the cube Patrick always a pleasure thanks for coming in thanks so much for having him so let me set it up here and I want to share some spending data with our audience Alex if you bring up the the first slide I want to show is this shows the the latest spending data just released from ETR on the various segments and you and it's a double y-axis and you can see in the left hand side is the average spend represented by the size of the charts on the right hand side is the growth rate represented by the dots and I've highlighted in green some of the key areas that we're going to talk about analytics bi big data you can see 12% still pretty big market even ten years into the big data theme cloud computing you know growing 15 16 % ml AI 17% you can see the container space is growing it between 15 and and 20 percent so Patrick let's start with what's in your title the big data you know the analytics piece you know what are you seeing there what's HP story yes so that's been a area growth for us within HPE not only from an infrastructure but also a services play we've got a number of you know big partners in the traditional you know big data space we made a number of you know strategic acquisitions over the last two years in this area specifically around blue data nap are so these areas that customers are in you know continue to invest in in the macro area are very important and well I think one of the things you're seeing here from a growth perspective is that they're also bringing in some very adjacent markets with AI and ml so it's part of an entire workflow so you start off with bi analytics big data and we have a number of solutions around that area and then starting to add in things like AI AM LDL into that analytics work workflow so it's been really good for us you're really kind of adding into your portfolio they're like say the map bar acquisition they they kind of were one of the the big three that started that whole big data movement and then now you have this organizations with these troves of data and they're trying to figure out okay what do we do with it and that's really where machine intelligence or AI comes in isn't it absolutely and not only you know we're we providing a number of solutions for customers in this area but we're using it ourselves to write to you know enhance our customer experience enhance our automation support automation I definitely give a you know much better customer experience with our storage and data platforms so wait you send your practitioners of AI to make your customers lives better by M you're saying by embedding that into storage platform you know if you take a look at a number of our marquee services that we have whether it's things like info site Green Lake even a rubra central you know think about some of the things that we do at the edge all that is being powered by AI right at the end of the day so we're using those techniques to improve the product and solution experiences for you know a number of our products everything from it started with nimble we added 3par now we've got simplicity in the info site and as we start to bring together some of the workloads at the edge right with Aruba and things we're doing there it's you know the customers are obviously voting with their dollars all right let's talk about cloud generally but specifically I want to get into hybrid containers McLeod has permanently changed you know our industry everybody wants to bring that cloud model on Prem it's clearly a hybrid world you could see containers really growing Stu Minutemen has a premise that look containers and kubernetes that we treat them as a separate thing but it's really being embedded into all parts of the portfolio so what's your point of view on on containers hybrid bring us up to speed on what HPE is doing there yeah so that's definitely fueling a lot of our growth not only in what you think about the traditional storage segments but as well as HCI right so you know when we talk later about some of the growth we're seeing nimble and simplicity we've got a number of solutions that sit you know directly within this container container orchestration container management we've got you know things that we develop on our own we made a huge announcement at kuba con right around the HPE container platform so for customers that want to run these analytics AI ml very data oriented applications that run in containers we have a great platform for that an HP container platform we could run that on bare metal we can run that in simplicity for example so we're seeing a lot of fuel for that not only just servicing some of the storage and data needs for containers right but also being able to provide an info site like experience for this new generation of application development and were close how do you see the edge fitting into this you know we interviewed Antonio recently with John Chambers at the pensando announcement and and that was kind of interesting you see do you see that as a as a pendulum swing or sort of an expansion of the cloud if you will yeah I definitely see it as an expansion when we talk at HPE we want to be an edge to quarter cloud you know company and helping customers navigate the digital transformation in hybrid IT right and then we're gonna offer that to customers as a service through Green Lake we've been pretty public about that and so one of the big opportunities we see is around these distributed data centers some people define a distributed edge whether that's customers who are doing autonomous vehicles autonomous drilling we see a number of you know big-box retailers you know for example that don't necessarily have a traditional data center but it's not so far out into the edge that it's like an autonomous vehicle but they have you know the similar concerns in terms of a distributed nature how do you automate that how do you manage that at scale and so these assets that we bring together with things like Aruba and our edge line servers and managing that data experience is something that we're gonna capitalize on in FY 24-hour constant retail is interesting right every Nevitt has a Amazon war room but many sectors as a retailer really on fire right now people trying to take advantage of their their store presence yep when IOT is a big factor there so you're seeing a lot of that action is HP yeah absolutely and those customer those customers of ours are fueling their growth through digital transformation so they're using containers and kubernetes and this new style of application development and they want to be able to distribute those data centers and that data but they also have to make it simple right so you see the march towards what we you know are platforms like simplicity for HCI some of the offerings we have around you know independently scalable three-tiered architectures but you get the best of HCI with that we call it nimble d HCI all right so we have a number offerings for customers who you know really want that scale and in serviceability alright let's let's let's pivot a little bit and talk about some of that infrastructure Alice you bring up the next slide what I want to talk to here is this is the ETR data every time they do one of these surveys they ask essentially you're spending more are you spending less and they subtract the less from the more and that's what they call net score net score remember is a measure of spending momentum now what we've done here is you can see the filtered end of 313 HPE customers out of the thousand plus survey respondents of this quarter and you can see a good mix of enterprise size and industry and it's a lot of North America but but good regional - and we're showing the net scores breakdown for for two of your platforms simplicity which is the HCI and nimble storage and you can see the bright green is people adding to the platform the sort of darker green is spending more so let's start with Pleasant levity HCI still a really hot in growing space you've got a nets or of 38 percent almost which is very very strong in ETR parlance you know it's not off the charts like some new tech but it's really really solid so what's the update on simplicity and HCI yeah so I mean this is obviously from from a market perspective HCI is a rapidly growing space still right there's a lot of room for growth both Brown field as well as green field opportunities in the core data center at the edge even in hybrid cloud format so for us it's all about new logo acquisition for simplicity we've shown a phenomenal growth rate for that technology stack developed here in Massachusetts are a great local company great story and so for us this HCI the the markets that we're playing in we take a look at storage and data management in general sub segments of the market are growing rapidly right take a look at HCI you take a look at SDS you take a look at all flash and so we have some great offerings in that space that are completely differentiated from a customer experience and a technology experience and they work together so for example simplicity we just announced earlier in the and later in the calendar year in 2019 that we would be offering simple ibbity with an info site right so you have the same experience that you get from nimble right you get with our HCI products so we're driving those experiences together obviously you know all flash is a huge growing category within storage nimble it's got some great growth they're not only just for new logo adoptions but expansion capability so we're you know - two great products that were seeing some success in yeah so let's talk about nimble the Alex could show that data again so neighborhoods got a net score of 46 percent which again a lot of momentum I mean smaller you know sample size but still really you know strong and you can see it's a more mature market so you see maybe fewer adoptions but almost 50 percent of your customers are saying they're gonna spend more this this quarter relative to last period so that's showing momentum you mentioned info site which is really the technology that sort of nimble brought to your company which are pushing out through the portfolio so your thoughts on that yes so I mean at the end of the day customers are you know the products themselves are great and they provide the customers a really good experience we're driving all that together at a meta layer right so we talked about the products and solutions for us the strategies around the intelligent data platform right so we have a number of platforms that can help dress a number of different workloads whether it's HCI disaggregated HCI whether it's all flash whether it's you know container workloads and container orchestration but we want to provide a very good experience that you can consume as a service and we're driving that together across product lines with data services that work both on Prem and in the cloud right so we have HPE cloud volumes and a number of our Cloud Data Services that tie these platforms together so for us it's all about a strategy around this intelligent data platform not just individual products the individual products are great but from a strategy perspective that is definitely resounding with customers well you talked about digital transformation earlier Patrick I think that's important it's it customers want solutions they don't want to certainly don't want to provision loans they don't want to think about managing boxes so they really want that infrastructure to be invisible they want to push their folks up the stack yep to just do more strategic things and it's it's really your Rd that they're looking toward to automate a lot of those mundane tasks isn't it yeah they look towards RI Rd as well as they look to HPE as a portfolio company to bring together a solution stack that's gonna work for them and sometimes that solution stack is comprised of some of our partners as well so we pick some of the best partners in the industry to go work with in some of these hottest you know portions of the market that are growing significantly so in the areas of HCI or in the areas of software-defined storage you know we've got a number of folks that we that we partner with hybrid cloud and we are able to bring you know a full complete solution to a customer and we D risk that for our customers at the end of the day right we've got some great partnerships with some great companies and that's really you know suited HP very well well great segue let's talk about some of those partnerships so you when when hewlett-packard split into two companies it opened up a ton of opportunities for partnerships for you guys you got a great distribution channel and what I'm showing here Alex on this next slide if you bring this up is three partners that are gaining a lot of momentum based on the spending ETR spending data in the surveys Kohi City theme and Nutanix now remember ETR uses this concept of of net score which we talked about and I'm gonna talk about that a little bit but also market share market share is a measure of pervasiveness in other words how how much there be mentioned inside of the service so I'm showing here market shares but also net scores and you can see Kohi city is just starting in the survey so starting to you know get more noticed and then you can see Veeam and Nutanix you know with the consistent long steady market share growth this is again within the hewlett-packard enterprise account based at 313 respondents so you can see there all three are doing very well and and look at the net scores for cohesive off-the-charts 74% growing very very rapidly again smaller sample size Nutanix much larger sample size you know 60% net score so very very strong in Veen you know surprisingly for a pretty mature company with a 45% net score again very very strong so talk about the the partnerships the new HPE partner posture and then we can maybe get into what you're seeing in the market with some of these partners yes so from for HPE you know we listen to our customers in terms of you know what their their challenges are part of my business is managing around scale out data platforms and so the data is always growing and so we're seeing you know this big trend of scale out architectures powered by you know ubiquitous very high bandwidth low latency networking in the data center and outside the data center and so we're able to you know put some of these software stacks on our infrastructure that works very well with our our you know our own IP solutions and you know solve a number of critical problems for customers around secondary storage right it's growing you want to make use of it to backup and disaster recovery it's always a problem it's definitely an opportunity around hybrid cloud HCI in SDS right it has many forms and flavors right and we want to be able to provide those solutions to our customers especially if you're doing hybrid or private cloud so a lot of these partners you know we want to you know provide a full stack solution to our customers and you know these have partners help us do that how are you I mean the the you've got HCI wouldna Tanic you've got HCI with simplicity you've got sort of certainly beam and cohesively compete up how do you guys position and the a let's start with the HCI piece huh you just let customers sort of direct you and guide you or you guide them how does that all work yeah I mean we always listen to the customer first but at the end of the day we you know we lead with our own IP and we have some you know we have two great solutions around the HCI framework where you going for a very simple very scalable solution in simplicity that has some very powerful data services great economics for the HCI market and you know you see the growth and sympathy for that then we have a number of other solutions specifically around nimble called DHC I write what we're finding is that customers as a classic customers that want to they want the simplicity of management that you'd get from from HCI but they also want to be able to independently scale your compute your networking and your storage and we're able to provide that with something like nimble ProLiant our networking stack and then plug that all into info sites and it works together right so at the end of the day if I having a workload that's more appropriate to work it's on simply as a platform or it's more appropriate for DHC i we can recognize that for our customers through predictive analytics we can automate the placement of that workload and then we provide customers a set of data services so those platforms work together so it really works out well okay and then in terms of well take the situation with Nutanix so that's a customer saying hey we want you guys to work together and you say great yeah problem absolutely we'll do that so that you know we have a set of recipes and and reference architectures and offerings around those that are available direct was well through the channel and is it fair to say that the Dean viii mispronounced be even though they tried a big push in the enterprise you're a part of that that push in and and of course you know cookie city's the hot new kid in the block again is it just sort of market pull that drives that or do you have yeah I mean we definitely theme has been recognized as a great solution for customers doing you know start off you know certainly focused directly on on virtualization and then you know their their strategy is moved and you know to a very adjacent market which is how do i you know tackle that virtualization and VMS and protecting my data but in a hybrid cloud in formats so they're definitely all in on cloud I think cohesive has a very scalable file system back in and it started off with backup and recovery and now is moving into some very adjacent use cases around file secondary storage what can I do around see ICD pipelines so it's kind of approaching it from different different angles you guys really kind of changing your marketing and your product marketing really focusing more on solutions yes outcomes customer outcomes bringing that cloud model to wherever your data lives whether it's on prem at the edge talking about bringing containers throughout the portfolio bring it home what are you sort of hoping for 2020 looks like what are some of those outcomes and what should we expect from from your perspective from HP yeah so I mean we at HPE are very focused on this edge to court a cloud concept hybrid IT so all of our products have you know some sort of endemic whether it's data services or a management paradigm around hybrid cloud and so we you know we we really are you'll see that within our products product releases solution releases the people that we partner with and I think the big thing that we you know pivoted it into at the end of 2019 you'll see this accelerate significantly in 2020 is around this consumption model right the cloud consumption model with Greenlake so we talked a little bit of you know certainly Green Lake from a financial perspective but awful Green Lake as a management paradigm so Green Lake central was announced at the end of the year and just the ability to be able to you know like you do in the top of cloud right but top of private cloud or top of hybrid cloud from HPE and get a really good visibility financially into you into what you're doing it's a mindset too from the top I mean Antonio is saying everything is a service right absolutely yeah so all right Patrick hey thanks for coming in and give us the update on on HPE good luck this year and great to see it yeah thank you very much you're welcome and thank you for watching everybody this is Dave a lot day for the cube we'll see you next time thanks for watching

from the silicon angle media office in Boston Massachusetts it's the queue now here's your host David on tape hi everybody welcome to this breaking analysis in this cube insights powered by ETR I'm Dave Volante and this episode is about data protection you might be saying Dave why are you gonna bore us with the conversation about backup well it's interesting the market is actually quite hot you know over the last 18 to 24 months there's been well over a billion dollars probably 1.3 1.4 billion dollars raised just from companies like rubric Kohi City Dhruva certo and a number of other startups like clew mio is a name you might not have heard of and I'm gonna mention a couple of others so you have the situation where these upstarts particularly rubric and cohesive er really challenging the install based players and they're spending a lot of money on marketing engineering and sales and they're going to market and they're really shaking things up and I want to talk about that dynamic share with you some ETR data and talk about some of the other players like veem who was you know a rocket ship because of the virtualization trend how are they faring in this kind of new market and why is this market gaining so much attention today and what does this mean for incumbents what does it mean for customers who can achieve escape velocity and what are some of the likely outcomes that we see the market is very confused right now if you look at the Gartner Magic Quadrant the and compare that to for instance the Forrester wave del EMC is not even in the Forrester wave the Gartner Magic Quadrant has rubric you know not as a leader and and it's just all over the place and so what I want to do is use some ETR data and some context from the cube to share with you our audience what we are seeing in the marketplace and kind of what it all means so let's get into it Alex if you bring up the first slide I first want to make a statement about the overall storage market the the ETR data set which is incredible doesn't drill down into backup although it does have pure play backup vendors in the data set so I want to start with storage because it's a it's the superset of the data protection market so what this chart shows is the all the sectors and it shows the net scores remember net score is they they ask every every quarter are you spending more you're spending less so he's spending the same they subtract the less from the more and that gives you net score so this is the net score for the three periods of October 18 survey July 19 survey in the October 19 survey and you can see the red line shows you know storage is kind of on the back burner yeah it's up ticking a little bit from previous surveys but it's got a next score of 18 that's crappy I mean it's not really a hot market and I've talked in previous episodes and breaking analysis as to why I really two main factors that I cited cloud guys eating away at the traditional storage array business and flash injected so much capacity and performance into the equation that data center managers are saying hey I don't really need any more storage right now so storage is kind of on the back burner you can see I blew it up here and you can see sort of how it's playing you see the hot sectors are analytics cloud computing container platforms data warehousing is is making a comeback I've talked about snowflake on previous breaking analyses machine learning and AI and new workloads robotic process automation even virtualization these are the hot sectors that are that are driving spending but I will tell you storage ultimately is going to be there it won't be down forever because people are always going to need storage these new workloads are gonna require new storage and obviously backup if you go to the next slide Alex you can see some of the vendors here so we've sort of established ok storage is is right now it's down it's not one of the hottest sectors but you can see there's some companies in here that are pretty hot rubric leads the list with a net score of 53 percent now the shared end might be a little hard for you to read here but the shared end out of the last survey 1,300 respondents from the ETR survey answered what there's you know spending intentions were and then the individuals mentioning specific companies in this case rubric 55 so it's kind of a small shared in you can see pure storage a company that we've talked about previously you know continues to to show strength you know 48.1% down slightly from you know the previous quarters but still really the only clear share gainer in the overall a primary storage market again rubric you can see Nutanix is up on the list veeam is actually quite impressive I'm going to show you some data in a minute that I think will impress you in terms of Eames continued staying power you see vcn on there sis goes on the list God knows why sis goes on the list their storage is not you know perceived as as leading but they do have offerings and Cisco so big people just kind of yeah we're buying from Cisco you see cookie City their little dip this past survey but still very strong again I'll show you some other data there you know etc so you can see that the point is even though storage is down there are a couple of shining stars like rubric like Nutanix pure storage veem Kohi City etc so let's let's dig into that a little bit before I do that I just want to share with you some trends on this slide with regard to the the backup market you know i underscore backup because it's no longer just the backup market its evolving so there's pressure on the overall storage market but but the data protection is actually really hot right now it's it's it's captured a lot of venture capital startups are moving in I'll mention a few that you might not have heard of why well several reasons one is the data explosion continues it's it's it's growing at an exponential rate and it's kind of nonlinear digital transformations are all about how you leverage data and so if you're making your business a data business in a digital business well you better have a way to protect it so things like ransomware are coming into play and people are really concerned obviously about ransomware so so data protection of evolves and expands sort of transcends back up into business continuity cloud and hybrid cloud are some other trends that I'll talk about in more detail that are driving opportunities for what we're traditionally known as backup and really now evolving into sort of these new areas last decade it was about moving from from tape to disc you know tape sucks that was kind of the data domain mantra and they were the hot company of last decade they got you know they did an IPO they reached escape velocity they sold for 2.5 billion you know but today you know the data domain platform that EMC bought and and now is Dell EMC is kind of old school right it's these new guys that are coming after that so so well well data domain pioneer data deduplication and higher performance back up moving to storage today it's a whole new conversation and people have come to the realization that the primary and active storage is only about 20% of the stored data all the all the less hot data I don't want to say inactive stuff it's not cold storage but it's files and objects and copies and replicas and and backups that's 80% of the marketplace today it's in terms of the volume of data not necessarily the spend you know OLTP stuff primary storage is expensive flash arrays expensive but huge opportunity especially in terms of data growth that's where all the data growth is happening all that unstructured data so today the conversation is evolving to data protection data management data assurance particularly with containers so you think about spinning up containers spinning down containers you know dozens hundreds thousands of containers how do you keep track of that stuff how do you protect that how do you assure that your data is not leaking that you're not exposed and so that's a really hot area that you're seeing a number of startups focus on so real focus on recovery becomes much more important for a digital business how fast can I recover security compliance this notion of data sharing CDM on this slide which is stands for copy data management a practice that was really popularized by actifi Oh DevOps really supporting DevOps through a data management platform being able to give live copies or near live copies of data so that you know tests can be tested on you know much more fresh data in that in compressing that cycle time analytics becomes more important I talked about ransomware before well you can look at the the backup corpus and do analytics on that to see if there are anomalies in anomalous behavior just in terms of bad actors coming in so all this stuff joined with cloud and hybrid cloud and is put a bridging the legacy business and it's bringing out a lot of new challengers to the incumbents so let's take a look at some of that data from ETR Alex if you go to the next slide this is the ETR data set on backup vendors so what I've done here is it is pulled out of storage the pure-play data protection folks so I can you know call in backup vendors they hate when they call them backup know we're much more than backup it's where data management now data management means a lot of things to a lot of people but but nonetheless they are expanding and transcending pure backup so so credit to them this is the net score timeline from January 2017 to the latest October survey from enterprise technology research and you can see here I've pulled our rubric cohesively veem CommVault and Veritas and rubric leads as they say with 53% net score followed by Veen 44% so you can see Veeam really hanging tough though he said he just relat relat of lis new to the survey jumped up jumped down a little bit in in this quarter you'll see that you'll see that in the et our data anyone get too freaked out about it I think he said he still got some some tailwind and cementum momentum as does rubric but look at Veen Dean's ascendancy came from really VMware they were the VMware specialists and they were all virtualized and now you know they do bare metal they're doing cloud and multi cloud and and and they backup you know office 365 and and and so that's the SAS platform but look at how well they've held up quite impressive there with Veen made have made a major push into the enterprise kind of pivoted back to SMB but still does a lot of business in the enterprise and you can see them showing up here what's relevant to me is that the the shared end in other words out of the 1,300 and the total survey how many are responding to these vendors rubric 55 relatively small veeam 155 much larger so a bigger install base cohesive 42 kind of just getting started in the ETA dataset CommVault 105 so carve-outs a 700 million dollar company and revenues on a trailing 12-month basis they get about a 2.2 billion dollar market cap they just bought hedvig they're moving toward a SAS model they launched a product called metallic they get a very very large install base you can see their net scores yeah we're there holding relatively well they're smaller obviously they're lower than those top three and then you can see Veritas Veritas is the big whale in the business they kind of mostly almost a pure play software company they do have an appliance but they really are the the leader a leader here and have had a big market they went private they got bought by semantics semantics didn't know what to do with them they fumbled around with it they did a private equity deal you know that was going okay but they had some management turnover a private equity you know squeeze them a little bit even though they made some investments in the platform and so Veritas has you know some challenges they have to serve the install base but at the same time they got to compete with the new guys and all the new guys cohesively and rubric in particular are attacking you know the veritas install base you know certainly CommVault and as well Dell and EMC you can't have a discussion really around leadership and backup and data protection without talking about Delhi and C they're so large so Alex if you go to the next slide you can see the net score for Dell EMC the N here is 348 much much larger than some of the other guys that I just mentioned I'm actually look at Veritas 97 even though I have a large install base so Dell EMC but here's the caveat this is all of Delhi MC storage so not just the pure play back up the previous slide I was showing you pure play data protection vendors this is all of Dell EMC so it includes all their primary stuff all their flash storage all their storage not the other parts of their business not the compute and analytics and other stuff just storage so I'm using this as a proxy okay so this is not Dells data protection business only and so what let me make some comments there and I'll comment on Dell data protection business you can see it came out of the downturn on the past 2009 big optic and Joe toots used to say we're gonna come out stronger we're gonna invest through the downturn we got the cash we're gonna come out stronger that's exactly what happened they came out very strong but then you know cash flow started to get squeezed they expanded their product portfolio it was like product du jour all these mega launches and it just got too confusing for customers Salesforce got confused they got less productive and any an Adele or EMC at the time was really relying on VMware it's the value in Dell and I'm sorry I keep saying Dell value in EMC at the time was really in VMware and you could see that kind of steady decline in the net score and that's what happened to Elliott management came in they squeezed EMC kind of forced him forced her hand and then Dell ended up taking in private let me make some comments about the Dell acquisition and specifically Dell emcs data protection business Dell MC took its eye off the ball in storage generally but specifically in the data protection business it fell behind it wasn't investing fast enough it had some management changes that put Beth Phelan in charge a couple years ago now and her task was okay sure she was tasked with shoring up this business so but they had to get some new products out they had to focus on you know some of the the lower end of the market and then have to refocus on the higher end of the market so they've really begun to get their act together again in in data protection and really refreshing the data domain piece of the portfolio bringing Alomar and data domain to get and becoming much more competitive having said that they lost some ground okay so they've got that same challenge challenges Veritas they've not only got the new guys coming at them with this modern you know data platform they've got to service the existing install basin it's going to manage that cash flow they're now a public company again so a lot of pressure on those guys I want to go back to the to the previous chart Alex if you will and then is the one that shows you know rubric cohesive veem CommVault and and Veritas the the pure plays there's some other dynamics that I want to talk to talk about here HPE exited the software business it's it's its course offer a business it's sold off the Micro Focus and as part of that it's sold off data protector when it did that it opened up a whole new partnership opportunity for these emerging companies particular cohesive and veeam are actually reselling through HPE HP he's got a massive channel and those two companies are doing very well there I said you can't talk about data protection without talking about Dell EMC same thing for IBM you got to talk about IBM IBM is a huge install base and IBM free but Tivoli years ago Frank Moss's company and then they served mainframes and it was this big complicated platform kind of still is and so IBM had to make a move so it it it was getting killed in the marketplace by Veeam in particular so it created spectrum protect Plus and an IBM is really gone after software-defined it's it's it's it's begun to modernize its platform going after containers as I mentioned is a hot area but it's still got that same problem it's got to service the install base and so they're sort of doing that balancing act but it definitely had to you know refresh the portfolio and it's done a good job there with spectrum protect plus a couple of the companies that I haven't mentioned Dhruva is getting into that whole data management space so cohesively and rubric kind of redefining back up into data management theme goes back to the basics really talks about backup in data protection data management as being the future so it's kind of Dee trying to deep position rubric and cohesive as as you know much more in the future and not here today and so they're sort of playing that marketing game and very effectively as you can see by its net scores again Dhruva hopping on the the data management day bandwagon certo kind of a dr replication expert Klum you know is calling BS and all these guys is saying we're going pure sass model and and Klum you know does a sass for pure sass pure software for just AWS small company but it's raised a bunch of dough it's raised about 50 million dollars I think but here's some other names you might not have heard of caste ni o Valero trillion ease guys are going hard after containers and what I referred to earlier as data assurance so the big question is who's going to be able to achieve escape velocity for the for the upstarts who's going to be able to hold serve for the the incumbents let me make a couple of comments on that I think storage eventually is going to bounce back as I say some of those hot emerging workload areas like AI they they're gonna need storage you know analytics is gonna be driving you know the need for these types of things security data surance data protection service storage will theirs don't bet against the data so storage will I think eventually you know bounce back and unlike compute where Intel makes all the margin storage is more like networking where you get really good margins it's a you know 60 Plus percent gross margin business pure storage has almost 70 percent gross margins cloud is the wild card here I predict you're gonna see the cloud vendors begin to dramatically expand you know their their portfolios and you know use beyond just gonna s3 simple object storage okay yeah we got elastic you know a block store EBS from Amazon you know Microsoft has you know the you know similar store just as Google they are gonna double down on storage they're gonna they're gonna look at storage as a bigger opportunity and that is a wild card it could you know continue to pressure the traditional storage guys but look let's face it it's a hybrid world still ton of stuff going on Prem so I think that that the the overall market will bounce back I think data protection as a subset and data management is going to grow faster it has some tailwind I think it's got an expanding Tam and those tail winds are digital data digital business security data assurance this new management capability that I talked about DevOps and contain a protection container platforms as I showed you earlier and the ETR data is one of the hottest areas going and I think you're gonna see some consolidation you saw CommVault bought Hedvig you're gonna see some exits veeam is now talking about doing an IPO it just took in a half a billion dollars in investment so its investors are gonna want an exit so are cohesive ease and rubrics which together have raised almost a billion dollars so you're gonna see some some M&A I think specialists like zero and and Dhruva are probably gonna be B targets I think you're still gonna see Dell become much much more aggressive kind of getting their act together the big incumbents IBM you know Veritas refreshing their portfolio again their challenge is the innovators dilemma so I do think you're gonna see some at least one maybe two the the favorites there would be cohesive near rubric is achieve escape velocity I don't think there's enough room for three to be like blockbuster IPOs that that that can survive long term but I think this data management thing has legs and we're gonna continue to watch it here thanks to you for watching thanks to our friends at ETR for sharing this data is Dave Volante for cube insights powered by ETR we'll see you next time

>> from Austin, Texas. It's Theo Cube, covering your storage. Accelerate 2019. Brought to you by pure storage. >> Welcome back to the Q B. All the leader in live tech coverage. I'm Lisa Martin with David Dante. Couple of gents back on the Cube we have on Stuart the VP of technology for pure von. Welcome back. >> It's great to be here. Thanks for being accelerate. >> Were accepted severe. And we've got Carrie Stanton, VP of Global Biz Dev and corporate development from Theme Carrie, Welcome back. Thank you very much. I'm in the rain. I love the love it planned. Of course. Thank you. Very good branding here. Lots going on with theme and pure. Let's secure. Let's go ahead and start with you. Talk to us about the nature of the V Impure partnership. I'm assuming better together, but give us the breakdown. Sure, >> we've had a relationship for many years, but over the past three years we've seen it. You know, this year, counting this year, like the scale out is just unbelievable. We're growing at triple digits on our Cosell winds in the field, all of its writing, all of the predominantly being driven from the flash blade success that we've had in the marketplace, Our customers are buying into the performance that they have. Our our relationship is growing through joint innovation and joint development. And so what we've seen is raising them to a global partner, on having dedicated resources on it, as only amplified our success. We have. So yeah, it's fantastic. >> And then one from your perspective, what are some of the things that you are hearing? Are you guys being brought in? Maur from team customers is being being brought in more from pure side. What's that mixed like >> we've had? We've had a strong set of channel partners that I think promoting our joint solution on our products kind of a top of their line card. Of course, there's always the customer requested to get pulled in, and I think customers who have experienced either one of our products look at their satisfaction. They look extremely it, like NPS scores right and say, you know, if I'm a pure customer, there's a data protection company. That's gotta nps very similar years, you know, tell us more about what you're doing with with theme. If you look at kind of our common ethos. Right simplicity in the model right co innovation Help Dr Scale. Whether it's been through joint A P I integration with the universal adaptor or tryingto lean into next generation architectures like Flash to flash the cloud. It's just been a very easy progressive partnership to drive and bring in a market. >> Talk more about that joint development. Um, there's a start in the field. No engineering resource is I'd love to Have you had some color to that? >> I think I think I think it's >> a combination of. So we'll start with a universal adapter that was beams initiative to help add scale to the back of process to as you're putting virtue machines into backup mode along, you know, leverage these the storage controller snapshots so that you could come in and out of that back about very quick. V, invisible to production operations, offload a bunch of data processing and in time, out of the equation that just helps scale right back up, more virtual machines faster. That's a program that they initiated that we were one of the founding partners on one of the first partners to publish ah Universal adaptor, or R A p i for it. The >> results have been The results are pure is by far the number one partner for downloads for a customer downloads that we have across our partner Rico system. So we have a vote 15 partner Rico Systems that have written to the universal FBI on. So just last week, you know, over 3000 downloads surpassed over 3000 downloads. Here is 6500 customers. I'll let you do the math. All right, so it's it's great that we see such strong adoption from their customer base. Almost 50% of their customers are team customers on. Then that >> contusion. That's hi, >> It's very high. >> Wow. So give me your favorite customer example that really articulates the value that pure brings the value that being brings. >> We've got a lot going on in the financial space in the healthcare space. >> Butler Health is a joint customer that we have a customer reference win that they've published in that we've published on dhe obviously many, many more, but especially in the people, customers in the financial health care that are looking for performance on Dhe. Looking to that flash blade, a za landing zone that's going to give them more than just a backup target. It's going to give them the ability to leverage it for a I and ML and many other factors, which is again, one of the reasons why we've seen such strong adoption. >> You talk about health care, we're talking about patient data, lives at stake. Give me some of the meat about what this customer, for example, is achieving at the business. Subtle and the human lives level >> Well, I think what they're seeing is of what they were used. It's not so much the exact stats that I could give you down to how money they're getting per second, but it's what they were using before, which is one of the legacy competitors that we have, which we call. You know, some of these donors that they give to market share that we take away day in and day out with without saying names. But there was a reform replace that we came in and taking a second generation solution from a legacy hardware appliance that was being used previously in a secondary storage. >> Yeah, allow me to elaborate a bit, right? So you asked about the technology we kind of talked about the universal adapter for the off load where we've really seen growth has been in this notion of flash to flash the cloud and peers introduced this notion of rapid restore. So again, how do we grow our businesses together? Growing amore mission critical or patient? Critical deployments has been this notion of not just backing up the data faster. That's kind >> of the the >> daily repetitive task that no organization wants to to deal with. Where the rubber meets the road is Can you put the data back? And we've seen this explosion in the increase of of the capacity of data, set sizes and the pressure they put on restoring that data. When you happen to have, ah, harbor failure, a data center go off line or a power issue and this goes so you go back to patient records gotta be online when everything fails and there's an issue with a chair, whatever. Maybe how quickly can we get the data? And we're orders of magnitude faster, then the legacy >> platform. So having an integrated appliance is part of that key and co engineering. Is that right? I mean, you guys pure software no pun intended, right? You don't want to be >> No, no, it sze taking the they wrote to our a p I right So the work that they did on the FBI and then continue to innovate and iterated against it right and coming out with the next version that they just come out with it is, is just differentiating themselves in the marketplace. And that's really what we're seeing. And we're seeing that success that the enterprise today, from what we have without even looking forward to our upcoming V 10 which is gonna have some high end enterprise feature sets. >> And we want to get into that. But something that mom that you were just saying It's almost as if data protection is no longer just an insurance policy. It's an asset. We have to be able to get it back. >> Absolutely fuel, We believe if you look at the legacy backup appliances, they were designed and optimized for short backup windows and are proving to be a challenge at restoring the data, which is actually where the value in the architecture is. We've talked about rapid restore in bringing, flashing that space. We worked with team engineering on V 10 actually double that performance so that customers, as they upgrade their code line, can again bring those mission critical workloads back online even faster than in the past. In addition to that, we've worked through some of the VM integrations for customs who want to mind that data who want to clone those workloads and bring them up on online and ADM or analytics or searching the metadata of that data. So there's a lot going on besides just your backup and recovery. >> So you guys are saying, Chuck, the appliance don't need the appliance. You've got a better model. Is that what I'm hearing? Or >> we win against appliances day in and day out? So absolutely software. Best of breed software. Best of breed storage hardware. >> What should we expect for V 10 adoption there? You guys announced in the spring? >> Yes, and it will shift in Q four. Dave, honestly, this is gonna be Anton is gonna shit >> a good track record. They're gonna go out there. >> No, but we have some key features that will differentiate us in the marketplace, especially as we go to the enterprise with pier storage, such as immune ability right, So that's a feature that we've talked about. You know, we've been hyping because we believe in it that what it's gonna bring for the protection of ransom, where malware and it's it's gonna be a game changer. We believe in the marketplace and our famous now, as they were finally gonna support now support for their enterprise customer base. So, I mean, those two keep features in and of itself. So again, I talked about the scale that we're having today in the marketplace without these key enterprise features and then having those chip, you know, in the next 90 days are again we believe just gonna continue to elevate our business. >> We're talking to Charlie earlier today about just a CZ. Part of his job is tam expansion and data protection is an obvious area for that. You could have chosen to go buy a small software company, certainly have the cash on your balance sheet and compete. We have chosen to partner talk about the opportunity that you guys jointly see in terms of the market you can penetrate. >> I think it is such a Our ecosystem is so comprised today of partnerships that are based on. On one hand, you're partnering, and on the other hand, you're competing that it is. It is really refreshing to find a partnership like Veen, where we've got very clear lines of what our product offerings are, where they come together and no competitive obstacles. It makes partying in the field the easiest, right? We've got great partnerships across the board somewhere. Appliance vendors. Sometimes those partnerships work fast. Sometimes they running hurdles. We never run into a hurdle together, so it's worked very well. I think our partners, our channel partners, have preferences around the server side that they like to go to market with. We give them the freedom together to pick and choose. So they put invested class software with best class storage to to meet the needs. They put the rest together based on what fits their business model or their current agreements go forward. So >> clear, clear swim lanes, Big market. You guys showed some data at V Mon. I want to say Danny's data, maybe $15 billion Tim man larger. You guys get a piece of that, you get a piece of that >> on a savant said. It's just there's no there's no friction in the marketplace is going out and doing the work we need to do to win. But we never get it that Oh, we can introduce this because it's gonna compete with, even if it's only 2% of what they have, there's there's looting. No, they do not have data protection. And we don't do as, you know. We don't do hardware in storage. So again invested breeds. And I >> think those numbers maybe even conservative because, you know, as you were pointing out, the traditional backup products were designed to deal with the biggest problem, which was back up window, which, by the way, 60% of times the backup didn't work anyway. But you have to get inside of, you know, Yeah, we backed it up check. But backup is One thing is my friend Fred Morris. Recovery is everything. So things are shifting in a digital business recovery. You know, it is tantamount. You know, ever you can't ever not be without your data. So it's an imperative. Yeah, >> it's, um, when you're and the flashlight business unit first came up with the construct of a rapid restore. I mean, admittedly, I was sitting in the corner. I'm just saying there's no way. There's no way that a customer would look to pay a premium for Flash for their backup. And then you meet the customers and it's just one after the other. And there's these stories around. We had to stop production. We couldn't get the AARP back online. Right Way couldn't take transactions because the processing database of the purchasing database was off line and you're just sitting there going. These are really world right issues that impact revenue for organizations. And so we are going through an evolution about rethinking around data protection and what it means into in today's day and age. >> It's security. Such top of mind carry today on the CEO's mind and data protection is part of that. Backup is a key part of that. You think about Ransomware, right? You guys get solutions there. I mean, it all fits together. It's not these sort of bespoke, you know, ideas anymore. It's really one big mosaic so that people can drive their digital transformations. I mean, that's really what they care about. >> I think the themes, old slogan, it just works right. It continues to evolve and that you talked about backup not working in the first place, right? So we have our core fundamental foundations. That theme has right is that it will trust that the customer will know that it will be online. We have the shortest r p o r t o is right in the marketplace, and then you take that and the's enterprise class features again. That's why marrying it with Piers route to market and there go to market strategy is having the success we're having in the marketplace. >> You're hearing a lot from customers. Flash Flash MacLeod. This is There is a very strong need for this. Some of the things that were announced today terms up some more firsts that piers delivering to the market. What are some of the things that you guys were? You maybe Carrie. We'll start with you from themes partnership perspective like a flash Teresi, for example, or starting to be able to deliver. I saw Blake smiles, uh, be ableto bring the cost down so that customers could look at putting a spectrum of workloads, even backups on flash. What is themes? Reaction? Well, smiles. I tend to >> do with Lisa, but I mean, to be honest with you. We sit back and love everything that piers doing from innovation. And so if they're going to come out with a broader set of target solutions for secondary storage, then we're going to be there partner there as we are with flashlights. So we're sitting back and loving the innovation that they're bringing to the market place and to their customers. >> I saw that Cheshire cat grin von >> s o for the audience who may be missed. We had a number of product announcements this morning taking the flash ray from a single product line into a portfolio going to that two year zero workload with the direct memory cache acceleration powered by Intel's often products as we go into a chair to economic space but still keeping all the Tier one features and availability we not flash or a C, which is leveraging QSC is a storage medium. Uh, while we have a design, do expand our tam and find new workloads. We have not looked at backup for the flash rate. See, at this point the flash, the flash, the cloud powered by the data hub in the rapid restore is going strong, so you want to kind of keep the team focused on that? And we've got other markets that we have yet to penetrate that have been more price sensitive where we think the flash racy is a better alignment. Now again, maybe over time I'll be found wrong and we'll change our tune. But you know, I'll give an example. Go back to Ransomware. Ransomware is a top three question in terms of any storage conversation. When you deal with a financial institution today to the point where not only are they asking about, what are you doing in your products? What are you doing across your partner ecosystem? Some of the modern proof of concepts required it to go through a ransomware recovery procedure because you know these financial institutions, they're worried about getting not just locked out, but locked out on your H a sight because you just replicated the ransomware over. So this this ability have immutable, immutable image to bill to bring it back online fast a rapid restored somewhere. You could see what these technologies start to line up in a comprehensive solution for the customers, and so flash racy is great. It has nowhere. The band with a flash blade. So we're gonna try to keep those a separate products in different markets at the time. But at least for time being, >> thanks for clarifying >> that cloud. I gotta ask the quad cloud question. It's interesting you guys have both embraced. Cloud is you're seeing it. In the old days, I was saying, I think I'm saying Charlie again. Executives were like, No, don't do that. It's gonna kill us. But now it's okay. It's not a zero sum game. That trend is your friend. You gotta embrace it. How are you making cloud each of you a tailwind versus the You know what all the analysts expect ahead, What else gets going? Zero sum game is going to steal from a to B. >> Well, I mean, Dave, you can imagine from my vantage point, it's easy to say that we're looking at Cloud is just, you know, expanding the TAM, expanding the ecosystem features we have today at the archive here. The success we're having with both Microsoft Azure and eight of us are phenomenal. Growing 40% month over month, right, the adoption with all the new innovations that Danny and Antonio have talked on the show that were coming out with envy. 10 are only gonna amplify that. But it all starts back with our partners ships today that we have one private clouds and as customers are looking to evolve to the cloud So we work with our partners like peer to ensure that we're working with them today. And as customers want to embrace the cloud they can. But predominantly, those primary workloads are still remaining on Prem and they're looking on how they're going to support the cloud. And we're doing that today and we'll be doing that. Maura's we go forward >> block storage announcement you guys made today was quite interesting way now spinning up East End shoes and s threes And what >> So this morning we announced general availability for pure Claude Block store on AWS and plans, as we are currently in beta and development for other clouds. But the folks today is this AWS and you pair Claude Block store, which is basically the software of a flash ray architect for the hardware inside of a W s so that you have the same functionality and service that you have on Prem and you pair that with pure is a service, which is our op X moderate could pay as you consume and the flexibility of sign a 12 month contracts. You want 90% on Prem today in 10% of cloud two months from now, you want it 50 50 like used the utility model to consume wherever you want, so you can meet the requirements of your infrastructure, whether it's on Prem in the cloud or some hybrid combination. >> But the interesting thing to me was your doing a lot of the heavy lifting for the customers with regard to the architecture. What you architect in the club that I wonder. Is there an opportunity to do something like that with backup? Or is that just, you know, not economical, deep, deep archive, things like that? I mean, >> I'm pretty sure we're told not to make any news right now because >> stay tuned. I've already said >> too much, so I'm probably a >> good thing. We're live >> in big trouble. >> Wow, guys. So the 1st 10 years of pure, tremendous amount of innovation is, Charlie said, an overnight success in 10 years, so much more coming down. We've already heard about a tremendous amount of innovation and evolution today. So we can't wait to have you guys back on to the next event in here. Get our neck braces on for the whiplash of news that's gonna be coming at us. All right. We are like your day Volante. I'm Lester Martin. Go pats. >> You're sorry. And Bruce. Carrie and I were crazy >> sports fans. Let's just be very PC. Go, everybody. Everybody gets participation. Trophies just coming anyway. You're watching the Cube. Lisa Martin for day, Volante. Thanks for watching.

you live from Miami Beach Florida Biman 2019 brought to you by beam welcome back to Miami everybody this is the cube the leader in live tech coverage I'm Dave Volante with my co-host Peter burst we're wrapping up day two of v-mon 2019 and so we've been talking about cloud hybrid cloud data protection backup evolving to more of an automated data management environment can bring dollars here and he is in charge of really building out the VM ecosystem that he's the vice president of global alliance architecture at VM Kent great to see you again thanks for coming on yeah thanks Dave preciate so the ecosystem is evolving you know you're in a competitive marketplace but one of the things that differentiates Veeam is you know billion dollar company and people want to do business with your customers and so the ecosystem keeps growing and growing and you guys have some you know blue chip names at the top of your sponsor list we do a good job but you're not done yet so not at all and I think Dave you know it's it's really great to see how v-mon has evolved and you know in our partner ecosystem you know we have you know you talked about us hitting a billion dollars you know we rat marinelle's we hit 350,000 customers that customer number is a huge asset for us when we talked to our partners you know that is something that they're all trying to tap into right they love you know and our customers are really passionate and we have partners that come to us and they say hey look you know and that you know the bigger partners than us and they're saying hey will you please work with us will you please you know we want to do deeper integration because our customers you know are saying we're Veeam customers and and you you know you know mister partner you have to go work with teams so that so that our solutions will work better together so it's a it's a great asset to us yeah and it's it's evolved since you know it's just certainly just the first Vemma and I was at the very first one I think was we were talking was at the Aria whatever it was five years ago so so you know ecosystem is I think Jason Buffington was quoting Archimedes today and you know livre and and that ecosystem is is you know a huge opportunity for growth ok so let's get into it well first of all I want to ask you if time was interesting global alliance architecture yes so we're not talking technical architecture necessarily we're talking about what the architecture of the ecosystem or both yeah so some money you know my role my responsibilities and what my team looks after is everything technical related to our partners so veem we're a hundred percent is fee and you know ratmir and aundrea to co-founders and leaders to the company you know that that's something that they take to heart and it's something that's actually really valuable when we talk to our partners is we don't really overlap very much especially with the infrastructure partners that we have and so you know my job is to take the great products we have and make it work really well and go deep with our partners so create value with these partners there's sometimes their product integrations storage snapshot integrations we announced the width beam program two weeks ago we are together at that next with the rest of your team talking about Nutanix mine with theme which is a secondary storage integrated solution so all of those that's all part of my roles so solution architecture and product integrations you know through our partner ecosystem which which is very broad it stretches from storage partners to platform partners to other is feeds like Oracle SAT even healthcare partners yeah Peter we were excited about the width Eames stuff dat who is with Fein yours with Vemma yeah so my team is responsible for the overall architecture with Vemma it's it's really a joint collaboration within within Veeam so we have an R&D investment that's building the intellectual property that powers the you know the system under the covers my team's responsible for the broader architecture how we bring it together how we bring it to market through the channel right and and and how we bring it to our customers and that whole experience so my team is is intimately involved in that so a lot of people talk about inflection points in the industry and clearly were in the middle one way of describing it is that the first 50 years were known process unknown technology we never gonna do accounting we knew are going to do HR where you were going to do blah blah blah blah blah and there was mainframe client-server with a lot of other stuff but the whole notion of backup and restore and data protection grew up out of the complexity in the infrastructure as we move forward it's interesting because it's known technology it's gonna be cloud relatively known yes but what's interesting is we don't know what the processes are gonna be we don't know what we're gonna automate we don't know how we're going to change the business it's all going to be data driven which places an enormous burden on IT and specifically how they use data within the business so I'm gonna ask your question it's a long preamble but I'm asking the question I asked you out in there too and this is not the test but the question is look as we move forward as data is used to differentiate a business it suggests that there's going to be greater specialization in how data use is used which could and should lead to greater specialization in the role that veem and related technologies will play within the business and the question then is is the with veem approach a way to let allow innovation to bloom so that specialization can be accommodated and supported within the VM ecosystem yeah so yeah Peter good question and so I tell you that the short answer is yes the longer answer is I wasn't shorter than the short answer is yes the longer answer is it doesn't have to be with Veeam but really our goal and and what we want to empower our partners and so really the goal of with Veeam is hey we're already working across our partner ecosystem and we you know we work with with the likes of NetApp and HP and pure and Nutanix and you know and all the platform providers as well public clouds you know our goal is is to make VM ubiquitous and drive better value to our customers and through our partners right we need partners no matter what when we're working with a customer there's always there's always a workload we're protecting and we need a place to land our backup so no matter what we're always working with one or two partners in a deal and sometimes it's multiple because then you TR out to cloud storage and in other places you know with with veem what we're trying to do is is really simplify that process for customers and so make that process from the buying experience all the way through the delivery and the deployment and the management and the ongoing management day 1 and day 2 operations we want to make that all seamless and give them higher value now one thing we're looking to enable and by adding api's with veeam is we want to leverage the strengths of the partners we have and so you know I often end up in these discussions because we have a broad partner ecosystem we've already announced - with VM solutions we have a third that you know we did last year with Cisco that's in the market that's sort of similar in nature and we're gonna add more and you know the question our partners even ask us is you know you already got three of them why are you gonna add another one you know how am I going to differentiate and the answer is you know they differentiate with their own technology and and the idea is we have these open API so that they can they can build their own solutions they fit different markets and fit different use cases some are small small customer solutions some are enterprise but our goal is to enable them to be creative and how they build on top of eeeem but but have you know Veen be a core part of that solution rather so so it is a core part of solution yes apply to specific customer absolutely okay so the term seamless always you know triggers me in a way because seamless is like open right it's evolved over time and so what was seamless you know 10 years ago wasn't really seamless in today's terms so when you talk about seamless we're talking about if I understand it deep engineering right getting access to primitives through api's and creating solutions that are differentiable as a function of your partner's core value proposition and obviously integrating with meme with 350,000 customers so you're now in the ball game with with Veen customers so so so talk about the importance of api's and how that actually gets done yeah and seamless to whom to the partners to the customer to ultimately it's to the customer boom but but but there's got to be an ease of integration as well with the partners and I'd like to understand that better yeah absolutely so I'll give you an example of something we've done in the past that's that we're trying to model this with veem program after so but a year and a half as part of our 9.5 update 3 we introduced what we call universal storage API and we've talked about our version 10 there were five core features of version 10 when we announced that two years ago in New Orleans you're the first time you were you were with us at a v-mon and one of those was Universal storage API and what that means is you know we help we help our partners we help our customers ultimately by way of our partners on the primary side of integrating storage snapshots with vmware vsphere and so when we when we go to backup a vm we take a snapshot of that vm and with this with our storage snapshot integration we then take a storage snapshot of the volume that vm is on and we can release that VM where a snapshot very quickly so it's very low touch and low impact on the environment well we we introduced this API so that we could scale we had we had done our own storage snapshot and integration with you know call it 5 or 6 storage vendors over the previous seven years eight years right in the last year and a half we've added seven right and that's the scale we're talking about and allowing our partners to build the storage snapshot plug-in together right so we have a program we invite them into that program we collaborate on it they develop the plug-in we jointly test it and we release it and so we're trying to sort of take and that's been very successful as I said eight years five or six storage snapshot vendors year and a half we've done like another seven or eight so it's been very successful and we have more that are in queue so we'll be talking about more of these as time goes on in the very near future with the width beam program we're looking to do something very similar it's gonna be an invite-only program realistically the secondary storage partner is this the universe is probably 20 the logical universe for us is probably 10 to 12 so it's not going to be huge but it's gonna be impactful for our partners and so we'll invite them into the program we'll have an agreement of us working together we'll jointly develop and test it and we'll bring it to market together at the end of the day you know both our partner and veem we have our name on it and I'm sure you heard from rat mayor and Danny and others right we have our NPS score which we really really value and it's really high it's best in the industry and if we're putting our name on a solution in the market we also want to make sure that we're working on it together in it you know it really goes through the rigor of what it takes to bring a Vemma solution tomorrow actually you know what nobody's talked this week this week about the NPS core if they maybe they have in the keynote so that it might have missed it but well I was in the keynotes what is it today well yeah so so an NPS score is basically you know from from 0 to 100 it's it's you know we'll a customer reference you or recommend you right right and so ours is 73 ok the industry the the general average in in in our space is about 28 to 30 so we're about 2 and a half times that that's core you know and that's in Frank Zubin said to me one time it's easy to have a high NPS core if you're a one product company but you're not a one product company no no we've we've evolved substantially I mean you know we've we've added agents to cover physical workload we've we've added cloud support we've added other applications we've added veem availability Orchestrator we've added beam backup for office 365 we have VA C which is the availability console for our service providers which has cloud connected it's a very broad portfolio everything comes back to beam backup and replication as the flagship foundation but we have all these other products that that now help our customers solve their problems the reason we were so excited about this with wid theme is this notion of cloud and hybrid cloud and you talk about programmable infrastructure you really have been pushing just bringing the cloud experience to your data talking about that for a while and part of that has to be infrastructure as code and it can't really do that without open api's and this sort of seamless integration well the cloud is testing us with you as well the cloud is a really an architecture for how you're going to distribute work as opposed to how you can centralize Handicap I think for a long time we got it wrong it's all presumed and it's all gonna go to the center we're in fact when you get that level of standardization and common conventions and the technologies are built to make a tea that much easier it allows you to distribute the work a lot more effectively get the data closer to where the works going to be done and that is enormous implications for how we think about things but it also means that we when we talk about bringing the cloud to the data that the data has to be there the data services that make that data part of a broader fabric have to be there and it all has to be assured so that the system knows something about where the data is and what services can be applied to it in advance of actually moving the workloads that suggests ultimately that the technology set that veem is offering is going to evolve relatively rapidly so the whole notion of you know with V today for secondary storage but I could see that becoming something that you guys take two new classes of data service providers pretty quickly I don't want you to pre-announce anything but what do you think yeah Peter I think I think you're really on to something and when we when we sort of look at the worlds right the infrastructure world were in you know and and certainly some of our partners would draw a slightly different picture but we see Veen as as the common thread in the middle right because at the end of the day and I think you mentioned it as you were just talking there you know when we talk about hybrid cloud right we see now our customers especially commercial and enterprise and large enterprise customers it is it is a very heterogeneous environment it's multiple hypervisors different storage platforms it's multiple cloud providers because they're picking best to breed for the workload and so they need a platform that's got really breadth in depth of coverage and so the the one common thread we weave between there is Veeam right so if if we are that data protection layer as I mentioned before you know we're in the middle we're protecting a primary workload and we're writing our data to a secondary workload but in the middle is Veeam and so that workload we're protecting on Prem cloud secondary data centers theme is the thread in between there you can move that data around and wherever that is we can make use for now I'll give you a good example today you know let's say we're protecting a visa or workload on Prem right we back that up to it to assist them locally so we can have fast restore but ultimately we tear that out bean cloud tier capacity tear tear that's AWS so we can we can actually recover workloads in Atos one or two we have directory store which would take a backup from on-prem and directly move it there for DRAM migration purposes or we can simply consume that that backup that's now up in the cloud because Veen backups are self-describing we can lose the system on Prem and recover it so your point about making the data close to your workload with with veeam in the middle we enable that for our customers regardless of where they want to go yeah so we think that that's going to change the mindset from protection to assurance so assure your data is local and then it's the right data it's Integris and all the other things and then ultimately you know move it and back it up to some other site so it's but it's a subtle switch it's gonna be interesting to see how it plays out this is obviously well and as we talked about as you need to begin to protect things like containers like functions that come and go super quickly assurance has more meaning because there's the security threats and if you can help solve those problems through your partners through automation spinning containers up and down making it harder for the bad guys to you know a target a specific container raising essentially the cost so lowers their ROI that is a new game yeah and and I'll call out one thing a rat mayor I thought did a really good job on stage yesterday in his keynote he popped the slide which talked about the universal storage API and with theme and it had all our partners sort of around that you know that that I think he Illustrated our strategy which is hey we're focusing on the core parts of backup and replication and helping the core parts the data protection we're gonna partner with everything else that's adjacent to that we're not going to go solve maybe some of the security problems ourselves we're gonna enable some hooks secure restore maybe as an example we've announced you know in the technology keynote yesterday we announced a new API that allows partners to come in and crack open Veen backups and take a look at them one of the things could be deep inspection so you know our strategy and our goal is really to be open to our partners so that they can come in and add value and again our our goal for our customers is give them choice so give them choice of to choose best-of-breed solutions don't go do it and say hey you got to go use partner a you know hey we're gonna we're gonna have an API that others can build to and you go choose your best debris partner or your platform technology choice well and with 350,000 customers you've got a big observation space so guys have always been customer driven can give you the last word on vivant 2019 you're our last guest then we're gonna wrap with a little analysis on our end but give us the bumper sticker yeah I think the bumper sticker is hey you know we've you know from a business perspective you know we hit a billion dollars in bookings we have hit 350,000 customers the Innovation Train is really moving our Veen clouds here that we announced with update four earlier this year has gone way beyond our expectations and and we're looking to continue to build on that momentum so we're just super excited you know we if I'm the closer I'll say thanks to all of our sponsors we have a lot of great sponsors and on the cloud side on the on the Alliance partners side the channel side you know it's just it's it's a testament to where we are as a companies yeah and you're building out a great ecosystem congratulations on that and and good luck going forward and we'll see you around at the shows it's great it's great to have you guys right thank you all right you're welcome all right keep it right there everybody Peter and I went back to wrap right after this short break and watching the cube live from V Mon 2019 from Miami we'll be right back

>> live from Miami Beach, Florida It's the que covering demon 2019. Brought to you, by the way. >> Welcome back to Miami. Everybody watching the Cube, The leader in live tech coverage. This is Day two of the mon 2019 3 cubes. Third year at V mon, We did New Orleans. We did Chicago last year. Course here at the Fountain Blue in Miami. Great venue for an event like this. I'm Dave a lot. It was my co host, Peter Burroughs. Abba Dabbas. Eye is Adi is here. He's the head of a Charles Russell speech. Liza London based law firm. How about great. Great to see you. Thanks for coming on. Thankyou. So you tell us about this judge. Interesting name. Charles Russell. Speech lease. It was a merger of two firms, Right. Tell us how it all came about. >> Back in 2,014 Charles, loss of species performed for a merger between two different companies. Charles docile and speaks Lee Burcham from a 90 perspective. That was very interesting for the two departments coming together s So we have a limited time period where we had to merge these two companies Two different systems different data centers, different data sets. So it was formed by emerging back in 2,014 for five years on way here today >> that we see this a lot, you know, Emanate goes down. The acquiring company of this sounds like it was a merger. You know, they sort of battle. Okay, who's going toe? Really? Which framework is going to win? Because I'm sure had that conversation. But so to take us through that merger, what it entailed what? What the scenario looked like and how you plan for it. Sure. >> So I was part of the Charles. Also legacy Charles Russell team on, then obviously speaks about. Some had their own team as well. So initially, when we first found out about the merger, it was essential for the two teams to get together to work out. Okay, What systems? You have free mail. What systems you have for document management system playing trump cards. Which is who's got the best system and which way do we wantto move forward? A little. >> Ah, >> so but being a law firm, most law firms around the world and in the UK especially used the same types of software so essentially that from that perspective it was It was it was quite simple. But then way had to work out. How do we How do we go forward with this? Because two different headquarters in the London area. Which office do we move into? Sort of logistics around that. Can we fit in pre merger? It was six. Charles Lawson had sickle. Roughly 600 people, especially birds, had roughly 500 people. So pretty comparable. Yeah, yeah. So working out space logistics was was an issues >> making that even even more complicated, right? Yeah. >> One of the things that's interesting about a law firm, like versus a traditional manufacturer or AW financial services firm that has a lot of very fast right writing systems and have to scale on those lines is a law firms feature very complex dogs, very complex in from out of files, a lot of files that are written. But at the same time, you have to be repurposed to a lot of different work flows very sensitive to external contingent regulatory change. And so you have all of that happening, especially, I mean, two years ago from now on MySpace steak, and it was you're getting into brexit stuff, too, so that also had to be a source of uncertainty. So how has it been combining external regulatory issues the way that technology is being used in law firms and some of the new work clothes that you guys trying to support? And then adding, On top of that, the complexity of bringing these two firm GPR >> GPO itself was It was a year old project for us on. Obviously, we've got offices. The Middle East, but obviously is in the Far East on DH in Central Europe has well, so data logistics or where it sits, is an issue for us as well. So GDP, ours being a big project for us in terms of the merger itself. It was it was very, very difficult for the two I T departments to come together on actually work out. How how do we go to one unified systems? Essentially one doctor man, just in one email system. All of that took a lot of plan in law project management on essentially within the legal press itself. We got doubted in the time frames that we had that we can achieve it on within. I think It was 18 month period. We had merged order, different systems and various offices because speech the Bertram and Time is what I had. Offices in Zurich and Geneva were to merge with different offices together as well. So it was. It was a big, big task for the i T department on the firm itself. >> They're very tight migration deadlines. And and as you started to approach those deadlines you had to worry about, Okay, When we're going to cut over, how do we avoid downtime? How do we make sure that we don't? You know, I have bad data, data, corruption and the like. So how did you plan for that? And how did it go? >> So wait, we're here. C'mon on DH. Veen was It was it was a big part of our migration process. So where we had two different parts of the business Different storage systems, Different actualization system's way used to mean a CZ. The middleman basically, to my great data, from one day to center to another, using swink it. So where there was a large amount of terabytes and terabytes, amount of data way had swing kit available to us using team were able to be to be essentially a love the environments into the swing care and then bring them over to the other side of the business. And vain was essentially part on on top of that, making sure that the data that we were coming that will bring in a cross is true and not corrupt on DH, that using some of their technology is sure backups and stuff like that really, really was essential to, you know, do migration going well >> And was was Wien installed and both organizations at the time? Or was that something that you had to sort of redeploy? >> And yeah, So Legacy Charles also had way was actually myself going back probably eight years ago. Version For a time, I think team had 20,000 customers. So to here >> there were version 10 now 33 150 >> 1,001,000, 4,000 month. >> That makes me proud that we invested in vain when we did good car. So yeah, it was It was a good call from us, and essentially three other side of the business did not have. But then we just wait. Expanded our Venus State to look at both sides and then bring him across on. And then, ever since then, we've grown our vamos state across the world, across all of officers. So >> So how did you do that? So that was that was another migration that had to occur. And did you? You kind of do those simultaneously. Did you do the theme of migration first, and then bring the two systems together? >> Do you seem to do Stouffer special sauce in the migration? >> Yeah. So Veen was essentially a tool that we used to my great data sensors from one data center to another using their backup technology using their replication technology, we were able to replicate all of one side's virtual machines to the other. And then that gave us that gave us the flexibility as well. When when we had the limited down time periods that we've had, they give us the flexibility to actually Circe the business is during these particular ours. We're not gonna be able to You're not gonna have access to these systems because we're going to bring up systems from point A to point B. So veen was essential to them if >> you had to do it over again. If he had a mulligan, what would you have done differently? What what advice might you give to somebody who's trying to go through a similar migration? >> I would say Give your partners and lawyers more realistic time. Pray the time frame that we would get. >> Or don't let them give you an unrealistic time for him. >> Exactly. Yeah, so says ensured that the amount of work it's it's not just day to itself. You know, we're talking network and we're talking security. We're talking, you know, to to similar sized companies coming together. We were very, very limited time frame, consolidating all of their systems into one which is essential for the two parts of the business to collaborate together because, you know, way could have taken our time. We could have got to take this free four years a CE, far as we're concerned. But the fact that we did do it in such a quick time for him and that business to parts of the business from Day one can collaborate much better with each other. So >> we talked a lot about digital business transformation and you know, our approach or our observations on the digital business transformations, the process by which you altar and change your firm to re institutionalize the work. Change your game. Tomato Grover. All governments model as you use data as an asset, so that's affecting every firm everywhere. How's it affecting a law firm and you know your law from specifically on? How is that going to change your stance in your approach to data protection >> Data is incredibly important to unlawful. A zit is to most most organizations, but in terms of, you know, one of one of the things that's quite important in terms of law firms. We work with the financial institutions, so we held information by that. We hold personal data way hold all times of information. Charles Oscar speech leads works with Aware is of law apart from Kunal. So the areas of law that they worked with his vast in terms of the amount of data that we hold and essentially I mean, for us data is the most important thing that runs the firm and having visibility tow our data. How do we How do we work that data? How do we then market based on the data that we have? How do we market ourselves from that data. You know, there might be one area the business that's dealing with a family issue, family law. But then, you know that that could correspond with the litigation issue. You know, how do we work that data? To be to be an advancing to our businesses is extremely important. For >> what? What do you think of the announcements this week? I'm kind of curious. I was liketo ask the practitioners of what they think about. You know what was announced. You had, uh, well, you had the ve made $1,000,000,000. That's kind of fun and cool, but But you had the with the program, which was kind of interesting. The whole ap I look the beam availability orchestrator, where they're really talking about recovering from backups as a host that needed to recover from, you know, a replicated instance. You know, some of the automated testing stuff was kind of interesting. They talked about dynamic documentation, things you saw this week that you'll actually go back and say, Hey, I can apply that to solve a problem. Sure. >> So, essentially, I think I've been a really good question is very relevant to us many of not just ourselves law firm but many of the other law firms around the world are now looking at cloud based services now for us. I mean, this was a big thing five years ago way you know, everyone was talking about public clouds. Us. We're now we're now looking clouds and where basically, we've bean pushed by the vendors themselves to go towards cloudlike Citrix, for example. Their licensing model was based around their services. So is Microsoft in Mike's off? You don't you don't really have, you know, exchange anymore. Within premises you have off 365 A lot of the SAS applications are moving toward the cloud on DH. What wrote me? I had to say doing the keynote in regards to act, too. And how team are trying to be the visionaries in terms of look at that cloud is their next big thing for the next 10 years, offering often a crucial and for businesses like ours who have limited exposure to cloud technologies limited understanding, essentially having a tool that could migrate from one cloud to another. It's fantastic, you know, we've offered, you know I've spoken to, obviously are United directors around the other law firms where I wanted to have gone to the public cloud. But they don't know how to come back in and having a tall that essentially gives you that flexibility to bring it back in house to go form a ws to zoo. Or if there's a particular assess application, for example, that piers better with a W s. But you've got your other application that piers with that particular application is your Why would you want to have in the door? You'll probably want to move into a W eso for us, I think. What? The message coming out of'em on this year has bean really, really helpful for us. >> So So when you started with theme, they had it said 20,000 custom You like the 20001st customer on DIT was coincided with the virtual ization, you know, craze. Do you feel like the team knowing what you know about them, you have a lot of experience with them Consort of Replicate that success in this town intendant and in Act two, >> I think when I first looked at them, Wow, this is really, really simple. It's a bit like an iPhone. You know you given iPhone to your grandmother or to your children, and they have to play with it. And I see the beam as an intuitive piece of software that easy fighting professionals to get on with it, as their slogan said a few years ago. It just works. It does just work. Wear were great advocates of him. It's worked wonders for us. We've acquired smaller businesses using we've managed companies using and when I see you know, when you go to the sessions and you see the intelligence behind their thinking, I think going back to your question I think Wei si oui, si, vamos a strategic partner for us when we see their vision and we believe in their vision, and I think what they're doing in terms of what they working on next few years, I think we're well favor there, and I think, you know, essentially, that's where the most of their business is going to come from, >> where you sit down with, you know, rat mayor over over vodka and he says, Tell me the one thing I could do to make your life you know, easier, better you can't say cut prices s a hellhole. But what would you advise him to >> make my life better >> other than Jim instead of >> yeah, eyes that >> would make you crazy. >> So in terms of a zoo, a technology, >> your business relationship or something, she'd like to see them do that would. I >> think in terms of mergers and acquiring companies, seen license rentals will be a good thing. I know, I know. They give you a valuation license keys, and that's something that you can use. So, for example, if we were to acquire a company that has hundreds of servers and PM's having license rentals for a period of time, able >> to spin it up and spin it down actually allowed >> Exactly. Yeah, that would be an advantage. I think in terms of what you know what they're doing in the marketplace, and a lot of law firms use him. I feel I can't do any more than they are doing now. And in all the years that we've used to be my fingers on eight years now, but we've only had one serious problem, and the way they got that problem, you know the way, the way they communicated to reverse the way they a lot of different teams across the the Europe and the US go involved. I think, you know, in terms of service, in terms of software, in terms of what they what they do for us. I don't think there's anything more to add. Teoh. Right? Maia's vision. >> That's great for their custom of it. Well, thanks so much for coming on. The Cube is not heavy. Really? Thank you very much. You're welcome to keep it right there, buddy Peter, and I'll be back with our next guests right after this short break. We're live from Miami at the front of Blue Hotel. You're watching the Cube from Vienna on 2019 right back.

live from Miami Beach Florida it's the queue covering beam on 2019 brought to you by V hello everyone welcome back to Miami this is the cubed a leader and live tech covers is day two of our coverage of v-mon 2019 at the Fontainebleau Hotel in sunny Miami Dave Volante with Peter Burroughs Trevor stars is here is the director of systems engineering for pure storage Trevor great to see you again yeah thanks for having me yeah well we've been following pure since the did the early days I remember interviewing Scott Dietzen it's a snw way back when and seeing the ascendency and the rise fewer hits escape velocity he goes public just been an awesome ride you guys have really kind of transformed the industry started out as you know the flash play but now really getting much deeper into sort of data and data strategies and data protection is one of those so we're here at v-mon what are your impressions so far this week the conference has been great a lot of great interactions theme has been an incredibly strong alliance partner for us the synergies are just incredible because you know as we've evolved as you mentioned from a singular product in all flash array and disrupting the market there back in the early 2010's evolving into more of a data platform company and data protections actually turned out to be a great business for us it's growing incredibly fast and you know like I said a lot of great synergies with beam so the systems engineering role has always been a critical part of the the sales process right this right the SC's is like I need an se you know and then you guys will go in help the sales team really understand what the customer needs you'll help solve problems but how was that roll it to find a pure and how was it evolving in the industry yeah absolutely and I think similar to our products in the early days we we hired a lot of folks who were storage specialists and and we've evolved into having to go far beyond that right into the different realms around things like AI machine learning data protection you know virtualization containers and so it it's definitely evolving it's challenge to us as a company and we're certainly trying to not maintain a status quo we want to continue to disrupt and do that in adjacent markets so how do you work with veem just in terms of taking your platform and their software and making a solution that's kind of simple for customers it's not you know stove-piped you know single throat to choke describe that whole process yeah yeah so we recently earlier this year maybe it was late last year we we developed some integration with beam to where we we actually integrate with their universal storage API so beam can control pure storage snapshots which you're which are probably familiar with pure snapshots on flash are incredibly powerful it's a it's a very powerful metadata engine in purity and which means we can take thousands of snapshots with no performance impact in their near instantaneous with veeam we can instantly integrate that into Veen backup and data protection workflows and vm can completely control pure storage snapshots both honoré and offer a which we'll talk about without having to have a storage administrator log into pure at all okay and so talk more about how the system plays with your customers I mean when you're when you're in with the customer and you're sort of scoping it out how is that conversation changing is just in terms of as you say you went from okay here's an array and flash now there's all the spectrum of other things that you're doing that's what's the data protection conversation like how does it relate to their digital transformation their digital business where do you guys fit there well operationally we've seen a huge trend from customers that a decade or so ago you saw the trend of going from disk to disk to tape tape for long term archive what we're actually here at the conference really promoting is this idea of the next big wave of evolution there which is we see customers going from flash to flash for the first step in backup and then instead of off-site tape going to the cloud so that's been an incredibly successful message for us early on and so that actually started with you know I mentioned the pure flash or a snapshot integration but actually moving those snapshots off of flash array to our second product which is flash blade flash blades a really unique product it was originally designed with the next big wave of innovation in mind around things like containers and deep learning where high amounts of bandwidth and parallelism are just absolutely critical billions of small files it just so happens that actually caters really well to backup performant and restore performance so backing up to disk was a big success for a lot of customers but what they're seeing now and what we're seeing as workloads continue to get more diverse is that there's a restore challenge so we have customers that are backing up to disk but they're seeing massive challenges around getting their data back and getting back online the recovery time objective pressures from the business are becoming more and more important this actually started for us in the SAS industry where one of the world's largest SAS providers out in Silicon Valley had to do an increasing amount of restore and they've they actually started using flash blade as what we call a rapid restore platform so they're able to nearly instantaneously restore these databases and what we found is nearly across the board and in all other industries that there's a large number of customers that have that challenge more so then we find you know going to market with flash played for like AI for example there's not as many people doing that quite yet we've been successful in the ones that are but across the board healthcare legal high-tech you name it it there's a restore problem and with flash played we've seen people go you know for example one of our really other customers outside of the SAS world is in the healthcare space the industry's number one cancer center in the in the world is actually leveraging it for rapid restore for databases but they're also doing some other neat things because flash blades not a purpose-built backup appliance it can be used for other things anything file an object works great so what you can do is you can combine the use cases and that's been really powerful from a TCO perspective you might say customers might say well you know flash is too expensive but if there's a restore problem that may not matter and then if you combine it with other use cases we call that our data hub story it's even more powerful in the TCO becomes you know really attractive so the healthcare using it for PACs and rapid restore you know there's other industries like you know my gaming industry like I mentioned high tech so that data hub message has been really powerful that's return on asset and asset leverage oh absolutely and and and one of the things I'd like to talk about Trevor is relating to that is there are a lot of ways of describing some of those fundamentals some of those really contingent and essential changes that are taking place in the industry today but one of them clearly is flash allows us to move from a data storage orientation of record and you know save the data to one of deliver the data to new applications pure has been at the vanguard of that and has seen a lot of these new use cases as we think about no return on data assets and whatnot how is your visibility into those new use cases changing Pure's perspective and pure customers perspective on data protection because it seems like the notion of data protection which has been around for a long time is starting to fray as these new use cases say it's not just protecting about what's happened it's setting me up for doing new types of work in the future so how is that how is pure seeing that how does that conversation about data protection changing because of some of the drive that purus got in them in the marketplace yeah and I think the first step is hey I can backup my data but if I can't use it it's kind of worthless right so being able to use that data and much much more rapidly but also repurposing that this idea of data silos has been around IT for years and with flash blade and that data hub story we're really breaking down those silos to be able to say hey the same the same platform that you're storing your data protection data as well as other data it's the same platform that I might be able to spin that data up so beams got a great story with data labs where you can actually spin up these virtual environments and run and on a purposeful backup device you know you it's it's questionable if that actually works right and having to pull that back over the network to another silo with Flash blade and the data hub it makes that realistic and and getting so much more out of the data delivering that back to the business and actually be able to deliver these key insights into what my data is actually doing and be able to make better business decisions as what the output you see kind of an analogy of a relationship between previous to now where storage was about persisting data and therefore was about protecting what has happened to flash being about delivering data to new applications and therefore there's some new concept our customers pushing you guys towards something that goes that's bigger than data protection I mean it's something that we're struggling with and one of the customers we have is struggling with how do I talk about what these services are when I'm spitting up kubernetes clusters like that that's right so is it is there some new conversation that you're starting to see you guys are one of the first to have a conversation about data you know flash data for AI are you starting to have conversations about you know deliver data something more than protection yeah near real-time ability to spin up development environments see ICD pipelines all of those things we actually have a product that as a pure customer you get as inclusive of maintenance contract called pure source service Orchestrator which can actually help provision end-to-end container environments and being able to repurpose that data for like I said test dev development pipelines and those kind of things and we're also as you've probably heard we're tying that into a cloud strategy as well so there's there's products we've announced cloud block storage side as well as object engine which is a product we haven't talked about yet which enables customers to truly see the benefit of a hybrid cloud scenario so they may be developing an application on Prem and pushing the cloud or vice versa and we're actually going to give them that back capability to do that talk more about object engines specifically what it is that means been inferring object yes store and object engine you know you hear the name it could mean a number of things but clearly it has to do with object storage so object engine was actually a technology that was born in the cloud so it was a cloud native application that was really designed around data reduction for cloud workloads what we've done as part of that product it folded into peers we've actually ironically it is not what we used it for first we'd developed an appliance and we call that our object engine appliance that's just phase one so what object engine delivers is a highly scalable highly performant data reduction platform we're starting with backup and data protection workloads so vemma obviously does their in-line data reduction technology if the customer finds that they need something more scalable they can actually leverage object engine to do that and then flash blade on the back end as the initial tier and then the future vision for object engine is that it's going to give you the cloud connectivity to be able to say okay I want to automatically push my backup workloads from an archive perspective out to the cloud we're starting in AWS we're gonna do Azure and others as well so the next big wave of that that you'll see is actually running object engine in the cloud in a hybrid scenario and be able to move those work clothes back and forth so kind of envision you know the the near-term backup and restore most of the resource happen within a week or two on Prem and then 100% also stored in the cloud for more long-term archives so that really it really completes the flash to flash the cloud story but we're not gonna stop with backup workloads either and where's your sort of value added in that equation and where's VM and how do you sort of what's the connection points there good question good question so I you know I think again I mentioned via obviously has their in line data reduction technology where we insert object engine is really one of two reasons one if if our data reduction offsets the cost of the whole solution without using it with just using beams data reduction because it is it's a hardware offload essentially and then the second one is if you need a you know a large amount of data that you want to push out to the cloud as our kind of phase two of that product right okay I want to ask you about the partnership from the terms from the standpoint of values sure the values of pure are you guys are fun company I love orange you go to pure accelerate everybody's wearing orange to come here everybody's wearing green so these seem to be kind of birds of a feather but but we just talked about value add what about the values of your company and sort of how you guys getting along yeah we're getting along great I like I said there's a lot of synergies from a solution standpoint but just from a go-to market standpoint trying to be you know a disruptive company it just technology disruptive solutions what is that next thing right not being a me-too player in the market and so I think we share a lot of those those same values but also customer success we really focus on the outcomes and a happiness of the customer and that that's down in the core of our engineering same thing with beam where I think we can really help each other is Veeam has a big push right now to move up market into the enterprise and we feel like we can help beam in that respect we've been very successful in enterprise and likewise veem obviously has a major presence in amia and that's a market that is is is growing for us substantially but we've got a lot of upside so we really think we can help each other there and I actually failed to mention the very first object engine flash Blade sale we did was with him so you know it was it was it was just natural in that perspective and I think pre object engine and before this whole idea of rapid restore really took off with flash blade it was it was just the flashier a protection and even that's still pretty new but now it's much more comprehensive so we've got common common competitors as well and pure accelerates coming up in September it's in Austin you're your hometown I'm town in Austin Texas so yeah we'll be there September 15th to 18th and we're going to be talking about a ton of stuff obviously flash to flash the cloud but well beyond storage as well so even if you know don't think of it as just a storage conference it's always fun event we've covered now I think twice this will be our third year so in Austin is a great great town and looking forward to that Trevor thanks so much for coming on the cube love that loved it thanks for having me feel very welcome all right keep it right to everybody we'll be back with our next guest right after this short break I'm Dave Volante with Peterborough's v-mon 28 2019 from Miami right back

live from Miami Beach Florida Biman 2019 brought to you by beam welcome back to sunny Miami everybody you're watching the cube the leader in live tech coverage we like to go out to the events extract the signal from the noise and we're here at Vemma on 2019 I'm Dave Volante with my co-host this is day 2 Peter Burris and I have been covering wall-to-wall coverage with the cube folks from net APIs are here Jeff McCullough who's the vice president of Americas partner sales for net app and our good friend Keith Norby who runs alliances for net up guys great to see you thanks for coming on thanks for having us so Keith let's start with you V has been a partner of yours for a while now you guys go to market together year you have always been very partner friendly particularly when it comes to data protection but what's the state of the partnership today yeah this is something that we'd looked at a couple years ago and got into a very much more strategic relationship with veem over a year ago kind of work through a lot of ways to reconnect and establish a better together and this is something that we think is a strategic opportunity is kind of backed by a lot of the data you see at this show talking about you know organizations are gonna change roughly 60% of the organization is going to change their platform because of cost complexity reasons and together we've been working with Veeam to figure out how to deliver data protection for a data fabric and and IDC validates that in a number of ways that we can unpack here on this on the show or in the conversations with customers and and we've gotten great reaction to it and Jeff you lead America's partner sales from North America South America the whole kit and kaboodle talk more about your role sure well my responsibility is net at partners I am I'm successful when our partners successful are successful so everything I do is all around putting our partners in the position of you know executing being successful within that brand certainly being profitable right having profitable strong businesses and and growing right growing and taking taking market share and and helping them expand and grow their respective business law you guys have dramatically increased the percentage of your sales that come through the channel over the last you know 10 10 12 years yes pretty significantly and there's a fundamental part of your strategy stager at this executive level so yeah for sure you know channel is its core to what we do you know when we go to market you know with developing our products or executing our marketing plans it's all around how do we go execute with partners right whether it's the tools the partners need the pricings the programs to help them go engage in the market that leads to man generation and we're at various stages in all these but you know what I think you'll see consistently from the partners that you know certainly will talk and talk about their net businesses we generally lead in profitability across our partner base and we absolutely lead in terms of total profitability when you include things like services attached and how we go and execute on us partner delivered services strategy so you know from I always say NetApp is it's not just a product category it's a whole economy for our channel and it puts people to work it allows them to expand and grow their teams and it's it's a critical part of many many of the partners that are here today at veeneman certain v-mon and and certainly in the marketplace and your partner friendly and assess that you don't have a huge services organization that's competing with your channel i mean that's a jerk yeah we put partner services in the forefront of everything we do Keith you talked about better together yeah what does that mean just in terms of engineering integration go to market I mean how did you sort over the last two years you know get better together what specific actions were you guys taking I think you got to look at it first from kind of the customer in the markets in and you got a look at what's the dynamic that requires change right that sort of shapes what your PRD and your Mardis are to make a product in this case you know we've got platforms that have incredible snapshot technologies so to me it really starts there with simplifying the way that you get the first copy of data and then simply working with the strengths that veem has and their platforms and making sure that we have great option ality between our replication and other snapshot technologies their replication tech to be able to give a level of flexibility for this data fabric to come to life you know no matter if you've got the traditional data center that's got these enterprise apps like at sa P Hana or others or you built the next generation data center like on that FH CI and you're building up scale out via more private cloud or you've got the hyper scalar cloud you know with our cloud volumes you know we have options on how we get data throughout the copy process of primary to secondary to you know cloud and tertiary data so you know to us it was about really making that as simple and as pre-wired as possible via the api's and then really making that easy for partners to go and grab on to to make it easy for someone to buy us because you always want to build something that people want to buy no one wants to be sold any of this stuff and so building the right thing that people want to buy the next step then with Jeff and reason why is so critical to this is getting that ready for the partners be able to have an easy process with their customers that frankly they love people hate to be sold they love to buy yeah let's talk about they love to buy one of the challenges that the entire industry has is we move through the significant transformation is customers user organizations or themselves in the midst of huge transformations institutional transformations technology transformations relationship with their business transformation mission transformation just starting with this whole role that the channel is has been playing it's going to play how will the channel be an increasing source of value add in the deal yeah how's that playing out to help these customers you know smooth their changes yeah and I think you know I was just watching the news this morning right target announced their earnings and a big part of their earnings announcement was the improvement they made in customer interaction through digital platforms right the ability to order online pick up in the store or order online and have it delivered same-day right and these are and it's just you know one example you can go down the list of customers that have really used transformation to change their business right and you know Chipotle who's trans you know they've transformed burritos now and a lot of their successes come through digital transformation platforms so you know the evidence is overwhelming that digital transformation drives better results and we've done a lot of study at this right we we have lots of detail around customers that know how to use data and you know that the basic fact is one out of ten customers is in a position to actually leverage data effectively right this is all of the research we've done along you know with partners with with other companies the other nine need help and this is where channel partners come in this is what I tell partners all the time is this digital transformation wave is real the results are real and the customers need to move is is real and so they play a role in can play a role in helping customers accelerate that digital transformation and so our portfolio is all around accelerating customers and their ability to leverage data to transform their business and partners through both of the portfolio that they sell but then the partner driven services that we promote and drive you know really stand out in the forefront of being able to help a customer execute these these really tough strategies and in you know the thing that reason why customers love partners is partners bring choices right and you know for us as vendors we have to deal with the other side of that which is partners have choices and who they sell so we represent a portfolio that is forward thinking it aligns to where the market is going the lines to the tough problems that customers have and it's you know in its a position that allows partners to be profitable and and make money helping customers transform and deliver their own success but it's got to be more than just partners cat create choices and here's one explain what I mean by that it's increasingly your typical CIO medium-sized company large size company which is where we spend most of our time is thinking in terms of what is going to bring me value today and also generate a stream of value for me in the future so I need choice now but options for the future that are relevant and meaningful and so partners increasingly have to be part of that options equation how are they going to create options for customers and you know one of the nice things about the relationship that you have the theme is that you are a partner to veem and presumably you're going to help Veen customers create additional types of options through this expanding folio of value that you guys have so so talk about that dynamic because it really requires an even greater dependency on that customer partner engagement including you know the dependency the beam has on on you guys yeah doing it maybe start with just the veem partnership partnership yeah I think you know which we create the conditions with which I think a partner comes to life with what we've tried to do in in the product building solutions and then trying to develop the go-to-market around the partners ability to go meet the market and what the market is asking for in such you know the partners have natural services on the front side of the assessments a bit like trying to help you plan your 401 K they help you like see what kind of data you don't even see we have a wealth of partners that just have incredible skills there and then as they take that through our solution we do everything we can to make that process easy to match our technology to that design requirement and then afterwards the partners always have these these great capabilities for things like you know a one call or a managed service to help take even more complexity off the table for people to just live with the ability to have data protected across all spectrums of where they have data live so the partner equation is definitely getting more complicated right if you dial back you know half a decade decade you had guys who sold hardware boxes they livox sellers we love them but and they moved a lot of a lot of product and they worked with you okay now the cloud comes in you guys they're going you know software-defined so you can run your services in the cloud you know or you run it on Prem you've got hybrid so it's a complicated equation much more so than it was in the past so how are you seeing the partners evolve and transform you know beyond the sort of box selling mentality of course you know VMware specialists you get those guys at sa P maybe Oracle but yeah but it's even more than that now with cloud isn't it oh yeah yeah you know cloud is you know kind of the third big disruptive wave in the channel right if you think of kind of client-server is the big first disruptive way of virtualization the second disruptive way to now cloud just purely from a channel perspective the third big one and maybe the biggest right because it is completely changing the dynamics and the economics of how partners operate and you know and we've been looking at this for you know for a long time and certainly as we move our portfolio as we transition our portfolio to be cloud enabled and native to the cloud it creates options but but you know the market is moving from you know deal based revenue to reoccurring revenue and what I see partners moving to is various various degrees of reoccurring revenue strategies whether they're setting up their own MSP business and they're opening up shop and they're doing data protection on demand or they are doing managed services on premise and they're charging customer or they're buying out the infrastructure I'm charging a customer once a month or they're selling services in the cloud and in what I think is also interesting and you can see the kind of the direction where the industry of a channel is going is when you look at the acquisitions that partners are making not only of each other but of software development right IP there are going out and buying software development because the the the long term opportunity is not just selling the infrastructure it's selling a solution solving a big problem right which could be this digital transformation opportunity but it's it's more than just sure I can I can upgrade your servers it's their digital transformation right it is you know you know kind of clouds not really a destination right everybody thinks clouds the destination I got to get to you know it's not a destination it's a tool in the bag that you know customer is going to use and certainly a partner is going to leverage cloud to create a money stream write a business model that is sustainable and can grow but it's super dynamically different than what we do you know what they're doing today so you guys talk about profitability before you had a point go ahead and I say balance all that against I think we're the volume the mass of the volume is even though the hyper scalars have a tremendous amount of growth it is still VM based it is still kind of on-prem based and so there's still in this two-year window of change the vast majority of the opportunity is going to be on Prem but you also have to factor in how you involve the cloud and that strategy as what ratmir would called second wave right of beams strategy and we're right in the heart of that I mean there isn't any greater strength than what we're doing as a company with NetApp than what we're doing with cloud and it's just a natural way for us to extend you know a partner's capability a customer's ability to buy what they what you'd want to get from NetApp and beam together well and what the hyper scales have done is they've changed the way in which people consume technology absolutely understand and NetApp is a great case study of a company that's moving through that process from a product orientation to a services orientation the key I want to come back to this notion of how the NetApp relationship with Veen creates new classes of options for Ravine customers as they thought try to think about data protection differently because precisely because it's Dave said you have expanded your portfolio you are going to market with a different value proposition than a couple years ago how is that playing out in your conversations with customers as they think about moving from a data protection that's focused on devices to a data protection that's focused on delivery of digital services yeah well it's not a great topic to talk about where do you start with that organically I think you look at the way people try to operate and deal with the operations of data protection you know it really starts there because you know cloud is really about IT operations what we've done is really try to simplify that stack to get beyond it being one single endpoint of technology so it's not just about how we take data sets you know from say a net F as or a net of HCI and bring it through Veeam to another thousand or eseries and then off to the cloud you know it's beyond just the basic technology it's much more operational and it's in its nature so if you look at all the stuff they're talking about here with VOA and all the discovery elements that they're doing to help make it easier one of the one of the areas that IDC caught particularly in one of our benefit statements on taking complexity off the table is our ability to have autodiscover of yemm's you know it's it's ways that you could make much more autonomy and orchestration of operations kind of come to life as a way of you doing this technology together that's only just one of the example points that we have on this better together with veem taking the heart of their core technology and where they're being you know pervade of in in not just a VM centric crowd but also hyper-v and some of the other things they talked about that's kind of the top of their rationalize stack and then bringing that down through the heart of our data fabric portfolio and saying you know any one point at which you're at we were able to put these things together at the heart of the first step and we kind of mapped this customer journey out in our presentation to the attendees here was this customer journey from the current form of complexities you have you know and moving that all the way through to snapshot integration platform selection of which ones would make sense for what scenario how we work through veem x' data replication and management technologies our data replication our data fabric technologies to get from one endpoint to the other so and then ultimately you gotta be able talk about the ability to restore or you really shouldn't be talking about backup all right we got a wrap but I'm gonna ask you guys each question Jeff from trip reports so from your standpoint you talkin sales momentum with partners what are you gonna tell your colleagues and Keith obviously the partnership with Veen what what are you gonna tell your colleagues when you get back home yeah so so for me it's you know this is we've talked about transformation this you know I think our relationship with Veeam and the strategies that we're executing is all around transforming data protection right and it's really around this concept of simplification and I think as we were chatting before before we started taping the you know simple simple matters right simplification or simple is really attractive feature and you know our ability to simplify data protection for customers in partnership with Veeam deliver solution that's you know clearly world-class and you know NetApp bringing world-class technology to the table it's a great partnership it creates an opportunity for us to go and have conversations with customers that made me never thought of NetApp before and and it's you know an opportunity for us to open a lot of doors and certainly for me what I care about it's an opportunity for our partners to open a lot of doors yeah I would just say listen we worked from our joint CEOs together so George and ratmir starting this like joint bond of alignment all the way down through product solutions feel Geo's channels we're gonna have explosive growth together you know we're gonna go address this market that is looking to change we've got something we're bringing together and it's absolutely better together great power players aligning at the top all the way down through the channel to the partners into the cloud bringing you all the data here the cube Jeff and Keith thanks very much for coming on the cube keep it right to everybody Peter Burris and I will be back with our next guest right after this short break we're live from Miami at Vemma in 2019 over a pack

live from Miami Beach Florida Biman 2019 brought to you by beam hi everybody welcome back to Miami I'm Dave Volante and this is day two of veeam on 2019 we're here at the Fontainebleau Hotel in beautiful sunny Miami a lot of swanky people a lot of big boats parties going on last night of course it's v-mon so you know there's a lot of fun this is the cube the leader in live tech coverage Allen Stern is here he's that technical solutions architect at Cisco really what that means is he's an evangelist the cube alam al and good to see you again great to see you again david coming on so yeah this is quite a venue as always Vemma action going on a lot of customers here 2,000 plus people so let's get into it hey Cisco we're gonna be at Cisco live in a couple weeks really excited about that it's gonna be a great show in San Diego absolutely another awesome venue we were in Barcelona earlier this year to do Cisco so we you know we love the circuit it's a great customer show I want to start with something that we talked about in Barcelona which is Cisco really as it evolves into the multi cloud world is is making the case that it's networks are more secure higher performance and more cost effective than anybody out there and it's in a good position to do that now we're gonna talk deep about infrastructure but I want to start there and just get your take on that sort of overall challenge to Cisco well it's not really a challenge it's an opportunity for us because we look at the cloud is this great opportunity you still have to have networking within your cloud provider you've still got to do all the things you do on your on-prem datacenter you just have to do it in somebody else's data center and what we've done is we wanted to simplify that operation so the way you deploy Cisco ACI on Prem you deploy it the same way in the cloud provider you're using the same interface and yeah on the backend we're doing different things because we're interfacing with their networking api's but to the end-user they don't have to know each cloud providers interface they just have to know Cisco and they know that it'll be configured correctly and if we think about what happens with a lot of the threats and attacks that occur in networks what's one of the easiest ways to get attacked it's a misconfigured network a firewall port that's left open but if you're doing it the same way every time regardless of where you're doing it that makes it a lot easier and reduces the the chance that you're going to make a mistake yeah and you guys can do the deep packet inspection you've got a lot of experience around that you're driving a lot of analytics and obviously machine intelligence is going to come into play and so but you've been able to go back to what you just said so give me an example so you guys have announced a multi cloud strategy is support basically you're essentially describing what we talked about on the cube all the time is bringing the cloud experience to your data wherever it is so whether it's on Prem in the public cloud supporting hybrid so you're saying for example if you've got a customer who's running on AWS and using you know heavily using AWS primitives and api's you make that transparent to the user is that correct absolutely okay and so it sounds like magic but it's a lot of hard work I'm sure a lot of software it is a lot of hard work from a lot of really smart people inside of Cisco that are we have some amazing developers now your your sweet spot is the infrastructure side of the business so UCS and and and obviously the partnership with Vemma which we'll get into but what's your swimlane so my swimlane really is our software-defined storage partners and our data protection partners and when when I started on this role a few years ago they seemed very very much separate and now what we're seeing is they're coming very much together because what are we what are customers looking to get away from tape what do they need large amounts of storage because we've seen this explosion of data we talked about it last year and we're seeing terms like yottabyte and branagh byte and I remember when I first saw branagh byte I was like is this something you know somebody watched too many episodes of The Flintstones but no it's it's a real term a yottabyte is a thousand exabytes and a branagh byte is a thousand yottabytes so data is growing at multiple orders of magnitude on a regular basis and we've got to store it differently than we have in the past if somebody sent me a stat and no just would you just reminded me of it Allen a couple months ago and I got to go back and research it but if anybody out there knows the stat it was astounding to me it said by by like 2025 or 2022 there's gonna be more bytes of data created or stored than there are stars in the universe now that just blew my mind and we could do the math and figure that out but I gotta go back and check out the link but to your point the the growth curve it's it's nonlinear you know used to be Moore's law and now their curve is is reshaping so when everybody talks about digital transformation they're what they're really talking about is making their business digital which is all about data and you talk about getting away from tape you can't have a bit digital business that runs on tape you could save tape you know for deep archive and stick it in the iron mountain or whatever but you can't recover yeah right now keep your business running 24/7 so to your point about those worlds coming together that really underscores it so what's your role in supporting digital business strategies and keeping businesses up and doing fast recovery and your partnership with Veen so we provide great platforms for folks like beam and the object storage vendor so beam now has fantastic integration with the s3 interface that many of these object providers allow cisco has very deep platforms you know we've got a 4u box that can hold 768 terabytes of data and if you think about how much data that is you know two of these units it's a petabyte and a half of data I mean that's a fantastic amount of data it's online it's available to them if they need to restore it they can do it quickly because each of those nodes has 160 gigabits per second of network connectivity but more importantly if they want to use some of this data it's available to them right on the platform they don't have to pull back the tape restore from tape and hope they got the right one it's about data management really yeah you're talking about all these fights and yottabytes and exabytes and and the growth of storage are you seeing a really a big a big wave a trend toward the petabyte data center yeah absolutely I mean it used to be petabytes where the purview of only the fortune 500 maybe and now we're seeing it really across the board as companies yeah we're digital hoarders and you look at my laptop I've got emails from 10 years ago I've got pictures of everything from forever companies are no different because we're there looking at data and saying I've got this data I'm not sure if it's valuable today but it may be worth something tomorrow let me hold on to it but their ability to access it and use it that's going to be the critical piece because you know it's like an oversized storage unit you stuff it full of stuff you're not really sure what's in there and if you have to find that one little widget that's in there forget it as the tools get better to go find the data within the bit bucket I mean that's where the real value is coming so we could go a little journey down memory lane and talk about the Cisco strategy and how its evolved I remember when you started you know it would ucs and I was like wow that's Cisco's getting into servers and kind of didn't really understand it until I dug into it and you guys obviously we're trying to change the game with converged infrastructure and you had some partnerships to do that but I remember one of my first questions was you had like a zillion VMs that you can run on on this this block yep and I said how do you protect that and they're really at the time it was like 2009 it was like well we could kind of bolt on and that's the way backup was back then fast forward to 2019 it seems like data protection is much more of an integrated component of people's digital strategy so one of you could talk about that a little bit and how your strategy has evolved yeah and and it absolutely is because we're not just talking about data protection anymore if you look at the capabilities of folks like beam it's really about data management it's not just hey back it up put it over in the vault and forget about it never use it again it's back it up put it in the vault and if you need it I can bring it back really quickly I can use it to test data with I can use it to scan for malware so I'm not reintroducing an infection after I've cleaned it out so a lot of ways to use it and in Cisco's providing the platforms to do that the days of the old monolithic storage arrays they're still going to be here but the world for them is shrinking because you think about what do they do they're the last bastion of vertically integrated systems we saw storage you know the mainframe still here but the world for it shrunk as we had x86 systems with the operating system of choice so we're seeing the same thing happening with storage customers are just they want to be able to use all this data that's out there and in my career I've observed it's always been about recovery like when something goes wrong how do you recover that that's always the killer question right and and so but now it's even more complicated because of Eames messaging this week has been fast recovery they announced a bunch of stuff that you could recover you know directly from backup don't have to go to a replicated you know set of data and so the compression that the time to recover has really compressed so have you seen that how are you guys responding to that you know both technically and just from a business standpoint it's a great question you and I have enough gray hair to remember the days of planned downtime that's going on yeah so now it's how do we build a platform they're going to enable the software side of the recovery but if the platform isn't capable of keeping up with the software then you've got a disconnect so you've got to have disk systems disk up systems that are capable of keeping up you've got to have networking you've got to have a completely integrated system that not only do we look at it and go okay well this software should work here we know that it does and we do cisco validated designs with folks like beam to make sure that the customers don't have to turn all the different nerd knobs to make sure they're going to get the optimal performance because at the end of the day they don't have time for that that's not their area of expertise and we want to make sure that they've got the always-on enterprise so I'd love to talk about the the horses on the track of the competitive landscape and I especially want to explore a little bit with you Alan the multi cloud you know some people don't like that term III think it's fine a hybrid you know to me is different than multi cloud I've argued that multi cloud has largely been a system of multi bender where people just line a business shadow IT and then all of a sudden you have these multiple clouds and Sasa's and but increasingly now organizations organizations saying ok CIOs get a handle on this okay so multi-cloud strategies have started to come into play Cisco announced in February I believe at Cisco live Barcelona a big push into multi-cloud you certainly see Dell EMC talking about it Google announced you know certainly Microsoft is there you guys have partnerships you were onstage David Koechner was at Google next cloud next so it's at Red Hat IBM's acquisition of Red Hat so you you have all these interesting you know cooperative to a petition and and and and people companies going after this multi cloud so question how do you see the multi cloud opportunity what's Cisco's strategy with regard to that obviously you're coming at it from a standpoint of network and infrastructure strength but I wonder if you could talk about that a little bit and sort of summarize the opportunity and what your strategy is sure so I want to go back to a quote a famous quote by John Chambers he said we were plumbers for the network and being a plumber is an honorable profession and I think while we've certainly expanded beyond that we still do that whether you know you're talking about multi cloud strategies well you still got to connect to all of these different clouds whether it's you know infrastructure or as a service you've still got to connect to it so that it works efficiently for your enterprise we want to make sure that we enable that technology that we're giving the customers what they need from that technology and there's still room for for on-prem it's not like any of this is going away it's select whatever feature is best for that particular customer so you know if there's an as a service provider that does customer CRM better than anybody else by all means go use them and we'll help you connect to them help you secure it and with partners we may help you back up if it's email you know without saying who it is we know who it is but you've still got to back that up where are you going to back it up how are you going to have the networking how are you going to have security so Cisco provides all of that enabling technology to make sure that you've got the enterprise that's secure and you can connect all of them so it operates seamlessly for you as as your multi virtualized enterprise well and so cisco has always been a a partner friendly organization you've stressed optionality every one of those companies I mentioned is a partner of yours as well and you know it's like Joe Tucci said hey sometimes we compete sometimes we partner at the end of the day it's the customers going to decide right so if I understand you correctly just from a from a control playing standpoint you've got software technology that that your customers can use if a customer wants to use a VMware control plane you'll you'll play there or some other you know third party that's the strategy correct and but at the same time you're investing in your own IP to build the best control plane and other I guess you know network capabilities data playing infrastructure as possible yeah we wanted we're gonna leverage you know their infrastructure because in some ways they're ubiquitous but there's things that they don't do you know network analytics we do that better than anybody else with you know products like tetration also performs some security functions we have stealth watch you know at the branch you want to make sure that nefarious things aren't happening on your network that without you knowing it so we want to enable that visibility and allow the customers to take action so it's not just enabling the technologies it's protecting the technologies as well so I think a lot of it is things that these other infrastructure providers aren't doing or they're not doing well we can do well because of our history because of our continued investment in all of these areas you know Cisco we have a lot of money to spend on R&D and we spend it well to other areas I want to absolutely you get great engineers and also you do you do acquisitions pretty well but to other areas you want to cover that we haven't touched upon that much hyper-converged you know you said you guys kind of started the converged infrastructure or at least the modern era and then hyper-converged comes in you've got to play there and I want to talk about the edge but let's start with HCI so HCI we've got a fantastic platform in Cisco hyperflex we've continued to evolve it you know we have spinning disks we have all flash we have nvme we've got hybrid so whatever the customers performance needs are we're there with them and if as we look at it this is about simplifying and collapsing the infrastructure that's what converged infrastructure did we went out partnered with some leading companies in the storage space at the time and said how do we make this easier for customers consume we reel it into the data center they turn it on they move their workloads to it well now we've seen this cost model in in technology shift towards hyper-converged where it's x86 servers running the storage and the compute together and you wheel it in you move your workloads to it and you grow it in very nice easy to consume increments and it just it just works and that's coupled with our management plan and and I can never overemphasize that when you look at how we manage hyperflex how it plugs into our new inter-site product which is a cloud offering to let you manage the the infrastructure anywhere inter-site will help you deploy the hyper-converged infrastructure so we continue to focus on making this easy to consume well so now that leads me to your tagline the anywhere data center which which I want to ask you about the edge IOT I know it's not your area of expertise but I love what what the dev net group has done with infrastructure is code I see all these CC II's gettin retrained and and coming up with really some amazing use cases I mean I saw one at Cisco live in Barcelona you know basically an edge case in a police vehicle with some with some cisco HCI infrastructure it was unreal and just collecting data at the edge which is critical but so what's your strategy with the edge what do you see as the opportunity there so we've got you the hard part is always defining the edge is the edge the branch is it my home office is it a telephone pole but well where the answer is yes yes and yes right absolutely so at some of the edge we've got the Cisco hyper flex edge device which is a two node hyper flex cluster we've got small servers that fit into our routers for collecting edge data there so really the idea is meet the data where it is and to the degree that we can let's help process it there because you can't always bring all the data back yeah and what I like about Cisco strategies to sort of set the context there's many infrastructure providers I would observe are trying to take a top-down approach to say okay we've got this box we're gonna go put it on the edge and you guys do that too but what I really like about of your approach is that your box is programmable so I can develop applications at the edge I can do that with a cloud provider if I want to I can do that directly using you know Cisco api's and so I think that gives you guys an advantage and obviously your networking estate you know helps as well Alan great to have you back in the cube thanks so much and give you the last word on v-mon 2019 you know it's a great show we love being here beam is a fantastic partner we're doing some really innovative things and you know it's just it's wonderful to be here I'm almost speechless yeah so the cube is here all day today we got keynotes now coming up so we're going to come back after those keynotes of course Veeam has its big customer party tonight the bean parties are renowned always a lot of fun always great food and then always some kind of interesting twist so Alan thanks again for coming on the cube great to see you pleasure I keep it right there buddy we'll be back right after this short break I'm Dave Volante you're watching the cube from v-mon 2019

>> Announcer: Live from Nashville, Tennessee, it's theCUBE, covering Commvault GO 2018. Brought to you by Commvault. >> Welcome back to Nashville, Tennessee, the home this week of Commvault GO with Keith Townsend. I'm Stu Miniman and you're watching theCUBE. Happy to welcome to the program a regular on our program, Patrick Osborne, who's the vice president and general manager of Big Data and secondary storage at Hewlett-Packard Enterprise. Patrick, great to you see. >> Great, thanks for having me. Love to be on theCUBE. Appreciate it. >> Yeah, so we've had you on theCUBE in lots of places, but a first in Nashville 'cause it's the first time we've been here. Keith's second time at the show, my first. What's your impression so far? >> Yeah, so this is our first major presence here at Commvault GO. I think it's going pretty well so far, certainly a great venue. We actually, we do a couple things here for our own presales folks. So first impressions, love the fact that we have a whole conference dedicated to secondary storage, certainly getting a lot of importance lately within customer conversations as well overall investment in the industry, so I'm pretty impressed, pretty lively crowd here. >> Yeah, I really liked, we started off the morning talking to Chris Powell, the CMO of Commvault, talking about how Commvault is a 20-year-old company, and therefore there were certain things that a 20-year-old company has. If you think about their pricing, you think about how people's perception of them are, you work at a company with plenty of history. HPE can partner with whomever they'd like to. >> Yep. >> Stu: Why's it important for HPE to partner with Commvault? >> Yeah, 20 years for Commvault, 78 for HPE, right, so we got a lot of chops there. For us, secondary storage is certainly becoming very important for customers, and it's being driven by new user stories, new capabilities centered around data. So what we look for is, as a technology company, we want to provide an entire solution, vertically oriented, that not only includes our compute networking, storage, secondary storage, cloud, but as well as a very vibrant ecosystem. So we've been working, certainly, with our customers and in the partner ecosystem with Commvault for a number of years, and now we've formalized that and codified it with a couple technology announcements, certainly on the go-to market side, and then some offerings we've done as a service, so backup as a service. >> So let's talk about some of these technology announcements. Talk to us about the significance of the store wants, Commvault integration. Got a great deduplication appliance the store wants, now you're bringing Commvault to the scene, to the solution. What advantage does that bring the customer, first off? >> Yeah, so we have a couple specific integrations we've done. We have our primary all-flash arrays, Nimble and 3PAR, certainly within the Intellus Map umbrella. We've worked with them in the past. We've worked with Commvault recently to deliver some support for our deduplication algorithms. We have our, what we call catalysts. It's the ability to dedupe anywhere, right, within the data center and even outside the data center. So they support that. It really helps out with, certainly, high-speed performance for backup so you can meet those aggressive SLAs. We feel like we've got pretty differentiated technology on the dedupe side, so it helps our customers save in terms of the storage that they have on disk. And then the other big thing is that they've also integrated with Cloudbank, right, so it's our ability to store archived backup data for very, very long periods of time in either Azure or out in Amazon, and essentially using Commvault as the workflow and the catalog, and being able to plug into the ability for us to federate primary, secondary in the cloud is a pretty powerful integration for customers who might already have HPE, might already have Commvault, so it definitely brings a lot of value into that. >> Yeah, Patrick, we've seen a real maturation of that, really, the multi-cloud model in the last couple of years. It seems like that's a foundational piece of the partnership between Commvault and HP. What are you hearing from customers, and what differentiates this solution from others in the market? >> Yeah, so I mean, I think that secondary storage is one that's always rife for having a multi-cloud storage, whether it's people just wanting to do something like I don't want a secondary data center, I want to use the cloud. I want to replace tape. There's a number of different reasons why. I think the differentiation part comes in the technology that I talked about before and making that very seamless for customers and being able to move workloads out to the public cloud for the purposes of long-term data retention. The other key thing is that we're providing this to customers in completely as a service style. So not only from a technology perspective, but the way you consume it now. So we're able to provide primary, secondary, your Commvault solution, the Azure capacity, for example, advisory services, and we're all able to package that up on a per-terabyte or a per-metric basis that customers consume in an elastic manner, like you would the cloud. >> Yeah, HP was one of the first, forgive me if I say legacy, 78-year-old company, people automatically assume companies like AWS and even Azure move that way, but where have you seen customers and their readiness, both from a people standpoint as well as a procurement model for that model, and as I've said, HPE's one of the first ones, the big traditional players, that helped push that model. >> Yeah, so the desire's there. We pitched this every day, ever week, and it's got a lot of legs from a customer interest perspective. We are transacting, and we'll start to build our business and it helps us financially as well, too, right? 'Cause for us to offer those as a service, that's a reoccurring revenue, it's bookings, it's not just your traditional CAPEX hardware acquisition. So it helps us. And a little known fact is that HPE Financial Services, when you talk about an established company, we have a very, very high Net Promoter Score for HPEFS, and that's one of the capabilities that allows us to provide these really, really granular, flexible services for our customers. We've got a lot of things going at HPE. Being a more established, mature company with a very large install base. Not only technology piece, but the financial aspects of it is something we can offer as well. >> Patrick, talk to me about some of the advantages as a service, from an agility perspective. When I think of consuming HPE physical hardware on-prem through HP Financial Services, and I'm consuming this as a service, how does that enable agility for your customers? >> Well, it enables agility in the financial model, number one, so a lot of customers are asking us for as a service, subscription models, moving from CAPEX to OPEX. And not just an OPEX lease, right, 'cause that doesn't count anymore. The rules are changing. So what we're able to do is we provide an actual service. The customer hands over the architecture reins to us, so we have an established methodology of how we implement this, so no snowflakes. We can build on a wealth of experience we have with a number of other customers to be able to essentially deliver a number of outcomes. So it comes very agile in the fact that at the end of the day, secondary storage, some of the user stories are pretty mundane. They're very repeatable, right? And so if you hand that over to us, we're able to help you with that, not only financially but architecturally, and from our operations perspective, and you can focus your talent that you have in your organization on differentiation for your business, right? 'Cause backups, maybe at the end of the day that's not where you're going to hang your hat on your digital transformation as a customer, but it's certainly something you need. So we could both partner together on making that a better experience. >> Stu: All right, go ahead. >> What I was going to ask, what's the interface? How do customers consume these as a service solutions, whether it's the secondary storage or if it's a service living in the cloud? >> Mm, so we have a number of examples of these. So you take a look at a service that we have, for example HPE Cloud Volumes, right? It has a portal, you log in, you can put your credit card in, you can add, let's say, your cloud credentials into that as well, and then you are essentially off and running on dollars per terabyte, and you can scale that up, you can scale that down. So at the end of the day, we're really trying to provide an experience for customers that's very similar to the public cloud. And I think the other area that we've done, we've made some acquisitions in the space, Cloud Technology Partners, RedPixie, Cloud Cruiser, so not only on the being able to use the consumption methodology and the metering that we provide, but also the advisory services, is something that you get from HPE. You actually get to talk to people that know how to do this and have done it before and can help you arbitrate and make you very successful. >> All right, so Patrick, the last 18 to 24 months, the secondary storage space has just been buzzing, almost frothy if you will. >> Yes. >> Commvault's been around for 20 years. Five years ago, there wasn't the excitement in the space. There's the startups, there's companies like Commvault and Veritas and Veen who have established a customer base in there. Why do you see so much excitement there? Is it the new AI of availability? I've got plenty of background in the storage industry, where just data is so critically important that it's right there. What do you see? >> I see it as a massive shift in thinking from TCO to ROI, right? Five years ago, you were having conversation as how can I do this as cheaply as possible, right? It's a non-differentiation life insurance policy at the end of the day. Now it's all about what can I do to maximize the return on that data? And it could be things that are not super sexy, but test verification, sandbox labs, being able to provide copies of data for your developers to get a better experience and a better quality experience for their customers at the end of the day. There's a number of things that we've been able to unlock in the secondary storage area, and some people call it copy data management, hyperconverged for secondary storage, I mean, there's lots of different names and nomenclatures applied to it. But it's essentially, from what I see, people unlocking the value of that data where it used to be captured, siloed, untouchable, but now you've unlocked a number of possibilities for this data, and it's multi-use, right? It's the new currency. >> Yeah, we always argue, at the show, Commvault's saying that data is the new water, but Dave Alante, well water often is a scarce resource and something we all have to fight for. Data, the ability to unlock the data, is we can use it multiple times in lots of different ways, and the more I use the data, the more valuable it is, not like traditional resources. >> Yeah, and also, too, some of the big bats you've seen from HPE, certainly big investment on edge-centric computing as well, too. So our Edgeline, the build out of 5G, certainly the ubiquitous wireless networks that we provide with Aruba. So there's a huge amount of capability of either moving the process outside the data center, but that data's still data. It needs to be protected, you need to be able to use it, so I think we're just getting started in some of these areas, certainly around secondary storage. >> So, let's talk about value that DotNext brings to the mix. We're talking about some pretty advanced use cases, the edge, the data center, the cloud. Stitching this together isn't quite simple. Tell us about the DotNext story and how they helped extend the capability beyond just throwing zeros and ones. >> I think there's a lot of our folks that cover customers, account teams, sales folks that really ensure our customer success, they view this area as very rife for certainly advisory services. I think one of the things is that having the capability of doing this, you guys have seen in the past couple years, people have scaled back dedicated storage admins, right? Dedicated backup admins, unless you're in a very large shop, really don't exist. You've moved towards essentially hypervisor admins, generalist, right? So I think that our capability is we have those services, we have that expertise in-house, and for us to be able to provide very good reference architectures that touch all parts of the stack, because secondary storage is, it's not just selling an all-flash array, or some capacity-optimized disk. It touches everything. It's questions around what's your SLA, what are the apps, what are you trying to do? So for us, we have a wealth of resources and knowledge in this space, and bringing in companies like Cloud Technology Partners and RedPixie into our services organization, that gives us the ability to help customers make that move to hybrid cloud as well, too, which is very important. >> Yeah, Patrick, the other message we're hearing loud and clear from Commvault is the roadmap. There's a lot of automation. There's the intelligence. You talk about all those admins. It was funny, they put up all these roles up on the board in the keynote this morning, and all of them, really, were bots (laughs) underneath. >> Yeah. (laughs) >> Automation can do that. Have us look forward. How does the HPE roadmap and the Commvault roadmap, how much synergy with those visions? >> Yeah, so right now we're definitely running along some parallel lines. They'd probably fire me if I didn't get off-stage here without talking about InfoSight, because it's a huge investment for us. We think it's a huge opportunity. You guys have seen the proof in the pudding from that in terms of automated support, we've got predictive analytics now. So for us, the more that you can build in from an AI and ML perspective, we think the value is in a couple area. Certainly cross stack, so going all the way from the app down through the infrastructure, and we're providing that through InfoSight. And then we're also expanding some of the use cases to include things like secondary storage, right? So if you see, let's say we have a signature that we can see, right? A certain IO pattern, right? We'll make some predictive calls to the infrastructure to say hm, that looks like Ransomware. Maybe you should take a full clone of that and then encrypt it and shove it up in the cloud. Or the change rate on your database just elevated two orders of magnitude. Maybe I should think about moving some workloads that are adjacent to that off that system. So as we expand those and then allow that type of workflow to enable our partners as well, too, you can see where that value would head as well, too, where you start to integrate some of the telemetry from HPE, telemetry from a vendor and ISV partner like Commvault. You could do some really powerful things across the stack. >> All right, last thing for you, Patrick. You're going to be on the keynote tomorrow. Show us a little bit for our audience here what to expect from HPE. >> We talked a little bit about today, we're going to focus our talk tomorrow on some of the new consumption models, as as a service, and we're certainly going to highlight some of the things that we've done so far in AI and ML, certainly making the lives of our storage and data customers a lot easier, and a little bit of a vision as to where we're going with both of those two. >> All right, well Patrick, always a pleasure to catch up with you. Thanks for joining us, and look forward to catching up at the next event. >> Thanks for having me. >> All right, for Keith Townsend, I'm Stu Miniman. We'll be back with more coverage here from Commvault GO here in Nashville, Tennessee. Thanks for watching theCUBE. (upbeat electronic music)

>> Announcer: Live from Barcelona, Spain, it's theCUBE, covering Cisco Live 2018, brought to you by Cisco, Veen and theCUBE's ecosystem partners. (upbeat electronic music) >> Hey, welcome back, everyone, to our live coverage from theCUBE here in Barcelona, Spain, for exclusive coverage of Cisco Live 2018 in Europe. I'm John Furrier, cofounder and cohost of theCUBE, with my cohost this week, Stu Miniman. Been to many events also, senior analyst at wikibon.com. Stu and I have been breaking down all the action here in the DevNet zone. And we have with us here as our guest, Ashley Roach, who is a principal engineer and evangelist with Cisco. DevNet himself, has full view of what's going on. Welcome to theCUBE. >> Hey, thanks for having me. Appreciate it. >> Good to see you again. We covered DevNet Create, which was really our first foray into what DevNet was doing outside of the Cisco ecosystem, bringing that cloud-native developer into the Cisco fold. Here, it's the Cisco show where all the Cisco ecosystem and your customers are growing into the cloud and programming with DevNet. So congratulations, it's been phenomenal. It's been one of the top stories we've been covering as DevNet has just been explosive. >> Oh, thanks a lot. It's been a lot of hard work. >> People have been learning, they're coding, they're being inspired, and they're connecting, It's a very sharing culture. Props to you guys and the team. Well done. >> Ashley: Appreciate it. >> So what is DevNet? I mean, this is a cultural shift. We've been reporting on theCUBE all year and last year. But really this year, end of last year, we started really putting the stake in the ground saying we are going to see a renaissance in software development. Linux foundations, reporting that there's going to be exponential growth in code and open-source. You seeing that you can create intellectual property with only 10% of the energy codewise, 90% using open-source. They call that the code sandwich. Again, this is just data that they're sharing, but it points to the bigger trend. Developers are becoming the important part of the equation, and the integration of the stack from network to application, are working together. And again, proof point's there, things like Kubernetes, containers, have obviously been out there for a long time. You're starting to see the visibility for developers. >> Right. >> John: You're at Cisco, you're in the middle of all this. You're seeing one side of the camp and the other. >> Ashley: Yeah. >> What's your view? >> Yeah, I think that's a good, it captures a lot of the dynamics that are going on right now in the environments. And I mean, for me, I come at this from an application developer standpoint. I actually, when I joined Cisco, I was not a hardware guy at all (laughs) Frankly, I'm not even now. I'm much more oriented towards software, and so when we've seen, though, sort of the power of the underlying infrastructure that gets married up to some of these overlay systems like Kubernetes and containers, more and more of the infrastructure on one hand is getting abstracted, which you might think, oh, uh oh. Like, that's a problem. But in reality, the infrastructure still needs to be there, right? You can't run your serverless function out of thin air. >> John: Yeah. >> At least not yet. >> John: It's truly not serverless. There's servers somewhere. >> Yeah, exactly. So, you know, those are the funny jokes that we like to have in the industry, right? But at the same time, you want to think like, okay, well I'm writing my application, I'm a developer. I don't want to know about infrastructure. My whole job is I don't care about that. But there is information and utility in the data that you can get from the infrastructure because at some point, your application will fail. You may have some bugs, and yeah, Kubernetes may kill your container and bring up another one. But you still need to de-bug that issue, and so yeah, you can get tracking, you can get analytics. But also, you can get that stuff from that infrastructure that's underlying it. And so, like one of the presentations I'm doing tomorrow, I wrote just kind of a proof of concept sample app where it's a Spring Boot app that has a built-in health check capability. It ties into APIC-EM and or DNA Center and uses that information that's available about the network. So maybe it's your, from your firewall to your application, you can run a path trace and just have that happen every five minutes or something like that, or check the health of an entire environment every, you know, so often. And then your application can resolve issues or have just data about it so that we can keep moving. >> Yeah, actually, you know, I love that comment you talked, you know, you're not a hardware person, and that's okay. >> Ashley: Right. >> And there's lots of people here at the Cisco show that aren't. That's a change from just a few years ago. How is that dynamic changing? You know, I remember for a few years I was arguing like every networking person needs to become a coder and there's, you know, push back and people are scared and what's going to happen to my job and can I learn that skill set? >> Ashley: Right. >> The bar for entry seems pretty low these days but how do we translate some of those languages? >> Yeah, I think that perception of say, an ops person becoming a programmer, it's not really the right mindset. >> Right. >> There's a couple mindsets, though, that are important. So one of the things we're trying to do is foster the DevOps culture somewhat. And to do that, an ops person has to understand and have empathy for the problems that exist on the application side and vice versa. So for us, we're just trying to education people in that vein. >> John: Yeah. >> But all of the infrastructure is now also automatable and you don't have to automate at low level. You can automate it with things like Ansible, which is a bit more accessible for people that haven't been programming for a long time. So, you know, I think those are the things that we see and that we're trying to encourage within our community and just broadly speaking, I would say, in the industry. >> You brought up empathy, interesting. Because this is a cultural shift, right? So this mindset, this cultural DNA, you have to have empathy. But it's kind of like the Venn diagram. Empathy is one circle. >> Ashley: Mhm. >> Feasibility is another and viability is the other, right? >> Ashley: Mhm. >> So it's always in context to what you can get done, right? So you guys at DevNet have a good view of the development environment. What are some of the challenges and what are the opportunities for folks in the Cisco ecosystem to get their hands dirty, get down and dirty with the tech-- >> Ashley: Oh, yeah. >> Where they can do feasible, viable projects that are possible. Well, seeing Python certainly is one approach. Great for data wrangling, but you know, you got Node.js out there, has been a great language. >> Ashley: Yep. >> App guys are doing Node.js because of JavaScript in server-side. >> Ashley: Yep. >> You got a lot of IO that sounds like a network service mindset. Is there things that you see going on around that what's possible and what's kind of moonshot like projects and where should people start? >> Well, I think, again, kind of going to this historical point of view, it used to be you had one programming book and you're sitting there, you know, late at night copying code from that. And maybe it came with a CD and you could download, you know, your sample code onto your hard drive. And then, you know, you'd be sitting there flipping back and forth and then you hit an issue. You're like, I don't know what to do. Maybe you're trying to teach yourself. I don't have any friends that are programmers. I mean, today, with, I built the vast amount of resources that are available online. You know, like, we have our DevNet Learning Labs. And so that's the set of tutorials that we've provided, but that's not the only thing out there. You've got Code School, Codeacademy. You've got the loops out there. I mean, shoot, MIT, Stanford, they're all putting their courseware in open-source. So the universe of educational material for people to understand this stuff and get started is really, really awesome now. And then also, it's easier than ever, I think,. to actually code because you're, again, like code is becoming more and more abstract at higher level languages. So Python, Node.js, those are still kind of low level, but there are packages on top of those, you know, middleware and Node.js, to build a web server. You get Express or sales or whatever, and then you're kind of off to the races. Like Spring Boot is crazy. It used to be Spring was a bit of a pain in the butt with, you know-- >> Yeah. >> Ashley: All the dependency, injection and everything. But with Spring Boot, now you just add, you know, a dependency, and you've got an entire web framework or an authorization framework or whatever. And that was like, I was pretty blown away when I started seeing-- >> So it's a lot easier. >> It's, yeah, it's just a lot easier. Things are more curated. You have certain stacks. You know, it used to be LAMP stack, now you got ELK stack for data things, you got, you know, and so on. So the universe is wide open for a lot of people to program today. >> So Ashley, love the training angles that you talked about there. But what I bring to mind, a little bit orthogonal to what we've been talking about here-- >> Ashley: Ooh, good programmer buzzword there. >> But one that John and I have been asking about, you mentioned open-source. >> Yes. >> So obviously, things like Spring, lot of things you mentioned are open-source. >> Yes. >> But what about Cisco's, you know, involvement in the community, giving back to open-source. What's the philosophical, you know, viewpoint-- >> Yeah. >> From Cisco's standpoint? >> Yeah, we're active in open-source. We're big contributors to OpenStack, for example. You know, we've got some of, we've created like a CNI module for Kubernetes called Contiv. And so that's in open-source. We, you know, in DevNet, we publish tons of things in open-source, just code samples and you know, example projects and so on. Cisco's actually a big contributor to the Linux kernel, so it's a long legacy of open-source at Cisco. So it's part of our culture. >> So there's no restrictions on everybody going on GitHub, throwing their stuff in, being part of the communities-- >> There's certainly restrictions. Yeah, we have processes that we're supposed to follow. I mean, we got to protect the intellectual property when we need to. I mean, it's the way it is for working at a company. But at the same time, you know, there is viable processes if it makes business sense to open-source things. >> I mean, the line John's used, you know, for the last year or so, is GitHub, that's people's resumes these days. >> Yeah, absolutely. >> So we want to make sure, what I'm saying is it sounds like the ecosystem at Cisco, friendly for the developers to come in, participate. You got a business to run, obviously. Legal keeps their eye on stuff, but you know, Cisco's out there. We saw it in the container ecosystem, OpenStack-- >> Ashley: Yes. >> Stu: Kubernetes, Linux, absolutely-- >> Yeah. >> Stu: Not just even in networking but beyond that. See a lot of Cisco out there, so-- >> Yeah, great. >> So my question for you, personal question. If you could talk to your 22 year old self right now-- >> Ashley: Oh, wow, yeah. >> You're high school, actually, you're college or college graduate, what would you say to yourself knowing what you know now? 'Cause this is a really interesting point. I mean, at my age, we used to build stuff straight up from the bottom of the stack to the top, and it was a lot of heavy lifting. Now you're really kind of getting into some engineering here and then some composite Lego block kind of thinking where these frameworks could just snap together. Sometimes (mumbles) But it's a lot cooler now. I mean, I wish I was 22. What would you say to your 22 year old self out there? What would you advise yourself? What would you say to yourself? >> Where's my smoking jacket? (John laughs) Yeah, so, I mean, I was a liberal arts undergrad and I did take computer programming classes. So I did a couple courses in C toward the end of my time in university, and that's because I've always been interested in technical, you know, in programming and stuff. But I think probably I would have maybe stayed another year to try to maybe get an actual CS degree. So that might be one thing, I think the other-- >> John: What would you jump on today if you saw all of this awesome code, open-source? I mean, like, it's like open bar in the coding party. I mean-- >> Yeah, it's overwhelming. >> It's so many things to jump on and-- >> You know, obviously, joking, I should say blockchain and machine learning and AI, right? But actually, I would say the machine learning and AI stuff is probably a good, interesting, you know, wave of technology, yeah. >> I just want to, you know, we're talking about your 22 year old self. How about your kids? >> Ashley: Yeah. >> You're working with your kids, checking out your GitHub on there. So, you know, maybe share, you know, younger people. You know, how do they get involved? In the keynote yesterday, it was, you know, jobs of the future. >> Right, well, yeah. For my kids, I have two daughters. And so, I try to encourage them to at least be familiar with coding. I've tried to teach them Linux some, but we've done programming classes, but it's kind of hard sometimes to get them interested in something like programming, to be honest. So some of it's trying to be creative problem solvers, trying to craft that sort of attitude, you know. So that then, when they do get the opportunity to do some programming, that they'll be interested about it. >> I mean, the young kids love gaming. Gaming's a good way to get people in. >> Yep. >> VR is now an interesting-- >> I mean, Minecraft and Sims, those are the two that my oldest daughter loves. I mean, the thing I remember that's the funniest was when you know, of course, this was when we all got computers back in the day and we did keyboards, right, in order to do stuff. So I got the first iPad when it came out and I brought it home and my daughter, who was, I think, six or eight at the time, she's like, "Cool, I understand this." Like automatically understood it. But then, she went to the TV and it had icons on it. So she walked up to the TV and tried to do that, and I was like, "Oh, that's funny." Like her mental model is this. >> Yeah. >> Where our mental model was that and so on earlier on. >> My oldest son says, "Dad, search engine is so your generation," (Ashley laughs) Not even email, like search, Google search. >> Yeah, the digital, it's like the digital native thing. On the other hand, we actually are fairly restrictive about like cell phone and mobile because it's a lot. That sort of thing. They really, really are going to face some interesting, I don't know, social, you know, the social things that you have in high school and middle school now multiplied and amplified through all that. We're sort of cautious, too, as parents, you know. >> Lot of societal issues to deal with. Alright, now getting back to DevNet here, I want to get your thoughts because we had a big setup here. One of the things that the folks people can't see on camera is we're in the DevNet zone. You see behind us, but there's everywhere else around. It's really the big story at Cisco Live and has been for awhile. Every year it gets bigger. It's like, it keeps growing in interest. What do you guys show here? What's the purpose? Give a little quick, take a minute to explain the DevNet approach this year-- >> Okay. >> John: And how it's different-- >> Yeah. >> John: And how you guys take this going forward. >> So the DevNet zone, philosophically, we tried to have the experiential. We don't want people to come in here and get death by PowerPoint of hey, check out this awesome new product that we created. You know, that kind of thing. >> Yeah. >> Instead, we want people to come in and have the opportunity to sit down, either by themselves or with a friend or, you know, with one of us to be able to work through sort of tutorials so that we have this area of the Learning Labs or learn about the DevNet sandbox. That's another area that we have where that is a sort of try it out, live, always-on, cloud service that we provide for anyone. We also have, of course, examples of example use cases. So we have some IOT and collaboration use cases that we're demonstrating in the new APIs that have come out of those products that you wouldn't think may be necessarily, oh, collaboration and IOT really are connected. But in fact, you know, ultimately you need to get a human involved when you have exceptions. And in a lot of cases like for edge compute scenarios, it's exception oriented. So when we, the example that we have here is we have a truck that's sitting on a handcrafted scale that's like a raspberry pie thing that one of our evangelists, Casey Bleeker, made. And it's putting, you know, analog data into our container that's running on an edge device. And when an exception occurs when the scale has this truck on it with too many stones in the back, then it triggers an alert. It creates a team room for people to come and escalate and discuss. It'll make a phone call automatically to the truck driver and pull people together to deal with that situation. But then, additionally, we have a new room capabilities with like, our telepresence systems. And that has face identification, not like from identifying the user standpoint, but it knows it can count how many people are in the room, for example. So if you combine that sort of IOT capability with this collaboration unit that's going to already be there, you're getting kind of a win-win of that infrastructure in the rooms. >> Ashley, talked about there's so many different things going on there, what's exciting you the most? Where are you seeing the most people, you know, gravitating around? >> Yeah, in the DevNet zone in general? >> Well, it can be here or in general, yeah. >> Well, I think one thing in the DevNet zone, we also have a white hat black hat challenge. So that's been very, very popular. What we're doing is demonstrating using, you know, off the shelf hacker tools, how vulnerable some IOT devices are to give people. It's kind of a you've heard about it, now experience it and do it yourself to see how easy it really is. And then see, of course, how our solutions can help you mitigate those problems. So that's, you know, IOT security is a big concern, I think, in general, and so I think that's an exciting spot for people-- >> So hands-on learning, very people-oriented, very open-- >> Yes, yep. >> The motto I love, I'm reading on the thing there, learn code, inspire, connect. So learn, toe in the water, connect-- >> Ashley: Yes. >> Share. >> Yeah. >> Mentor, collaborate. >> The other thing that we're sort of soft launching, I guess, is we have a new application developer site on DevNet, and so-- >> John: What's the URL? >> It is developer.cisco.com/site/app-dev. >> John: Okay, that's good. Memorize that, quiz later. >> Yeah. >> That's long, just search. >> Yeah, right, right. >> Hey, Alexa. >> Right, so, but with that, we're trying to make it easier for people to understand the use cases for what kinds of applications they can build using our technology. So indoor location, using kind of doing maps and heat maps and building that kind of scenario, for example. >> Awesome. >> Ashley: Through T-Mobile and video and such. >> As you are evangelizing your engine on the engineering side, what's the plans going forward? Post-event, obviously, you've got Cisco Live in Orlando this year, it's in 2018. >> Ashley: Yeah, we have-- >> But you guys got a lot of these going on, you got a lot of digital content. What's the outreach plan? Where should people expect to see you guys? Share the going forward plan. >> Yeah, I wish I knew where everyone was going to be. So thankfully, on the website-- >> They're on the internet! >> We have an events calendar, so I would definitely encourage you to look there if you're interested in connecting with one of us. We have the Cisco Live in Melbourne then Orlando. We also have DevNet Create in April and that's in Mountain View, I think, Bay Area. So would love to have people come out to that, and kind of the theme of that last year, which was the inaugural one, continues this year, which is where apps need infrastructure. So we want to kind of continue this conversation about DevOps, how, you know, applications and infrastructure-- >> John: Yeah. >> Can benefit each other. >> And just for the folks watching, theCUBE was at the inaugural DevNet Create. We'll be there again, we'll also be in Orlando. And again, this is important, we'll end on this point. I'd like you to take a minute to explain the difference between DevNet and DevNet Create because this is really interesting. I like the way you guys are doing this. It's really open, but it's pretty transparent. So share the difference between DevNet and DevNet Create. >> Yeah, so DevNet is our developer program, and so that's a website-- >> Before Cisco and-- >> It's Cisco, it's oriented towards those things. DevNet Create is more about forming a community to solve these problems about applications and infrastructure. So that intersection, whether you call it DevOps, whether you call it I don't know what, potatoes and you know, something. Something in there, you know, there is this fluid spot where applications are looking more like infrastructure, infrastructure is starting to look more like applications. So what does that mean and how do we explore that together to, you know-- >> We call it cloud-native. >> Ashley: Yeah. >> It's a set of developers who just, like you, don't really want to get involved in network but love it to be more magical. >> Right. >> Right? And Cisco folks love Cisco because they're in that world, right? So-- >> Yes. >> To me, it's really interesting you guys do that. Congratulations. >> Yeah, thanks. And it's not just for Cisco people, right? So Cisco Live and DevNet Zone is that. For Create, it's actually the inverse. We encourage people from the community to come and check it out as opposed to the-- >> John: Props to you guys, great stuff. Cisco, DevNet Zone is where theCUBE is. Of course DevNet Create is going to be outside of the Cisco ecosystem. Connecting the two is really the key. We're living in a world, global connected devices, connected people, that's the mission of Cisco. Love that vision, but of course, we're theCUBE, bringing you the live content here in Barcelona. All, of course, is available online, youtube.com/siliconangle. Of course, thecube.net is our new site. Check it out. I'm John Furrier with Stu Miniman. More live coverage coming from Barcelona with theCUBE after this short break. (upbeat electronic music)