>>Hi, this is Dave Volonte. We're winding down Day two of the Cubes coverage of Vim on 2022. We're here at the area in Las Vegas. Myself and Dave Nicholson had been going for two days. Everybody's excited about the VM on party tonight. It's It's always epic, and, uh, it's a great show in terms of its energy. Danny Allen is here. He's cto of in his back. He gave the keynote this morning. I say, Danny, you know, you look pretty good up there with two hours of sleep. I >>had three. >>Look, don't look that good, but your energy was very high. And I got to tell you the story you told was amazing. It was one of the best keynotes I've ever seen. Even even the technology pieces were outstanding. But you weaving in that story was incredible. I'm hoping that people will go back and and watch it. We probably don't have time to go into it, but wow. Um, can you give us the the one minute version of that >>long story? >>Sure. Yeah. I read a book back in 2013 about a ship that sank off Portsmouth, Maine, and I >>thought, I'm gonna go find that >>ship. And so it's a long, >>complicated process. Five >>years in the making. But we used data, and the data that found the ship was actually from 15 years earlier. >>And in 20 >>18, we found the bow of the ship. We found the stern of the ship, but what we were really trying to answer was torpedoed. Or did the boilers explode? Because >>the navy said the boilers exploded >>and two survivors said, No, it was torpedoed or there was a German U boat there. >>And so >>our goal was fine. The ship find the boiler. >>So in 20 >>19, Sorry, Uh, it was 2018. We found the bow and the stern. And then in 2019, we found both boilers perfectly intact. And in fact, the rear end of that torpedo wasn't much left >>of it, of course, but >>data found that wreck. And so it, um, it exonerated essentially any implication that somebody screwed >>up in >>the boiler system and the survivors or the Children of the survivors obviously appreciated >>that. I'm sure. Yes, Several >>outcomes to it. So the >>chief engineer was one >>of the 13 survivors, >>and he lived with the weight of this for 75 years. 49 sailors dead because of myself. But I had the opportunity of meeting some of the Children of the victims and also attending ceremonies. The families of those victims received purple hearts because they were killed due to enemy action. And then you actually knew how to do this. I wasn't aware you had experience finding Rex. You've >>discovered several of >>them prior to this one. But >>the interesting connection >>the reason why this keynote was so powerful as we're a >>team, it's a data conference. >>You connected that to data because you you went out and bought a How do you say this? Magnanimous magnetometer. Magnetometer, Magnetometer. I don't know what that >>is. And a side >>scan Sonar, Right? I got that right. That was >>easy. But >>then you know what this stuff is. And then you >>built the model >>tensorflow. You took all the data and you found anomalies. And then you went right to that spot. Found the >>wreck with 12 >>£1000 of dynamite, >>which made your heart >>beat. But >>then you found >>the boilers. That's incredible. And >>but the point was, >>this is data >>uh, let's see, >>a lot of years after, >>right? >>Yeah. Two sets of data were used. One was the original set of side scan sonar >>data by the historian >>who discovered there was a U boat in the area that was 15 years old. >>And then we used, of >>course, the wind and weather and wave pattern data that was 75 years old to figure out where the boiler should be because they knew that the ship had continued to float for eight minutes. And so you had to go back and determine the models of where should the boilers >>be if it exploded and the boilers >>dropped out and it floated along >>for eight minutes and then sank? Where was >>that data? >>It was was a scanned was an electronic was a paper. How did you get that data? So the original side scan sonar data was just hard >>drive >>data by the historian. >>I wish I could say he used them to >>back it up. But I don't know that I can say that. But he still had >>the data. 15 years later, the >>weather and >>wind and wave data, That was all public information, and we actually used that extensively. We find other wrecks. A lot of wrecks off Boston Sunken World War Two. So we were We were used to that model of tracking what happened. Wow. So, yes, imagine if that data weren't available >>and it >>probably shouldn't have been right by all rights. So now fast forward to 2022. We've got Let's talk about just a cloud >>data. I think you said a >>couple of 100 >>petabytes in the >>cloud 2019. 500 in, Uh, >>no. Yeah. In >>20 2200 and 42. Petabytes in 20 2500 Petabytes last year. And we've already done the same as 2020. So >>240 petabytes >>in Q one. I expect >>this year to move an exhibit of >>data into the public cloud. >>Okay, so you got all that data. Who knows what's in there, right? And if it's not protected, who's going to know in 50 60 7100 years? Right. So that was your tie in? Yes. To the to the importance of data protection, which was just really, really well done. Congratulations. Honestly, one of the best keynotes I've ever seen keynotes often really boring, But you did a great job again on two hours. Sleep. So much to unpack here. The other thing that really is. I mean, we can talk about the demos. We can talk about the announcements. Um, so? Well, yeah, Let's see. Salesforce. Uh, data protection is now public. I almost spilled the beans yesterday in the cube. Caught myself the version 12. Obviously, you guys gave a great demo showing the island >>cloud with I think it >>was just four minutes. It was super fast. Recovery in four minutes of data loss was so glad you didn't say zero minutes because that would have been a live demos which, Okay, which I appreciate and also think is crazy. So some really cool demos, Um, and some really cool features. So I have so much impact, but the the insights that you can provide through them it's VM one, uh, was actually something that I hadn't heard you talk about extensively in the past. That maybe I just missed it. But I wonder if you could talk about that layer and why it's critical differentiator for Wien. It's >>the hidden gem >>within the Wien portfolio because it knows about absolutely >>everything. >>And what determines the actions >>that we take is the >>context in which >>data is surviving. So in the context of security, which we are showing, we look for CPU utilisation, memory utilisation, data change rate. If you encrypt all of the data in a file server, it's going to blow up overnight. And so we're leveraging heuristics in their reporting. But even more than that, one of the things in Wien one people don't realise we have this concept of the intelligent diagnostics. It's machine learning, which we drive on our end and we push out as packages intervene one. There's up to 200 signatures, but it helps our customers find issues before they become issues. Okay, so I want to get into because I often time times, don't geek out with you. And don't take advantage of your your technical knowledge. And you've you've triggered a couple of things, >>especially when the >>analysts call you said it again today that >>modern >>data protection has meaning to you. We talked a little bit about this yesterday, but back in >>the days of >>virtualisation, you shunned agents >>and took a different >>approach because you were going for what was then >>modern. Then you >>went to bare metal cloud hybrid >>cloud containers. Super Cloud. Using the analyst meeting. You didn't use the table. Come on, say Super Cloud and then we'll talk about the edge. So I would like to know specifically if we can go back to Virtualised >>because I didn't know >>this exactly how you guys >>defined modern >>back then >>and then. Let's take that to modern today. >>So what do you >>do back then? And then we'll get into cloud and sure, So if you go back to and being started, everyone who's using agents, you'd instal something in the operating system. It would take 10% 15% of your CPU because it was collecting all the data and sending it outside of the machine when we went through a virtual environment. If you put an agent inside that machine, what happens is you would have 100 operating systems all on the same >>server, consuming >>resources from that hyper visor. And so he said, there's a better way of capturing the data instead of capturing the data inside the operating system. And by the way, managing thousands of agents is no fun. So What we did is we captured a snapshot of the image at the hyper visor level. And then over time, we just leverage changed block >>tracking from the hyper >>visor to determine what >>had changed. And so that was modern. Because no more >>managing agents >>there was no impact >>on the operating system, >>and it was a far more >>efficient way to store >>data. You leverage CBT through the A P. Is that correct? Yeah. We used the VCR API >>for data protection. >>Okay, so I said this to Michael earlier. Fast forward to today. Your your your data protection competitors aren't as fat, dumb and happy as they used to be, so they can do things in containers, containers. And we talked about that. So now let's talk about Cloud. What's different about cloud data protection? What defines modern data protection? And where are the innovations that you're providing? >>Let me do one step in >>between those because one of the things that happened between hypervisors and Cloud was >>offline. The capture of the data >>to the storage system because >>even better than doing it >>at the hyper visor clusters >>do it on the storage >>array because that can capture the >>data instantly. Right? So as we go to the cloud, we want to do the same thing. Except we don't have access to either the hyper visor or the storage system. But what they do provide is an API. So we can use the API to capture all of the blocks, all of the data, all of the changes on that particular operating system. Now, here's where we've kind of gone full circle on a hyper >>visor. You can use the V >>sphere agent to reach into the operating system to do >>things like application consistency. What we've done modern data protection is create specific cloud agents that say Forget >>about the block changes. Make sure that I have application consistency inside that cloud operating >>system. Even though you don't have access to the hyper visor of the storage, >>you're still getting the >>operating system consistency >>while getting the really >>fast capture of data. So that gets into you talking on stage about how synapse don't equal data protection. I think you just explained it, but explain why, but let me highlight something that VM does that is important. We manage both snapshots and back up because if you can recover from your storage array >>snapshot. That is the best >>possible thing to recover from right, But we don't. So we manage both the snapshots and we converted >>into the VM portable >>data format. And here's where the super cloud comes into play because if I can convert it into the VM portable data format, I can move >>that OS >>anywhere. I can move it from >>physical to virtual to cloud >>to another cloud back to virtual. I can put it back on physical if I want to. It actually abstracts >>the cloud >>layer. There are things >>that we do when we go >>between clouds. Some use bio, >>some use, um, fee. >>But we have the data in backup format, not snapshot format. That's theirs. But we have been in backup format that we can move >>around and abstract >>workloads across. All of the infrastructure in your >>catalogue is control >>of that. Is that Is >>that right? That is about >>that 100%. And you know what's interesting about our catalogue? Dave. The catalogue is inside the backup, and so historically, one of the problems with backup is that you had a separate catalogue and if it ever got corrupted. All of your >>data is meaningless >>because the catalogue is inside >>the backup >>for that unique VM or that unique instance, you can move it anywhere and power it on. That's why people said were >>so reliable. As long >>as you have the backup file, you can delete our >>software. You can >>still get the data back, so I love this fast paced so that >>enables >>what I call Super Cloud we now call Super Cloud >>because now >>take that to the edge. >>If I want to go to the edge, I presume you can extend that. And I also presume the containers play a role there. Yes, so here's what's interesting about the edge to things on the edge. You don't want to have any state if you can help it, >>and so >>containers help with that. You can have stateless environment, some >>persistent data storage, >>but we not only >>provide the portability >>in operating systems. We also do this for containers, >>and that's >>true if you go to the cloud and you're using SE CKs >>with relational >>database service is already >>asked for the persistent data. >>Later, we can pick that up and move it to G K E or move it to open shift >>on premises. And >>so that's why I call this the super cloud. We have all of this data. Actually, I think you termed the term super thank you for I'm looking for confirmation from a technologist that it's technically feasible. It >>is technically feasible, >>and you can do it today and that's a I think it's a winning strategy. Personally, Will there be >>such a thing as edge Native? You know, there's cloud native. Will there be edge native new architectures, new ways of doing things, new workloads use cases? We talk about hardware, new hardware, architectures, arm based stuff that are going to change everything to edge Native Yes and no. There's going to be small tweaks that make it better for the edge. You're gonna see a lot of iron at the edge, obviously for power consumption purposes, and you're also going to see different constructs for networking. We're not going to use the traditional networking, probably a lot more software to find stuff. Same thing on the storage. They're going to try and >>minimise the persistent >>storage to the smallest footprint possible. But ultimately I think we're gonna see containers >>will lead >>the edge. We're seeing this now. We have a I probably can't name them, but we have a large retail organisation that is running containers in every single store with a small, persistent footprint of the point of sale and local data, but that what >>is running the actual >>system is containers, and it's completely ephemeral. So we were >>at Red Hat, I was saying >>earlier last week, and I'd say half 40 50% of the conversation was edge open shift, obviously >>playing a big role there. I >>know doing work with Rancher and Town Zoo. And so there's a lot of options there. >>But obviously, open shift has >>strong momentum in the >>marketplace. >>I've been dominating. You want to chime in? No, I'm just No, >>I yeah, I know. Sometimes >>I'll sit here like a sponge, which isn't my job absorbing stuff. I'm just fascinated by the whole concept of of a >>of a portable format for data that encapsulates virtual machines and or instances that can live in the containerised world. And once you once you create that common denominator, that's really that's >>That's the secret sauce >>for what you're talking about is a super club and what's been fascinating to watch because I've been paying attention since the beginning. You go from simply V. M. F s and here it is. And by the way, the pitch to E. M. C. About buying VM ware. It was all about reducing servers to files that can be stored on storage arrays. All of a sudden, the light bulbs went off. We can store those things, and it just began. It became it became a marriage afterwards. But to watch that progression that you guys have gone from from that fundamental to all of the other areas where now you've created this common denominator layer has has been amazing. So my question is, What's the singer? What doesn't work? Where the holes. You don't want to look at it from a from a glass half empty perspective. What's the next opportunity? We've talked about edge, but what are the things that you need to fill in to make this truly ubiquitous? Well, there's a lot of services out there that we're not protecting. To be fair, right, we do. Microsoft 3 65. We announced sales for us, but there's a dozen other paths services that >>people are moving data >>into. And until >>we had data protection >>for the assassin path services, you know >>you have to figure out how >>to protect them. Now here's the kicker about >>those services. >>Most of them have the >>ability to dump date >>out. The trick is, do they have the A >>P? I is needed to put data >>back into it right, >>which is which is a >>gap. As an industry, we need to address this. I actually think we need a common >>framework for >>how to manage the >>export of data, but also the import of data not at a at a system level, but at an atomic level of the elements within those applications. >>So there are gaps >>there at the industry, but we'll fill them >>if you look on the >>infrastructure side. We've done a lot with containers and kubernetes. I think there's a next wave around server list. There's still servers and these micro services, but we're making things smaller and smaller and smaller, and there's going to be an essential need to protect those services as well. So modern data protection is something that's going to we're gonna need modern data protection five years from now, the modern will just be different. Do you ever see the day, Danny, where governance becomes an >>adjacency opportunity for >>you guys? It's clearly an opportunity even now if you look, we spent a lot of time talking about security and what you find is when organisations go, for example, of ransomware insurance or for compliance, they need to be able to prove that they have certifications or they have security or they have governance. We just saw transatlantic privacy >>packed only >>to be able to prove what type of data they're collecting. Where are they storing it? Where are they allowed to recovered? And yes, those are very much adjacency is for our customers. They're trying to manage that data. >>So given that I mean, >>am I correct that architecturally you are, are you location agnostic? Right. We are a location agnostic, and you can actually tag data to allowable location. So the big trend that I think is happening is going to happen in in this >>this this decade. >>I think we're >>scratching the surface. Is this idea >>that, you know, leave data where it is, >>whether it's an S three >>bucket, it could be in an Oracle >>database. It could be in a snowflake database. It can be a data lake that's, you know, data, >>bricks or whatever, >>and it stays where >>it is. And it's just a note on the on the call of the data >>mesh. Not my term. Jim >>Octagon coined that term. The >>problem with that, and it puts data in the hands of closer to the domain experts. The problem with that >>scenario >>is you need self service infrastructure, which really doesn't exist today anyway. But it's coming, and the big problem is Federated >>computational >>governance. How do I automate that governance so that the people who should have access to that it can have access to that data? That, to me, seems to be an adjacency. It doesn't exist except in >>a proprietary >>platform. Today. There needs to be a horizontal >>layer >>that is more open than anybody >>can use. And I >>would think that's a perfect opportunity for you guys. Just strategically it is. There's no question, and I would argue, Dave, that it's actually >>valuable to take snapshots and to keep the data out at the edge wherever it happens to be collected. But then Federated centrally. It's why I get so excited by an exhibit of data this year going into the cloud, because then you're centralising the aggregation, and that's where you're really going to drive the insights. You're not gonna be writing tensorflow and machine learning and things on premises unless you have a lot of money and a lot of GPS and a lot of capacity. That's the type of thing that is actually better suited for the cloud. And, I would argue, better suited for not your organisation. You're gonna want to delegate that to a third party who has expertise in privacy, data analysis or security forensics or whatever it is that you're trying to do with the data. But you're gonna today when you think about AI. We talked about A. I haven't had a tonne of talk about AI some >>appropriate >>amount. Most of the >>AI today correct me if you think >>this is not true is modelling that's done in the cloud. It's dominant. >>Don't >>you think that's gonna flip when edge >>really starts to take >>off where it's it's more real time >>influencing >>at the edge in new use cases at the edge now how much of that data >>is going to be >>persisted is a >>point of discussion. But what >>are your thoughts on that? I completely agree. So my expectation of the way >>that this will work is that >>the true machine learning will happen in the centralised location, and what it will do is similar to someone will push out to the edge the signatures that drive the inferences. So my example of this is always the Tesla driving down the road. >>There's no way that that >>car should be figuring it sending up to the cloud. Is that a stop sign? Is it not? It can't. It has to be able to figure out what the stop sign is before it gets to it, so we'll do the influencing at the edge. But when it doesn't know what to do with the data, then it should send it to the court to determine, to learn about it and send signatures back out, not just to that edge location, but all the edge locations within the within the ecosystem. So I get what you're saying. They might >>send data back >>when there's an anomaly, >>or I always use the example of a deer running in front of the car. David Floyd gave me that one. That's when I want to. I do want to send the data back to the cloud because Tesla doesn't persist. A tonne of data, I presume, right, right less than 5% of it. You know, I want to. Usually I'm here to dive into the weeds. I want kind of uplevel this >>to sort of the >>larger picture. From an I T perspective. >>There's been a lot of consolidation going on if you divide the >>world into vendors >>and customers. On the customer side, there are only if there's a finite number of seats at the table for truly strategic partners. Those get gobbled up often by hyper >>scale cloud >>providers. The challenge there, and I'm part of a CEO accreditation programme. So this >>is aimed at my students who >>are CEOs and CIOs. The challenge is that a lot of CEOs and CIOs on the customer side don't exhaustively drag out of their vendor partners like a theme everything that Saveem >>can do for >>them. Maybe they're leveraging a point >>solution, >>but I guarantee you they don't all know that you've got cast in in the portfolio. Not every one of them does yet, let alone this idea of a super >>cloud and and and >>how much of a strategic role you can play. So I don't know if it's a blanket admonition to folks out there, but you have got to leverage the people who are building the solutions that are going to help you solve problems in the business. And I guess, as in the form of >>a question, >>uh, do you Do you see that as a challenge? Now those the limited number of seats at >>the Table for >>Strategic Partners >>Challenge and >>Opportunity. If you look at the types of partners that we've partnered with storage partners because they own the storage of the data, at the end of the day, we actually just manage it. We don't actually store it the cloud partners. So I see that as the opportunity and my belief is I thought that the storage doesn't matter, >>but I think the >>organisation that can centralise and manage that data is the one that can rule the world, and so >>clearly I'm a team. I think we can do amazing things, but we do have key >>strategic partners hp >>E Amazon. You heard >>them on stage yesterday. >>18 different >>integrations with AWS. So we have very strategic partners. Azure. I go out there all the time. >>So there >>you don't need to be >>in the room at the table because your partners are >>and they have a relationship with the customer as well. Fair enough. But the key to this it's not just technology. It is these relationships and what is possible between our organisations. So I'm sorry to be >>so dense on this, but when you talk about >>centralising that data you're talking about physically centralising it or can actually live across clouds, >>for instance. But you've got >>visibility and your catalogues >>have visibility on >>all that. Is that what you mean by centralised obliterated? We have understanding of all the places that lives, and we can do things with >>it. We can move it from one >>cloud to another. We can take, you know, everyone talks about data warehouses. >>They're actually pretty expensive. >>You got to take data and stream it into this thing, and there's a massive computing power. On the other hand, we're >>not like that. You've storage on there. We can ephemeral e. Spin up a database when you need it for five minutes and then destroy it. We can spin up an image when you need it and then destroy it. And so on your perspective of locations. So irrespective of >>location, it doesn't >>have to be in a central place, and that's been a challenge. You extract, >>transform and load, >>and moving the data to the central >>location has been a problem. We >>have awareness of >>all the data everywhere, >>and then we can make >>decisions as to what you >>do based >>on where it is and >>what it is. And that's a metadata >>innovation. I guess that >>comes back to the catalogue, >>right? Is that correct? >>You have data >>about the data that informs you as to where it is and how to get to it. And yes, so metadata within the data that allows you to recover it and then data across the federation of all that to determine where it is. And machine intelligence plays a role in all that, not yet not yet in that space. Now. I do think there's opportunity in the future to be able to distribute storage across many different locations and that's a whole conversation in itself. But but our machine learning is more just on helping our customers address the problems in their infrastructures rather than determining right now where that data should be. >>These guys they want me to break, But I'm >>refusing. So your >>Hadoop back >>in their rooms via, um that's >>well, >>that scale. A lot of customers. I talked to Renee Dupuis. Hey, we we got there >>was heavy lift. You >>know, we're looking at new >>ways. New >>approaches, uh, going. And of course, it's all in the cloud >>anyway. But what's >>that look like? That future look like we haven't reached bottle and X ray yet on our on our Hadoop clusters, and we do continuously examine >>them for anomalies that might happen. >>Not saying we won't run into a >>bottle like we always do at some >>point, But we haven't yet >>awesome. We've covered a lot of We've certainly covered extensively the research that you did on cyber >>security and ransomware. Um, you're kind of your vision for modern >>data protection. I think we hit on that pretty well casting, you know, we talked to Michael about that, and then, you know, the future product releases the Salesforce data protection. You guys, I think you're the first there. I think you were threatened at first from Microsoft. 3 65. No, there are other vendors in the in the salesforce space. But what I tell people we weren't the first to do data capture at the hyper >>visor level. There's two other >>vendors I won't tell you they were No one remembers them. Microsoft 3 65. We weren't the first one to for that, but we're now >>the largest. So >>there are other vendors in the salesforce space. But we're looking at We're going to be aggressive. Danielle, Thanks >>so much for coming to Cuba and letting us pick your brain like that Really great job today. And congratulations on >>being back >>in semi normal. Thank you for having me. I love being on all right. And thank you for watching. Keep it right there. More coverage. Day volonte for Dave >>Nicholson, By >>the way, check out silicon angle dot com for all the written coverage. All the news >>The cube dot >>net is where all these videos We'll we'll live. Check out wiki bond dot com I published every week. I think I'm gonna dig into the cybersecurity >>research that you guys did this week. If I can >>get a hands my hands on those charts which Dave Russell promised >>me, we'll be right back >>right after this short break. Mm.

>>President. >>Hello everyone and welcome to wien on 2021. My name is Dave Volonte and you're watching the cubes continuous coverage of the event. You know, VM is a company that made its mark riding the virtualization wave, but quite amazingly has continued to extend its product portfolio and catch the other major waves of the industry. Of course, we're talking about cloud backup. SaS data protection was one of the early players there making moves and containers. And this is the VM on power panel with me or Danny Allen, who is the Ceo and Senior vice president of product strategy at VM. Dave Russell is the vice President of enterprise Strategy, of course, said Vin and Rick Vanover, senior director of product strategy at VM. It's great to see you again. Welcome back to the cube. >>Good to be here. >>Well, it had to be here. >>Yeah, let's do it. >>Let's do this. So Danny, you know, we heard you kind of your keynotes and we saw the general sessions and uh sort of diving into the breakouts. But the thing that jumps out to me is this growth rate that you're on. Uh you know, many companies and we've seen this throughout the industry have really struggled, you know, moving from the traditional on prem model to an an A. R. R. Model. Uh they've had challenges doing so the, I mean, you're not a public company, but you're quite transparent and a lot of your numbers 25% a our our growth year of a year in the last quarter, You know, 400,000 plus customers. You're talking about huge numbers of downloads of backup and replication Danny. So what are your big takeaways from the last, You know, 6-12 months? I know it was a strange year obviously, but you guys just keep cranking. >>Yeah, so we're obviously hugely excited by this and it really is a confluence of various things. It's our, it's our partners, it's the channel. Um, it's our customers frankly that that guide us and give us direction on what to do. But I always focus in on the product because I, you know, we run product strategy here, this group and we're very focused on building good products and I would say there's three product areas that are on maximum thrust right now. One is in the data center. So we built a billion dollar business on being the very best in the data center for V sphere, hyper V, um, for Nutanix, HV and as we announced also with red hat virtualization. So data center obviously a huge thrust for us going forward. The second assess Office 3 65 is exploding. We already announced we're protecting 5.8 million users right now with being back up for Office 3 65 and there's a lot of room to grow there. There's 145 million daily users of Microsoft teams. So a lot of room to grow. And then the third areas cloud, we moved over 100 petabytes of data into the public cloud in Q one and there's a lot of opportunity there as well. So those three things are driving the growth, the data center SaAS and cloud >>Davis. I want to get your kind of former analyst perspective on this. Uh you know, I know, you know, it's kind of become cliche but you still got that D. N. A. And I'm gonna tap it. So when you think about and you were following beam, of course very closely during its ascendancy with virtualization. And back then you wouldn't just take your existing, you know, approaches to back up in your processes and just slap them on to virtualization. That that wouldn't have worked. You had to rethink your backup. And it seems like I want to ask you about cloud because people talk about lift and shift and what I hear from customers is, you know, if I just lift and shift to cloud, it's okay, but if I don't have a plan to change my operating model, you know, I don't get the real benefit out of it. And so I would think back up data protection, data management etcetera is a key part of that. So how are you thinking about cloud and the opportunity there? >>Yeah, that's a good point, David. You know, I think the key area right there is it's important to protect the workload of the environment. The way that that environment is naturally is best suited to be protected and also to interact in a way that the administrator doesn't have to rethink, doesn't have to change their process so early on. Um I think it was very successful because the interface is the work experience looked like what an active directory administrator was used to, seeing if they went to go and protect something with me where to go recover an item. Same is true in the cloud, You don't want to just take what's working well in one area and just force it, you know, around round peg into a square hole. This doesn't work well. So you've got to think about the environment and you've got to think about what's gonna be the real use case for getting access to this data. So you want to really tune things and there's obviously commonality involved, but from a workflow perspective, from an application perspective and then a delivery model perspective, Now, when it comes to hybrid cloud multi cloud, it's important to look like that you belong there, not a fish out of water. >>Well, so of course, Danny you were talking to talking about you guys have product first, Right? And so rick your your key product guy here. What's interesting to me is when you look at the history of the technology industry and disruption, it's it's so often that the the incumbent, which you knew now an incumbent, you know, you're not the startup anymore, but the incumbent has challenges riding these these new waves because you've got to serve the existing customer base, but you gotta ride the new momentum as well. So how rick do you approach that from a product standpoint? Because based on the numbers that we see it doesn't you seem to be winning in both the traditional business and the new business. So how do you adapt from a product standpoint? >>Well, Dave, that's a good question. And Danny set it up? Well, it's really the birth of the Wien platform and its relevance in the market. In my 11th year here at Wien, I've had all kinds of conversations. Right. You know, the perception was that, you know, this smb toy for one hyper Advisor those days are long gone. We can check the boxes across the data center and cloud and even cloud native apps. You know, one of the things that my team has done is invest heavily in both people and staff on kubernetes, which aligns to our casting acquisition, which was featured heavily here at V Mon. So I think that being able to have that complete platform conversation Dave has really given us incredible momentum but also credibility with the customers because more than ever, this fundamental promise of having data backed up and being able to drive a recovery for whatever may happen to data nowadays. You know, that's a real emotional, important thing for people and to be able to bring that kind of outcome across the data center, across the cloud, across changes in what they do kubernetes that's really aligned well to our success and you know, I love talking to customers now. It's a heck of a lot easier when you can say yes to so many things and get the technical win. So that kind of drives a lot of the momentum Dave, but it's really the platform. >>So let's talk about the future of it and I want all you guys to chime in here and Danny, you start up, How do you see it? I mean, I always say the last 10 years, the next 10 years ain't gonna be like the last 10 years whether it's in cloud or hybrid et cetera. But so how Danny do you see I. T. In the future of I. T. Where do you see VM fitting in, how does that inform your roadmap, your product strategy? Maybe you could kick that segment off? >>Yeah. I think of the kind of the two past decades that we've gone through starting back in 2000 we had a lot of digital services built for end users and it was built on physical infrastructure and that was fantastic. Obviously we could buy things online, we could order close we could order food, we we could do things interact with end users. The second era about a decade later was based on virtualization. Now that wasn't a benefit so much to the end user is a benefit to the business. The Y because you could put 10 servers on a single physical server and you could be a lot more flexible in terms of delivery. I really think this next era that we're going into is actually based on containers. That's why the cost of acquisition is so strategic to us. Because the unique thing about containers is they're designed for to be consumption friendly. You spin them up, you spin them down, you provision them, you d provisions and they're completely portable. You can move it >>from on >>premises if you're running open shift to e k s a k s G k E. And so I think the next big era that we're going to go through is this movement towards containerized infrastructure. Now, if you ask me who's running that, I still think there's going to be a data center operations team, platform ups is the way that I think about them who run that because who's going to take the call in the middle of the night. But it is interesting that we're going through this transformation and I think we're in the very early stages of this radical transformation to a more consumption based model. Dave. I don't know what you think about that. >>Yeah, I would say something pretty similar Danny. It sounds cliche day valenti, but I take everything back to digital transformation. And the reason I say that is to me, digital transformation is about improving customer intimacy and so that you can deliver goods and services that better resonate and you can deliver them in better time frame. So exactly what Danny said, you know, I think that the siloed approaches of the past where we built very hard in environments and we were willing to take a long time to stand those up and then we have very tight change control. I feel like 2020 sort of a metaphor for where the data center is going to throw all that out the window we're compiling today. We're shipping today and we're going to get experience today and we're going to refine it and do it again tomorrow. But that's the environment we live in. And to Danny's point why containers are so important. That notion of shift left meaning experience things earlier in the cycle. That is going to be the reality of the data center regardless of whether the data center is on prem hybrid cloud, multi cloud or for some of us potentially completely in the cloud. >>So rick when you think about some of your peeps like the backup admit right and how that role is changing in a big discussion in the economy now about the sort of skills gap we got all these jobs and and yet there's still all this unemployment now, you know the debate about the reasons why, but there's a there's a transition enrolls in terms of how people are using products and obviously containers brings that, what what are you seeing when you talk to like a guy called him your peeps? Yeah, it's >>an evolving conversation. Dave the audience, right. It has to be relevant. Uh you know, we were afforded good luxury in that data center wheelhouse that Danny mentioned. So virtualization platform storage, physical servers, that's a pretty good start. But in the software as a service wheelhouse, it's a different persona now, they used to talk to those types of people, there's a little bit of connection, but as we go farther to the cloud, native apps, kubernetes and some of the other SAAS platforms, it is absolutely an audience journey. So I've actually worked really hard on that in my team, right? Everything from what I would say, parachuting into a community, right? And you have to speak their language. Number one reason is just number one outcomes just be present. And if you're in these communities you can find these individuals, you can talk their language, you can resonate with their needs, right? So that's something uh you know, everything from Levin marketing strategy to the community strategy to even just seating products in the market, That's a recipe that beam does really well. So yeah, it's a moving target for sure. >>Dave you were talking about the cliche of digital transformation and I'll say this may be pre Covid, I really felt like it was a cliche, there was a lot of, you know, complacency, I'll call it, but then the force marks the digital change that uh and now we kind of understand if you're not a digital business, you're in trouble. Uh And so my question is how it relates to some of the trends that we've been talking about in terms of cloud containers, We've seen the SAs ification for the better part of a decade now, but specifically as it relates to migration, it's hard for customers to just migrate their application portfolio to the cloud. Uh It's hard to fund it. It takes a long time. It's complex. Um how do you see that cloud migration evolving? Maybe that's where hybrid comes in And again, I'm interested in how you guys think about it and how it affects your strategy. >>Yeah. Well it's a complex answer as you might imagine because 400,000 customers, we take the exact same code. The exact same ice so that I run on my laptop is the exact same being backup and replication image that a major bank protects almost 20,000 machines and a petabytes of data. And so what that means is that you have to look at things on a case by case basis for some of us continuing to operate proprietary systems on prem might be the best choice for a certain workload. But for many of us the Genie is kind of out of the bottle with 2020 we have to move faster. It's less about safety and a lot more about speed and favorable outcome. We'll fix it if it's broken but let's get going. So for organizations struggling with how to move to the cloud, believe it or not, backup and recovery is an excellent way to start to venture into that because you can start to move data backup ISm data movement engine. So we can start to see data there where it makes sense. But rick would be quick to point out we want to offer a safe return. We have instances of where people want to repatriate data back and having a portable data format is key to that Rick. >>Uh yeah, I had a conversation recently with an organization managing cloud sprawl. They decided to consolidate, we're going to use this cloud, so it was removing a presence from one cloud that starts with an A and migrating it to the other cloud that starts with an A. You know, So yeah, we've seen that need for portability repatriation on prem classic example going from on prem apps to software as a service models for critical apps. So data mobility is at the heart of VM and with all the different platforms, kubernetes comes into play as well. It's definitely aligning to the needs that we're seeing in the market for sure. >>So repatriation, I want to stay on that for a second because you're, you're an arms dealer, you don't care if they're in the cloud or on prem and I don't know, maybe you make more money in one or the other, but you're gonna ride whatever waves the market gives you so repatriation to me implies. Or maybe I'm just inferring that somebody's moved to the cloud and they feel like, wow, we've made a mistake, it was too fast, too expensive. It didn't work for us. So now we're gonna bring it back on prem. Is that what you're saying? Are you saying they actually want their data in both both places. As another layer of data protection Danny. I wonder if you could address that. What are you seeing? >>Well, one of the interesting things that we saw recently, Dave Russell actually did the survey on this is that customers will actually build their work laid loads in the cloud with the intent to bring it back on premises. And so that repatriation is real customers actually don't just accidentally fall into it, but they intend to do it. And the thing about being everyone says, hey, we're disrupting the market, we're helping you go through this transformation, we're helping you go forward. Actually take a slightly different view of this. The team gives them the confidence that they can move forward if they want to, but if they don't like it, then they can move back and so we give them the stability through this incredible pace, change of innovation. We're moving forward so so quickly, but we give them the ability to move forward if they want then to recover to repatriate if that's what they need to do in a very effective way. And Dave maybe you can touch on that study because I know that you talked to a lot of customers who do repatriate workloads after moving them to the cloud. >>Yeah, it's kind of funny Dave not in the analyst business right now, but thanks to Danny and our chief marketing Officer, we've got now half a dozen different research surveys that have either just completed or in flight, including the largest in the data protection industry's history. And so the survey that Danny alluded to, what we're finding is people are learning as they're going and in some cases what they thought would happen when they went to the cloud they did not experience. So the net kind of funny slide that we discovered when we asked people, what did you like most about going to the cloud and then what did you like least about going to the cloud? The two lists look very similar. So in some cases people said, oh, it was more stable. In other cases people said no, it was actually unstable. So rick I would suggest that that really depends on the practice that you bring to it. It's like moving from a smaller house to a larger house and hoping that it won't be messy again. Well if you don't change your habits, it's eventually going to end up in the same situation. >>Well, there's still door number three and that's data reuse and analytics. And I found a lot of organizations love the idea of at least manipulating data, running test f scenarios on yesterday's production, cloud workload completely removed from the cloud or even just analytics. I need this file. You know, those types of scenarios are very easy to do today with them. And you know, sometimes those repatriations, those portable recoveries, Sometimes people do that intentionally, but sometimes they have to do it. You know, whether it's fire, flood and blood and you know, oh, I was looks like today we're moving to the cloud because I've lost my data center. Right. Those are scenarios that, that portable data format really allows organizations to do that pretty easily with being >>it's a good discussion because to me it's not repatriation, it has this negative connotation, the zero sum game and it's not Danny what you describe and rick as well. It was kind of an experimentation, a purposeful. We're going to do it in the cloud because we can and it's cheap and low risk to spin it up and then we're gonna move it because we've always thought we're going to have it on prem. So, so you know, there is some zero sum game between the cloud and on prem. Clearly no question about it. But there's also this rising tide lifts all ship. I want to, I want to change the subject to something that's super important and and top of mind it's in the press and it ain't going away and that is cyber and specifically ransomware. I mean, since the solar winds hack and it seems to me that was a new milestone in the capabilities and aggressiveness of the adversary who is very well funded and quite capable. And what we're seeing is this idea of tucking into the supply chain of islands, so called island hopping. You're seeing malware that's self forming and takes different signatures very stealthy. And the big trend that we've seen in the last six months or so is that the bad guys will will lurk and they'll steal all kinds of sensitive data. And then when you have an incident response, they will punish you for responding. And they will say, okay, fine, you want to do that. We're going to hold you ransom. We're gonna encrypt your data. And oh, by the way, we stole this list of positive covid test results with names from your website and we're gonna release it if you don't pay their. I mean, it's like, so you have to be stealthy in your incident response. And this is a huge problem. We're talking about trillions of dollars lost each year in, in in cybercrime. And so, uh, you know, it's again, it's this uh the bad news is good news for companies like you. But how do you help customers deal with this problem? What are you seeing Danny? Maybe you can chime in and others who have thoughts? >>Well we're certainly seeing the rise of cyber like crazy right now and we've had a focus on this for a while because if you think about the last line of defense for customers, especially with ransomware, it is having secure backups. So whether it be, you know, hardened Linux repositories, but making sure that you can store the data, have it offline, have it, have it encrypted immutable. Those are things that we've been focused on for a long while. It's more than that. Um it's detection and monitoring of the environment, which is um certainly that we do with our monitoring tools and then also the secure recovery. The last thing that you want to do of course is bring your backups or bring your data back online only to be hit again. And so we've had a number of capabilities across our portfolio to help in all of these. But I think what's interesting is where it's going, if you think about unleashing a world where we're continuously delivering, I look at things like containers where you have continues delivery and I think every time you run that helm commander, every time you run that terra form command, wouldn't that be a great time to do a backup to capture your data so that you don't have an issue once it goes into production. So I think we're going towards a world where security and the protection against these cyber threats is built into the supply chain rather than doing it on just a time based uh, schedule. And I know rick you're pretty involved on the cyber side as well. Would you agree with that? I >>would. And you know, for organizations that are concerned about ransomware, you know, this is something that is taken very seriously and what Danny explained for those who are familiar with security, he kind of jumped around this, this universally acceptable framework in this cybersecurity framework there, our five functions that are a really good recipe on how you can go about this. And and my advice to IT professionals and decision makers across the board is to really align everything you do to that framework. Backup is a part of it. The security monitoring and user training. All those other things are are areas that that need to really follow that wheel of functions. And my little tip here and this is where I think we can introduce some differentiation is around detection and response. A lot of people think of backup product would shine in both protection and recovery, which it does being does, but especially on response and detection, you know, we have a lot of capabilities that become impact opportunities for organizations to be able to really provide successful outcomes through the other functions. So it's something we've worked on a lot. In fact we've covered here at the event. I'm pretty sure it will be on replay the updated white paper. All those other resources for different levels can definitely guide them through. >>So we follow up to the detection is what analytics that help you identify whatever lateral movement or people go in places they shouldn't go. I mean the hard part is is you know, the bad guys are living off the land, meaning they're using your own tooling to to hack you. So they're not it's not like they're introducing something new that shouldn't be there. They're they're just using making judo moves against you. So so specifically talk a little bit more about your your detection because that's critical. >>Sure. So I'll give you one example imagine we capture some data in the form of a backup. Now we have an existing advice that says, you know what Don't put your backup infrastructure with internet connectivity. Use explicit minimal permissions. And those three things right there and keep it up to date. Those four things right there will really hedge off a lot of the different threat vectors to the back of data, couple that with some of the mutability offline or air gapped capabilities that Danny mentioned and you have an additional level of resiliency that can really ensure that you can drive recovery from an analytic standpoint. We have an api that allows organizations to look into the backup data. Do more aggressive scanning without any exclusions with different tools on a flat file system. You know, the threats can't jump around in memory couple that with secure restore. When you reintroduce things into the environment From a recovery standpoint, you don't want to reintroduce threats. So there's protections, there's there's confidence building steps along the way with them and these are all generally available technologies. So again, I got this white paper, I think we're up to 50 pages now, but it's a very thorough that goes through a couple of those scenarios. But you know, it gets the uh, it gets quickly into things that you wouldn't expect from a backup product. >>Please send me a copy if you, if you don't mind. I this is a huge problem and you guys are global company. I admittedly have a bit of a US bias, but I was interviewing robert Gates one time the former defense secretary and we're talking about cyber war and I said, don't we have the best cyber, can't we let go on the offense? He goes, yeah, we can, but we got the most to lose. So this is really a huge problem for organizations. All right, guys, last question I gotta ask you. So what's life like under, under inside capital of the private equity? What's changed? What's, what's the same? Uh, do you hear from our good friend ratner at all? Give us the update there. >>Yes. Oh, absolutely fantastic. You know, it's interesting. So obviously acquired by insight partners in February of 2020, right, when the pandemic was hitting, but they essentially said light the fuse, keep the engine's going. And we've certainly been doing that. They haven't held us back. We've been hiring like crazy. We're up to, I don't know what the count is now, I think 4600 employees, but um, you know, people think of private equity and they think of cost optimizations and, and optimizing the business, That's not the case here. This is a growth opportunity and it's a growth opportunity simply because of the technology opportunity in front of us to keep, keep the engine's going. So we hear from right near, you know, on and off. But the new executive team at VM is very passionate about driving the success in the industry, keeping abreast of all the technology changes. It's been fantastic. Nothing but good things to say. >>Yes, insight inside partners, their players, we watched them watch their moves and so it's, you know, I heard Bill McDermott, the ceo of service now the other day talking about he called himself the rule of 60 where, you know, I always thought it was even plus growth, you know, add that up. And that's what he was talking about free cash flow. He's sort of changing the definition a little bit but but so what are you guys optimizing for you optimizing for growth? Are you optimising for Alberta? You optimizing for free cash flow? I mean you can't do All three. Right. What how do you think about that? >>Well, we're definitely optimizing for growth. No question. And one of the things that we've actually done in the past 12 months, 18 months is beginning to focus on annual recurring revenue. You see this in our statements, I know we're not public but we talk about the growth in A. R. R. So we're certainly focused on that growth in the annual recovering revenue and that that's really what we tracked too. And it aligns well with the cloud. If you look at the areas where we're investing in cloud native and the cloud and SAAS applications, it's very clear that that recurring revenue model is beneficial. Now We've been lucky, I think we're 13 straight quarters of double-digit growth. And and obviously they don't want to see that dip. They want to see that that growth continue. But we are optimizing on the growth trajectory. >>Okay. And you see you clearly have a 25% growth last quarter in A. R. R. Uh If I recall correctly, the number was evaluation was $5 billion last january. So obviously then, given that strategy, Dave Russell, that says that your tam is a lot bigger than just the traditional backup world. So how do you think about tam? I'll we'll close there >>and uh yeah, I think you look at a couple of different ways. So just in the backup recovery space or backup in replication to paying which one you want to use? You've got a large market there in excess of $8 billion $1 billion dollar ongoing enterprise. Now, if you look at recent i. D. C. Numbers, we grew and I got my handy HP calculator. I like to make sure I got this right. We grew 44.88 times faster than the market average year over year. So let's call that 45 times faster and backup. There's billions more to be made in traditional backup and recovery. However, go back to what we've been talking around digital transformation Danny talking about containers in the environment, deployment models, changing at the heart of backup and recovery where a data capture data management, data movement engine. We envision being able to do that not only for availability but to be able to drive the business board to be able to drive economies of scale faster for our organizations that we serve. I think the trick is continuing to do more of the same Danny mentioned, he knows the view's got lit. We haven't stopped doing anything. In fact, Danny, I think we're doing like 10 times more of everything that we used to be doing prior to the pandemic. >>All right, Danny will give you the last word, bring it home. >>So our goal has always been to be the most trusted provider of backup solutions that deliver modern data protection. And I think folks have seen at demon this year that we're very focused on that modern data protection. Yes, we want to be the best in the data center but we also want to be the best in the next generation, the next generation of I. T. So whether it be sas whether it be cloud VM is very committed to making sure that our customers have the confidence that they need to move forward through this digital transformation era. >>Guys, I miss flying. I mean, I don't miss flying, but I miss hanging with you all. We'll see you. Uh, for sure. Vim on 2022 will be belly to belly, but thanks so much for coming on the the virtual edition and thanks for having us. >>Thank you. >>All right. And thank you for watching everybody. This keeps continuous coverage of the mon 21. The virtual edition. Keep it right there for more great coverage. >>Mm

>>From around the globe with digital coverage of 2020 brought to you by beam. Welcome back. I'm assuming a man, and this is the cubes coverage of Veem on 2020 online. I'm really happy to welcome to the program. We had done the Milan many years, first time doing it online and we have two first time guests. the center square. We have Daniel freed. He is the GM and senior vice president of AMEA and the head of worldwide sitting on the other side of the screen. Is it David Harvey? He's the vice president of Dietrich alliances. Both of them, of course, with beam. Gentlemen, thanks so much for joining us. >>Thank you. >>All right, Daniel, maybe start with you, uh, you know, the online event, obviously, uh, you know, it gives us, you know, there's some allergens, but there's also some opportunities rather than, you know, thousands of us gathering in Las Vegas where right. There's a diversity of locations because if you look up and down the street, the strip, um, and instead we really have a global event in an operation, unity, I'm speaking to you where you are in Asia right now. What, what is, you know, the online event mean? And you know, how you can relate to, you know, how many countries do you have a attending the event. Okay. Yeah. >>Okay. So, so the good, the good thing about, about being online is, as you mentioned, as you said, is, is we can have all, all people from all countries, all around the world present. Of course we are surely, uh, now with my responsibility, my worldwide responsibility for the channels, uh, all countries in the world, we have partners of all in all countries in the world, which means that all our teams, as well as all our butlers are virtual things or the kid limits, uh, of, of joining that, that event today. But that's, that's why I'm very, very happy to have these virtual events, which is much easier. And they're heading all people try flying in from all the different parts of the world, do they guess? Right. And, and, and David, you know, also with alliances standpoint, I assume since, you know, they don't actually have to fly to Vegas. We've got the special guest appearances by Satya Nadella, uh, you know, Arvin, Krishna, you know, all of the, you know, Andy Jassy, you know, everyone's coming in, but no, and also seriousness from an Alliance standpoint, uh, you know, we'd love to hear how you're, you're working with them., uh, for, for the global event. >>Yeah, no, absolutely. And security is having a tough time keeping them at Bay right now. I mean, the online thing is handy because we can just cut them off, but, uh, yeah. Uh, but you're exactly right. It, the support of the alliances has been fantastic. Uh, everyone was trying to adjust to this new world we're in, but what you're seeing this week, um, he's a fantastic mom's body alliances. So once in Mike, all items should really work and we're doing the same for their events. And it's just a really nice >>If >>Camaraderie is coming together. And so, um, they've been great in supporting us as you've as seen through the week. Um, and we're excited about know whole vibe that getting in a commitment >>That, that we're getting from the customers I'm from the alliances, which is really, really good. Excellent. Well, we know that, you know, Veeam is a hundred percent partner focus, Daniel, maybe let's start with you, uh, you know, what, what's new kind of in the last year. So since we were together, last year, so on the new, on the new things that we have been doing for the last year, it's actually continuing first to move with our hundred percent, uh, since the beginning of, of, of Veem and all the way to the fully do squatters, that's more important even that is definitely the move that we see, uh, with working with your answers, uh, and their partners, as well as working much more with the Saudis providers, meaning the cloud service providers, where are there is a big, big trend now in the market with customers requesting more and more rather than, than I would say, technologies and products on premise. >>Uh, so we see that everywhere around the world. It is actually writing now again with the nutrition that we see, well, why, because of these, Nope, this is about situation, uh, where virtual is a big move that we, uh, we, we can see from customers and the partners that we have, the ecosystem that we've built, um, all around the world, he's helping very much in this move. Excellent. And David would love to hear the, the, the progress that, uh, your group with some of the parts. Yeah, absolutely. I mean, it's been a, it's been a really exciting ride, uh, year over year growth rates with the alliances, continue to shoot out, which we're really excited about. Um, the VTN launch was fantastic for us for most of our major strategic alliances. So we're really pleased about that. And a lot of our technical alliances as well, they really benefited from some of the new capability coming out there. >>So what we're seeing is not only are we seeing our go to market, be enriched more and have a lot of success with the strategic alliances, the technology Alliance is a really starting to benefit from some of that new innovation that just came out and funny as well. So that global systems integrators, we've seen a massive uptick in that interest in the last, in the last couple of quarters. And that's really helping too Alison tonight. Oh, I spy. So yeah, it's been a really exciting year. And certainly when you do these types of events virtually yeah. LinkedIn, your, I am, and text messages go through the roof, which is a nice way to, to keep communication with the alliances. Yeah, I did. David, I'd like to just drill in a little bit on some of the pieces that you're talking about there, uh, you know, I really feel in the last year, yeah. We saw a real maturation in what we do talk about. Yeah. Hybrid cloud and multicloud. Um, I, I know one of the, you know, key strategic Alliance is actually from day one for Veem. Yeah. And you know, every time I saw an announcement of some of the VMware Bob pieces, I usually felt like there was soon after a Veem piece of it. Uh, could you bring us inside a little bit, especially some of the cloud pieces and maybe how beam differentiate, uh, from, from some of the competition out there, you know, both VMware, >>You know, Amazon, Microsoft and that whole ecosystem. >>Yeah, absolutely. I mean, as you touched on, uh, VMware and ops have been very close, Brown is process, and we're really excited about, uh, some of the recent work has been going on with them as well. Um, we're also have tremendous steps fools with Amazon that continues to be a strong area. And the Microsoft is a cloud in the way that we continue during the harms, the way we work with their solution. Um, it's really providing right strides forwards, especially for the enterprise customers. Uh, we also were excited about the recent announcement related to Google cloud as well. So that's another big area for us. Um, and so that was another thing that continues to differentiate us. And what I would say overall though, is it's about having that philosophy as customers continue to have there philosophical view related to on premise cloud on off premise cloud. >>What we're showing is whether it's through the hardware partners, whether it's through the application partners well through the cloud is we're enabling you to decide your workflows. And I think that's the bit it's a little bit different than, and some of the others that are out there taking that heritage, should we put into the virtual world and that mentality, there's certain it departments have. It enables us to really synergize with those different partners as they go through their evolution and a certain customers move more towards the public cloud. And then you might be look towards some workplace back to the private that synergy between all of those areas is hugely important. And even for the hardware partners that we have, do you have cloud plays, mentioning some of their value solutions as well. So it's a really sort of, um, heterogeneous world that it we're really pleased on the way that the market is accepting it. Yeah. And Daniel that this, this move and a maturation of what's happened in the cloud is a significant impact on the channel. I'd love to hear, you know, anything specifically, you know, with your, uh, your viewpoint on the channel as to, you know, how your partners are now adjusting to that, you know, VMware, Microsoft, uh, some of the other pieces is that how they are now ready, uh, to help customers, uh, through these transitions. >>Yeah. And, and let me, let me make one run back, which is very important. First of all, VIM is not Mmm. The cloud provider and will not be accepted, right. Or in other words, the idea is that we will never compete with our brothers, never. Uh, so we provide technology, which is used by our partners and a number of them. I just think that technology to provide services, a number of them are using this technology to resell, uh, or to implement some additional services for the customers. And this is a key, key element. We're not there to do anything and competition. We are here to compliment and to use it, to leverage as much as possible, all our partners, as much as we can, uh, they know very good the market, they know very good at how things are moving. They know very good where they can do they know very good where they cannot do and what their customers want or, or, Oh,. >>Um, so the big, big move that we see in the market is how everyone is moving more and more to, again, there's said initially, uh, to the cloud, um, I mean, providing cloud services, whether it's multicloud hybrid cloud, as you mentioned it, as you listed them, we have all different types of scenarios. And this is a very interesting thing, is us helping them, educating them on how to use our technology, to be able to verify we be provide services and capabilities to their end customers. So we have a big, big investments in this enablement in what we call sales acceleration software, because it's all about businesses, uh, and helping our partners to get there and to move them as fast as placebo. Again, there is a big, a big need, a big request from the end customers and the role of the partners. I understand that and have to move very quickly to this new world of services. >>And we are there to help and support because we strategically no, that this is a way not only for him, but for the entire market. Yeah. And Danielle, you know, an important point. I think anybody that thinks that, okay, editor, uh, you know, to the channel or things, you know, probably doesn't matter. Okay. Or value proposition, a Veeam. What I'm curious from your standpoint is what was the impact of know wire now? You know, obviously some management changes there. Uh, I'm, I'm curious what feedback you've gotten and how that impact, uh, you know, the channel first. Yeah. I mean, let's be open as you know, it's one of, I hope one of our qualities, that theme is the transparency and the way we communicate again with the world, with our, especially with our partners. So initially the feedback that I had and with a number of partners and partners, well, a little bit of, okay, Nope, no worries. >>Uh, no, no. What is going to happen? What is next? Are we going to, to lose the DVM culture? Are we going to, are we going to go through a number of changes eventually in the strategy of him? And actually I have to say, and I'm extremely comfortable, uh, in my, let's say regular communications and connections with, with the insight partners, we have quiet team software because they think that the strategy that we had and the strategy that we have now is the strategy they want just to keep on doing, because it is a successful strategy. And by the way, when we do get the data, uh, that we got from the market from, uh, from, from some, from IDC that that was out lately, we see that Veeam is the number one in both, all around the world, compared to all the other vendors, doing the same kind of technology. >>That means that each is a successful strategy going with the partners and through the partners, he's a very successful strategy. And there is no reason that that yeah, and insight partners understands that extremely good. And I feel very comfortable with it. Yeah. With our future. That would mean more to us, but that's okay. We'll see. In the coming quarters. Well, I, I think, uh, you know, we, we, we do need to have, make sure that VMs has a little bit more focused on getting some green in your home environments there. Um, cause normally if I'm doing an interview with green, I'm expecting with BMI Mexican and a little bit more of the, of the breaker in there, David, you know, obviously, you know, the strategic alliances, uh, you know, some of those executive relationships, good morning, bring us in a little bit, as you know, Daniel was saying there's a little bit yeah. >>Of trepidation at the bit. And they've worked ruin, uh, from the Alliance standpoint, uh, you know, what is this, uh, what what's, what's transpired. Yes, true. It's, it's one of those things. It's a really unexciting answer because they aren't similar, simple answers calmness. Um, I often 24 hours, once we announced it, my call sheet was pretty, pretty empty for the simple reason being that, uh, we've spoken to everybody very quickly and the resonant feedback was that's great news. We know insight. We trust insight. We're glad it is say a growth play. Uh, also it clears up the future. And obviously, yeah, when you have strategic alliances is always in the back of their mind, wondering when is one of our competitors going to come in and Acqua you guys Mmm. Your article feedback was, this is fantastic. This is exactly what we wanted to see. >>Um, you provide clarity to our partnership. You can continue to invest in grow, which you've demonstrated for years, and you can move that forward for the next few years. Um, but also more importantly, this enables us to feel even better doubling down on veins. And so frankly, while we haven't had any issues and I'm sure a lot of the viewers out there have been through events seeing sometimes that can be crazy. It's a Daniel was pointing the strategy. Hasn't changed, we're executing, we've got the support. And the strategic Alliance is probably for the executive level and also the day to day level on leaning in more and more of them please that we're executing on our strategy, focusing in the U S with a big push. Okay. Bringing the investment, moving forward, stabilizing the leadership team. It's just been overall. It's been fantastic. So yeah. >>Yeah. It's, it's a really unexciting new soundbite answer, but that's a, how long has inclarity clarity has been a real takeaway? Excellent. Well, one of the, the key messages in the keynote, of course talking about a digital transformation, we'd love to hear, uh, for, from both of you, uh, you know, what you're seeing and hearing how beam's message is a, you know, engaging with both partners and ultimately the, the end user itself, uh, Daniel, maybe we'll start with you on that. Yeah. Yeah. Thanks. Thanks for asking. It's usually always comes from the end customers and their needs, and we all know that the need for data uh he's he's getting exponential. Uh, so that is why we can't do things manually anymore. So it has to be digitalized everywhere. Yeah. The very interesting thing is that not only something that express with the end customers, but we see more and more because it's an absolute need. Uh, when partners are providing, uh, services or providing all night, chubby she's out services or providing even, even products, they have digitalize also themselves. They are doing it at very, very high speed. But I know I'm mentioning that because I'm extremely pleased with the ecosystems of partners that we have >>Because they understand it's very good, how the market is, is evolving. I'm still only about the customers, but it's also about themselves. Yeah. That they are evolving 21st. And did you digitalization of all the processors? Well, the way they work with their customers, it's definitely one of the key elements, uh, which is going to be extremely good for the future. That's why, because of all this moves in a very positive dynamic way, there is no reasons why we should change our strategies and no remaining said our rights, uh, lions first, whatever it is, uh, continue driving the ecosystem, building the ecosystems, organizing the acquisition. And he's absolutely key for the success of everyone, including people, Brittany and David, please from the Alliance side. Yeah, it's do, I'm sure you'll notice, but in anybody and, uh, we're in a fortunate situation that we probably both get to sit through, uh, all of the strategies that a lot of the Titans of industry are all focused on right now and, and, and having ecosystem we do in your line side, that rich tapestry from the very large to very small is focused on that digital transformation. >>And I think that the good news from my point of view, and I'm going to touch on one of the points Daniel mentioned before was we don't eat with them. And so, yeah, he volunteers, we've got his work hogging, a piece of that, the strategy that they're looking for, the criticality of data three is transformation is huge as everybody knows. Um, and what we're finding right now is that the approach that we take yep. Approach to focus on doing what we do extremely well is synergizing with the evolution of the customer is seeing as they go through that transformation and transformation, sometimes a scary transformation sometimes brings nervousness and they want to do it with a lot of their thought leaders. They working with the VM-ware has the Microsoft, the HBS, and then apps, et cetera. And so from that point of view, the fact that we can providing them with that peace of mind for the complete solution, it's been fantastic. >>So, you know, when you look at a 75 plus partners, there's always going to be one way you need to thread the needle. Shall we say on exactly where intellectual property provides that value to them? But the good news is we don't have to spend a lot of time on that because we're clear, we're concise. Uh, and a lot of times they've been involved in a lot of our strategy sessions. So they're on board with us. And I think the Daniels area as well with the channel, the channel sees that as well. And that's why, whether it's through the alliances channel or with us directly to the resellers, uh, we're finding that, uh, that harmony is bringing a lot of peace of mind. So you can focus on the pains of the customer. I'm not worried about your technology partners fighting with themselves. And that's really where we are, right. Uh, the overall ethic of the company. All right. Well, the final item I have for, for both of you is, you know, normally, you know, but we have a certain understanding of where we are and what the roadmap is. Look, of course, we're dealing with a global pandemic, right? So >>As we look forward to the outlook, uh, I'd love to be able to hear a little bit about, you know, what you're hearing from your partners, how that is coloring, you know, decisions that are made really for the rest of kind of the next 12 months or so. Um, and you know, okay. Any other data points that you have, uh, from your broad perspectives as to how people think the recovery is going to be know, obviously we understand there's a lot of inserts. Nope. Daniel, you've got a, uh, great global viewpoint. We understand, uh, you know, what, what is happening impacts differently locally quite a bit, but, um, what are you seeing going forward and do you know the impact? Bye bye. Yeah. So I couldn't say the contrary. Yeah. So they correct. And we see it in our numbers that the countries, which are the most impacted, I would buy the QVC. >>I would have been more difficulties than the others, uh, to move, to move forward for a business standpoint, uh, which everybody understands, but we've received in the numbers. No, the thing. And this is what I liked very much about, but our ecosystem and where is we had a plan, uh, that we said that we said in 2019 before we knew anything about curvy a con for 2020, and you know what, uh, we are now in no, in, in, in our, the second part of the month of the year, you too, and are going to make our numbers. We are going to make our plans and why are we going to make it? That's the only because, you know, it's just been because perfect, but he's very, very much because of all our partners who, despite all the issues that are, they are in country because of coverage are just getting there, biking, helping themselves, helping us, and altogether as, as a big business machine, as big business system, we all just making success. >>And this will only show extremely good at the end of the year. When we look at the market share, Jamie's going to gain again, uh, with all our butters, it will be the, the results of the success. So good results. Very good results. No. And, and do you mean just continuing to move with these, he's a network of fathers and David, obviously we've seen, you know, you know, many of the big partners, you know, uh, you know, very circumstance and their response, you know, nobody wants, are you seen as, uh, you know, doing something that is untoward towards customers taking care of business. Okay. So, you know, how how's this impacting, you know, what you're doing with your partners? And it gives a little bit of the outlook going forward. Yeah. I mean, why not use for this as energy? Mmm. Some of these headlines that you see, of course, they're not going to get picked up with the impact related to it on a day to day basis, through the discussions with the executives are in the field level, we're seeing the energy with same people want to make sure on what is a tricky situation was a very impactful situation. >>Um, but what, we're not seeing people Mmm. He was onto it. We're seeing people really want to, um, make sure that they are also relating to the needs of their customers today, whether it's more and point whether it's moving towards the user experience, but also taking this time to keep building the foundation for a lot of that infrastructure related to data protection, data availability, um, that we've enjoyed for a long period of time. So yeah, you know, you, you have a degree of disruption, but the objective that I'm seeing from all the major guys that are out there is let's make sure we drive hard. Let's not take the pedal off the metal. Let's not use this as an excuse. Let's keep moving. What, uh, I mean, I sh I would say our engagement with them has increased in sort of happened. Um, and so I don't think we ever expected to be running into tempo. >>We're running bean does it as standard, but we don't normally I have that same temperature. Okay. From some of the, uh, some of the alliances we're really pushing hard with him. So, yeah, we're excited. And we continue to evolve rudeness how, in a situation, everyone's going to be employees with a lot of aggression, a lot of desire to keep capitalizing on the work we've done together. The key solving the customer demands that are going to come over the next 18 to 24 months, um, and reading, make sure that, uh, this is really okay. Yeah. It's impactful just to be clear, but, but not one that we're going to let define our future. I'm looking into that together. So I think from us, um, we're excited about not only as Daniel said, beam success. Well, what, we're starting to see us really good attitudes, uh, from all of our lines bombs, which we love. Yeah. All right. Well, Daniel and David, thank you so much for the update. Great. Yep. Okay. Thank you. Thanks. All right. Lots more covered from Veeam on 2020 online. I'm assuming a minute. Thank you. Oh, wow. The cube.

>> From the SiliconANGLE Media Office in Boston, Massachusets, it's theCUBE. Now, here's your host, Dave Vellante. >> Hi everybody, welcome to this preview of HPE's, Discover Madrid storage news. We're gonna unpack that. My name is Dave Vellante and Hewlett Packard Enterprise has a six-month cadence of shows. They have one in the June timeframe in Las Vegas, and then one in Europe. This year, again, it's in Madrid and you always see them announce products and innovations coinciding with those big user shows. With me here is Patrick Osborne who's the Vice President and General Manager of Big Data and Secondary Storage at HPE. Patrick, great to see you again. >> Great to be here, love theCUBE, thanks for having us. >> Oh, you're very welcome. So let's, let's unpack some of these announcements. You guys, as I said, you're on this six-month cadence. You've got sort of three big themes that you're vectoring into, maybe you could start there. >> Yeah, so within HP Storage and Big Data where, you know, where our point of view is around intelligent storage and intelligent data management and underneath that we've kind of vectored in on three pillars that you talked about. AI driven, so essentially bringing the intelligence, self-managing, self-healing, to all of our storage platforms, and big-data platforms, built for the Cloud, right? We've got a lot of use cases, and user stories, and you've seen from an HPE perspective, Hybrid Cloud, you know, is a big investment we're making in addition to the edge. And the last is delivering all of our capabilities, from product perspective, solutions and services as a service, right? So GreenLake is something that we started a few years ago and being able to provide that type of elastic, you know, purchasing experience for our customers is gonna weave itself in further products and solutions that we announce. >> So I like your strategy around AI. AI of course gets a lot of buzz these days. You guy are taking a practical approach. The Nimble acquisition gave you some capabilities there in predictive maintenance. You've pushed it into your automation capabilities. So let's talk about the hard news specifically around InfoSight. >> Yeah, so InfoSight is an incredible platform and what you see is that we've been not only giving customers richer experiences on top of InfoSight that go further up into the stack so we're providing recommendation engines so we've got this whole concept of Cross-stack Analytics that go from, you know, your app and your virtualization layer through the physical infrastructure. So we've had a number of pieces of that, that we're announcing to give very rich, AI-driven guidance, to customers, you know, to fix specific problems. We're also extending it to more platforms. Right, we just announced last week the ability to run InfoSight on our server platforms, right? So we're starting off on a journey of providing that which we're doing at the storage and networking layer weaving in our server platform. So essentially platforms like ProLiant, Synergy, Apollo, all of our value compute platforms. So we are, we're doing some really cool stuff not only providing the experience on new platforms, but richer experiences certainly around performance bottlenecks on 3PAR so we're getting deeper AI-driven recommendation engines as well as what we call an AI-driven resource planner for Nimble. So if you take a look at it from a tops-down view this isn't AI marketing. We're actually applying these techniques and machine learning within our install base in our fleet which is growing larger as we extend support from our platforms that actually make people's lives easier from a storage administration perspective. >> And that was a big part of the acquisition that IP, that machine intelligence IP. Obviously you had to evaluate that and the complexity of bringing it across the portfolio. You know we live in this API-driven world, Nimble was a very modern platform so that facilitated that injection of that intelligence across the platform and that's what we're seeing now isn't it. >> Yeah, absolutely. You go from essentially tooling up these platforms for this very rich telemetry really delivering a differentiated support experience that takes a lot of the manual interactions and interventions from a human perspective out of it and now we're moving in with these three announcements that we've made into things that are doing predictive analytics, recommendations and automation at the end of the day. So we're really making, trying to make people's lives easier from an admin perspective and giving them time back to work on higher value activities. >> Well let's talk about Cloud. HP doesn't have a public Cloud like an Amazon or an Azure, you partner with those guys, but you have Cloud Volumes, which is Cloud-like, it's actually Cloud from a business model perspective. Explain what Cloud Volumes is and what's the news here? >> Yeah, so, we've got a great service, it's called HPE Cloud Volumes and you'll see throughout the year us extending more user stories and experiences for Hybrid Cloud, right. So we have CloudBank, which focuses on secondary storage, Cloud Volumes is for primary storage users, so it is a Cloud, public Cloud adjacent storage as a service and it allows you to go into the portal, into your credentials. You can enter in your credit card number and essentially get storage as a service as an adjacent, or replacement data service for, for example, EBS from Amazon. So you're able to stand up storage as a service within a co-location facility that we manage and it's completely delivered as a service and then our announcement for that is that, so what we've done in the Americas is you can essentially apply compute instances from the public Cloud to that storage, so it's in a co-location facility it's very close from a latency standpoint to the public Cloud. Now we're gonna be extending that service into Europe, so UK, Ireland, and for the EMEA users as well as now we can also support persistent storage work loads for Docker and Kubernetes and this is a big win for a lot of customers that wanna do continuous improvement, continuous development, and use those containerized frameworks and then you can essentially, you know, integrate with your on-prem storage to your off-prem and then pull in the compute from the Cloud. >> Okay so you got that, write once, run anywhere sort of model. I was gonna ask you well why would I do this instead of EBS, I think you just answered that question. It's because you now can do that anywhere, hybrid is a key theme here, right? >> Yeah, also too from a resiliency perspective, performance, and durability perspective, the service that we provide is, you know, certainly six-nines, very high performant, from a latency perspective. We've been in the enterprise-storage game for quite some time so we feel we've got a really good service just from the technology perspective as well. >> And the European piece, I presume a lot of that is, well of course, GDPR, the fines went into effect in May of 2018. There's a lot of discussion about okay, data can't leave a particular locality, it's especially onerous in Europe, but probably other places as well. So there's a, there's a data locality governance compliance angle here too, is there not? >> Yeah, absolutely, and for us if you take a specific industry like healthcare, you know, for example, so you have to have pretty clear line of sight for your data provenance so it allows us to provide the service in these locations for a healthcare customer, or a healthcare ISV, you know, SAS provider to be able to essentially point to where that data is, you know, and so for us it's gonna be an entrance into that vertical for hybrid Cloud use cases. >> Alright so, so again, we've got the AI-driven piece, the Cloud piece, I see as a service, which is the third piece, I see Cloud as one, and as a service is one-A, it's almost like a feature of Cloud. So let's unpack that a little bit. What are you announcing in as a service and what's your position there? >> Yeah, so our vision is to be able to provide, and as a service experience, for almost everything we have that we provide our customers. Whether it's an individual product, whether it's a solution, or actually like a segment, right? So in the space that I work in, in Big Data and secondary service, secondary storage, backup is a service, for example, right, it's something that customers want, right? They don't want to be able to manage that on their own by piece parts, architect the whole thing, so what we're able to do is provide your primary storage, your secondary storage, your backup ISV, so in this case we're gonna be providing backup as a service through GreenLake with Vim. And then we even can bring in your Cloud capacity, so for example, Azure Blob Storage which will be your tertiary storage, you know, from an archive perspective. So for us it really allows us to provide customers an experience that, you know, is more of an, it's an experienced, Cloud is a destination, we're providing a multi-Cloud, a Hybrid-Cloud experience not only from a technology perspective, but also from a purchasing flex up, flex down, flex out experience and we're gonna keep on doing that over and over for the next, you know, foreseeable future. >> So you've been doing GreenLake for awhile here-- >> Yeah, absolutely. >> So how's that going and what's new here? >> Yeah, so that's been going great. We have well over, I think at this point, 500 petabytes on our management under GreenLake and so the service is, it's interesting when you think about it, when we were designing this we thought, just like the public Cloud, the compute as a service would take off, but from our perspective I think one of the biggest pain points for customers is managing data, you know, storage and Big Data, so storage as a service has grown very rapidly. So these services are very popular and we'll keep on iterating on them to create maximum velocity. One of the other things that's interesting about some of these accounting rules that have taken place, is that customers seed to us the, the ability to do architecture, right, so we're essentially creating no Snowflakes for our customers and they get better outcomes from a business perspective so we help them with the architecture, we help them with planning an architecture of the actual equipment and then they get a very defined business outcome in SLA that they pay for as a service, right? So it's a win-win across the board, is really good. >> Okay, so no Snowflakes as in, not everything's custom-- >> Absolutely. >> And then that, so that lowers not only your cost, it lowers the customer's cost. So let's take an example like that, let's take backup as a service which is part of GreenLake. How does that work if I wanna engage with you on backup as a service? >> Yeah, so we have a team of folks in Pointnext that can engage like very far up in the front end, right, so they say, hey, listen, I know that I need to do a major re-architecture for my secondary storage, HPE, can you help me out? So we provide advisory services, we have well-known architectures that fit a set of well-known mission critical, business critical applications at a typical customer site so we can drive that all the way from the inception of that project to implementation. We can take more customized view, or a road-mapped approach to customers where they want to bite off a little bit at a time and use things like Flex Capacity, and then weave in a full GreenLake implementation so it's very flexible in terms of the way we can implement it. So we can go soup to nuts, or we can get down to a very small granular pieces of infrastructure. >> Just sticking on data protection for a second, I saw a stat the other day, it's a fairly well, you know, popular, often quoted stat, it was Gartner I think, is 50% of customers are gonna change their backup platform by like 2023 or something. And you think about, and by the way, I think that's a legitimate stat and when you talk to customers about why, well things are changing, the Cloud, Multicloud, things like GDPR, Ransomware, digital transformation, I wanna get more out of my data then just insurance, my backup then just insurance, I wanna do analytics. So there's all these other sort of evolving things. I presume your backup as a service is evolving with that? >> Absolutely. >> What are you seeing there? >> Yeah, we're definitely seeing that the secondary storage market is very dynamic in terms of the expectations from customers, are, you know, they're changing, and changing very rapidly. And so not only are providing things like GreenLake and backup as a service we're also seeking new partners in this space so one of the big announcements that we'll make at Discover is we are doing a pretty big amplification of our partnership in an OEM relationship with Cohesity, right, so a lot of customers are looking for a secondary platform from a consolidation standpoint, so being able to run a number of very different disparate workloads from a secondary storage perspective and make them, you know, work. So it's a great platform scale-out. It's gonna run on a number of our HPE platforms, right, so we're gonna be able to provide customers that whole solution from HPE partnering with Cohesity. So, you know, in general this secondary storage market's hot and we're making some bets in our ecosystem right now. >> You also have Big Data in your title so you're responsible for that portfolio. I know Apollo in the HPC world has been at a foothold there. There's a lot of synergies between high-performance computing and Big Data-- >> Absolutely. >> What's going on in the Big Data world? >> Yeah, so Big Data is one of our fastest growing segments within HPE. I'd say Big Data and Analytics and some of the things that are going on with AI, and commercial high-performance applications. So for us we're, we have a new platform that we're announcing, our Gen10 version of Apollo 4200, it's definitely the workhorse of our Apollo server line for applications like, Cloudera, Hortonworks, MapR, we see Apache Spark, Kafka, a number of these as well as some of these newer workloads around HPC, so TensorFlow, Caffe, H2O, and so that platform allows us with a really good compute memory and storage mix, from a footprint perspective, and it certainly scales into rack-level infrastructure. That part of the business for us is growing very quickly. I think a lot of customers are using these Big Data Analytics techniques to transform their business and, you know, as we go along and help them it certainly, it's been a really cool ride to see all this implemented at customer sites. >> You know with all this talk about sort of Big Data and Analytics, and Cloud, and AI, you sort of, you know, get lost, the infrastructure kinda gets lost, but you know, the plumbing still matters, right, and so underneath this. So we saw the flash trend, and that really had a major impact on certainly the storage business specifically, but generally, the overall marketplace, I mean, you really, it'd be hard to support a lot of these emerging workloads without flash and that stack continues to evolve, the pyramid if you will. So you've got flash memory now replacing much of the spinning disk space, you've got DRAM which obviously is the most expensive, highest performance, and there seems to be this layer emerging in the middle, this storage-class memory layer. What are you guys doing there? Is there anything new there? >> Yeah, so we've got a couple things cooking in that space. In general, like when you talk about the infrastructure it is important, right, and we're trying to help customers not only by providing really good product in scalable infrastructure, things like Apollo, you know our system's Nimble 3PAR. We're also trying to provide experience around that too. So, you know, combining things like InfoSight, InfoSight on storage, InfoSight on servers and Apollo for Big Data workloads is something that we're gonna be delivering in the future. The platforms really matter. So we're gonna be introducing NVME and storage class memory into our, what we feel is the industry-leading portfolio for our, for flash storage. So between Nimble and 3PAR we'll have, those platforms will be, and they're NVME ready and we'll be making some product announcements on the availability of that type of medium. So if you think about using it in a platform like 3PAR, right, industry leading from a performance perspective allows to get sub 200 millisecond performance for very mission-critical latency intolerant applications and it's a great architecture. It scales in parallel, active, active, active, right, so you can get quite a bit of performance from a very, a large 3PAR system and we're gonna be introducing NVME into that equation as a part of this announcement. >> So, we see this as critical, for years, in the storage business, you talk about how storage is growing, storage is growing, storage is growing, and we'd show the charts upper to the right, and, but it always like yeah, and somehow you gotta store it, you gotta manage it, you might have to move it, it's a real pain. The whole equation is changing now because of things like flash, things like GPU, storage class memory, NVME, now you're seeing, and of course all this ML and deep learning tech, and now you're seeing things that you're able to do with the data that you've never been able to do before-- >> Absolutely. >> And emerging use cases and so it's not just lots of data, it's completely new use cases and it's driving new demands for infrastructure isn't it? >> Absolutely, I mean, there's some macro economic tailwinds that we had this year, but HP had a phenomenal year this year and we're looking at some pretty good outlooks into next year as well. So, yeah, from our perspective the requirement for customers, for latency improvements, bandwidth improvements, and total addressable capacity improvements is, never stops, right? So it's always going on and it's the data pipeline is getting longer. The amount of services and experiences that you're tying on to, existing applications, keeps on augmenting, right? So for us there's always new capabilities, always new ways that we can improve our products. We use for things like InfoSight, and a lot of the predictive Analytics, we're using those techniques for ourselves to improve our customers experience with our products. So it's been, it's a very, you know, virtual cycle in the industry right now. >> Well Patrick, thanks for coming in to theCube and unpacking these announcements at Discover Madrid. You're doing a great job sort of executing on the storage plan. Every time I see you there's new announcements, new innovations, you guys are hittin' all your marks, so congratulations on that. >> HPE, intelligent storage, intelligent data management, so if you guys have data needs you know where to come to. >> Alright, thanks again Patrick. >> Great, thank you so much. >> Talk to you soon. Alright, thanks for watching everybody. This is Dave Vellante from theCUBE. We'll see ya next time. (upbeat music)

>> Announcer: Live from Las Vegas, it's the Cube, covering AWS reInvent 2017, presented by AWS, intel, and our ecosystem of partners >> Hello everyone, welcome to the Cube here, live in Las Vegas for Amazon web services, AWS annual conference reInvent 2017 and I'm John Furrier here, the co-founder of SiliconANGLE Media, co-host of the Cube. We are here for our fifth year in a row as Amazon Web Services continues to go on a thundering pace of product announcements and massive growth and we're here with two live sets, we're growing so much, there's so much action, there's two cubes, double barrel shotgun of innovation and data we're sharing with you, go to SiliconAngle.com, check out all the stories, all the news and we're hear kicking it of with an analysis, getting ready for tomorrow, the big day, today's officially the partner day, Sunday night they had Midnight Madness, the first ever event for Amazon, where they used the March Madness, kind of copied Cube Madness if you follow the Cube and they do a little preview, I'm here with Justin Moore and Keith Townsend, two great analysts in the community, guys and co-host this week at the cube. First of all thanks for co-hosting the Cube this week and thanks for coming by >> It's a pleasure >> Nice being here with my 50,000 closest friends (laughs) >> It's so good to have you guys here, one, the hosting but more importantly more Cloud thinking men but we've been watching this evolution, both when the Amazon start, I know you both have been involved in the game, in the Cloud watching it and participating but watching just like the tipping point, you're starting to see that moment where, people are calling this the Vmware 2008 moment, Where it's like oh my God its kind of gone mainstream but its still got a community, can they keep that alive? Meanwhile everybody is just getting blown away by Amazon, no matter what is being said, they're clearly the leader in Cloud, Microsoft pedaling as fast as they can, cobbling together their legacy Cloud, to try to keep up. Google, a new guard company looking really good with developers but not international, not a lot of things there yet but certainly looking great and then you got everybody else. >> Keith: Is there anybody else, really? >> As Dave Alonzo would say, what horses are on the track? >> Yeah there's lots of smaller players who are calling themselves Cloud, they're much more like, manage service providers and collocation kind of things, its not really Cloud they way you would think of it from the AWS kind of perspective. >> I've been talking to a lot of Fortune 500's lately and all of their internal customers, when they describe what they want, they're describing AWS, Azure and Google compute and everything else is just not even part of the discussion >> Yeah it needs to look like AWS, that's like the bench mark so this is what it is >> Total gold standard, the bell weather, let's talk about Amazon because I was writing a post on Forbes, I posted about kind of, trying to tell the story in a way that was kind of understood by the mainstream, still not really truly understood but they're changing the game, they're just kind of minding their knitting, they're just all steam ahead, you know, why look in the rear view mirror when your top dog? Why do that but the game is changing, they're constantly introducing new stuff, serverless is the hot trend that we've been tracking, you're seeing it here, you're seeing real developer centric, customer centric announcements. Even during the analysts meeting I heard rumblings, we can't even keep up with all the news, it's so massive so just thundering pace of announcements. Where's the innovation? What's Amazon doing now? What do they gotta do to distance themselves from the field? >> It's interesting, I reckon the competitors to Amazon are actually distancing themselves from AWS, they're trying to find their own way of doing things because you cannot AWS AWS >> Keith: Rackspace learned that a couple years ago right? >> Yeah, trying to compete head on, you're gonna lose so then we see Google is pushing really really hard, machine oiling and they are in top systems, a lot of people are using them for that big data and genomics research, Microsoft is all about office 365 and their traditional enterprise applications that all of their customers today, they know and love >> Yeah so Microsoft is doing what Microsoft does, which is taking care of their enterprise customers and I think this is where AWS needs to innovate in and its not maybe a technical innovation more than a operating and sales approach to how they treat enterprise customers. Enterprise customers still I think, are struggling to this date on how to interact with AWS and AWS is still trying to figure out how do they sale and help manage enterprise accounts. >> So let's separate IT because obviously two factors are merging, the CXO which is traditional IT, which we're all familiar with and a new kind of developer model is emerging and I won't say it's developer speeds and fees, developer programs, where developers are shaping the agenda. It used to be CXO's have the cash, they drive everything. Now you got this developer mojo and I can see early signs of a cult here, where all the innovation that's come in the field, is from customers saying screw it, I don't need the big dog telling me, the old guard, the old CIO up there, I'm just gonna go do it, get out of my way, three feet in the Cloud dust, get a prototype up and running. So you guys see that dynamic, with this cultural shift, what's your thoughts? >> Cloud is a state of mind... (laughs) It's a way of operating the business, its not so much about the infrastructure, its not so much about the services that live on top of it, it's how you use them and that way of doing things that the developers like, is that they get to pick and choose their favorite tools from what they think is the best solution and a lot of the time that's been AWS and then they blend them together and they just stitch this system together based on the favorite tools that they have and that just lives in a completely different level of abstraction than what we've seen before. >> And the speed too, I mean that's just changing the game too, right? >> Well you can do that a lot faster than waiting, raise a PO, wait for three months for someone to rack ans stack a whole bunch of gear, wait for everything to clear through purchasing and then you get access to the enterprise, anointed correct thing, so we saw it the same with sales floors, where people would... sales guys would just go with a credit card and just say, yes I'll have some of that, thanks >> It's much more than a credit card, VMware worked their re-Cloud air service a couple years, said, I can take your credit card, build a data center, my son a developer, in college, I gave him that solution, he looked at it, he was like what's a load balancer, why do I need to configure a firewall, I just want to build a application man, I just want to build, I just want to code, and AWS has figured that out, how to get developers back to what they love to do, which is solving problems via code and you see it, even before the start of this show, there's a lot of hoodies and shorts at this conference, compared to the culture that we see at a lot of other and past shows. >> I find it inspirational, so couple key points, so I asked Andy Jassy, an exclusive one on one with him last Monday and I asked him, you know, he was talking and he made a comment to me and I'll tell you the story here, he says, you know, we have a conversation inside Amazon, this is Andy talking about if we were gonna start Amazon all over again, cause he tells the story about the scar tissue and all the pain they went through with S3. He says if we're going to do it all over again, we would use Lambda, and the serverless trend is interesting because now that speaks to your son's objective, I don't need routers, I don't need load balances, I don't need gear... >> What do you mean how many CPUs I need? I don't know >> What's a patch? >> You tell me, alright, yeah >> Load Linux? What's Linux? So, okay if that's the norm, the driver has to be a new programming methodology, not agile, we're talking about compose ability and a level where no one says, oh I need Oracle for that or I need Mongodb for that, there's just data bases. So a whole new things happening where this choice that used to be the religious war between vendor A or B... serverless could change the game on this >> We're just gonna end up with a new religious war I think, it's gonna be, instead of Vim versus Emacs, it's gonna be should I use Amazon Lambda or should I use Google Cloud functions, it's gonna be one of those, which programming language is the best. >> Okay old guard, new guard, it's a term that Jassy uses, I like it because I'm old, so maybe I'm old guard trying to be new guard, old guard means legacy, he's really talking about Oracle, IBM, probably say Microsoft, so move over and put them in that bucket, so new guard players, clearly Amazon, saying they're new guard, but Google's new guard in Cloud, they're not really trying to do anything legacy, they have legacy infrastructure but they're approaching a... a market from a new guard perspective. What's you guys take on old guard, new guard and do you agree with that statement and what do the old guards have to do to be cool with the new school? >> So the Cube has been at almost every major conference, this year, take an example, what some of the old guard is trying to do, NetApp is trying to get into the Cloud conversation. Google has none of that legacy concern of needing to sell boxes, you look at a solution like Kubernetes, Kubernetes has come on and taken over the container orchestration conversation because Google doesn't need to make money off of Kubernetes, they don't need it to sell more boxes, there's a bit of freedom... >> They may have moved some work loads off Amazon, don't you think? >> It's a great way to move work loads out of Amazon, AWS has joined the CNCF because they no longer have a choice in the matter, Kubernetes has won the containers war so because of that, these new school competitors can compete in ways that a HPE, Dell EMC, etc., simply can't. >> Josh I gotta ask you this, I agree with what he's saying, I'll take it one step further, the old guards trying to slow the game down, move the goal post as an expression, they gotta try to slow this freight train down because otherwise it could be less than it does and they have leverage, they've got customers, they have market power, even Oracle I would say is in that category so they gotta kind of slow the game down but is the scale and the unprecedented amount of announcements, the differentiator as more services come on, their thesis here at Amazon, as I release more services faster, more available capability thus more, total address full markets available. Do you buy those two things, slowing down and services being the advantage? >> That's interesting I think it's more of a scatter gun approach in a way, it's like you know, fail fast. So if we throw enough services out there, throw enough stuff at the wall, we'll just find the ones that work and concentrate on those, as someone who tries to keep up with what Amazon is doing and this happens with developers as well. When you release 800 new services in a year, name them all, as a human that's really really difficult to manage. So I think in some ways it's a little bit... >> I've got four kids I can't even name, I get them all confused >> It's a little bit like Microsoft Word, it's got 800 billion different features but for any given customer they're gonna use maybe 10% of them and yet all of them are there because different customers use a different 10%. I think that's a little bit what Amazon is going for, kind of ubiquitous market coverage, as much market as it can possibly get, it's a lot like it's retail strategy, we want to be in everything, where some of the competitors are being a little bit more focused about saying well rather than just being a generic service that covers everything, we're gonna focus on particular areas that we think have enough value in that for it to be worth that time. >> Okay I wanna ask you guys a question about value creation, entrepreneurial, the startups, companies that are trying to go, you kind of see, certainly in Silicon Valley, where I live, startups are getting pummeled, if they were born before 2012, they're really going.6.. they try to go big but they're mostly going home. Barracuda Networks just announced this week that they're gonna go private, private equity's squabbling up all these companies that have pretty good sizeable funding, 100 million dollar invests from Andressen Horowitz, Graylog, Sequoia, big names, folding tent and being acquired which is code words for we can't got public and even big public companies that don't have a Cloud player, kind of retooling. So the question is, are we at a point now where scale and speed of the game is causing some havoc in the market place. >> Well look no further than what's going on in Europe now, the Cube is at HPE reInvent. HPE's discover in Europe and HPE is a completely different company than it was three years ago as a direct result of what Amazon has done in the Cloud space and gobbling up all of these smaller accounts and new opportunity. You mentioned it earlier, HPE is still HPE, HPE is gonna get that interview or session with the CIO, Meg makes the call, someones going to pick up the line. >> Now Antonio >> Yeah, now Antonio But AWS has been changing that story, impacting and taking the air out. HPE chose a interesting approach, get smaller, become more agile, Dell chose the opposite route of getting bigger to compete, we'll see which one plays out, in the meantime 18 billion dollar run rate and no sign of slowing down. >> 18 billion dollar run rate with 40% growth on that bassline is pretty significant, I think they might even be doing better than that next quarter but that speaks to the traction, it's not just startups, those numbers aren't just startups. Airbnb is a big company now but they started out small. We use Amazon, a lot of people use Amazon, they're winning big enterprise deals, why? What do you guys think, what's the reason why? >> You know what... Go a little bit intuitive here, look at VMware on AWS, I've been kind of critical of that solution but it is a easy win, if VMware made the exact same announcement on IBM, the year before at VM world... the Fortune 500's I talk to don't consider that Cloud, the exact same solution and AWS is Cloud, that's the Cloud check box. AWS, they do a much better job at controlling their brand Kleenex but they are the Kleenex, they are the Xerox of Cloud, you don't have Cloud unless you have AWS from a enterprise perspective, that's what Azure, Google Compute, and all the other Cloud providers have to compete against >> First of all those guys are incomplete in their Cloud and that's just on a feature by feature basis, I do agree it's kind of like Outlook or Word, I like Outlook because it's more bloated than Word and less useful but my point is, that's the name of the game, getting functional value creation. So final question for you guys is, as we look at reInvent this week obviously I looked at the industry day yesterday and the board, a lot of Alexa repeats. So you can see what sessions are repeating so that's a indicator of popularity so Alexa's got traction, serverless with Lambda. What do you guys see as the big, so far, early show buzz? >> I'm hearing a lot about containers, containers and like you say, things like Lambda and Alexa, anything that has AI machine learning in it, that's very hot at the moment whether or not it's just hype and the bubble on that will pop in a few years, I personally think that that is mostly hype and hot air but it'll settle down and there'll be some real value in there. That's where I'm seeing the noise. >> So over at the RA, they have the container kind of show, it's a show within a show and I'm hearing similarities with containers but not just containers, to your point, serverless, it was a term that we struggled with a couple years ago, now it's generally accepted, you know what, I can just write code and that code can be executed without regard to infrastructure operations. That has proved to be insanely popular right now. >> Okay final question, I'll start it, we're gonna end this on this last segment, I know I wanna get one more in, that's the buzz. I wanna ask you guys, what tea leaves are you reading, what signals are you looking for? Because remember Amazon is very scripted up right now, you can see them on message, I'm trying to poke holes, and which tea leaves, smelling it, putting my ear, ear to the ground, think about that question, my view is, I'm looking at, is this developer trend a cultural shift and to what extent is that developer traction in terms of mind share and love of the brand, Kleenex, the Cloud, the real Cloud, and how much will that tip the CXO conversation. Where's that power shift? So me, I'm trying to read what the tea leaves are saying, if this developer tipping point happens at this scale, developers could really be in the drivers seat. Not just oh developers are in charge, I'm talking about really making the decisions on all big deployments, that's my tea leaf read. What are you looking at? >> So I'm talking to a lot of vendors, their number one reason for being at AWS, when I say vendors, vendors that we see at traditional infrastructure shows, they're here to talk to new audiences, to that developer audience that you mentioned and what I want to know from them, more than just interest, do these developers have money? One of those challenges that all of these Cloudy type companies have faced is that the developers fall in love with them, Docker is a great example, developers fell in love with Docker, millions of downloads. However that doesn't translate to POs and purchases, do these guys actually have the buying power to see through that initial contact all the way to the sale of the solution. >> Influence the buying decisions and IT, thoughts? >> You made the same comment I think earlier about 2008 VM world, it has a very similar vibe to me here, I'm seeing that this is now the crossover between where it was developers, where it was all hoodies and tracksuits and pink hair, I'm seeing a lot of suits, seeing a lot of money floating around this conference, so I'm starting to think that this is the point where AWS is starting its transition from being the new guard to the old guard, they would love to be IBM, IBM made a lot of money. >> Turning into an old guard is very good financially >> It makes you a lot of money. So I'm looking to see where on that transition are we and how long can AWS maintain that momentum of being a new guard company. >> If they can hold the line on new guard they win everything as long as they could in my opinion. Alright, I'm John Furrier here with Justin Moore and Keith Townsend kicking off the first day of three days of wall to wall coverage here at AWS reInvent, stay tuned for more analysis opinion, commentary, of course go to SiliconANGLE.com for all the exclusive interviews with Andy Jassy and all the top executives of Amazon. We'll be back with more after this short break. (slow futuristic music)

>> Announcer: Live from New Orleans, it's theCube. Covering VeeamOn 2017, brought to you by Veeam. >> We're back, Mahmoud Yassin is here, he's the Data Center Manager of the National Bank of Abu Dhabi. >> Good to see you. >> Nice to meet you. >> I'm Dave Vellante with my co-host Stu Miniman, this is theCube, the leader in live tech coverage. So, welcome to theCube. >> Thank you. >> Tell us about VeeamOn, what's your experience been like so far? >> Actually it is not the first time for me, I was here in the last few years. It's a very nice experience, mix it up with all IT companies, listening to people, leaders like Cisco, VMWare, Amazon, understanding what is the technology, how the market is moving, this is a great experience, great experience. >> Tell us about what's going on in the banking industry in your world in terms of the challenges and in particular, what's happening with the need for availability and uptime. >> I think you heard about what's happening last two days about Crayon, all the mobiles of all the IT people never stopped about the people and the need for restoring and restoring the machine cause of the people hit by crime virus or malware that encrypted the whole machine and you need to restore the data. This is happening all the time, there's not only banks in there, across different sections, three four days back, UK, the whole healthcare sector was stopped due to cyber attacks so availability and security has become so tight and of course banking means money, money is a big target for cyber-criminals. So we are caring about availability much much much more than before, it's not a matter of just fulfilling the checkbox and like what we have done in many years in IT, backup was a checkbox, just a checkbox, it's not anymore , no luxury to have the backup as a checkbox anymore. >> Checkbox meaning, okay I have-- >> I'm compliant, I have backup. >> We did it, we don't know if it failed or not but we did the backup. >> We did the backup, we tick it, we have the backup, we have the backup process, everything is okay. But have you never restored, restore in time, ensure the data availability is okay. How much data for how long? Regulation became as well very tough for the financial sector so you look at countries now that are asking for 15 to 20 years of data retention. So imagine your backups you need to maintain, multimedia, media is not sufficient anymore. Which tape drives will be sufficient for 15 to 20 years? After ten years, the tape will be rotten, it will not work, it will not be readable in the machine. And the data side as well is becoming a challenge so you need to offload the data to a desk, you need to offload the data to somewhere else that you ensure your availability and you need to ensure all that you can restore this data back. >> It's interesting you know, in IT we've known ransomware as something that's been discussed for a while, but now all of your customers know what it is. >> All of the customers, every one of them. >> So does that change the role? >> It's hitting the kids in the school, it's hitting everyone. >> You know, Dave's been talking for the last year that security has been like a board level discussion. Now it's your users, how much do your end users start coming and wanting to understand how secure money is. >> A lot, a lot. >> And how does that impact your role in IT? >> A lot, actually National Bank for Abu Dhabi security is one of our label, one of the safest banks, one of the 50 safest banks, this is one of our label. And we take security, we are the first customer in the Middle East to implement the RSA talking for login for online banking. This was eight years back. >> What about, I got to ask you, I follow a little bit of the banking executives and see what they're talking about and blockchain comes up a lot. This notion of trust between two parties and so forth. Do you see that as a mega-trend, is it something that's sort of an interesting trend? I mean what're your thoughts on that? >> It is the future, this is the future. >> It's the future? >> This is the future of the money. Money will be part to part with encryption and with the mechanism to get keys. And this is, people who don't want, this is where the money is moving in. >> So what happens to-- >> Actually what blocks this from happening on a wider scale is it's still, the regulation is not enough around this area, there is not enough regulation, so good money can mix with bad money and to be untraceables, he says this is one of the things. So people are starting putting a certain regulation across to start regulating, it will take time but it will be there. >> So blockchain is interesting, banking executives saying it's the future because everybody says oh blockchain's going to disrupt the banks but what I'm hearing from you is it's both, maybe it's a threat but it's also an opportunity because right now it's all done in secret, and so there needs to be. >> It's not in secret, it's done in Swift, the only platform for exchanging money worldwide is Swift. And sooner or later this will be changing, though some people are blockers, some people are, but it will be changing and the banks will realize this, adapt to blockchain technology. There's some legal services for blockchain and sooner you'll find central banks across the whole worldwide are starting regulating the blockchain. >> Yeah, okay it's very interesting because everybody says it's such a disruptive force which it is. >> It is a disruptive force. >> But it's also an, as you say, an opportunity. Where does Veeam fit with your availability strategy? >> It is in the center of our availability strategy, >> Really? >> Veeam is, I'm running my data centers and 90% of my data center is virtualized. So Veeam is running the whole virtual world in my data center, the 10% is running on traditional backup solution, which is, still we can't get rid of because you know in banking you have a critical system that measures 20 to 80 so you have running 80% of your system in virtual but actually the core system is the 20% so this is still not virtualized. Your core banking legacy application and some other stuff, so you have still to take the back up in traditional ways. And we mix both together, we mix back up data backing up the information, back up the virtual environment, this is very important for me. >> Dave: And you have a service catalog essentially? >> Mahmoud: We have service catalog for restore. >> For your data protection services right? >> For data protection of course. >> And what, like bronze, silver, gold levels or is it more granular than that or less granular? >> We have more, actually, in discussion with business we all were trying to meet the business requirements. So the most important for business in the banking section is the availability of the communication, mailboxes, availability of the critical detail in the databases. This is the things that we are taking care of. And Veeam has done a lot of development over the time, I'm first customer for Veeam from the Middle East by the way. >> Really? >> Yes. (laughter) >> Pioneer. (laughter) >> We are pioneer, and we've done it after trying them extensively in our environment and we decided that this is the best solution this time to go for virtual environment. It was extensive evaluation done across multiple vendor and we select them. >> And did that give you a competitive advantage? >> Of course, of course. >> How so? >> The ability to restore faster, the ability to do uptime faster, the ability to recover and ensure your back up is secure. This is something very valuable. >> Some of the other customers we've spoken to today have said that the announcements were meeting some of the wishlist that they have. Anything jump out at you with the announcements made so far? Things on your list that they-- >> Actually the continuous application is a very good feature. >> In the CDP, yeah. >> Yeah. It is one of the most important features we used as a traditional application of Vim backup. Last year, to move my data center from place to place, we were hosted somewhere and we moved the data center, the whole data center. It is good, but it was taking time, so continuous application will give you the availability of all those, just divert your backup somewhere and you'll be up and running. This is a very important feature. >> Anything that is on your wishlist that they haven't gotten to yet or things that you're looking for? >> I see, I see, Veeam should more personal devices, we are talking about IoT, internet of things, bring your own devices to work, so we should go more backing up the usual details on mobiles on at least the corporate one on the corporate bubble like Citrix, like whatever good solution, whatever solution is used. You can backing up design, backup solution for this, for end users this will be a huge thing. This will be, and part of the security of the organization cause you need all those to ensure if you add device of one employee you can restore this data back and ensure this data is restorable. >> This is the pain point for you today. >> It is. >> And it's going to get worse. I'll give you the last word, things have been exciting you at the show or conversations that you've had. >> No actually the keynote speech today was amazing, especially when you're understanding the direction of big companies like Cisco, VMWare, this is what's very valuable, very valuable. >> Excellent, well listen, thanks very much for coming we really appreciate it. >> Thank you. >> You're welcome. Alright, keep it right there everybody, Stu and I will be back rapid fire from VeeamOn 2017, be right back. (funky music) (tense music)