>> Narrator: Live from Chicago, llinois. It's the CUBE covering VeeamON 2018. Brought to you by Veeam. >> Welcome back to Chicago everybody. VeeamON 2018, this is Dave Vellante cohost Stu Miniman. It's day two, they're breaking down the exhibit hall but the CUBE keeps going. Benno Kuijper is here, he's a senior strategic product manager at Equinix. Welcome to the CUBE. >> Thank you, good to be here. >> So Equinix is cracking the data center is booming. The data center business is booming. You guys are at the heart of it, you're working with all the cloud providers. Obviously you're working with Veeam. Talk about your role in what your relationship is with Veeam. >> Alright I represent the manage service department in the Netherlands so what we are doing on the beautiful platform we have with Equinix is provide manage services in the hybrid category. What we provide our customers is for example data management platform. So we provide the ease of mind with data management and business continuity on backup and disaster recovery. So the enterprise is our customers. >> So you're both a Veeam customer and partner right? >> Yeah we are platinum partner of Veeam yeah. So we provide the backup service to our customers. >> Okay so you purchase their products, install them. You got a relationship where you guys share the revenue somehow, someway. >> Yeah right, in the Netherlands we service the enterprise market and also big governmental companies and we use Veeam for the disaster recovery services. >> What are the big trends you see in data protection these days? >> Of course GDPR is very close. We see that especially in the Netherlands for a lot of companies the data has to be stored in the Netherlands. But ambition to go to the public cloud and use the HyperScalers as a still in the same trend. So what we try to do is to keep the data safe in the Netherlands but make it possible for our customers to use the HyperScalers for compute. It's important strategy we see. >> Yeah one of the things that's been interesting watching here is Veeam's they call the hybrid, the multi cloud strategy. Give us some examples of what your customers you said compliant is a reason they keep it. You know especially in say the Netherlands and their services. You have any examples you can give of things like that? >> Yeah we service few big customers that are obliged to be in the Netherlands with their data and all the service they provide to their customers for the dutch citizens. We have our own cloud platform for that so they're not using public clouds. But the availability they need is very high and that's what we provide. >> So what's driving that, we talked about digital transformation. >> Yes. >> Is that the driver, what is that? >> I think the digital transformation is just is not just about infrastructure it's how companies are and how they want to be. What we see is that they first want to have the data secured and next to that they want to experiment with HyperScaler and the real cloud native environments and providing both of those worlds in one package is what we see as a big trend. >> When I think about businesses like yours. Simplicity, scalability and cost effectiveness you know come to mind or those kind of the top three and if so you know from what you need from a solution like Veeam. >> Yes, well they currently provide our customers is more the disaster recovery part of the suite. So when there's something wrong we are there to help the customer to get back on track as soon as possible and here in the VeeamON2018 to explore the whole suite because what we see is that like services as office backup. The customers are getting more mature about using cloud and SaaS solutions. But still want to have the secure environment. >> Are you, is your expertise specific to Veeam or is it more general? >> More general. >> Okay so you're using other products as well? >> Yes. >> How do you decide what to use where? >> With Equinix we have a policy to select the leaders in the market and also based on functionality and services we want to provide we package to our customers and that's why Veeam was one of our selected partners. >> Okay so, what do they do better than others? What's their sweet spot? >> We chose Veeam a couple of years ago based on the functionality mainly. There were more technical colleagues that gave the list of arguments to choose for Veeam so. >> Okay maybe when we look at your space as a laser something important to your customers. Has that been changing your environment and how does solution with Veeam help you meet that for customers? >> Think that the way we approached it is more like you first discuss with the customer what kind of availability they need and the performance they need and then you design the architecture and that is also immediately the overlay. Instead of making a nice platform and then start discussion talking about overlays. So we try to have the correct infrastructure with the architecture and solutions within to meet customer's demands and that's another way to approach overlays. >> So flexibility and granularity is part of that. So I mean one of the problems backup we've been talking about all day and yesterday is many data protection approaches are one size fits all. You say okay here's our, we're going to back it up you know once a day incremental and you know once a week. Whatever it is that's it. This is your RPO, this is your RTO take it or leave it. >> Yes. >> Are you able to these days provide more granularity for customers? >> There's always a field of tension between standardized products and customer specific solutions. We try always to use the standard because then we are better in guaranteeing the service. But as the legacy of Equinix manage service in the Netherlands. We tend to do a lot more for our customers. >> Whatever the customer wants. >> That's what our differentiator is at this moment. >> Yeah okay that creates challenges just in terms of managing all these different templates and SLAs. Can't you I mean I'm sure you do this, you have categories and sort of banding if you will. Is that how you're dealing with this problem? You know gold, you know silver, bronze kind of thing or no it's gold one, gold two, gold three, gold four, or five. >> I see that we go from gold to platinum and there's also gold. But yes the service levels are high and that's why we are so successful we can do that. >> Right how about VeeamON2018 what have you seen. Anything that's really particularly exciting? You said you wanted to come here to better understand the portfolio presumably so you could exploit it. What have you learned, what's exciting you? >> Yeah at the time of this conference was perfect because as you know Equinix is at this time in the middle of the internet. So all the public clouds and all the tier one players are connecting on our platform. We call it the Equinix cloud exchange fabric and right on that fabric the best place for data management platform is there. So we are trying to enlarge this street from data to archiving. So storage to archiving on that spot. So we do that in the Netherlands we are building a portfolio around that data platform to provide the customers a safe place for all of the data and it can be redundant within the Netherlands in 12 IBXs and we are also strongly connected to those public cloud providers. So they can put the workload in cloud and the data on Equinix. >> Go ahead. >> No that was it. >> Who's your favorite public cloud provider, you don't have to answer that it's okay. >> The thing is they are both very good but having control on where your data and your applications are is a bit less. So that's the market we are jumping in now. >> Excellent Benno thanks very much for coming on the CUBE it was really a pleasure having you. >> Likewise. >> Keep it right there buddy the CUBE at VeeamON2018 we're winding down day two. Dave Vellante, Stu Miniman we'll be right back.