>> Voiceover: From around the globe, it's theCUBE, with coverage of Kubecon and CloudNativeCon, North America, 2020, virtual brought to you by Red Hat, the Cloud Native Computing Foundation and Ecosystem Partners. >> Welcome back to theCUBE's coverage, virtual coverage of Kubecon and CloudNativeCon 2020. We're not in person this year, normally we're there in person. We have to do remote because of the pandemic, but hey, it opens up more conversations. And this is theCUBE virtual. I'm John Furrier, your host. And you'll see a lot of interviews. We've got some great guests, Talking to the leaders, the developers, the end users, as well as the vendors with the CNCF, we got two great guests, Priyanka Sharma, the General Manager of the CNCF, great to see you and Stephen Augustus OSS Engineer at VMware. He's also the KubeCon co-chair back on the cube. Thanks for coming on folks. I appreciate it. >> Thank you for having us. So, thanks for coming on, actually, remote and virtual. We're doing a lot of interviews, we're getting some perspectives, people are chatting in Slack. It's still got the hallway vibe feel, a lot of talks, a lot of action, keynotes happening, but I think the big story for me, and I would like to talk about, I want to get your perspective is this new working group that's out there. So I know there's some news around it. Could you take a minute to explain kind of what this is all about? >> Sure. I'll give a little bit of context for those who may have missed my keynote which... very bad. (Priyanka laughs) As I announced, I'm so proud to be working with the likes of Stephen Augustus here, and a bunch of other folks from different companies, different open source projects, et cetera, to bring inclusive naming to code. I think it's been a forever issue. Quite frankly. We've had many problematic terms in software out there. The most obvious one being master-slave. That really shouldn't be there. That have no place in an inclusive world, inclusive software, inclusive community with the help of amazing people like Stephen, folks from IBM, Red Hat, and many, many others. We came together because while there's a lot of positive enthusiasm and excitement for people to make the changes that are necessary to make the community welcome for all, there's a lot of different work streams happening. And we really wanted to make sure there is a centralized place for guidelines and discussion for everybody in a very non...pan-organizational kind of way. And so that's the working group that John is talking about. With that said, Stephen, I think you can do the best justice to speak to the overall initiative. >> Yeah, absolutely. So I think that's to Priyanka's point, there are lots of people who are interested in this work and again, lots of work where this is already happening, which is very exciting to say, but as any good engineer, I think that's it's important to not duplicate your work. It's important to recognize the efforts that are happening elsewhere and work towards bringing people together. So part of this is providing, being able to provide a forum for discussion for a variety of companies, for a variety of associations that... and foundations that are involved in inclusive naming efforts. And then to also provide a framework for walking people through how we evaluate language and how we make these kinds of changes. As an example, for Kubernetes, we started off the Kubernetes working group naming and the hope for the working group naming was that it was going to evolve into hopefully an effort like this, where we could bring a lot of people on and not just talk about Kubernetes. So since we formed that back in, I want to say, June-ish, we've done some work on about of providing a language evaluation framework, providing templates for recommendations, providing a workflow for moving from just a suggestion into kind of actuating those ideas right and removing that language where it gets tricky and code is thinking about, thinking about, say a Kubernetes API. And in fact that we have API deprecation policies. And that's something that we have to if offensive language is in one of our APIs, we have to work through our deprecation policy to get that done. So lots of moving parts, I'm very excited about the overall effort. >> Yeah, I mean, your mind can explode if you just think about all the complications involved, but I think this is super important. I think the world has voted on this, I think it's pretty obvious and Priyanka, you hit some of the key top-line points, inclusive software. This is kind of the high order bit, but when you get down to it, it's hard as hell to do, because if you want to get ne new namings and/or changing namings accepted by the community and code owners, you're dealing with two things, a polarizing environment around the world today, and two, the hassles involved, which includes duplicate efforts. So you've got kind of a juggling act going on between two forces. So it's a hard problem. So how are you tackling this? Because it's certainly the right thing to do. There's no debate there. How do you make it happen? How do you go in without kind of blowing things up, if you will? And do it in a way that's elegant and clean and accept it. 'Cause that's the... end of the day, it's acceptance and putting it code owners. >> Absolutely. I think so, as you said, we live in a polarizing environment right now. Most of us here though know that this is the right thing to do. Team CloudNative is for everyone. And that is the biggest takeaway I hope people get from our work in this initiative. Open source belongs to everybody and it was built for the problems of today. That's why I've been working on this. Now, when it goes into actual execution, as you said, there are many moving parts, Stephen and the Kubernetes working group, is our shining example and a really good blueprint for many folks to utilize. In addition to that, we have to bring in diverse organizations. It's not just open source projects. It's not just companies. It's also standards organizations. It's also folks who think about language in books, who have literally done PhDs in this subject. And then there are folks who are really struggling through making the changes today and tomorrow and giving them hope and excitement. So that at the end of this journey, not only do you know you've done the right thing, but you'd be recognized for it. And more people will be encouraged by your own experience. So we and the LF have been thinking at it from a holistic perspective, let's bring in the standards bodies, let's bring in the vendors, let's bring in the open source projects, give them guidelines and blueprints that we are lucky that our projects are able to generate, combine it with learnings from other people, because many people are doing great work so that there is one cohesive place where people can go and learn from each other. Eventually, what we hope to do is also have like a recognition program so that it's like, hey, this open source project did this. They are now certified X or there's like an awards program. They're still figuring that piece out, but more to come on that space. That's my part. But Stephen can tell you about all the heavy lifting that they've been doing. >> Before we get to Steve, I just want to say congratulations to you. That's great leadership. And I think you're taking a pragmatic approach and you putting the stake in the ground. And that's the number one thing, and I want to take my hat off to you guys and Priyanka, thank you for that leadership. All right, Stephen, let's talk about how this gets done because you guys open sources is what it's all about is about the people, it's about building on the successes of others, standing on the shoulders of others, you guys are used to sitting in rooms now virtually and squabbling over things like, code reviews and you got governing bodies. This is not a new thing in collaboration. So this is also a collaboration test. What are you seeing as the playbook to get this going? Can you share your insights into what the Kubernetes group's doing and how you see this. What are the few first few steps you see happening? So people can either understand it, understand the context and get involved? >> So I think it comes down to a lot of it is scope, right? So as a new contributor, as a current contributor, maybe you are one of those language experts, that is interested in getting involved as a co-chair myself for SIG Release. A lot of the things that we do, we have to consider scope. If we make this change, how is it affecting an end user? And maybe you work in contributor experience. Maybe you work in release, maybe you work in architecture. But you may not have the entire scope that you need to make a change. So I think that first it's amazing to see all of the thought that has gone through making certain changes, like discussing master and slave, discussing how we name control plane members, doing the... having the discussion around a whitelist and blacklist. What's hard about it is, is when people start making those changes. We've already seen several instances of an invigorated contributor, and maybe the new contributor coming in and starting to kind of like search and replace words. And it... I wish it was that simple, it's a discussion that has to be heard, you need buy-in from the code owners, if it's an API that you're touching, it's a conversation that you need to have with the SIG Architecture, as well as say SIG Docs. If it's something that's happening in Release, then it's a easier 'cause you can come and talk to me, but, overall I think it's getting people to the point where they can clearly understand how a change affects the community. So we kind of in this language evaluation framework, we have this idea of like first, second and third order concerns. And as you go through those concerns, there are like diminishing impacts of potential harm that a piece of language might be causing to people. So first order concerns are the ones that we want to eliminate immediately. And the ones that we commonly hear this discussion framed around. So master-slave and whitelist, blacklist. So those are ones that we know that are kind of like on the track to be removed. The next portion of that it's kind of like understanding what it means to provide a recommendation and who actually approves the recommendation. Because this group is, we have several language aficionados in this group, but we are by now means experts. And we also want to make sure that we do not make decisions entirely for the community. So, discussing that workflow from a turning a recommendation into actuating a solution for that is something that we would also do with the steering committee. So Kubernetes kind of like top governing body. Making sure that the decision is made from the top level and kind of filtered out to all of the places where people may own code or documentation around it is I think is really the biggest thing. And having a framework to make it easy to make, do those evaluations, is what we've been craving and now have. >> Well, congratulations. That's awesome. I think it's always... it's easier said than done. I mean, it's a system when you have systems and code, it's like, there's always consequences in systems architecture, you know that you do in large scales OSS. You guys know what that means. And I think the low hanging fruit, obviously master, slave, blacklist, whitelist, that's just got to get done. I mean, to me, if that just doesn't get done, that's just like a stake in the ground that must happen. But I think this idea of it takes a village, kind of is a play here. People just buy into it. That so it's a little bit of a PR thing going on too, for get buy-in, this is again a classic, getting people on board, Priyanka, isn't it? It's the obvious and then there's like, okay, let's just do this. And then what's the framework? What's the process? What's the scope? >> Yeah, absolutely agree. And many people are midway through the journey. That's one of the big challenges. Some people are on different phases of the journey, and that was one of the big reasons we started this working group, because we want to be able to provide a place of conversation for people at different stages. So we get align now rather than a year later, where everybody has their own terms as replacements and nothing works. And maybe the downstream projects that are affected, like who knows, right? It can go pretty bad. And it's very complex and it's large-scale opensource or coasters, anywhere, large software. And so because team CloudNative belongs to everyone because open source belongs to everyone. We got up, get people on the same page. For those who are eager to learn more, as I said in my keynote, please do join the two sessions that we have planned. One is going to happen, which is about inclusive naming in general, it's an hour and a half session happening on Thursday. I'm pretty sure. And there we will talk about all the various artists who are involved. Everybody will have a seat at the table and we'll have documentation and a presentation to share on how we recommend the all move, move together as an ecosystem, and then second is a presentation by Celeste in the Kubernetes working group about how Kubernetes specifically has done naming. And I feel like Stephen, you and your peers have done such amazing work that many can benefit from it. >> Well, I think engineers, you got two things going to work in for you, which is one, it's a mission. And that's... There's certainly societal benefits for this code, code is for the people. Love that, that's always been the marching orders, but also engineers are efficient. If you have duplicate efforts. I mean, it's like you think about people just doing it on their own, why not do it now, do it together, more efficient, fixing bugs over stuff, you could have solved now. I mean, this is a huge issue. So totally believe it. I know we got to go, but I want to get the news and Priyanka, you guys had some new stuff coming out from the CNCF, new things, survey, certifications, all kinds of new reports. Give us the quick highlights on the news. >> Yes, absolutely. So much news. So many talking points. Well, and that's a good thing, why? Because the CloudNative Ecosystem is thriving. There is so many people doing so much awesome stuff that I have a lot to share with you. And what does that tell us about our spirit? It tells you about the spirit of resilience. You heard about that briefly in the conversation we just had with Stephen about our working group to align various parties and initiatives together, to bring inclusive naming to code. It's about resilience because we did not get demoralized. We did not say, "oh, it's a pandemic. I can't meet anyone. So this isn't happening." No, we kept going. And that is happening in inclusive naming that is happening in the CloudNative series we're doing, that's happening in the new members that are joining, as you may have seen Volcano Engine just joined as platinum member and that's super exciting. They come from China. They're part of the larger organization that builds Tik Tok, which is pretty cool as a frequent bruiser I can say that, in addition, on a more serious note, security is really key and as I was talking to someone just minutes ago, security is not something that's a fad. Security is something that as we keep innovating, as cloud native keeps being the ground zero, for all future innovation, it keeps evolving. The problems keep getting more complex and we have to keep solving them. So in that spirit, we in CNCF see it as our job, our duty, to enable the ecosystem to be better conversant in the security needs of our code. So to that end, we are launching the CKS program, which is a certification for our Kubernetes security specialist. And it's been in the works for awhile as many of you may know, and today we are able to accept registrations. So that's a really exciting piece of news, I recommend you go ahead and do that as part of the KubeCon registration folks have a discount to get started, and I think they should do it now because as I said, the security problems keep getting worse, keep getting more complicated. And this is a great baseline for folks to start when they are thinking about this. it's also a great boon for any company out there, whether they're end users, vendors, it's all sometimes a blurry line between the two, which is all healthy. Everybody needs developers who are security conversant I would say, and this certification help you helps you achieve that. So send all of your people to go take it. So that's sort of the announcements. Then other things I would like to share are as you go, sorry, were you saying something? >> No. Go ahead. >> No, as you know, we talked about the whole thing of team CloudNative is for everyone. Open source is for everyone And I'm really proud that CNCF has offered over 1000 diversity scholarships since 2016 to traditionally under-representing our marginalized groups. And I think that is so nice, and, but just the very, very beginning. As we grow into 2021, you will see more and more of these initiatives. Every member I talked to was so excited that we put our money where our mouth is, and we support people with scholarships, mentorships, and this is only going to grow. And it just so like at almost 17%, the CNCF mentors in our program are women. So for folks who are looking for that inspiration, for folks who want to see someone who looks like them in these places, they have more diverse people to look up to. And so overall, I think our DEI focus is something I'm very proud of and something you may hear about in other news items. And then finally, I would like to say is that CloudNative continues to grow. The cloud native wave is strong. The 2.0 for team CloudNative is going very well. For the CloudNative annual survey, 2020, we found an astonishing number of places where CloudNative technologies are in production. You heard some stories that I told in my keynote of people using multiple CNCF projects together. And these are amazing and users who have this running in production. So our ecosystem has matured. And today I can tell you that Kubernetes is used in production, by at about 83% of the places out there. And this is up by 5% from 78% last year. And just so much strength in this ecosystem. I mean, now at 92% of people are using containers. So at this point we are ubiquitous. And as you've heard from us in various times, our 70 plus project portfolio shows that we are the ground zero of innovation in cloud native. So if you asked me to summarize the news, it's number one, team CloudNative and open source is for everyone. Number two, we take pride in our diversity and over 1000 scholarships have been given out since 2016 to recipients from underrepresented groups. Number three, this is the home base for innovation with 83% of folks using Kubernetes in production and 70 plus projects that deliver a wide variety of support to enterprises as they modernize their software and utilize containers. >> Awesome. That was a great summary. First of all, you're a great host. You should be hosting theCUBE with us. Great keynote, love the virtual events that you guys have been doing, love the innovation. I think I would just say just from my perspective and being from there from the beginning is it's always been inclusive and the experience of the events and the community have been top-notch. People squabble, people talk, people have conversations, but at the end of the day, it is a great community and it's fun, memorable, and people are accepting, it's a great job. Stephen, good job as co-chair this year. Well done. Congratulations. >> Thank you very much. >> Okay. Thanks for coming on, I appreciate it. >> Take it easy. >> Okay, this is theCUBE virtual, we wish we were there in person, but we're not, we're remote. This is the virtual Cube. I'm John Furrier, your host. Thanks for watching. (upbeat music)

>> (upbeat music) >> Announcer: From around the globe, it's theCUBE with digital coverage of AWS Public Sector Partner Awards Brought to you by Amazon Web Services. >> Hi, and welcome back. I'm Stu Miniman and this is theCUBE's coverage of Amazon Web Services, Public Sector Awards for their partners. Really interesting, we get to talk to people around the globe, we talked to the vendors, the award winners as well as their customers who have some interesting projects. So happy to welcome to the program coming to us from Argentina. I have Leo Bracco. He is the Latin American Executive Director for CloudHesive and joining him, his customer Carolina Tchintian. She is the Director of the Political Institution Program at CIPPEC. Thank you so much for joining us. >> Thank you. >> Thank you for having us. >> All right, so Leo, first of all, let's start with you if we could. So CloudHesive first of all, congratulations, you were the Nonprofit Sector award winner for cybersecurity solutions. Of course, anybody that knows public sector, there's the government agencies, there's nonprofits there's education. The cybersecurity of course, went from the top priority to the top, top priority here in 2020. So if you could just give us a snapshot of CloudHesive for our customer. >> Well, CloudHesive is a US based company, started six years ago in 2014. And we decide a couple of years ago to move to Latin America and to start working with Latin America customers. Our offices are in Argentina right now. And one of the focus that we have in the solutions that we give to our customers is security. We work on services to help companies to reduce the cost, increase productivity, and what should the security posture? So we've been working a long time ago to many NPOs, and seeing how they can leverage the solutions and how they can give secure, how to be secure in the world. In the internet. >> All right, Carolina, if you could tell us a little bit about the CIPPEC and maybe then key us up as the project that you're working on. >> Okay, thank you. So CIPPEC is a nonprofit think tank, nonprofit organization, independent organization that aims to deliver better public policies in different areas. In economic development, in social protection and state and government. My particular program, the political institutions program goal is, or the mission is basically to promote evidence based decisions to improve democratic processes and to guarantee civil and political rights across all the countries. So we on issues such as improving election administrations, legislative work, representation, and that's our area of work. >> Wonderful. Sounds like a phenomenal project. Leo, if you could help us understand where did CloudHesive get involved in this project? Was there an existing relationship already, or was it for a specific rollout? that tell us about, obviously the security angles are a big piece? >> No, we didn't have a previous engagement with them. They come to us with a very short time to elections and they need a secure solution. So we first have to analyze the actual solution, how it works, acknowledging well the current infra that they have. Then we have to understand the challenge that they're facing. They have a very public site, they need to go public and they need to be very secure. And the last, we have to develop a fast migration strategy. We knew that AWS was the perfect fit for the need. So we just had to align a good strategy with the customer need. And all these it has been done in less than 72 hours. That was our deadline to elections. >> Wow, talk about fast. Okay, Carolina, help us understand a little bit. Had your organization, had you been using a Cloud before? Seventy-two hours is definitely an aggressive timeline. So help us understand a little bit as to what went into making your decision and obviously, 72 hours super short timeframe. >> Super, super short. Yeah, that was a big challenge. So let me tell you more about what we do and the context. So Argentina holds elections, national elections every two years. In each election year CIPPEC tries to generate and systematize analysis of provincial and national elections with the goal of informing key actors in the electoral processes. This is and decision makers, political parties, media, and general population. So as our first experience in 2017, with informed voter project, we had this collaboration with the National Electoral Authorities in which we created a landing page in our website where you could find as the voter, all of the information you need to go and cast your vote throughout the entire election process. Meaning from the campaign stage, election administration details, polling places, electoral offer, participation et cetera. So that was a landing page hosted in our website. And in 2017, we managed to have a button in every eligible voter in Argentina Facebook feed. So you could go click there and go to our website, right. And have all of the information summarize in a very simple way, straightforward way. So what happened in the 2017 election day is that the button was so successful that the landing page made our server to collapse in the first hours of the election day. So we learned a huge lesson there, which was that we had to be prepared in 2019, if we wanted to repeat this experience. And that is how we get to CloudHesive. >> Wonderful, Leo, if you could, help us understand a little bit architecturally what's going on there, what was CoHesive doing, what AWS services were leveraged? >> Perfect. Well we need great reliability, performance, scalability of course and the main thing security. We have no doubt about the Cloud and all the differentials of AWS. Our main question was about how do we align the right services to give the best solution to the customer? So we did kind of strategy with S3, CloudFront, and we, at the same time being monitorizing everything with CloudTrail and securing the public's access to all of these information. That give us a perfect fit for the solution, a very easy solution and very of course scalable, but more than anything, we could improve the customer experience in very small amount of time. So this is a very simple solution, that fits perfect for the customer. >> Wonderful. Carolina, if you could, tell us how did things go? What lessons have you learned? Anything along the way that you would give feedback to your peers or other organizations that were looking to do something similar? >> Yeah, well, the 2017 experience was a very tough experience for us because we've been preparing for election day during the 2016 and 2017. And the infrastructure was the limit we had in that point. So we couldn't afford ... We have a commitment with informing voters and informing key actors on election process. And these key actors are expecting that information on election day, before, and after. The lesson there is, we cannot be limited by the infrastructure. Assuming that in 2019, that the landing page would receive a similar amount or a huge amount of traffic volume visits on the election day, basically, we knew that traditional hosting service couldn't fulfill those needs so we had to go beyond traditional and the partner was critical to help us to the migration, to the Cloud. >> Yeah, Leo, maybe you could speak a little bit to that, the scalability, and of course, nonprofit's very sensitive to costs involved in these solutions. Help us understand that those underpinnings of leveraging, AWS specifically in CloudHesive. How this meets their needs and still is financially, makes sense. >> Perfect. When you have this kind of solutions, of course, your first concern is, okay, how do I make a scalable solution that fits on the, just on this moment that they need the behavior for so many infrastructure involved. And then at the other day, they need no infra at all, but you have another two big things that you have to focus on. One, is the security, you need to monitor all the behaviors of the content and pay attention to any external menace. You have one 24-hour day, so you need to be very responsibility and high sensitive information that the customer has on the set of data there. It's good to say that we have no security incidents, and no security breach during the most public stage of the operation, so that there was very good for us. The next thing is from the delivery perspective. You have a potential pick of people over the side to usually manage the content delivery network to answer all the requirements. You must be able to share the content in CloudFront, and so you have, and you can achieve your goals, right? And what I can say, it's about numbers, we achieve more than 99.5 efficiency hit rate you over the CDN, that's over CloudFront. And we kept server CPU such below 10% all the time. So this was a major success for us. Like we have no trouble, we use things at the most. And most of anything, the customer has the security, everything look from our perspective. (mumbles) >> Leo, what follow up if I could, if you look at 2020 being able to scale and respond to the changes in workload and be able to stay secure when bad actors, many people are working at home, but doesn't mean the bad actors aren't out there. We've actually seen an increase in security attacks. So just, do you have any commentary overall about what's happening more recently in what you see in your space? >> Yeah, well, we're very focused right now and while security is being each time bigger, right? One of the biggest menace in security is our own team, because we have to keep our teams auto align to the process and understanding the security as a first step doing things from the network perspective. Then we have a very good experience over this last two years, with all the security tools that AWS is seeking to the market. So we now have CloudTrail. We can do many things with WAF we're working towers of new good security solutions. And so I think this will be the future. We have to focus ourself in these two pillars. The first pillar is, okay, what we can do on our own network and the other pillar's, all the tools that AWS is giving us so we can manage security from a new perspective. >> Carolina, last question that I have for you is, look forward a little bit, if you will, are there things that you'll be looking to do in future election cycles or anything else from this project that you could expect going forward? >> Yeah, definitely. We're going to repeat this experience in 2021. Trying to think of the success was the 2019 election cycle. And in this particular informed voter project, we might want to keep doing this for the next election cycles, not only 2023 now, but for the future. >> All right then, Leo, last piece for you, first of all, congratulations, again, winning Best Cyber Security Solution for Nonprofit. Just talk a little bit if you would, about your partnership with AWS and specifically, the requirements and what you see in the nonprofit segment. >> Well, we see that the nonprofit are growing large too, they will need very good scalable solutions. We see that all the focus that we have in on security is the next need because we have been working on these towers to the future. The solutions kept growing each time. The networks are growing each time. And the traffic is growing. The focus on the security will be one of the appendix of our work in the future. And I think that's the biggest issue that we are going to have. Having good engineers, good hard work and manage the challenge and consolidate all the solution as a need. Right now, we're working on many projects with different NGO's and we're working towers that they have the solution that fits them. And of course, we try to keep, in all the public sector, we try to keep the cost at a range level that we can afford that our customers can afford. That's I think, a big problem that we're having. >> Well, Carolina, congratulations on the progress with your project. Thank you so much for joining us. And Leo, thank you again for joining us and congratulations to you and the CloudHesive team for winning the award. >> Thanks. >> Thank you very much. >> All right, stay tuned for more coverage, theCUBE, at the AWS Public Sector Partner Awards. I'm Stu Miniman. Thanks for watching. (upbeat music)

(upbeat music) >> Announcer: From theCUBE studios in Palo Alto, in Boston, connecting with thought leaders all around the world. This is a CUBE conversation. >> Hi, and welcome back. I'm Stu Miniman and this is theCUBE's coverage of Amazon Web Services, Public Sector Awards for their partners. Really interesting, we get to talk to people around the globe, we talked to the vendors, the award winners as well as their customers who have some interesting projects. So happy to welcome to the program coming to us from Argentina. I have Leo Bracco. He is the Latin American Executive Director for CloudHesive and joining him, his customer Carolina Tchintian. She is the Director of the Political Institution Program at CIPPEC. Thank you so much for joining us. >> Thank you. >> Thank you for having us. >> All right, so Leo, first of all, let's start with you if we could. So CloudHesive first of all, congratulations, you were the Nonprofit Sector award winner for cybersecurity solutions. Of course, anybody that knows public sector, there's the government agencies, there's nonprofits there's education. The cybersecurity of course, went from the top priority to the top, top priority here in 2020. So if you could just give us a snapshot of CloudHesive for our customer. >> Well, CloudHesive is a US based company, started six years ago in 2014. And we decide a couple of years ago to move to Latin America and to start working with Latin America customers. Our offices are in Argentina right now. And one of the focus that we have in the solutions that we give to our customers is security. We work on services to help companies to reduce the cost, increase productivity, and what should the security posture? So we've been working a long time ago to many NPOs, and seeing how they can leverage the solutions and how they can give secure, how to be secure in the world. In the internet. >> All right, Carolina, if you could tell us a little bit about the CIPPEC and maybe then key us up as the project that you're working on. >> Okay, thank you. So CIPPEC is a nonprofit think tank, nonprofit organization, independent organization that aims to deliver better public policies in different areas. In economic development, in social protection and state and government. My particular program, the political institutions program goal is, or the mission is basically to promote evidence based decisions to improve democratic processes and to guarantee civil and political rights across all the countries. So we on issues such as improving election administrations, legislative work, representation, and that's our area of work. >> Wonderful. Sounds like a phenomenal project. Leo, if you could help us understand where did CloudHesive get involved in this project? Was there an existing relationship already, or was it for a specific rollout? that tell us about, obviously the security angles are a big piece? >> No, we didn't have a previous engagement with them. They come to us with a very short time to elections and they need a secure solution. So we first have to analyze the actual solution, how it works, acknowledging well the current infra that they have. Then we have to understand the challenge that they're facing. They have a very public site, they need to go public and they need to be very secure. And the last, we have to develop a fast migration strategy. We knew that AWS was the perfect fit for the need. So we just had to align a good strategy with the customer need. And all these it has been done in less than 72 hours. That was our deadline to elections. >> Wow, talk about fast. Okay, Carolina, help us understand a little bit. Had your organization, had you been using a Cloud before? Seventy-two hours is definitely an aggressive timeline. So help us understand a little bit as to what went into making your decision and obviously, 72 hours super short timeframe. >> Super, super short. Yeah, that was a big challenge. So let me tell you more about what we do and the context. So Argentina holds elections, national elections every two years. In each election year CIPPEC tries to generate and systematize analysis of provincial and national elections with the goal of informing key actors in the electoral processes. This is and decision makers, political parties, media, and general population. So as our first experience in 2017, with informed voter project, we had this collaboration with the National Electoral Authorities in which we created a landing page in our website where you could find as the voter, all of the information you need to go and cast your vote throughout the entire election process. Meaning from the campaign stage, election administration details, polling places, electoral offer, participation et cetera. So that was a landing page hosted in our website. And in 2017, we managed to have a button in every eligible voter in Argentina Facebook feed. So you could go click there and go to our website, right. And have all of the information summarize in a very simple way, straightforward way. So what happened in the 2017 election day is that the button was so successful that the landing page made our server to collapse in the first hours of the election day. So we learned a huge lesson there, which was that we had to be prepared in 2019, if we wanted to repeat this experience. And that is how we get to CloudHesive. >> Wonderful, Leo, if you could, help us understand a little bit architecturally what's going on there, what was CoHesive doing, what AWS services were leveraged? >> Perfect. Well we need great reliability, performance, scalability of course and the main thing security. We have no doubt about the Cloud and all the differentials of AWS. Our main question was about how do we align the right services to give the best solution to the customer? So we did kind of strategy with S3, CloudFront, and we, at the same time being monitorizing everything with CloudTrail and securing the public's access to all of these information. That give us a perfect fit for the solution, a very easy solution and very of course scalable, but more than anything, we could improve the customer experience in very small amount of time. So this is a very simple solution, that fits perfect for the customer. >> Wonderful. Carolina, if you could, tell us how did things go? What lessons have you learned? Anything along the way that you would give feedback to your peers or other organizations that were looking to do something similar? >> Yeah, well, the 2017 experience was a very tough experience for us because we've been preparing for election day during the 2016 and 2017. And the infrastructure was the limit we had in that point. So we couldn't afford ... We have a commitment with informing voters and informing key actors on election process. And these key actors are expecting that information on election day, before, and after. The lesson there is, we cannot be limited by the infrastructure. Assuming that in 2019, that the landing page would receive a similar amount or a huge amount of traffic volume visits on the election day, basically, we knew that traditional hosting service couldn't fulfill those needs so we had to go beyond traditional and the partner was critical to help us to the migration, to the Cloud. >> Yeah, Leo, maybe you could speak a little bit to that, the scalability, and of course, nonprofit's very sensitive to costs involved in these solutions. Help us understand that those underpinnings of leveraging, AWS specifically in CloudHesive. How this meets their needs and still is financially, makes sense. >> Perfect. When you have this kind of solutions, of course, your first concern is, okay, how do I make a scalable solution that fits on the, just on this moment that they need the behavior for so many infrastructure involved. And then at the other day, they need no infra at all, but you have another two big things that you have to focus on. One, is the security, you need to monitor all the behaviors of the content and pay attention to any external menace. You have one 24-hour day, so you need to be very responsibility and high sensitive information that the customer has on the set of data there. It's good to say that we have no security incidents, and no security breach during the most public stage of the operation, so that there was very good for us. The next thing is from the delivery perspective. You have a potential pick of people over the side to usually manage the content delivery network to answer all the requirements. You must be able to share the content in CloudFront, and so you have, and you can achieve your goals, right? And what I can say, it's about numbers, we achieve more than 99.5 efficiency hit rate you over the CDN, that's over CloudFront. And we kept server CPU such below 10% all the time. So this was a major success for us. Like we have no trouble, we use things at the most. And most of anything, the customer has the security, everything look from our perspective. (mumbles) >> Leo, what follow up if I could, if you look at 2020 being able to scale and respond to the changes in workload and be able to stay secure when bad actors, many people are working at home, but doesn't mean the bad actors aren't out there. We've actually seen an increase in security attacks. So just, do you have any commentary overall about what's happening more recently in what you see in your space? >> Yeah, well, we're very focused right now and while security is being each time bigger, right? One of the biggest menace in security is our own team, because we have to keep our teams auto align to the process and understanding the security as a first step doing things from the network perspective. Then we have a very good experience over this last two years, with all the security tools that AWS is seeking to the market. So we now have CloudTrail. We can do many things with WAF we're working towers of new good security solutions. And so I think this will be the future. We have to focus ourself in these two pillars. The first pillar is, okay, what we can do on our own network and the other pillar's, all the tools that AWS is giving us so we can manage security from a new perspective. >> Carolina, last question that I have for you is, look forward a little bit, if you will, are there things that you'll be looking to do in future election cycles or anything else from this project that you could expect going forward? >> Yeah, definitely. We're going to repeat this experience in 2021. Trying to think of the success was the 2019 election cycle. And in this particular informed voter project, we might want to keep doing this for the next election cycles, not only 2023 now, but for the future. >> All right then, Leo, last piece for you, first of all, congratulations, again, winning Best Cyber Security Solution for Nonprofit. Just talk a little bit if you would, about your partnership with AWS and specifically, the requirements and what you see in the nonprofit segment. >> Well, we see that the nonprofit are growing large too, they will need very good scalable solutions. We see that all the focus that we have in on security is the next need because we have been working on these towers to the future. The solutions kept growing each time. The networks are growing each time. And the traffic is growing. The focus on the security will be one of the appendix of our work in the future. And I think that's the biggest issue that we are going to have. Having good engineers, good hard work and manage the challenge and consolidate all the solution as a need. Right now, we're working on many projects with different NGO's and we're working towers that they have the solution that fits them. And of course, we try to keep, in all the public sector, we try to keep the cost at a range level that we can afford that our customers can afford. That's I think, a big problem that we're having. >> Well, Carolina, congratulations on the progress with your project. Thank you so much for joining us. And Leo, thank you again for joining us and congratulations to you and the CloudHesive team for winning the award. >> Thanks. >> Thank you very much. >> All right, stay tuned for more coverage, theCUBE, at the AWS Public Sector Partner Awards. I'm Stu Miniman. Thanks for watching. (upbeat music)

>>law from Las Vegas. It's the Q covering a ws re invent 2019. Brought to you by Amazon Web service is and Intel along with its ecosystem partners. >>Welcome back to the Sands. We continue our coverage here on the Cube of Day, one of a W s ram in 2019 show. Bigger and better than ever. Tough to say, because last year was awesome. This year if they think you're gonna have a little bit higher on the knots. Justin Warren, I'm John Walls were joined by Brandon Walsh, who is the s creepy apartment relations at the 1901 group. Good to see you, sir. >>Thank you. Thank you for having me. >>Right now. I can't imagine anything intact dating back to 1901 So I'm trying to think What What was the origination of? Of the company? First off, tell us a little bit about what you do, but what's the name all about? >>Well, real quick for the name are our CEO. So new Singh came up with this idea for automation of I t routine. I t management in 1901 was the year the assembly line was invented, so a gentleman named Ransom E. Olds from the famed Oldsmobile gets credit for that. So so new named the company after that automation breakthrough of an assembly line model. And we have built an assembly line concept what we call an I T factory for a cloud migration factory into our operations center. And that's part of our managed service is offering that we sell, promote, provide to our customers. >>And, of course, you're doing that with the help of a company called Cohee City. Find Data Management Solutions provider. So let's talk a little bit about cohesively as well. And your relationship, how that works and what you're I guess, of deriving are extracted from their service is that you find that great value in that >>absolutely were. Maybe this is a little different for today in the show. We actually are a customer of Cohee City. We consume cohesive. So in our managed service offering portfolio, one of the things that we've been using Holy City four is helping our customers set, create or start up. Disaster recovery or backup service is capability. In 1901 group has been packaging marketing, selling that D R. As a service and that bur back up as a service to our federal state, local customers. >>A longtime fan of the Toyota production system, I am very pleased that you are turning an assembly line concept. You know, I think it's vastly overdue. So it's great to hear you focus a lot on the public sector is my understanding absolutely. Tell me a little bit more about what the public sector is. A very complicated based is a >>complicated is putting it politely. >>So walk us through how you're using cohesive toe help. Public sector organizations transform themselves to use this kind of as a service back up and disaster recovery. >>You hit on a really good point. It's sort of two points. One is the term is I t modernization. So in order to modernize a very large complex, I T Environment Assets Systems Service is multi locations, various data centers, multiple data classifications that that complexity with the cohesive product. What has allowed us to do is to start incrementally by doing a disaster recovery or a backup on premise that gives the agency since a confidence we get to show success and progress and that sort of a win win for everyone involved, where the growth with a future and how those agencies will modernize is once you start getting the data backed up properly, prepped for disaster, recover properly. You can also start migrating data toward Native Cloud. And particularly we've been working with AWS aws govcloud in particular, but also a WC commercial clout. >>I like how you mentioned that building trust part with the agencies to begin with. It's not so much about the technology, but about the human part of the process. Way heard that came out this morning with Andy Jesse talking about how data transfer transformation happens, and it's a lot to do with the humans. It's not all about technology. >>At the the organizational change, management is important as the technology change management and incremental shift toward the cloud and migration toward the cloud allows for both time and and reallocation of resource is both by the agency's contractors supporting the agencies and manage service providers like us, who are really providing more as a service. Models meaning way generally consumed the technology for the client, which is a little bit different of a model from the past, but that is the trend of the future. >>It's not purely incremental, though, because you're not. You have to change the way that you're doing things, to be using it as a service, as this thing from the way that you would have done it is purely on premises type infrastructure. Explain a little bit about how you helped these agencies to change the way they think to be able to use this as a service >>approach. Well, one of the one of the reasons we selected Cohesive E is because of their ability to scale out and their pricing model that allows us to better forecast costs and because we're managed service provider price to the government. So the scale out capability that Callie City provides allows us to buy technology capacity nodes as we need them so we don't have a large capital expenditure up front as orders come in. As agencies purchase as we grow, we can add to that capacity incrementally. That's lower risk for us. Lower risk for the client. So again it's a it's a win win in their pricing model. Their licensing model allows us to work with our agency customers and predict costing and pricing for next year, two years out, three years out, which, in the federal budget cycle appropriations are not appropriated. It is a pretty important thing >>got on a wire in the business. Frankly, it's such a, you know, just pull your hair out. I'm sure they're wonderful. This roast ready to say the least, but way heard a lot about a pretty big major theme, this transformation versus transition and in terms of government users, how do you get them into the transformation mindset when you have those obstacles you just talked about that you have a number of times, cycles and our funding cycles and development cycles. And so regulatory psychic, I mean and you write those concerns whatever they will throws their way, states what they throw their way. I think that would be just looking at it from the outside. Tough to get into a transformer mode when you are almost are constantly transitioning. It seems >>you bring up a good point. A. If I can make a comment about eight of us, AWS has been investing in in what's called Fed Ramp that's a federal accreditation program that insurers that that cloud systems and in the case of AWS have their security controls documented, properly documented to a standard and then enforced, so continuously monitored and reported on the investments AWS have been making. And and that speed of investment has been increasing over the last few years has really helped manage service providers. And I t providers like like 1901 group help the agency's understand how to transition and transform. But it's definitely a step. It's a step across. It's incremental in nature, but I congratulate AWS on that investment of time and resource is for Fed Ramp Way also are federally authorized way. We're going into our fifth year so we were early on and being able to watch A W s grow expand helps us helps our competition, but helps the agencies and helps. In the end, all citizens of the United States. So missions air getting better. Theodore Option is speeding up. I think a ws for that investment >>tell us a little bit more about how these federal agencies are using both AWS and Cohee City to work together because you mentioned that your business is built built on Cohee City. So where does that go? Where's coming >>s so So way started out using Cohee City in on premise environment to support federal civilian agencies. That model has been growing, so that was a single tenant, meaning we had one customer. On a single instance. We've expanded to a multi tenant instance. And now we're expanding into a AWS Cloud native instance, so being able to work with a complex environment, a complex data management environment being able to go from on prim to cloud of being will go from AWS back and forth, being able to manage that seamlessly, ensuring there's encryption of data at rest and in motion. That just makes our job that much easier. >>Now we know that Cohee City is a software data management company. It's not just about backup on D are so cohesive is making some inroads into other secondary data management service is, and some other things they're So what are you looking at to expand into what what a customer is asking you to do for them now that you've already proven yourself with with some of the D. R and back up type ability? Yeah, >>I mean, it really varies. It does very agency to agency smaller, independent agencies really may be looking at a cohesive technology to manage fragmented data. Larger agencies and groups and programs within agencies have different. Different asks different requirements. It's really hard to say a single what is the thing? I would say that the flexibility cohesive he gives us is the ability to go hybrid. So depending on what the customers asking feature wise functionality, wise architecture wise way think that Cally city is very flexible >>and about the public sector market. Then if you if you could put your headlight on that for the next 23 years, he was talked about some cycles of that far out. What do you think it would be? A. I guess shift is the right word. What would be a useful or valuable shift in terms of the public sector in terms of their acceptance or adoption in your world? >>Well, so as applications are lifted and shifted or migrated re factored rewritten into cloud environments, you're gonna we're going to see you're going to see mission applications at the agency level moved to cloud reside in the cloud, so data for performance reasons is gonna have to be right next to that application. So the data management, whether it's for production or test Dev Kohli City's got emerging capability for for Dev Test. I think it's a test of but deaf task. So all these pieces sort of go together as a CZ, you said, going from transitioning to transforming and you start looking to three years out. I do believe the agencies have a lot of momentum. There are some really interesting activities being done in the federal state local realm, around artificial intelligence machine learning. So being able to do the compute storage, the networking and security all within a A W s cloud, it's just going to speed things up and make cost and performance more manageable and transparent. >>Thank you for the time. We appreciate that. We find out earlier that Brendan is a Washington Redskins fan and a D. C. Resident, as am I. And I thought 90 No. One was the last time we had a playoff tape. It was quite that far back, but it certainly seems like it, doesn't it? Hang in there, Thank you very much. Enjoy that. Brenda Walsh joining us from the 1901 group back lot with more live here from AWS reinvent with just a warning. I'm John Walls and you are watching the Cube

>> live from San Francisco, celebrating 10 years of high tech coverage. It's the Cube covering Veum World 2019 brought to you by VM Wear and its ecosystem partners. >> Welcome back. We're here at V Emerald 2019 in the lobby of Mosconi north, back in San Francisco, where it all began. 10th year of the Cube covering VM world. I'm stupid and my co host is John Troyer. Expensive time working for Vienna, where he's been doing the kid with us now for over three years. It was Veum world that we brought in the first time. >> I believe I was working with you on the other side. That that here >> absolutely and welcoming. First back to the program. One of our cube alumni, Rawlinson Rivera, who's the CTO of the global field at Cohesive E. Thanks for joining us again. My pleasure, man. Always excited when we get to talk to Ah, customer is a customer and a service provider. Brock Marie, who's the chief technologist at? Whoa, >> Correct. Thanks for having. >> All right. So we're gonna get Tau Whoa in a second, cause really want to dig in an interesting name? I'm sure you guys have some fun with that, I would hope. But Rawlinson, first of all, you know Veum world always big celebration back in San Francisco celebration. But 10 years of the Cube to you know, what's it all mean to you? >> Amazing. The fact that I've been here a couple of times now it's great. It's a good, great way to put a stamp on my existence. He would be able to >> Yeah, you know, amazing ecosystem and lots of ah ah, as we said, we just had Jerry chain on. It's the deviant where? Mafia. I'm sitting here with two former VM where employees do so even when they've left their still tight with a lot of going on there. All right, Brock, you've been to this event Ah, a few times before we get into Whoa, Just tell us, You know, what does the world mean to you? >> Soviet world is obviously it's a huge networking event. You get Thio not only see your peers, but also other players in the industries and be able to evaluate their products and see what they have. >> All right, so tell us a little bit about Whoa. >> So what dot com was founded in 2013 we ah, tout ourselves as a cyber secure cloud platform. Ah, we've done more than just stand up TVM where bits for hosting we've actually integrated some threat protection and some network defense items. Uh, around that infrastructure. >> All right, give us a little bit of the Brett. You know, how many locations? Verticality. All that kind of. >> So our headquarters is in Hollywood, Florida. We have a data center presence in Miami, a data center presence in Grand Rapids, Michigan, and one and switch LV in Las Vegas. So that gives us coverage over the United States. All >> right, I've toward one of those facilities. You probably amazing facility. So, uh, >> yeah, well, can you tell us a little bit about what was business? And I'm in particular interested in being a service provider in 2019 right? A lot of noise about the big public clouds. But as the folks here at B M, where no, there's trillions of dollars flowing through a nightie ecosystem that, you know, some of it's going to the public cloud. But there's lots of need for service providers. Providing specialty service's or hands on service is or I'm kind of curious. What is your business? What is your business and like, how does it intersect with data, Which is where we're getting to hear? >> Yeah, absolutely. So with our focus on compliance, that's really one of the major differentiators from us with the hyper scale Er's or the Big three is a lot of people like to call them, um that gives us the ability also to tune and make sure that their workloads are precise and running the way that they want with the security models around them. Uh, plus, it's the you know you got, you could reach out and you can contact us. We pick up the phone, we support all of our customers. Uh, we love to go above and beyond and make sure that they're happy. So we want to kind of give them that that boutique type feel and be able to provide. The service is out. >> We're talking verticals like, >> yes. Oh, health care is a big one. Obviously, um and then there's, you know, huge requirements around that for data protection and ah, data isolation and so forth. Um and also, you know, on the cyber security side, cyber scan the new release from these guys is something that we're definitely foaming at the mouth to get at it. Something that we're ready to put into play because it's it's a value, add back to our customers and having their product in that position gives us an advantage, >> right? Rawlinson. He teed you up. But you know, in general, you know, we know where cohesive He has played in the enterprise on what's been happening. A lot of the environment gives a little bit of the landscape for the service providers and where cohesively plays. We know that that's you know, it's been a great no only customer, but almost a channel for many technology in the space for a number of years. Well, you >> know, we have our own sort of like division within the Coast, just with sports writer of market. What we doing, we're enabling them to provide their customers with the value that we gave our enterprise customers already so opening up more than just the backup, right? So one of the things that rock mentioned is this new capability. Have a performing scans for vulnerability scans within the systems. When have you ever been able to do that on something that just sits there and it's just an insurance policy in the past. Now we can give you the ability to provide your customers ability to look into their data whether there have a vulnerability or not in place and tell him before they do it. Did you want to restore this? You wanna protect it with X amount of vulnerabilities. You want to fix it before you do it, And that kind of level of service is being provided. It delivers in immense value to customers everywhere. All >> right, So is this the first product that uses a few city or have you been using other >> s? So we obviously we dove in headfirst with data protection? Um, our previous data protection product wasn't living up to, ah, up to its claims. And that sparked us to go out and start looking at other vendors. And it actually happened at the end world. A few years ago, I came across Cohesive E, uh, worked with their guys. We did a POC. Um, we attacked some of our major pain points right off the bat, and cohesive handled it without any problems. >> I'm kind of curious. So we're talking about a second secondary storage platform. You know, uh, backup is is a use of it, But once you live in the world now we don't. We still put something, the things on tape, but okay, the bits are live there on a disk somewhere, and back them up. So as an example of this for the security scans, some of this ransomware stuff can lie dormant for months before turning on. So it's not a matter of like, Oh, I've just restored the backup from last week. You may have to go search through the all your your your checkpoints. Right. So that's an example of how having a secondary storage platform really enables a lot of security. So that's my with my understanding. Several out, maybe. Tee you up. Can you talk about data? The secondary storage data platform in general And security is one aspect. Data protection is another. I don't know. >> I mean, that's right. Yeah. The thing about what we do is that we as a data management platform, which was kind of getting falling into that there's many fastest to managing with data. We started with the data protection piece. Now we adding other value to the areas which is just pointed out. There's a lot of dark data that you don't get to see because of description of silos, and >> I >> don't really use that Now. We have the ability to provide that value that everyone else on the service provider business can leverage because now they have. Like you said, I have to go look through all these different generations of that protection job that I'm doing now. We do that instantaneous. We do that at the core. So now you're able to identify and report on that and be able to correct it before you have to go through that process, which is which is incredible. Now, if that's on the data protection side, we also have the ability of using. You can use cohesive as a file if they want to do that. Now we're talking to live information that can access the same suite of capability and tools, are there and can report the same way. >> Yeah, if I can add to that to one of the one of the really cool features that I that I like that Cohee City does is when you're using filer service is and things like that. You still have the ability to protect that data as well. So you can replicate those snapshots out to other locations and so forth. So ah, we found that was, ah, pretty good benefit for us. We have a configuration management platform that we ended up putting amount on one of those servers, and we want to protect that in our other location. And this is our own internal operations. So we leverage the platform is well, we protect that data by replicating into another Geo >> Brock. Connect the dots for us. We understand us pain points. But what is this colucci city solutions that you're using mean for your ultimate end user customers >> Confidence, That's, you know, knowing that when that backup report comes in and hits their inbox, that all of those jobs are gonna be successful. And ultimately, what that turns into is when they need that data back, they need to restore it. It's going to be there for them, all right? >> Anything you'd add about the impact on the customers when you're working with service providers, any kind of broader discussion of the service writers. >> I mean, it's great the things that we do because now we're not only typically we enable our enterprise customers to do this. Now we're neighbors and our service providers to enable their customers to do that as well. And you know what? We just we just in the background. It's their business, right? They're the ones who are providing the service, making a service for for the customer based on what they need. And it is good for us to kind of enable that and let them do what they need to. They would just make money, make money, protect their money and make more money. >> Brock, I'm kind of curious you and your your customers, right? A lot of talking vigil, transformation at agility. We've all gotta make money. We've all gotta move fast, and I'm guessing you know it again. In an ecosystem where there are very big players and very small players, part of you still have to move fast, and your customers expect you to be delivering News Service's and reliable service is et cetera. Can you maybe just talk a little bit about kind of what your customers are looking for? Uh, you know how the relationship goes with, Maybe with a with a provider like like you have a team And will he see building healthy? You know, how fast can you turn on the service is how fast is that ramp up in? Maybe with the >> Sure so. And it's funny because I've actually been having some other conversations on how we can improve the existing workflow. Ah, but the workflow has been, uh, not, um, we've had to re architect a couple of network items to be able to, ah, to facilitate external backups. For example, being a service provider, I don't just back up the EMS within my environment. I backup PM's in customers environments as well. So laying the foundation to be ableto have these. Ah, these units replicate between each other, eases that path and and again it comes down to revenue. The faster I can get that box coming in, the faster that I can realize revenue on the product. >> A lot of discussion in this show about some of the future things you know, the emerging, where is talking about container ization and building communities into Evie's fear, talking about their multi cloud connectivity that they're having. I know the City's got a strong play partnering with all the public cloud environment. Give us look out as toe. How does that impact your business? Where do you see that going from your roadmap standpoint? >> Absolutely. So, uh, with with the cohesive platform, especially with the, uh, the big three hyper scale er's, for example, we're actually looking at a way to put our long term storage out on that out on those service is we'll keep our short term storage internal or on Prem wherever the customers scenario might be. But we want to leverage that that long term storage so that we don't have to manage that data over a seven year period. We do manage it. We'll ever do your guys tools to be able to do it, but it's in a hyper scaler. I don't need to worry about it. >> And to add to that were also as a Zvi, Ammar moves alone and catches on the wave of the Cuban. Any journalist after we also do that already so we can actually provide protection of name spaces for for the kubernetes environment, something you'll start seeing, you'll see we released very soon. So we already given the short stories provides the ability to compete with the hyper scale is providing those newer cloud Native service is they need to be. You have available for them to know we're gonna make that would enable that for everyone. Still haven't we would offer it universal. >> Well, actually, that that brings up a question Brock hour in terms of being cloud native. Either you, you guys spending up more service is more cloud native APS or your customers. And I'm not sure if they're building off if they're bringing off the shelf APS to you or if they're building custom maps. I mean, where do you see the evolution of this hole field in terms of Dev Ops and Cloud Native? >> Definitely. So Cloud Native is ah, is a very interesting architecture play, especially with the micro service's and dynamically building machines on the fly. And things like that is very, very exciting. Very intriguing. Um, our workloads tend to be more traditional vm type workloads. Uh, I have been having conversations with customers, technical groups. Hey, you guys should start looking at Micro service. Is this is something you guys can improve your guys. Your service delivery with um, we haven't gotten there yet. We're using some container service is internally for our own operations, but externally, we're still trying to, you know, part of the digital transformation. Work with your customers to provide them >> solutions. All right, Brock, when you know one of the things we come to this show, we always get. Okay, great. Here's where we are today. Here's where we going tomorrow. Usually have a wish list, you know, we know service fighters. Yes. If you could make it a little cheaper, you know, we need to be able to pass those margins, you know, down to our customer. What? What's on your wish list? What would make you know your company's life easier? >> Ah, well, cohesive. He's done a very good job of that already, so ah, again, you know, having confidence in your backups and being able to sleep at night is definitely huge. Um, so on my wish list, I like the direction they're going with the integration and, ah, lot of the workbench products and so forth. Honestly, I don't have a ton of wish list. I'm more sitting back watching what these guys are gonna come out with because cyber scans, one that actually came out of left field for me. And, um, this >> is awesome. What I think is interesting about these these architecture is that there are this this app layer that they that they're now introducing that Yes, there's kubernetes there, but it's a lot of APS. Data service is that are very close to the data. I don't know what What do you guys have in store? What are you talking about here at the show in terms of new service is because it's now you just containerized it. You, Doc, arise it and stick it in your thing and your your plane. And it's there on the on the device that >> the focus for us has basically continue to deliver value on the platform that people only thought it was data protection. It's way more than that. He has he comes availability scanners being one of them, but also opening the platform for customers and cell service providers. You know what you need. You know what service? If you need to create a developed for what you need to do, do it and put it on us. Do not move the date away from where where is safely stored, located, bring the application to it. That eliminates risks of, you know, data leakage and all these kinds of things that you have a secure, centralized, scalable everything you want. It's all in place. >> Yeah, I think it's a great point. You know, when when the company first came out, it's like, Okay, well, here's the product at the day. But Mohit is building a platform that is his history, and that's not what he's doing. And I know that's what excited a lot of people in the early days. And as you said, your data management platform now. So we know we're now actually are, at least at the early stages of where the company is going with the overall solution. >> Your moments very methodical. He decided to go one way, one thing at a time, right? We're not a Swiss army knife. We're not gonna Well, the ocean we come out, we master the one thing that was the most painful so far. Data protection. We fixed back up, and now we're going to give you the rest of what you get from the platform after we master that. All >> right? I want to give you the final words. You've been going through this journey now for a few years when you talk to your peers, What advice would you give than anything you've learned along the way? Is that all? It's great, But boy, I wish I could have shortcut. Certain things were, you know, planned something a little bit different. You know what learning is gonna share? >> Eso definitely plant plan your deployments. You know, there's there's some new features and new items that are coming out. But, you know, again, one of the great things about you he city you have a virtual ization of the E series. Go in there and break it on the V E Siri's and then deployed on your hardware. >> All right, >> Brock and Rawlinson Thank you so much for joining us. Appreciate all the updates and congratulations on the progress we've been making for John Troyer. Arms to Minuteman. Back with lots more coverage at the midpoint of three days. Walter Wall coverage two sets 10th Year of the Cube at VM World 2019. Thanks as always, for watching

>> live from Boston, Massachusetts. It's the Cube covering AWS reinforce 2019. Brought to you by Amazon Web service is and its ecosystem partners. >> Okay, welcome back. It was two cubes. Live coverage in Boston, Massachusetts, for Amazon Web services reinforces A W s, his first inaugural conference around security, cloud security and all the benefits of security vendors of bringing. We're here with a man who runs the marketplace and more. Dave McCann Cube, alumni vice president of migration, marketplace and control surfaces. That's a new tail you were that you have here since the last time we talked. Lots changed. Give us the update. Welcome to the Cube. >> Great to be back, ma'am. Believe it's seven months of every event. >> Feels like this. Seven years. You know, you've got a lot new things happening. >> We do >> explain. You have new responsibility. You got the marketplace, which we talked about a great product solutions. What else do you have? >> So we've obviously been expanding our service portfolio, right? So either us is launching. New service is all the time. We have a set of service is a road in the migration of software. So I run. No, the immigration Service's team and interesting. We were sitting in Boston, and that's actually headquartered 800 yards down the road. So there's a set of surfaces around the tools to help you as a CEO. Move your applications onto the clothes. Marketplace is obviously where we want you to find short where you need to buy. And then once you get into the topic of governance, we had one product called Service Catalog and reinvent. We announced a new product. That was a preview called Control. Yesterday we went to G A full availability off control, Terror and Control term service catalog together are in the government space, but we're calling them control service is because it's around controlling the access off teams to particular resources. So that's control service. >> What people moving into the cloud and give us a sense of the the workload. I know you see everything but any patterns that you can see a >> lot of patterns and merging and migration, and they are very industry specific. But there are some common patterns, so you know we're doing migrations and frozen companies were weighed and professional service is run by. Todd Weatherby is engaged in hundreds of those migrations. But we also have no over 70 partners that we've certified of migration partners. Migration partners are doing three times as many migrations as our old professional service is. Team are doing so in collection. There's a lot going on there, one of the common patterns. First of all, everybody is moved a Web development other websites have done. They're all running on the AWS know what they're doing is they're modernizing new applications. So the building in Europe or bring enough over moving onto containers. So it was a lie that ran on a sever server on. As they move into the clothes, they're gonna reshape the throw away. Some of the court brief the court up into micro service is on. Deploy out, Let's see on E. C s, which is continuing. There's a lot of application organization, and then on the migration side, we're seeing applications clearly were migrating a lost a lot of ASAP. So the big partners like Deloitte and Accenture are doing a C P migrations, and we've done a lot of ASAP migrations. And then there are other business applications are being moved with particular software vendors. You know there's a company here in Boston called Pegasystems. They do a world leading workflow platform. We've worked with Pagan, and we have migrated loss of paga warped floors in dozens of paying customers up on the float. >> You innovated on the marketplace, which is where people buy so they can contract with software. So now you got moving to the cloud, buying on the cloud, consuming the cloud and then governing it and managing that aspect all under one cohesive unit. That's you. Is that good? >> Yeah, it's a good way to think about it. It's a san of engineering teams with Coleman purpose for the customer. So you know, one of the things we do AWS is we innovate a lot, and then we organize the engineering teams around a common customer needs. So we said, above all of the computer stories service is on. We pay attention to the application layer. We described the application, So if you think of a migration service is says, I've actually got a service called Discovery, I crawl over your servers and I find what you have way. Then what we do is we have a tool that says, Are you gonna bring and move the till. So you have to build a business case. We just bought a company in Canada called TSA Logic. They had a Super Two for building a business case that said, what would this absolutely running with either of us. >> So is the need of the business case. What's the courtney that you guys have focused on? What was that? >> So, interestingly, we run more Windows Server and the clothes when Microsoft. So you actually have to business keys here. So many windows servers are running on print. What does it look like when a run on either the U. S. And T s so logic? Really good, too. And we find our customers using it. That says, Here's your own prim Windows server configuration with an app on run the mortal What would it look like when it runs on AWS? >> But why would you just do that with a spreadsheet? What? What is the T s so logic do that you couldn't do especially >> well? First of all, you want to make a simple too Somebody has to go run a spreadsheet. They've turned it into a tool that a business years Ercan used a sales person you could use on. They've built on top of a database. So it's got a rich set of choices. You are richer than you put in. A special with a U IE is intuitive, and you're gonna learn it in 20 minutes. I'm not gonna have you made up >> this date in their best practice things like that that you can draw a library >> of what's going down, and it keeps the data store of all the ones we've done. So we're turning that into two. Were giving Old Toller solution architect. >> Well, you got a good thing going on with the marketplace. Good to see you wrapping around those needs there. I gotta ask for the marketplace. Just give us the latest stats. How many subscriptions air in the marketplace these days? What's the overall number in the marketplace? It's >> pretty exciting. Way decided just at San Francisco to announce that we now have over 1,000,000 active subscriptions in the marketplace, which is a main boggling number on its own 1,000,000 subscriptions. Ice of Scrape. Within those subscriptions, we've got over 240 foes and active accounts, you know, and the audience doors you could be an enterprise with 100 cases and in an enterprise. What we typically see is that there are seven or eight teams that are buying or using software, so we'll have seven or eight accounts that have the right to subscribe. So you could be a one team and you're in another team you're buying B I tools. You're buying security tools. So those accounts on what? We're announcing the show for the first time ever. Its security is we have over 100,000 security subscriptions. That's a while. That's a big number. Some companies only have 100 customers, and the market, please. Our customers are switched on 100,000 security. So >> many product listings is that roughly it's just security security. At 300 >> there's over 100 listings. Thing is a product with a price okay on a vendor could be Let's see Paolo off networks or crowdstrike or trains or semantic or McAfee or a brand new company like Twist located of Israel. These companies might have one offer or 20 offers, so we have over 800 offers from over 300. Vendors were having new vendors every week. >> That's the next question. How many security app developers are eyes? Do you have over 300? 300? Okay. About 100. Anyway, I heard >> this morning from Gartner that they believe that are over 1000 security vendors. So I'm only 30% done. I got a little work >> tonight. How >> do you >> govern all this stuff? I was a customer. Sort of Make sure that they're in compliance. >> Great question. Steven Smith yesterday was talking about governance once she moved things on the clothes. It's very elastic. You could be running it today, not running a tomato, running it in I d running in Sydney. So it's easy to fire up running everywhere. So how did the governance team of a company nor watch running where you know, you get into tagging, everything has to be tagged. Everything has to have a cord attached to it. And then you do want to control who gets to use what I may have bought about a cuter appliance. But I don't know that I gave you rates to use it, right, so we could have border on behalf of the company. But I need to grant you access. So we launched a couple of years ago. Service catalog is our first governance to and yesterday we went into full release over new to call the control tower. >> Right. What you announced way reinvents >> preview. And yesterday we went to Jenny. What control does is it Natural Owes me to set up a set of accounts. So if you think of it, your development team, you've got David Kay and tested and the product ain't your brand new to the company. I'm a little worried. What, you're going to get up. You >> don't want to give him the keys to the kingdom, >> so I'm actually going to grant you access to a set of resources, and then I'm gonna apply some rules, or what we call God reels is your brand. You you haven't read my manual, you're in the company. So I'm gonna put a set of God reels on you to make sure that you follow our guide length >> Just training. And so is pressing the wrong button, that kind of thing. So I gotta ask you I mean, on the buying side consumption. I heard you say in a talk upstairs on Monday. You have a buyer, buyer, lead, engineering teams and cellar Let engineering, which tells me that you got a lot of innovation going on the marketplace. So the results are obviously they mention the listings. But one of the trends that's here security conference and it was proper is ecosystems importance in monetization. So back in the old days, Channel partners were a big part of the old computer industry. You're essentially going direct with service listings, which is great. How does that help the channel? Is there sinking around channel as a buyer opportunity? How do you How does that work with the market? Is what your thinking around the relationship between the scale of a simplicity and efficiency, the marketplace with the relationships the channel partners may have with their customers? And how do you bridge that together? What's the thinking >> you've overstayed? Been around a long time? >> Uh, so you have 90 Sydney? Well, the channels have been modernizes the nineties. You think about a >> long time. It's really interesting when we conceived Market please candidly. Way didn't put the channel in marketplace, and in retrospect, that was a miss. Our customers are big customers or small customers. Trust some of the resellers. Some resellers operates surely on price. Some resellers bring a lot of knowledge, even the biggest of the global 2000 Fortune 100. They have a prepared advisor. Let's take a company record. You often got 700 security engineers that are blue chip companies in America trusts or they buy the software the adoptive recommends. So mark it, please really didn't accommodate for Let's Pick another One in Europe, it would be computer center. So in the last two years we've dedicated the data separate engineering team were actually opened up. A team in a different city on their sole customer is a reseller. And so we launch this thing called Consulting Partner Private offer. And so now you're Palo. Also, for your trained, you can authorize active or serious or s h I to be the re sailor at this corporation, and they can actually negotiate the price, which is what a role resellers do. They negotiate price in terms, so we've actually true reseller >> write software for fulfillment through the marketplace. Four partners which are now customers to you now so that they could wrap service is because that's something we talk to. People in the Channel number one conversation is we love the cloud. But how do I make money and that is Service is right. They all want to wrap Service's around, So okay, you guys are delivering this. Is that my getting that right? You guys are riding a direct link in tow marketplace for partners, and they could wrap service is around there, >> will you? Seeing two things? First of all, yes. We're lowering the resale of to sell the software for absolutely. So you re sailor, you can quote software you build rebuild for you so that I become the billing partner for a serious or a billing partner for active on active can use marketplace to fulfill clothes software for their customers. Dan Burns to see you about pretty happy. You crossed the line into a second scenario, which is condone burns attached. Service is on. Clearly, that's a use case we hear usually would we hear use cases way end up through feeling that a little, little not a use case I have enabled, but we've done >> what you're working on It. We've had what the customer. How does the reseller get into the marketplace? What kind of requirements are there. Is it? Is it different than some of your other partners, or is it sort of a similar framework? >> They have to become an approved resale or so First of all, they have to be in a peon partner. I mean, we work tightly with a p N e p M screens partners for AWS. So Josh Hoffman's team Terry Wise, his team, whole part of team screen. The reseller we would only work with resellers are screened and approved by the PM Wants the AP en approved way have no set up a dedicated program team. They work with a reseller with trained them what's involved. Ultimately, however, the relationship is between Splunk in a tree sailor, a five and a three sailor named after a tree sailor or Paulo trend or Croat straight. So it's up to the I S V to tail us that hey, computer centers my reseller. I don't control that relationship. A fulfillment agent you crow strike to save resellers, and I simply have to meet that work so that I get the end customer happy. >> So your enabler in that instance, that's really no, I'm >> really an engine, even team for everybody engineer for the Iast way, engineer for the buyer. And they have to engineer for the re. So >> you have your hands in a lot of the action because you're in the middle of all this marketplace and you must do a lot of planning. I gotta ask you the question and this comes up. That kind of put on my learning all the Amazon lingo covering reinvent for eight years and covering all the different events. So you gotta raise the bar, which is an internal. You keep innovating. Andy Jassy always sucks about removing the undifferentiated heavy lifting. So what is the undifferentiated heavy lifting that you're working toe automate for your customers? >> Great questions. Right now there's probably three. We'll see what the buyer friction is, and then we'll talk about what the sale of friction is. The buyer frustration that is, undifferentiated. Heavy lifting is the interestingly, it's the team process around choosing software. So a couple of customers were on stage yesterday right on those big institutions talked about security software. But in order for an institution to buy that software, there are five groups involved. Security director is choosing the vendor, but procurement has to be involved. Andre. No procurement. We can't be left out the bit. So yesterday we did. The integration to Cooper is a procurement system. So that friction is by subscribing marketplace tied round. Match it with appeal because the p O is what goes on the ledgers with the company. A purchase order. So that has to be a match in purchase order for the marketplace subscription. And then engineers don't Tidwell engineers to always remember you didn't tag it. Hi, this finance nowhere being spent. So we're doing work on working service catalog to do more tagging. And so the buyer wants good tagging procurement integrated. So we're working on a walk slow between marketplace service catalog for procurement. >> Tiring. So you've kind of eliminated procurement or are eliminating procurement as a potential blocker, they use another. Actually, we won't be >> apart for leading procurement. VPs want their V piece of engineering to be happy. >> This is legal. Next. Actually, Greek question. We actually tackled >> legal. First, we did something called Enterprise Code tracked and our customer advisory board Two years ago, one of our buyers, one of our customers, said we're gonna be 100 vendors to deploy it. We're not doing 100 tracks. We've only got one lawyer, You know, 6000 engineers and one lawyer. Well, lawyers, good cord is quickly. So we've created a standard contract. It take stain to persuade legal cause at risk. So we've got a whole bunch of corporations adopting enterprise contract, and we're up to over 75 companies adopting enterprise contract. But legal is apartment >> so modernizing the procurement, a key goal >> procurement, legal, security, engineering. And then the next one is I t finance. So if you think of our budgets on their course teams on AWS, everything needs to be can become visible in either of US budgets. And everything has become visible in course exporter. So we have to call the rate tags. >> I heard a stat that 6,000,000 After moving to the cloud in the next 6,000,000 3 to 5 years, security as a focus reinforces not a summit. It's branded as a W s reinforce, just like reinvents. Same kind of five year for security. What's your impression of the show so far? No, you've been highly active speaking, doing briefing started a customer's burn, the midnight oil with partners and customers What's that? What's your vibe of the show? What's your takeaway? What's the most important thing happening here? What's your what's your summary? >> So I always think you get the truth in the booth. Cut to the chase. I made a customer last night from a major media company who we all know who's in Los Angeles. His comment was weeks, either. These expectations wasn't she wanted to come because he goes to reinvent. Why am I coming to Boston in June? Because I'm gonna go to reinvent November on this. The rates of security for a major media company last night basically said, I love the love. The subject matter, right? It's so security centric. He actually ended up bringing a bunch of people from his team on, and he loves the topics in the stations. The other thing he loved was everybody. Here is insecurity, reinvent. There's lots of people from what's the functions, But everybody here is a security professional. So that was the director of security for a media company. He was at an event talking to one of the suppliers, the marketplace. I asked this president of a very well known security vendor and I said. So what's your reaction to reinforce? And he said, Frankly, when you guys told me it was coming, we didn't really want the bother. It's the end of the quarter. It's a busy time of year. It's another event, he said. I am sure glad we came on. He was standing talking to these VP of marketing, saying, We want to bring more people, make sure, So he's overjoyed. His His comment was, when I go to Rio event 50,000 people but only 5% of their own security. I can't reinforce everybody's insecurity >> in Houston in 2020. Any inside US tow? Why Houston? I have no clue what I actually think >> is really smart about the Vineyard, and this is what a customer said Last night. I met a customer from Connecticut who isn't a load to travel far. They don't get to go to reinvent in Vegas. I think what we did when we came to Boston way tapped into all the states that could drive. So there are people here who don't get to go to reinvent. I think when we go to Houston, we're going to get a whole bunch of takes its customers. Yeah, you don't get a flight to Vegas. So I think it's really good for the customer that people who don't get budget to travel >> makes sense on dry kind of a geographic beograd. The world >> if we're expanding the customers that can learn. So from an education point of view, we're just increase the audience that we're teaching. Great, >> Dave. Great to have you on. Thanks for the insights and congratulations on the new responsibility as you get more coz and around marketplace been very successful. 1,000,000 subscriptions. That's good stuff again. They were >> you reinvented and >> a couple of months, Seven days? What? We're excited. I love covering the growth of the clouds. Certainly cloud security of his own conference. Dave McCann, Vice president Marketplace Migration and Control Service is controlled cattle up. How they how you how you move contract and governed applications in the future. All gonna be happening online. Cloud Mr. Q coverage from Boston. They just reinforced. We right back with more after this short break

>> live from San Francisco. It's the Cube covering Google Cloud next nineteen, brought to you by Google Cloud and its ecosystem partners. >> Welcome back to San Francisco, everybody. We're here at the Mosconi Center. This is Day one of our three day coverage of Google next twenty nineteen, the second year the Cube has done Google. Next, Google's Big Cloud show, Thomas Curry and up on stage today, the newly minted head of Google Cloud. I'm Dave Volante and this is my co host student, and you're watching the Cube, the leader in live tech coverage. And we're here with Cy Mukundan, who was the director of product management at Cohesive deci. Great to see you again. Thanks for coming back in the queue. >> Thanks, Dave. Thanks. Too nice to be here. >> So if you could show it's hopping. Your clouds were all the action is. But let's talk a little bit about how he city you guys were on fire growing like crazy. What's the quick update on the city? >> Cool. Yeah, cohesive ahs you might have heard last year we had a big funding round way. Heard investment from Softbank. I know it's a result off that we just launched cohesively Japan s. So that's how we're going to market in Japan. So that's expanding our international presence, particularly in Asia. And then here, you know, not America. There's been a growing number off customer acquisition, and I would say, more importantly, repeat customers as well. You know, you you really realize that with enterprises, it's the repeat. Customers help you drive more adoption. That customer case studies on that again gets new customers, right? So that's what you're seeing and cohesive e >> big mega trends that are tail winds and opportunities for Kohi City and other other players in the space. Cloud, obviously, is one of those big ones that changed the way in which we develop applications changed the developer world. But also there's a desire to get Maura out of backups. I want to talk about you know, some of those trends. What is driving your business. What do you guys see? A CZ. The big trends. What's the premise? >> Yeah, So the premises data protection is no longer the insurance policy, so to speak that customers were thinking about they're really thinking about. What else can I do beyond just data protection? Right. So That's where the power ofthe cohesively platform comes in. In terms ofthe, once the data is there on platform, the ability to do other things. Stability to leverage it for tester for disaster recovery for analytics so recently. You know, sometime back we actually launched our APP store, both powered by applications that can know where Bill by Cho Hee City and then also in partnership. It's plunked on a couple of other renders where these APs are now running on the data set that has landed on cohesive. So customers are now truly realizing the vision that we had promised to them in terms of being able to do more with the data. >> So speed a cloud. You guys get hard news, so take us through that. >> Yeah, so today's an exciting day. We actually released our first SAS offering. It's caused. Could cohesively cloud backup service for Google Cloud Platform? So think of it as truly backup. A service broadly speaking, three things right? So it provides that enterprise grade data protection that customers are looking for in G. C. P. So you heard in the main stage today about Google warning to partner with another windows and This is one such partnership. There we provide backup and recovery for applications running on ***, so that's the first one enterprise grade. The second aspect ofthe the solution is the fact that it is truly scalable in nature, but at the same time provides that granular recovery capabilities when the customer needs that data back right on. The last one is really the ease off use and management, because when you're doing things in the cloud, customers are usedto ease off use in terms of consuming the service, right. So here it's integrated with Google both in the marketplace as well as in terms ofthe the building that they get. So everything is all integrated with G C. P. All >> right, so if so, we've talked to all the hybrid multi cloud shows, you know, Big virtual ization show in all three of the Big Cloud shows. What differentiates the SAS offering from what, what cohesive has been offering in the past? >> Yeah, I think so. Up until now, it's bean to major things that we have delivered for customers. One is the Khyber return videos that you guys have alluded to as well and then born in the Cloud Cloud native, their customers still sort of like Do it yourself, you know, deployed the platform from us and then perform all the day today infrastructure management and keep planning around it. This one truly is a different shade or game changer. In the sense start, it's truly backup as a service, so no longer there's a customer need to worry about the infrastructure management aspect ofthe things. They just go into the marketplace as easy as a few clicks, deploy the solution on. Then they're open running in terms ofthe being able to back up and recover. So it's it's really the SAS model. The fact that we're embracing sass on our customers are heading in the direction is what truly differentiates this particular off >> so sight. Why why Google? Let's just start there is to know what you're hearing from customers. Be back. How come this is the first *** offering? Your >> long I think two things right. One is there are enterprises wear hearing more and more enterprises adopting, you know, Google Cloud as well. So this was obviously driven by some customers Summerlee customers asking for such a solution, so that always helps make a business case Right on then. The second one is you heard in the keynote this morning about Google being truly open, winding toward more with partners. And this is the result of one such strategic partnerships a Google sort of collab collaborating with co history and working together to get the solution toe and customer. So >> you see them is more partner friendly. Can you discern the difference between Google and other partners Air, You know, I'm looking for Okay, I heard it on stage. I mean, they're doing so you know, actions speak louder than words, But a za partner, do you discern >> that? I think it resonates well with me for just based on our experience with the whole launch and everything. I'll give you a couple of instances right on. This relates to the fact that you know, Google's acknowledging that they're also learning along with customers, especially the enterprise customers. So we have a number of enterprise customers and knowledge of how to work with them. And to be honest, you know, some of the things on their marketplace and other things required a close collaboration between us. Not everything was there out of the box and Google was a very willing partner. Toe, listen, tow us and collaborate with us on. I make things happen on the second aspect ofthe it really comes down to also the gold market benefits that we're beginning to see as part of that partnership because it's one thing to build a solution. But then taking it to their in customers and our mutual customers is also a big aspect of the partnership. >> Okay, I gotta ask you size. So I hear a lot. I don't have to back up my data. It's in the cloud. Explain our audience. The difference between sort of that statement and what you know, backup recovery, a data protection, modern data protection is all about Why can't I just back it up in the cloud and Google take care of it? >> Yeah, I think not just Google, but with all the clouds. What? What they provide is availability right on the fact that data stays in no multiple regions. But it's essentially the same data set that replicated across different zones are regions a CZ, they call it. But at the end of the day, you know customers want to be able to go back to a certain point in time because there are several reasons for it. One is human errors, you know. That's probably the number one cause of why you know, they they need data protection. But besides that, there's a reason to do step on a certain version ofthe the data is there's a reason John anonymized the data. So a lot of reasons to just, you know, go for a data protection solution beyond what the Cloud Windows offer it offer themselves available. >> One of things we hear is in a hybrid and multi cloud world. I've got my data and a lot of places. So if I can have something that is agnostic tall, those locations that companies like cohesive have done, how does this new SAS offering fit into all of those other environments? If I'm already cohesive customers, they're going to be a similar look and feel. And am I gonna understand that you know what? What? What's the same? What's different? >> Yeah, so we have ah, Helios, which is our SAS management portal. So that's what customers used today. For all they're both on premise as well as crowd deployments on the way it works is it provides you that truly I know single pane of glass is sort of very abuse word, but it really provides us a single view into all your environments across raiders, different deployments off cohesively, whether it's at the edge of the data center or in the cloud. And so in the service, we leverage the same, you know, Helios Banishment portal, but in a much more simply fired format because you're you're taking some off the, you know, administrative aspect away from the customers and having to just provide them just this. The service Functional lady off. Just backup in >> recovery. What is the pricing model for the cloud Backup service is a capacity based usage base monthly. How's it work? >> S Oh, it's truly a consumption based, more like everything else that we're aware off in the clouds. So the way it's priced is it's based on the consumption consumption on the service, the city service, and here's where we provide that benefit back to the inn customer in terms ofthe great deal application and the storage efficiency benefits that we offer provide a lot, you know, lower capacity that actually lands on the service. A supposed to you know what, maybe running in your primary environment. So we provide that benefit back to the customer in terms ofthe charging them on a usage based on consumption based model, in this case, based on the capacity that's landed on the service. And so it's again, like I said earlier, it's integrated with the Google billing. So when a customer looks at their monthly Google infra infrastructure costs, it also includes an additional line item for the cohesively service. So the customer at the end of the day just has to deal with their gcpd. >> So it's a true cloud cloud pricing model, absolute, which is which I say that because much, if not most, of the SAS products that you purchase are not what I would consider to cloud model You'LL you know, make the annual commitment or a multi year commitment. And as the vast majority of the SAS says, the infrastructure guys, they think, got it right. >> You could scale only one way up. Yeah, >> that's good. All right, so I give you closing thoughts on on Google Next your your announcement of the future for the city. >> The one thing that excited me from the keynote this morning was was Antos. I mean, they talked about how that could be a single control plane, not just for G c p, but potentially across other clouds, clouds as well and and even on trim on. That's where I think there is more synergy. There's more partnership because we excel in the data center we excel in the cloud on. So I'm looking forward to this partnership with Google to extend cloud backup service beyond what we have released today. >> Still, what you call the motion for the cloud that powerful concept and we know what the motion did for virtual ization. And so we'll see what at those could do for cloud and cloud management. So thanks very much for coming back And >> thanks for hosting his guys. Really a pleasure to be here. >> Good to see again. All right, keep it right to everybody. He watched the Cube live from Google next twenty eighteen I'm dying day Volante was to minimum John Furry is also here. We'LL be right back after this short break from Mosconi

>> Welcome to the Special Cube conversation. We're here in Palo Alto, California Cube headquarters. I'm John for a host of the Cube were Mohit parents, founder and CEO of Cohesive Serial entrepreneur. Successful Distribute computing, phD, computer science. Welcome to the Cube. Thanks for having me here. So thanks for coming. You guys been very successful. You found the couple in twenty thirteen. Great traction. Great success, Great technology. What's the vision of Cohee City? >> Let me first start by describing the problem. And then I'll go under describing the vision. The problem in a nutshell, is ah what we call mass data fragmentation. It refers to the fact that everything sets in silos, whether it's the sender or whether it's the cloud All our data sets in silos in appliances. Just expect all across the whole universe. And our vision is to basically consolidate that onto one platform I The easiest way to understand our vision is to look at it. What a smartphone that in the consumer space before the smartphone came the all used to carry multiple devices, right? Phone, music, player, camera, and so on. So forth. Uh, the smartphone came. It put all of those on one platform gave us a single U I to manage it all, um, gave us the notion ofthe marketplace from where we could download maps and run on this platform and gave us machine learning. Our vision is something very similar for the world of leader in the world. That data is the most valuable resource today in the world, much more so than oil. And he had the infrastructure. Where we put that data is very fragmented. Let's look at the ladies under backups is one silo probably bought from different renders test. And there was another side of analytics is another one five chairs and object storage is another one. Our vision is is to put all of that on one platform, make it very simple. Make that platform span the data center and the cloud manager using one us bring machine learning concepts to it and at a market place from where people >> could, you know, the smart phones. A good analogy. I like that because you had a market where they made devices to make phone calls and then text messaging. Beak was like killer half of the time. But having the computer enable the whole new class of services functionality, usability and capability and that that iPhone was a seminal moment There. You see, the same thing in Tech right now with Cloud Cloud has changed again. Seeing cloud be successful. Scale is a huge thing. So functionality, new kinds of functionality and large scales with cloud computing has proven. And APS have come around that. So I gotta ask you, you know, backup has been in category that has been dominated. Public offerings dated domain, but the list is endless of great companies built great backup solutions or a K phones. And I think that's what you're getting at the phones is the backup. You guys are building new functions. I want to explain the reels, um, capabilities that's going to come out of the data because if you have data being backed up, you're touching the data. So if you built a platform for scale, it seems that you guys have talked about that product. What is the unique thinking behind it? How did you come to it? And what are some of the examples? >> Yeah, so let's start one step at a time. So, uh, even though it's a platform that can do multiple things just like the smartphone had to be a great phone to begin with. This is a great backup product to begin with. And once we've solved the back a problem for the customer, then we encouraged them to do more on this may be to file shares, baby to object storage. Maybe start using the clouds and sunset. The next thing you'LL say that. Imagine you will work on that data. So you've ingested some data using backups and you want to get some insights from that data today? What you're forced to do is you probably have to copy that data out into another side of creating one more fragment. One more copy of the data. Why not move APS to the data? But other than dated adapts. So our whole concept is that take this platform and take whatever happened. You wanted to run outside off this just running on this platform and thereby you're moving APS to the data. Not the dinner, perhaps moving their eyes. Heart. It is. Ah, is big moving abscess. Easy. So and that's what the hell is this about On That's the platform. That's the capability of the platform. It's a distributed platform. Let's you're on APS close to where that it is. That's the underlying a lot of >> people say I remember we're going back a couple years now talking about Cloud or once I want to be like Google. I want to be like Amazon because they were offering at large scale using open source software. You can. You were lead engineer on Google file system, so you know a lot about scale. But a lot of people wanted the scale and functionality of Google, but they wanted the ease of use of Apple. And I've heard you mentioned that when were before we came on. So this is actually an interesting dynamic. But not everyone's like, Oh, but they have now data scaling similar challenges that Google has one song or another's large scale. Talk about that dynamic because you're changing the game on backup did since you touching the data, you're going to make that more valuable beyond just backing up. And this the concept of moving absolute data talkabout this dynamic of scale, functionality and ease of use because if you're doing all the work with the data, why not extend that out? This is essentially what you're doing. Can you explain that? >> Yeah. I think about the problems that Google would have if they were dealing with lots and lots of fragments of data. If everything was studying in a different appliance, Uh, with the volume of data that day deal that they'LL just be going knots pulling their hair all day long, right? So they built a web scale system that was sort of like a single platform. I was fortunate to be part ofthe some of those technologies, like the Google file system. So they built that Web scale file system to make it look like make all of that look like one platform. And now that it was one platform, they could move the APP store. And we're basically trying tow do something similar to the realm ofthe second reader naps. Because we have lots and lots of data here today. It sets and silos be the backups or passed on diver filers, Object storage. We're gonna build one big platform that scales out in a Google like fashion which can be managed very simply, using one you Iike an apple like manageability. And with this concept, we become very similar to those hyper skill er's, and we bring some of the same innovations to people out there. I >> want to share a common e we were talking about before we came on camera. You were just preferred something. You said I'd like to solve one problem at a time and then move on. But what's interesting here? Competitive strategy wise, you're solving the backup problem. But why you got your hands on the data? You're actually going to re imagine the usability of that data. So you're essentially adding value to a basic function back up, putting a platform around and extending that out, perhaps to come to it. And it's kind >> of a >> land grab that's working. This is a unique It's a different way to think about, Is that right? >> So I like to say that we like the master's off one trade at a time, nor Jack of all trades, uh, and that first trade for us that we would be masters off his backups once we're happy there. Then we can go on and focus on, you know, maybe filers or object storage. And this is how we build the platform right eye. I always say that when you architect a system, you have to think about all this from day one. You can't incrementally at patches and expect the system to grow right. I sometimes draw an analogy between why Google won the war against Yahoo. Google, Tara, Phil are all as a platform there. Thought about all the use cases they'd be, you know, putting on the platform. Yeah, who just build something that was good for search. Didn't think beyond that. That's why they you know about a bunch of naps. And >> that's where they saw it and thought of >> the Google file system and then YouTube on top and Gmail on top and blah, blah, blah. No. So I was the same approach. We've talked about the problem and the problem off. The problem We want to address mastered a recommendation up front, and our system has bean architected to solve that. Even if we start by being masters of backups first, the system has been architected tto do way more than that. >> So it be safe to say that cohesive from a software core competency standpoint is distributed computing core competence or disputed systems large scale from a computer science, you know standpoint and then data. So expertise are those two is intact. >> Yes. Oh, distributed computing and distributed file systems. Those would be there to core competencies. But then again, depending on like whether it's backups or its testing, that their competences of within those domains. >> So I want to get into the private tech. First of all, thanks for saying you have responded to that. The product text. Phenomenal. You have platform can do multiple things. I want to talk about span F S on Spann Os. You have some news. You've got something share on overview of what that is and what the new news is. >> So when you're trying to control on manage of lots and lots of data, you better have a distributed file system. So we built one, and we call it Spanish Fast. The name comes from the fact that it's supposed to span nodes in the very center that's supposed to span multiple kinds of storage in the data center. It's supposed to span the data center and your multi cloud environment, their hands the names pan a fast, But since we were building it like a platform, that's not just there for your data. It also runs apse on top off this platform. Uh, the span of fast is not enough. It becomes full scale us, if you may want to call it. What? So where's it has a file system and it has the ability to run laps on the file system, and the same ability was built here. And the name's patter well, so we can store data, but we can also naps close to that >> and with multi cloud on the horizon are actually president today. A lot of people use multiple clouds, and certainly Salesforce's considered cloud you got Amazon. So especially this moment clouds of existing today in the Enterprise, the coordinated all but hybrid and and these things they're going on. Premise. It's cloud operations. This becomes an important part of the distributed environments that need to be managed. Talk about the impact of multi cloud in today's world because it's a systems thinking. You gotta think about it from day one, which is kind of today. I got on premise. I got multiple clouds out there, and some clouds or great, depending on the workload, picked the cloud for the workload. I'm a big believer in that. Your thoughts, though, on as people tried to get their arms around this and make it, you know, one environment with a lot of decoupled elements that are highly cohesive. Talk about that dynamic. >> Yeah. So Cloud is a very, um, nice entrant into the infrastructure world. It provides a lot ofthe functionality, but it doesn't quite solve that problem off massive fragmentation. When you put your dinner in the cloud, it's still fragmented. And when you're dealing with, often our customers are big. Customers are dealing with multiple clouds and the data centers, and they have dedicated people trying to move data and applications between them. That's the problem that Cohee City can actually solve very well, because we're building a platform that spans all this. Um, all of that becomes underlying infrastructure that we use. And now through us, they can easily move APS. They could easily move data. They can access the data anywhere. That's the value we been to them. We have a customer here in California, and that was spending, uh, hundred twenty thousand dollars per month. It's a new company, uh, one hundred one hundred twenty thousand dollars per month on the eight of us both after they consolidated that stuff threw us in the cloud, their ability used to seventeen thousand dollars per month. That's the kind of value we can bring. The customers >> well, the Amazon Dana. It's interesting cause you got storage and you got E C two of the compute you need compute to manage towards so against. Not just storage. That's the cost. It's it's data is driving the economics. That's where you're getting it. >> Yeah, So I think data and storage and compute go together as I'm a big fan off hyper convergence, which me, along with the rest of my team Edna tonics. And Monday it's gonna doing multiple things on the side I'm back from. And you can't do that without storage and compute both working in tandem >> so consolidating with cohesive because I'll be using cohesive, he allows the better management lower costs on Amazon. >> That's right. That's right, because we store the data efficiently on Amazon, cutting the costs, and then you can run your raps on top. You don't have to copy out the data toe, run your wraps, you can actually land on the platform and all that saves costs. >> That's a great tidbit. Notes no to the audience out there. Great to tip their pro tip. Talk about the announcement you have now have APS coming out. You got three native cohesively absence. My word. I don't know. You guys call it Think Caps is going to the Alps and then for third party application developers. So again, this kind of teases out there beyond backup story, which is platform. What of the apse, Where this come from? What? Some of the reasons why they're being built. Can you share specifics on that news? >> This goes back to our analogy to a smartphone on one of the innovations the smartphone, brother. The world was the notion of a marketplace. You could go to the marketplace and down wrap. Some of the gaps are from the vendor who built the smartphone. Some of them are from third parties. So we are. And when the first iphone came out that I had basically five straight and then now there are millions of them. So what we have seeded the system with is we have, ah, a couple ofthe third party apse for in particular one a splunk that runs on the platform with in a container. One is from a company called Menace. One is actually two laps are anti virus absent. One vendor is scented. One when is clam? Maybe, um though that third party APS But then we've built some, um, APs from cohesively itself when his app called spotlight on the security app. One is an app called Insight searches through the data when his app called Easy Scripts allows our customers to upload scraps on drawing them from Go easy. So these are the apse that I'd be exceeded the system where were also announcing an SD came in just like your smartphone has a nasty cave. The world out there can go and use that and build ups on top if he would like people out there in the world. Third parties are partners to build ups and run on this bathroom >> so moment, what's their motivation behind the app system or functionality? As the demand grows, functionalities needed. So I'll see platforms should be enabling, so I get why APS could build on platforms. But what was the motivation that around the apse now just l of evolution capabilities? What's the thoughts >> It goes back to our philosophy that if you need to do something, you shouldn't buy one more silo to do it. You should be able to extend your existing platform and then do stuff. That's what your smartphone does. Uh, basically, even you, by your smartphone, it can be a phone, and I'm number for the things. But then you extended the functionality of that by downloading maps. It's the same motivation, you know, extend the abilities of this platform. Just download maps and then extended right. >> Give the value proposition pitch for the developers out there. Why would they want to develop on? Complicity is it is a certain kind of developer. What's the makeup of the target audience? Who would build on obesity? >> So all kinds of people we expect to build on this platform. So the value for our customers, for instance, now rather than, uh, copying the data out of this platform onto one more silo and that's very expensive, they can actually build a nap that runs on this platform so that they don't have to move the data around, and it's very, very simple. That's the value for our customers. For the developers out there. Uh, it's the same value that they get when they build an app on a smart phone. Uh, they building up some cash, but out there can download that app and the APP and then pay that developer some money so they don't have to build the whole company or the whole thing. Now they can build a nap that runs on cohesive. It's really simple for them. They get a cut of whatever the customer pays, so there's value all around. It's a ven ven for everyone >> it's not. And it's good business model, too good community going to get an ecosystem developing its a classic growth growth opportunity for you guys. Congratulate. So what a business you guys have talked about a couple quarters ago Publicly, about two million to million dollars run rate. Give us the update on the business in terms of growth. Employee headcount. Key milestones. Can you share? Seok was empty, >> so you know the momentum is phenomenal. We're very flattered by the fact that despite the fact that we're a young company we've been selling for more than three years, of seventy percent of our customers are enterprise customers. The big guys with lots and lots of data. Uh, some of the biggest banks in the world now use us. Some of the biggest credit card companies in the world use us. Uh, a lot of the secret of federal agencies. You, us? Um, uh, some of the public customers I convention Hyatt uses us. Ah, big financial. Northern Trust uses us the famous. Uh uh, you know, food chain. Wendy's uses us. So those are the names I can I can mention that are actually using and benefiting from cohesive. Um, so lots of lots of great stuff. Um, we had three hundred percent year over year growth in revenue. Our head count, actually, er this week crossed one thousand people. So we spoke to our chief people. Officer. We should mention our one thousand employees in a special way. So all that great stuff is happening. >> It's like walking through the door. All the bills go office because you guys were two hundred last year. About this time >> when you get back, we are about to enter. People's a factor of five growth and about one years phenomenal had come growth. >> Well, that's massive growth. How big is this guy's a real state growing and buy more office space. >> Yeah, well, uh, they're headquartered in a building and son who's a downtown. We start, but we got it. That building about when you're back, we only had two floors were really expanded toe like five floors now and looking toe, you know, rent more. We've also expanded to other locations. Geographically, we now have an office and rally. We have ah, uh in office and cork in Ireland. We already had an office in Bangalore. We setting one up in pony. We're setting one up in Toronto, So lots and lots of expansion worldwide. Not >> really looking good as well. I mean, let's think about the economics. >> So this is the time they're being in mustard and growth. That's looking phenomenal on DH. There's a path to profitability. Um uh, it all depends on you know, our economics and what the board decides on how and when we wanna charge towards profitability, we can get there. It's looks easy, but I think it's our productive ity off our sales reps looks phenomenal. On average, productively is very high, which basically means that you know, we can get to profitability fairly quickly. If you want. >> We're going to say, very impressed with the growth and impressed that you go out on the road, talk to customers closing business. That's sign of a great CEO. Always make sure the customers are happy. >> Um, eventually, that sort of companies about a happy employees and be happy customers. Uh, and my job is to see you is to make sure what happened >> before we get in Some of the questions I have from the community. I prepare because people want knew you were coming on. I want to ask you about entrepreneurship in your journey. You've had quite the career Google image in that nutanix. And now here, >> Look at look at >> today's environment. I mean, it was a lot of talk about how entrepreneurship changed and starting a company, you know, you got a rocket ship, so you had a lot people coming on Now from the your journey you're on now. But a lot of other offers out there right now, kind of like looking transition. People say tech is bad, not good for society. Seen bad, negative press in their entrepreneurship is a great opportunity right now in tech. What's your thoughts on the current landscape and opportunities for, you know, folks out there building new things and going in solving a problem from old market and reimagining it for the new. Because a lot of new going on seeing a new sea change with cloud. And on premise, >> I would say, Um, this is probably the best time to do a company then ever in the past because technology is there to help people. Young entrepreneurs. Uh, there's plenty of money to be raised from the sea. Species are very happy to be helping. End of news a couple of pieces of caution that I wantto give to would be entrepreneurs. Uh, number one. Don't be in a hurry. Learn their hopes of doing a company first. Ah, before jumping and doing it because often I find that they burn their fingers and then they don't want to do a company again. First, go to a good company, learn the ropes of playing a company, and then do a company. That's number one number two. Uh, I would like to incorrigible and avenues to think about their ideas in the context. Off the following two thoughts one is, uh, the company needs to have a great entry point. That's how the company takes off. But then it also needs to have a bigger vision to look up to. And I often find that company's lack one or the other of these, Uh, and that's why they eventually fail or they never take off the ground. In our case, the entry point was backups, and the big vision is the consolidation off seconded and haps that I spoke about, Ah, one or the other if they're missing, it's not >> an extensive abilities key there, too. You get the beachheads real specific seconds, and then you see you point >> out of a vision. That's >> what broader beachhead without trying to take it all too fast or not knowing where to lay. That's gonna much the analogy. >> That's what I say. I beat master of one traitor, go ahead in the beachhead and then expanded the bigger >> and by the way, that's a classic proven way to do it. So, you know, just stay with what works, All right, let's get to the questions from the community. A lot of people wanted to ask your first question moment. You've a great perspective on the difference between hyper scale on enterprise worlds Is the enterprise still ten plus years behind the Giants in Tech? And how have you helped bring hyper scale thinking to the enterprise architecture? >> Um, the enterprise is, actually, surprisingly is getting closer and closer. Uh, with all the great technologies available, hyper convergence has bean. One of those technologies that has made hyper convergence combined with upscale, uh, is one of those technologies that has brought the enterprise were very close to the hyper scholars. Now they can buy products that are hyper energy that scale out in a group like fashion, and they can get some of the same benefits that the hyper scholars have enjoyed over the years, eh? So I won't say they have that far behind anymore. They're catching up, and they're catching up. Eyes >> used to be a few years ago, you could look at saying old relic, you know, modern cloud >> the and and the companies that I have found it have. I'm very flattered to say that have gonna, uh, hasten that journey. Uh, happy convergence. And he's even solving this problem of massive fragmentation. The hyper skills have kind of, you know, already solved that problem. They have massive, upscale systems that don't deliver data fragmentation. It's one platform, and you're gonna bring that value to the world through cohesive, >> great, great success. Okay, second question. There's a ton of money pouring into the data protection space again, a category that's there's a card in magic water for that. But again, you start Cummings that don't have magic watches because it's new. Why is this money pouring into space? Why now? >> Number one dealer is exploding. There's lots of lots of data. Ah, bulk off the data sets in what we call second story. It comes to it through back up straight. Your your production stuff has some production data, but eventually that data. Nobody wants to believe that they would keep it in there for at least six seven years, maybe forever. All dated, it comes to backups. The opportunity that people have seen is that they can actually now doom or with that data. It's not just dumb waiter sitting there, so it's not just data protection. It becomes more of a data management and you do data management through APS. That's what cohesion is exploding. We get the data onto a platform through backups, but then we expand into arrest of the vision and Kendra naps to extract value from the dealer right? That's why the money is coming. >> Well, you just answer the next question, which is, you know, why cohesively wind now the space is crowded, a lot of competition, So I'll just move on Ransomware, what's going on there and what's unique about Kohi City and what do you bring to the table with respect to Ransomware. >> So Ransomware is, uh, uh, something that we now live in. Its every enterprise is at risk, uh, being affected by ransomware. So what we have announced recently eating a month back, we announced our ransomware support. Uh, we can offer not just the detection, but also a number for the things we can detect Ransom where we can allow our customers toe apply fixes. When When that happens, we really allow things to be recovered once ransomware happened. So it's built into our data protection environment, right? That's how customers like it. So it adds value to the data that they already have. It's not just a dumb backup. >> And with all the third party and S t k stuff happening potential extensive bility on that core, >> that's right. Now we can have apse that can detect more round somewhere by virtue of the fact that we can support running absolutes to data. Some of those APs could be Andy dancing, perhaps help protect the data, do some custom stuff. Once said handsome, it is detected. All that becomes possible >> last question from the crowd here, the community multi cloud. Everyone's going up to the space. What is multi cloud data protection really about? And why cohesive? Isn't this just really a multi cloud vendor? Khun, do it all mean a lot of people saying they're multi cloud vendors. Y you what is multi cloud data protection all about? >> So, you know, big enterprise customers probably have a foot in every cloud, and they call it a multi cloud infrastructure. And if they want to protect the data and forced me, the data is very fragmented. So they need a backup solution for one for every cloud that's roughly multi cloudy. The production. Uh, we're cool. Here's the adds value. It's building one platform that spans your multicolored environment. So one platform can now take care ofall that those backups eso it really simplifies the job off doing backups or data protection in a multicolored environment. And that's where the Queen's devalue comes in. >> Well, congratulations. Final question for this interview. How would you summarize the state of cohesive the right now? Thousand employees growth on the customer traction side and revenue business funding. Males look good economic with a platform, certainly software margins looking very good growth. What's it all about right now? Culture value, proposition don't. >> It's kind of like a rocket ship, and we're just hanging on. But it's Ah, I think that focus is, um, when you grow this fast, uh, the challenge becomes, uh, keeping your culture intact and we tryto put a lot of effort on our culture. Our core values are cultural guidelines were fanatics about that. So we want everyone to feel that they're coming in and this is home away from home, and they treat others to make them feel it's home away from home. We're trying to build a family here, so there's a lot of emphasis on that. But at the same time, you know, we all work hard and let the company >> and the new ecosystem opportunity for you is looking really good because if he zaps takeoff, certainly the cohesively APS. And now you got third party with an S t. K. This is potentially a game changer for you as a company to a CZ Wells, you have product company. Software company makes a lot of scared, but now you're gonna be bringing developers and impact there. >> The impact, the talk, leadership impact. Uh, you know, I'm personally very fun off er you know I do these companies because I want to change the world. I won't change the way the world thinks this is the way I think. And if I can help the world think in this fashion contributed something to the world. And so that's the excitement that sort of mission is. Team is excited about that. It's just >> we got a great mind phD in computer science and two ships systems entrepreneur that thinks up new things that disrupt the status quo. And the old guard certainly track record their congratulations. Know what? Thanks for coming on The Cube. This's the Cube conversation here. Palo Alto. I'm John every year. Thanks for watching. What?

>> Live from Barcelona, Spain. It's the cue covering Sisqo Live Europe, brought to you by Cisco and its ecosystem partners. >> Welcome back to Barcelona, everybody. You watching the Cube? The leader in live tech coverage is the first day of three days of coverage for Sisqo. Live for Europe. Lin Lucas is here. She's the chief marketing officer for Kohi City. Lend great to see you again. Thanks for coming on. >> Great to see you here in Europe. >> We were just saying it's the first time that we've done this on the continent. So another >> first? Yeah. Another first. Been s so pleased to be in the U. S with you guys, that multiple shows. And now we were here in Barcelona, >> so it's a great venue. We've actually done a number of shows here. Then again, it's a pleasure having you on. Let's see, Let's get right to it. What's going on with you guys and Cisco? You got got some news. Let's talk about >> Absolutely. As you know, we don't stop innovating continuous innovation at Cohesity and a number of new things. So last week we announced a new Cisco validated design with hyper flex and Cohesity integrating for snapshot integration for backup and, of course, instant recovery of that critical data center infrastructure. And we're calling it hyper squared. So you get full hyper convergence for your primary and, of course, your backup. Another secondary application. >> And those guys just want to talk about hype reflects anywhere. Still, so it's like infinitive hype. Infinity, hyper flex, >> hyper square, >> so hyper squared. Love it. So you guys will. How does that work? You'll obviously you want to be the provider of data protection provider from Multi Cloud. That's a huge opportunity. So how do you do that? You'll you'll plug into whatever framework that customer wants. Presumably, a lot of customers wanted the Cisco framework out. Is that all? >> Oh, absolutely. Hit the nail on the head. I mean, Cisco, obviously, one of the most respected leaders in the world, tens of thousands of customers globally depend on them. I'm Francisco alum love being back here at the old stomping grounds and Cisco's been an investor in cohesive he now, since our serious sees. So, they really saw the promise in the benefit of what Kohi City offers with hybrid converge solutions for modern backup recovery. And to your point to the cloud. You know, Cisco's talking a lot about multi cloud here and cohesive E with our native cloud integration helps customers protect those backups on or those applications on hyper flex, and then instantly move them to a cloud of choice. And then, as you've mentioned, Cisco has so many fantastic relationships that there are very strong go to market partner with us. And when customers wanted by solution, they could get the whole solution from Cisco, including Cohesive >> Yulin. We're glad we have you on because connecting the dots between something like hyper converge, which we've been talking about for a number of years now, and how that fits into multi cloud. To some, it's a little clunky sometimes goods like. But I've got my data center. Or am I just doing backup to the cloud? Because what we know is customers, a. Cisco says their data is, you know, kind of de centred. It's no longer in the in the data center of all over the place. Companies like Kohi City can give you that centralized data protection. No matter where your environment is, walk us through what you're hearing from your customers. How they look at kind of their data center versus the multi cloud environment and data protection. >> Yeah, so I think it's Ah, you know, I think customers air now understanding that it's not either or right. There was a time when people thought, Wow, I'm going to move everything to the cloud And I really think there's a maturing of an understanding of what's going to work well for me in this cloud First world, what do I want to put there? And then what am I going to keep on premises? So that's one of the things that Cohee City innovated our core technology. A distributed Web scale file system spanning file system, which spans the data center and the cloud world seamlessly. And what we're seeing is customers air really using the cloud for archiving, getting off of tape because then they get that search capability very easy when they need Teo tearing and then, most importantly, disaster recovery. You know, in the event of something man made or natural, many, many organizations moving to the clouds for their second sight. And with Kohi City, that's very easy to make. That transfer happened in a very seamless way with our capability set. So I think what we're seeing is this really maturing of how customers look at it as a really holistic environment. And so Cisco calling it data centered. But we call this, you know, mass data fragmentation. And then with our spanning file system being able to really consolidate that now >> yeah, another thing that needs that kind of holistic view is security. I know it's something that's in your product. There was a random where announcement that you made last week tells how security fits into this world. >> Yeah, well, you know, I think we all hate to say it, but you know that old phrase, the new normal unfortunately ran somewhere, and malware has become the new normal for organizations of all sizes. You know, here in Europe, we have that off the situation with the N HS in the UK last year. Andi, it's happening everywhere. So you know one element that the's attackers air taking is looking at how to disable backups. And so this is really important that as a part of a holistic security strategy that organizations take a look at that attack vector. So what cohesive he's introduced is really unique. It's three steps. It's prevent its detect, prevent and then recover. So detect in terms of capabilities to see if there are nefarious changes being happened to the file system right, and then prevent with Helios automatically detecting and with our smart assistant providing that notification and then, if need be, recover with our instant mass restore capability, going back to any point in time with no performance issue. This is not taking time for the rehydration spanning file system doing this instantly and allowing an organization to basically say, Sorry, not today, attackers. We don't need to pay you because we can instantly restore back to a safe point in time. >> So let's unpack those a little bit. If we could detect piece, I presume there's an analytics component to that. You're you're observing the the behavior of the of the backup corpus is that right there, Which is a logical place because it's got all the corporate data in there >> that that's correct. So last year we introduced Helios, which is our global SAS space management system, as machine learning capability in it. And that's providing that machine learning based monitoring to see what kinds of anomalies may be happening that is then proactively alerted to the team >> and then the recovery piece, a ce Well, like you said, it's it's got to be fast. Gotta have high performance, high performance data movement, and that's fundamental to your file system. Is that what I'm hearing >> that architecture that's correct. That's one of the differences of our modern backup solution. Versus some of the non hyper converge architectures is the distributed Web file system, which our CEO Motorin, he was formally at Google, helped with developing their file system has what's called instant ability to go back into any point in time and recover not just one of'em, but actually at a v M wear. A couple years ago, we demonstrated thousands of'em is at a time, and the reason for that is this Web scale file system, which is really unique to Kohi City. And that's what allows a nightie organization to not be held hostage because they can not have two potentially spend not just ours, but even days with the old legacy systems trying to rehydrate. You know these backups if they have to go back potentially many months in time because you don't know that that ran somewhere may have been introduced, not say yesterday, but might have been several months ago, and that's one of the key advantages of this instant master store. >> I mean, this is super important rights, too, because we're talking about very granular levels of being able to dial up dial down. You could tune it by application of high value applications. You can. You have much greater granularity some of the crap locations that not, maybe not. It's important. So flexibility is key there. How about customers, any new customers that you can talk about? >> Absolutely. So one of the ones since we're here, it's just go live. So Cisco, along with Kohi City, we've been working with one of the largest global manufacturers of semiconductors and other electronic equipment, Tokyo Electron, based in Tokyo but also here in the U. K. On the continent. And they had one of those older backup solutions and were challenged with time. It was taking them to back up the restores not being predictable. So they've gone with Cohesive e running on Cisco UCS. Because we're a software to find platform. We offer our software on our customers, you know, choice of Certified Solutions and Cisco UCS. And so they've started with backup, but they're now moving very quickly into archiving to the cloud, helping reduce their costs and get off of tape and to disaster recovery. Ultimately, so super excited that together with Cisco, we could help this customer modernized their data center and, you know, accelerate their hybrid clouds strategy at the same time. >> Awesome. And then you guys were also protecting the Sisqo Live network here. What? Tell us about that? >> Yes. Oh, you know, Cisco builds an amazing network here. I mean, you've seen the operations center, a huge team of people. But as we all know, things could go wrong. Potentially. And so we are protecting the critical services that Cisco's providing to all of this is go live attendees here. So should something happen, which I'm sure won't. Kohi City will be used to instantly recover and bring backup critical services like DNA and other areas that they're depending on to serve. All of the thousands of showgoers here. >> So super hot space. We talked about this at PM World. Actually, last couple of years. Just how much activity and interest there is and the whole parlance is changing land on one of you could come and I used to be you back up when the world was tape. Now you're talking about data protection data management, which could mean a lot of things to a lot of people to a storage folks. It's, you know, it's pretty specific, but you're seeing a massive evolution of the space cloud. Clearly is the underpinning of the tailwind on it requires you guy's toe. To respond is an industry and cohesive, specifically is a company. So I wanted to talk about some of those major trends and how you guys are responding and you're leading. And, >> yeah, I think you know, folks have been a little bit surprised, like, Wait a minute. What's this kind of sleepy industry? Why is it getting all this funding? I mean, our own Siri's de funding. Middle of last year, two hundred fifty million dollars. Softbank banked along with Sequoia, of course. But really, the trend, as is being talked about Francisco Live, is data is. I don't want to say the new oil, but it's the water of the world, right? I mean, it's absolutely crucial to any business, the's days other than your talent. It's your most important business asset. >> And >> the pressure on the board and the CEO and the CEO and turn to be agile to do more with that data to know what you have because here we are in Europe, GDP are increasing, regulations is super important. And so you know, this has really brought for be need to create holistic ways to organize and manage and have visibility toe all of that data, and it's massively fragmented. We put out that research last year, massive data fragmentation and most of that data has been kind of under the water line in most people's minds. You know, you think about your primary applications and data that's really only twenty percent, and the other eighty percent in test Evan Analytics and Backup has been pretty fragmented in Siloed, and it hasn't yet had that vision of How could we consolidate that and move it into a modern space until folks like Mode Erin, you know, founded Cohesive E and applied those same hyper converge techniques that he did at new tonics. So I think that this investment just further validates the fact that data is the most important business asset, and people are really in need of new solutions to manage it, protected and then ultimately do Mohr with it gain insights out of it. >> You know, just a couple comments on that one is, you know, data. We always joke about data's the new oil. It's even more valuable because you can use data in multiple places. You can only put oil in your car once. And so so companies of being in and to realize that how valuable it is trying to understand that value, how to protect that and the GPR. It's interesting. It's it's really. The fines went into effect in Europe last May, but it's become a template, a framework globally. People, you know us. Compensate. All right, we gotta prepare for GPR. And then local jurisdictions announced thing. Well, that's a decent starting point. And so it's not just confined to Europe. It's really on everybody's mind. >> It is, and you brought up the cloud before. And you know the cloud is a new way for people to be agile, and they're getting a lot of value out of it. But it also continues to fragment their data and the visibility. No. In talking Teo Large CIA O of, ah, Fortune one hundred large organisation. He's actually has less visibility in many ways in the cloud because of the ease of proliferation of test ever. And that is creating Mohr. You know, stress, I would say in the system and need for solutions to both provide an enhanced set agility. Move data to the cloud, easily move it out when you need to. But also with regulation, be able to identify and delete. As you know, with GPR if needed, the information that you know your customer may ask you to remove from your systems. >> Yeah, well, I love this conversation a little following cohesively because you guys are up leveling the entire game. I've been following the data protection space for decades now, and the problem with data protection is has always been a bolt on, and companies like, oh, he city both with the funding your your vision. He really forcing the industry. They're kind of re think data protection, not as a bolt on what is a fundamental component of digital strategies and data strategy. So it's fun watching you guys. Congratulations on all the growth. I know you got more to go. So thanks so much for coming in the Cuban and always a pleasure to see you. >> All of always a pleasure to be here with you guys. Thanks very much. >> You're very welcome. All right. Keep it right there, buddy. Stew Minimum and David Lantz from Cisco Live. Barcelona. You watching the Cube?

>> Live from San Francisco it's theCUBE, covering Google Cloud Next 2018, brought to you by Google Cloud and its ecosystem partners. >> Hey welcome back everyone. This is theCUBE, live in San Francisco. Google Cloud Next '18. My co-host Jeff Frick and I are here with Suhail Dutta, VP of Cloud Services for Unity Technologies. Some of those popular game engines, developers of VR AR and mobile gaming, as well as game developers. A hot used case for Google Cloud. They love the speed. They love the features. We hearing that all, wait welcome to theCUBE, thanks for joining us. >> Thanks, thanks for having me. >> So I wish I was a kid again because the game experience now is so good and I'm kind of like a keyboard guy. So I'm not a good console player but now keyboard's back and now you got mobile games. I mean the games are amazing these days. >> They are, they are. They're amazing and they're amazing on every kind of platform. You could have mobile games, console games, PC games, input types, keyboards, controllers VR. It's stunning. >> I always say I've been observing the Internet. It used to be really the predictor of what's going to happen in computing and user experience really I think gaming leads a lot of it. Look at virtual currencies. Look at blockchain and crypto and virtual currencies in game for a long time. So it's a really leading indicator and certainly as you look at immersive experiences, gaming is not just gaming. It's potentially virtual reality, augmented reality around 3D is what you guys do. This is huge. >> Yeah. >> It's not just about gaming anymore. Talk about what you guys are doing. Take a minute to explain the company. Are you beyond gaming? What are some of the things you're working on. >> Yeah I think I said this at the keynote. One of the things we fundamentally believe is the world's better with more creators. So those creators for us traditionally have been in gaming but more and more we see that also happening in film. All kinds of media, animation, but also lots of industries like automotive and others. And so we more and more like to talk to ourselves as we're enabling, empowering creators to do what they love to do and we make their lives easier, and allow them to achieve what they wanted. >> It's the continuation of the democratization trend right because actually all the big hardware companies used to brag about how much time it took to render all the crazy scenes and all these beautiful big 70 millimeter movies. Everybody can't afford that horsepower, doesn't have the time, so with with engines like what you guys have you know you've been able to spread that developer ecosystem out, the creator ecosystem out dramatically to allow so much more points of view and people to contribute and to create all these cool new things. >> Yeah you know I think Diane actually said this on stage at the Unite event. Our founders may have coined democratized development and 15 years ago, we've always believed that to be true. We've been for the community every size of team for as long as we've been around, and it remains the first principle we use in our mission. We do solve our problems. We do enable our creators success but democratized development is core to everything we do, and we've been (mumbles). >> The younger generation is gravitating towards games. Obviously it's a gateway drug to software development if you think about it. Robotics is another one. You're seeing these maker culture kind of things really attracting developers at a whole another level. It's not computer science, software engineering degree, banging out raw machine language. This is like for fun. There's a whole new artistry going on. >> There is yeah. >> What is your view on this new trend around software artistry because there's engineering certainly involved. The engines are getting smarter. Distraction layers are becoming available. What's your take on that? >> Yeah I think the engineering side of it has always been about raising that level of abstraction so that people can focus on what they love to do. So if you're a game maker you probably got into making games because you love games and you love making them. You probably didn't get into it to make an engine. So that's always been very true for us, and we've gotten better at that. But some of the things we've learned along the way of course to your point are, the various kinds of artists that are actually just as or more critical through these kinds of creative endeavors, and we've actually been making great strides in not only helping artists of all kinds work themselves in Unity, or in other tools, but also then work seamlessly with engineers, which oftentimes ends up being a place where there is friction, but in an environment like Unity, you can't have a lot of separation right? We have a 3D environment. You put this on your computer, you work in it, you build your models, you write your scripts, you write all of that in one cohesive way, because otherwise games take way longer to build. They have all kinds of issues and communication. I think it's quite key for us. >> So I always love to watch the game threads on Reddit, EA and these guys, the corporate's taken over. You're seeing more younger artists coming in. You guys have to maintain your relevance to keep those developers happy. You got to continue to innovate. Gaming is a lot of pressure. >> Yes. >> How do you guys keep up? What are some of the things you're doing with tech? What do you bring into the market? How do you keep ratcheting up the capability so that they don't flock somewhere else or apparently so they can create better products. >> Right, I think probably the highest level principle there is leading on from democratized, but we focus a lot on our community of creators. Both in terms of the content, the samples, the learning, the tools, something Google does quite well actually. And that's been instrumental in empowering this community. That's very strong. I mean it is in many ways our greatest strength. We have a huge number of developers and artists and creators that work with Unity. So if you were to want to create something, and you were looking for answers, using our services or others, you can go out there. Now on the technology side, the way we look at it is in many ways we've looked at it as your engine team. So performance by default some of the things that we're doing to make really, really high performance, efficient computing, on all kinds of devices, letting you do more with them, but then also there's a responsible aspect which is if you think about improving the performance and power consumption on devices, is very important to us. And then an area where we're really putting in a lot of effort now is the cloud and with Google on connected games, which is why-- >> So let's talk about that because we're here and it's interesting the creator conversation because obviously Google owns YouTube, which has spawned a whole different kind of class of creators that are disrupting the media business. So you're here kind of what does Google give to you guys? Why are you partnering with them? What's kind of the story? >> Of course. So we talk about connected games right? So what we mean by that of course are games where players can connect to each other and or to the developers that create them. Oftentimes, we use the term multiplayer, which of course is a particular sub-genre of connected games. They run the gamut from a game that you might play on your phone and then you interact with other players through leaderboards and chat and things like that. So they're connected not necessarily real-time multiplayer and on the other side of the spectrum you might have a game where you run around and interact with each other in real time in a 3D environment or a massive multiplayer game where you stay in that world for many, many, many years and you act as a character. Because Unity has so many creators, the entire spectrum of those games, connected games are important to us, important to our users. For all those games, you need massive amounts of infrastructure. You need lots of infrastructure, you need performance items, like you need the best network and you need lots of services that help you again to the earlier point focus on making your game. This is an area that both Unity and Google care deeply about. If you take a small studio or even a large studio for that matter, that got in the business to create their game, they don't want to spend all of their time learning how to make an engine or set up a bunch of infrastructure. The area where we're focusing a lot now is that marriage between Google and Unity where you can because of our alliance, we can raise that level of abstract to your earlier point and let them build connected games in an easier way. >> Talk about the role of data because obviously you look at the data that's generated. I mean which could be user gesture data, I mean everything's tracked. >> Yeah. >> I mean that's a big data solution problem opportunity you guys have. >> Yeah and I think so one of the things we like to say of course is you know we're a platform. We enable our users to build and run successful games and our users being the developers and artists that data's theirs, and then they are able to then do really wonderful things with that data if they so choose. So you're right, for the games that have so many players online and all these actions, there is an amazing amount of data, but fundamentally in an anonymized way around what makes games more fun. And that's a hard problem to solve. It's why our creators have the hardest problem of it all is make something fun where data can play a huge role in that. >> How is the relation with Google Cloud and your engine with those developers? Do they get the magic of Google and you pass that through or is it built into your product that's abstracted away? >> Yeah it's a combination of things, so I think there's one side, which is us building services that run on top of Google Cloud so if for instance you need a matchmaker which is a very common piece of technology, but quite complicated piece of technology, for games is to match players into games quickly. We are working with Google, we're collaborating on an open source project, that we call Open Match that comes out later this summer, and then we're building a service on top of that that our users can just pick up and use. It runs on Google Cloud. At the same time, Google brings many other capabilities to bear, things like maps and other capabilities from GCP, that they can then bring to our users in a more direct way rather than building a product together, and then of course Unity actually now runs quite a few cloud services and we're going to migrate all of those to Google Cloud as well. So it's sort of three aspects of that. >> And what's your vision for Unity? If you look for and looking at what's coming on with Google, as to the future of your engine looking at the creator market, Hollywood. Just at Sundance I did a panel with Intel on the future of entertainment, and we talked about the new artists coming in. You have the social networks now reforming this game connector concept is pretty huge. >> Yeah. >> This is a new dynamic, so you got to build new services. What's your vision of how your going to build out these cloud services? Can you share your vision and thoughts on? >> Yeah we can yeah so I think the, within the space of connected games of course like I said there's many different categories of these games, but there are some fundamental building blocks that you can build that we can build together, Google and Unity can to empower all of these kinds of games. Matchmaking is a particular example, but at the end of the day, games that blur the lines between, they're running on a device, they're running on a PC, they're running on a console or they let players pick them up wherever they go, but also interact with each other right because as AR and VR and these virtual worlds come to fruition, more and more it's going to be about us interacting not just in the virtual world but also in the real world and able to do that and most of those things are predicated on this world that exists online, and it's all running on infrastructure. There's a lot of infrastructure that's required there, so we've got a really rich roadmap over the next many, many years to continue to invest in this area and help our users create these kinds of games because they are in the games world, the most influential kind, but more and more in other areas of our life they're also going to be the same technologies that are applied there. >> I just love to get your perspective. You've been in this space for a long time gaming but also 3D specifically. Now 3D is so still nascent. It's hard to do for most people. The experiences are still being developed, but it's come so long, so as you look at kind of where 3D is evolved, both to create it as well as to experience kind of what are your general thoughts of where we are on that path and what do you see kind of in the short term and near-term in terms of how that's really going to change the way we do things, whether it's work, gaming or experiencing other types of things? >> Sure I think that I'd like to go back to one of the things you said, where when you're playing games you have to stand up. We've come a long way. (all laughing) So we have come a long way. You look at some of the content of the games that are being produced, you even look at just the kinds of content and the interactive content that's being created in Unity, it's amazing if you look at how far we've come. I think to your point you're right. There is a long way to go, there's lots of it. I mean all our hardware capabilities just continue to get better, like the latest phones, the latest consoles. They're so powerful right we have these supercomputers in our pockets with amazing capabilities and consumers demand that kind of stuff, the latest level of graphics. I think all of that stuff continues. I think our CEO, John talked about in this sort of AR and VR, we're kind of going through this level of excitement and then we have the trough of disillusionment and all these kinds of things right. We've got some elements of that but there's a lot of great companies doing a lot of fantastic stuff, and I think that that's going to come to bear, and so I think Unity is there with them and we're really well positioned. >> The tell signs are there. You're seeing people using VR in areas that give them a unique thing that's so scarce in areas where that's pharmaceuticals, doctor, I see even heard Tom Brady uses a VR to look at defenses before he plays games, but this is an interesting question for you though, I want to get your thoughts. Do you have a unique position to see the data of what your game engine is doing? For the folks out there, the young kids who are in elementary school, high school that love games. That don't necessarily want to be computer science major. Maybe they don't even have a direction of any kind but want to start hacking away and start coding. What patterns do you see that would help someone get started and so they don't drop out or abandon it, get addicted if you will, what are some of the things you could share that you've seen successful getting someone involved in either coding games, getting involved in the community. What are some of those best practices or patterns that you've seen? >> Right I mean so I think there's probably a technical answer to that and then there's a non-technical one. I think your word community resonates with me a lot. So for anyone starting out I think there's a lot that an individual creator can accomplish but given the world we're in, we have these extremely rich communities that are helping each other, whether it's the open source community in a more general sense for web or servers, but even in machine learning if you hear the guy from Cal-vil talk, they were talking about machine learning community, and it was pretty amazing to hear him talk about that. For us it's the creator community and we have a really rich one and there's lots of people there that bring many skills to bear, which ends up being way more critical than things like very specific technology trends for this kind of thing, so I think-- >> Just mentoring and stuff going on in the creator community. People are helping each other big time. >> There's a huge amount. I mean this notion of developers and creators helping each other, sometimes not for any money, is a trend being seen everywhere, not just-- >> So advice is jump into a community, get a check in... >> I think it's probably cliched a little bit, if you can find a project or a set of projects or a type of thing that you really enjoy doing, you'd be surprised at what skills you can bring to bear and everyone needs help. >> So download the emulator, get some code in your hands, jump into a community-- >> Yeah Unity is free. Download it. It's easy to get started and then work with the community. I think almost always it's find the project that you really care about and start helping. >> Final question for you to wrap up the segment. For the people that are not inside the ropes in the industry that looking at Google, see Google Cloud, wow a lot of buzz on Google Cloud, knowing what we knew two years ago, oh gee the original app engine kind of concept was Google Cloud. Now so much more. What would you say to the people watching now how has Google Cloud changed? What's different? What are they doing right and where they need to improve? >> So even before Unity I've been a user of aspects of Google Cloud and App Engine. And I think they have come an amazing way in terms of the way they're approaching every other aspect that isn't just the technology aspect. I think the tech it's Google. They've always been impeccable. >> It's great tech. Yeah great tech, yeah. >> Their network is incredible. Their server is incredible. So they've always been extremely good at that, but the things that are so much better the level of support, they're working with us very closely all across their organization. We are enjoying working with them a lot and they're really trying to help us be successful much like we help our creators, so that's resonating with us a lot, and we found that to be great and I think that you know everything I see makes us quite happy that that we are partners with them. >> And they're bringing some goodies to the party. They've bred open source contributions, pretty phenomenal. I mean Kubernetes I mean that's just game-changing right there. You got BigQuery and they got some, they're contributing some jewels. >> They have some amazing tech that can be brought to bear on a lot of different things right? So we're are a heavy Kubernetes user and have been for a while. Even before we were Google partners, so I think this is great things that they announced with GKE, this conference really mattered to us, GKE on prem, and then they're also a very partner driven company, and I think they recognize our knowledge and expertise in games and I think that that's an area where their expertise in cloud and our expertise in games can be very very great. >> I think it's a great opportunity for Google to make the market on the partnership ecosystem side. They have a lot they could bring to the table. They can make people successful and people can make money and deliver great products. That's a winning formula. >> Yeah exactly. >> - So let's see. Congratulations on your success. >> Thank you. >> Thanks for coming on theCUBE. >> Thank you. >> Thanks for sharing the insight into Unity Technologies. It's theCUBE bringing you all the action here out in the open with Google Cloud. More coverage, stay with us. We are at day three of three days of live coverage. I'm John Furrier with Jeff Frick. Stay with us we'll be right back. (electronic music)

(intense orchestral music) >> Hello everyone, welcome to this special CUBEConversation, I'm John Furrier, co-host of theCUBE, co-founder of SiliconANGLE Media. I'm here with Erica Brescia, who's the co-founder and Chief Operating Officer at Bitnami, it's the app store for the cloud, they do automated packaging, an application provider. Great to see you, CUBE alumni, great to have you in the studio, thanks for coming in. >> Great to be here, thanks for having me. >> So, so much going on, you've been to theCUBE multiple times, we see each other at conferences and, you made some time, thanks for comin' down, appreciate it. >> Yeah. >> So Bitnami's doing some great things, so give us the update, what's goin' on with the company? >> Sure. So we just launched our new offering called Stacksmith, which is our first enterprise offering that basically takes all the tooling that we've built to deliver the application catalog that we have onto all the major cloud vendors, and allows enterprise IT departments to package up their own applications, both for cloud and cloud-native platforms, as well as for whatever they're running in the enterprise today. So, it kind of meets them where they are, helps them automate the application packaging and maintenance in place today, and then sets them up to successfully move to the cloud and Kubernetes and containers over time. >> So it's kind of reverse of this journey to the cloud, you go to where the user, the customers are, help them put it together. >> And make the journey, really. So what we find is a lot of the more traditional orchestration and packaging tools just aren't well suited to cloud and containers in particular. And so enterprises are looking for new tools to help them solve current problems, which is: we need to support all these different platforms, we might have some things running internally in VMware, we're running some things on Amazon, maybe using cloud formation, and now they're trying to get to Kubernetes, and they're trying to figure out how they can do that without having a separate pipeline for everything, and that's the problem that Bitnami solves. >> Yeah, and that's been a bit, we've identified a product at Amazon, then, I want Azure, I want Google Cloud, I got to hire a different development team, different stacks. So there's kind of this problem with multi-cloud. How are you guys talkin' to customers about it? 'Cause this seems to be the hybrid cloud main problem today. It's like, okay I see the cloud, I understand I'm going to be doing a lot of stuff in the cloud, or cloud's going to be on-prem, and it's going to be in the cloud. How do I get ready for the cloud? That seems to be a number one question. >> Yeah, and I think what people are struggling with is, you know, there're a lot of companies out there, particularly in the cloud-native space, that just say: if you just rebuild everything, then your life will be so much better, right? But that's not really realistic for most companies. They need to be able to take what they have, and be able to package it in such a way that they get a lot of the benefits of the cloud and containers without completely re-architecting everything. Because, it might be practical for, say a new start up, or a company like Netflix or Spotify to do that, but lets face it, most companies are not that, most companies have too many demands on their IT and Ops teams already, hiring talent is hard even for the startups working at the forefront of Kubernetes, so, you really need tools that are approachable and solve current problems, but again, I think the key is, set you up for success in the future, and I think we help people kind of bridge the gap between what they're doing today and what they're doing in the future without trying to push them in one direction, which might not make sense for them. >> Yeah, in Netflix, and the Googles of the world, are potential future scenarios of what they might look like, but they got to take care of the current move from IT to cloud, get ready for it. >> Yeah, maybe, and you know, for a lot of these internal applications it doesn't make sense to completely re-architect and rewrite them, like the ROI isn't there, and there are companies out there that have thousands of Java or .NET applications that they just need to be able to move perhaps out of their data center, in many cases it's being shut down, and, onto cloud platforms and so we try to find that nice balance between helping you get the advantage of the automation of cloud without having to invest in re-architecting apps that just aren't worth re-architecting. >> Got to ask you Erica, we've had a couple conversations, I forget what you were founded, at Bitnami, you've had a great journey, a lot of things have changed. When did you guys found 2010, or 2011? >> So we started Bitnami in 2013. The company before Bitnami was Bitrock, and we went through YCombinator in 2013, and that's when we really started growing out the company. First around the app catalog that we deliver both via Bitnami.com as well as all the major cloud platforms, and that's allowed us to bootstrap the business up to this point. And then obviously we took all of the learnings and the technology from delivering 140 applications across 14 different platforms, native and cloud, and productize that in Stacksmith, so our enterprise users, you know, we have over a million deployments a month, but people have only been consuming the things that we build now they can use our tooling, that we've been building out over the years, to automate the packaging of their own applications. >> And it's, just to kind of put some color commentary around that time, it wasn't the most calm waters of the cloud world, massive growth, a lot of things have happened, so containers come to the scene with Docker and that becomes standardized, now you've got Kubernetes, you got service meshes right around the corner, kind of now it sets a perfect opportunity for you guys to bring customers to this app store concept, for you guys. >> Yeah, and we see this great, we call it kind of the great unbundling, right? Where apps used to be distributed with the operating system and they kind of were this one cohesive piece, and now, with Kubernetes and cloud APIs, the applications are very separate, and so there's kind of this new operating system coming together, which is the operating system of containers and Kubernetes and cloud, and it allows you to combine these different pieces in ways that you never could before. Before, you know, you would just go to your OS repo to pull in the app that you wanted. >> And you see the trends, I mean, Google has the SRE concept sight, reliability, engineer, the operators on the VMware side, dealing with VMs kind of all converging together. So I got to ask you, how does that impact your customers with your new Stacksmith offering, what's the impact to the customers? Is it ease of use, is it ease of deployment, what's the main value at? >> So, I think the most important thing is, as you said, there're all these new technologies coming out and there's also cloud formation on AWS, and there's ARM on Azure, and each cloud vendor is coming out with their own tooling and then, like you said, there's operators for Kubernetes. The advantage that you get with Bitnami is you don't have to understand the intricacies of how to package for all of those different platforms because we do that for you. We abstract away having to understand how to build a cloud formation template versus a helm chart helps that Kubernetes, you know, package manager essentially and we've been very involved in helping define and further that project. We're actually the top provider of the official helm charts. So we see a lot of promise there but, what's interesting about Bitnami is at the end of the day we're platform agnostic. And once you start using Bitnami and Stacksmith, you can very easily add support for other platforms. So we have a customer who started out on AWS, for example, they wanted to give a try to running some things on Azure, and they essentially just had to flip a switch, and then they get an ARM template, instead of-- >> What was your alternative to that? If they didn't do that, what would they have to do? >> They would have had to do it either manually, or find system specific tools for each platform, to do it. So, there's no other like singular tool chain that lets you build natively for all the different platforms and that's the key, we don't try to abstract away ARM or any of these other orchestration technologies by giving you some kind of layer on top of them. We just make it really easy to build for those technologies and also, to maintain those applications and templates over time, so this isn't point-in-time thing, we track all of the updates in everything that goes into that image or a set of images, and allow you to automatically rebuild and redeploy across any of those platforms you need to support. >> You guys have been very successful in the cloud, but also have scar tissue like everybody else that's been through the cloud wars. And now, as it starts to hit kind of an inflection point, how has cloud changed now, what are we seeing now in cloud versus, say 2014, 2015 timeframe? >> Oh boy. So, I think the most interesting thing is how quickly Azure in particular has evolved. If I had to pick one thing that has been incredibly impressive and important in the changing cloud landscape, it's, you know, you go back to 2014, it was pretty much all AWS all the time, right? And, Amazon isn't quite the Goliath it used to be anymore, I mean there's-- >> Well it's still pretty damn big. >> They're still huge. Yeah, absolutely, but I'll tell you what, the others are gaining a lot of ground, and they have really interesting and different advantages, right? Google will send all of their amazingly smart engineers in to help you architect applications, or move them over, I've heard a lot of workloads moving off of AWS onto Google because Google is giving them so much love and support and trying to attract those workloads over. But Azure's advantage is their ecosystem, right? They really understand partnering in a way that Amazons retail DNA just, it doesn't lend itself to that, and so, I think Microsoft's approach to building out a really great ecosystem around Azure, coupled with their huge field sales team, which Amazon has just been building, they've never had an enterprise sales team, is making things really interesting and creating, for us, a great dynamic in the market because we like to see a number of cloud vendors flourish. >> You're an arms dealer. >> Yeah exactly! (Erica laughs) >> Whatever you want, any cloud. >> I don't know if our CMO would want me to put it that way, but. (laughing) >> Dave Alante's favorite term, by the way. >> Sure. >> It's good to be an arms dealer, or be Switzerland, as they, to be more politically correct. >> Yeah, we go with Switzerland. >> Azure's interesting, I was just having conversation with Dave about this, because, you know, you've got, consumerization of IT, and digital transformation, have been the biggest buzz words in IT for the past decade. First it was consumerization of IT, now it's digital transformation. If you think about it Amazon and Google are really the consumer companies, Azure is an enterprise company with an ecosystem, so it's going to be very interesting to see if consumerization is the winning formula or is it digital transformation on the enterprise side? So you got to be, watching that pretty closely. Your thoughts? >> So, I would say on the consumerization of IT side, I mean that is absolutely happening, and, there, we could talk for hours probably on why that trend is here and why it's not going away, just, expectations in general have changed with the advent of iPhone and app stores and convenience across every aspect of our lives, so, I think even Microsoft gets that, and I don't think that the consumer DNA of those companies actually gives them a real edge in this case. What is interesting is, every company is starting to really focus on their app stores and their marketplace strategies, and trying to provide a frictionless buying experience. And there're a bunch of announcements coming, both on the AWS side, and the Azure side in particular, around things that they're doing to ease the enterprise buying process. >> Well we identified the three things, SAS business is table stakes, IOT is coming, connected devices, and then you've got the mobile. Those three things are on 20 year runs. Talking about Bitnami's update, you mentioned Stacksmith, you have some new stuff there, you guys are hiring, what's the ramp up, marketing, cash flow, top line revenues? Go ahead, share it. >> I'm not giving you all that. (both laughing) But, yeah it's a really exciting time for us, obviously bringing this enterprise product to market. We're gearing up to scale quite significantly, so, Bitnami's is kind of unusual in the Valley in that we're bootstrapped, and we're very heavily engineering driven. >> So no outside funding? >> A million dollars in total, which pretty much doesn't even count in Silicon Valley, and that was really just they had a number of individual folks involved in the company, when we went through YC. >> So no venturing? >> No, no institutional funding So, we are just getting ready to build out the whole go to market team around the Stacksmith product, which is very new in the market, just launched in the last couple months. >> So is it generally available? >> Oh yes! Generally available, customers, lots of great things to talk about, but, we don't have the full sales team in place. >> And what's the benefits of Stacksmith? What's the bottom line value proposition? >> It's really helping you to automate the packaging and maintenance of your applications, whether internal or external, you know, third-party commercial apps that you're using internally, and deploying them on any of the platforms that you need to support. >> App store for the cloud, I love that. So let's talk about what you're workin' on, one of the things I'm really impressed, first of all I'm really impressed with what you've done with Bitnami, I love it, love the bootstrap stories, we were bootstrapped as well in the run of SiliconANGLE. So it's great, in Silicon Valley, I think that's like the top tier player, if you can bootstrap it to economic visibility around scale, that's a success so congratulations. But you also have something exciting going on with venture investing. X factor, >> X factor, yep. >> This is super impressive. You raised a small little fund, X factor, investing in women entrepreneurs. Take a minute to explain what X factor is, do you have some news coming, another fund coming? >> Sure, yeah it's been very exciting, so, in the free free time that I really don't have, but this is such a good cause it's worth it. We put together a three million dollar fund, to invest a hundred thousand dollars in 30 different companies, with at least one female founder. And this actually was spun out of fly bridge, we have our token guys, we call 'em Chip Hazard, who's a career venture investor, who's doing a lot of interesting things. But, he basically led the charge with a woman named Anna Palmer, to put together a group of female founders, that's what really differentiates us, I think, from the rest of the market, who are operating their own companies, to invest in these very early stage female founded companies And, I think that gives us a really unique advantage in the market of venture, in that first we have an incredible pipeline and deal flow because, you know, we know these folks who are starting the companies. And we also have a unique perspective on the challenges of getting a new venture off the ground, and I think we can really be an ally to the entrepreneurs that we're funding, and helping them get that first bit of funding in the door, we typically help them with their series A rounds and beyond and they really see us as a peer and someone they can relate to and come to for advice, and so, I think it's a pretty unique value prop that we have as a VC fund. >> Operating experience brings a lot to the table, so, you want to get those first three steps goin', get that venture off the ground, trust. >> Yeah, and we have a very diverse range of experiences that we can bring to bare too, I mean some of us have deep infrastructure experience, some folks are on the consumer side, we've got a few East Coast people, a few West Coast people, a few people scattered in other areas. And we all have different areas of expertise, right? I'm pretty strong on the business development side, and I'm business model, SAS, enterprise software. Some of the other women are much more familiar with like distribution deals, or hardware deals, or other consumer businesses as well, so I think we have a really unique range of experiences and expertise that we can bring to bare in supporting our founders. >> And mentoring too, it's being there for, you know, don't give up! >> Yeah! And we've had founders go through things, and they'll call us at, one of our founders I was just on the phone with, and she was looking at changing her role within the company to take on more responsibility, and we had a great conversation around that, and that resulted in her becoming the COO, which was fantastic. Another founder was going through a difficult time where she and her co-founder were splitting up, and I was able to talk her through that. And we have a lot of those stories where, I think, you know, we have really been seen as an ally who can help founders get through those times, because we've been there, and we can empathize. And, it's an interesting dynamic because everybody knows that we're not going to invest in the next round, so there's never any posturing to make sure that they're still selling us on investing in the company. It's all about, once we're in, we're in, and we'll do anything we can do to help you scale successfully over time. >> And the key is get to that next round, or get a clear line of sight on visibility in the union economics or, scale. >> Exactly. >> Alright, so how much is going into the next funding? Can you talk about the amount, or? >> Yeah, so we're not raising yet, we're just about to start raising, we're going to be expanding the number of investment partners on the team, which is fantastic, and I'm really excited to bring some amazing new women on board, so, you know, for the women out there who are maybe interested in starting to learn a little more about venture and have raised funding and build their own companies, please send us an email: hello@xfactorventures the fund should be about 10 million dollars, is the current target. >> How is it structured? Are they structured as limited partners, general partners? How is it, so if someone comes on board, as you expand the partnership what does it look like? >> Sure, so, we all do invest our own money, but the fund has LPs just like any other fund, so there's a number of great folks who have backed up X factor. We do bring in some of our own folks along the way, you know, I had people that I know, who have invested in the fund and I'm sure that will be the case in the next one, but it's not like the fund is only funded by the investment partners, we have LPs like any other fund. >> But you guys are taking profits out of it, through the caring, right? So typical venture capital? >> It's typical venture capital, you know, it's a fairly small fund to start as we work through things, but we expect it to grow quite significantly over time. I'll tell you, without giving away too much, that we have quite grand ambitions for the long term. >> Alright, well let's keep in touch on the deal flow, congratulations on Bitnami, and, we'll see you at the cloud shows, Amazon, Microsoft Ignite, Google Next. >> Everywhere, yep, I'll be there. >> Erica, thanks for coming on and spending some time here on theCUBE. CUBEConversations here in Palo Alto, I'm John Furrier, you're watching CUBEConversations, thanks for watching. (intense orchestral music)

>> Announcer: Live from Las Vegas, it's the CUBE, covering Dell Technologies World 2018 brought to you by Dell EMC and it's ecosystem partners. >> And we are back live here at Dell Technologies World 2018. We're at the Sands this week. Day one of three days of coverage here on the CUBE. Along with Stu Miniman, I'm John Walls, and this is really kind of the John segment, if you will. Got John Grieco and Jon Siegal with us. John Grieco is the CTO of the University of Vermont Health Network. John, good to see you, sir. >> Thank you, thanks for having me. >> John W.: You bet, and Jon Siegal, VP of product marketing at Dell EMC. Jon, pleasure to have you aboard as well. >> Glad to be here again. >> Alright, let's talk about the university, if you will. I can imagine health, obviously, critical data. What's your data center environment like and how's cloud playing into that? >> Yeah, right now we are a seven hospital system with seven data centers managed by seven different IT organizations. So the role I have is really how do we take those >> John W.: You still have hair too, by the way. >> I do, but every day it's getting thinner and thinner. And I'm going to be able to tell with these cameras I hear. But what we're trying to do is really start working as one cohesive system. Give the patient the same experience as they travel through our system, and how do we do that with technology? And what we're trying to do is really simplify and standardize everything we do. Consolidate and centralize our data centers. So we're going from a seven data center infrastructure growth to a two data center platform, one in New York and one in Vermont. But most likely over time, pushing as many of our workloads to the cloud. Really creating that triangle, where you have your private cloud that has rigor and resilience with our clinical most critical workloads close to our IT shop, and we leverage a lot of the nontrivial nonvalue add applications into the cloud. >> John, you threw out a term, private cloud. >> Yes. >> Can you help define for us what that means to your organization? >> Absolutely. It's just like a public cloud, like Google, Amazon, or Microsoft Azure, but you're doing it in your local data center itself. So what we're doing at the University of Vermont Health Network is we're trying to make our private cloud that's local in our data centers act and become more of a private cloud look and feel. We understand that many of our users are leveraging the public cloud, even in their home use. So how do we bring some of that into the private data center that we own and manage, but give our users the look and feel of that public cloud? >> Alright, Jon Siegal, you chuckled a little bit when I said private cloud. It's one of those things we've debated for awhile. We don't need to get into semantics, but underneath Dell EMC provides some of the infrastructure, the platform for those. Maybe give us a little bit of insight as to what are doing there. >> Yeah, as you know, as we've talked about before, cloud is an operating model, right? Not a place. And I think John, and what he's done at the University of Vermont Health Network, really I think shows that. And it takes a change agent, by the way, too, not just technology to do that, I think. You know, he's making it sound easy, but he can tell us a little bit how he's done that. But it's a combination of technology, how you modernize the infrastructure, but also, what are you doing to actually transform that organization to deliver IT as a service. Right, because it's not just a plug and play. You just, you know, plug in a new infrastructure product line and then boom, it works, right? It's not that simple. >> Absolutely. We want to really put a lot of our IT talent into what I call above the value line. In my business, it's closer to the bedside. The new IT is really enabling the business to provide, in my business, better care. So how do we get them out of the data center per se and into the business to enable what they do each and every day? The way we do that is really standardizing on a ruthless infrastructure like Block, Rack, and Rail, and on top of that, automating everything we do within IT from a workflow perspective. >> Give me an example, a real world example. 'Cause you're talking about the patient experience. You have seven hospitals, seven data centers, seven sets of patients, if you will. But are you talking about as people migrate from one healthcare facility to another, something's not going with them or what exactly are you trying to improve in terms of real life care for people that this migration's going to let you facilitate? >> Absolutely. On one of our converged platforms, we're running a vendor neutral archive, and it's going to allow our patients, anytime we have them scan an image, it immediately goes to a central repository where any one of our hospitals can then take a look at that image. And what you're going to see over time is specializing our seven hospitals into certain treatments. So if we have a radiology department that we want to spend send some of our patients to, we want to make sure that they have the data and are reading that data before the patient's there. So the ability to take the image once and read the image while our patient is in transit to get that care. So when they arrive at that hospital, we are ready to take on that patient and immediately provide them the care they're there for. Running on one platform, sharing that platform across our seven hospital system. >> And so what currently happens? What's the situation now for a patient? >> Right now a patient would get an image at one hospital, travel to the other hospital. The image would not be there. We would then retake another image at that hospital, and go through the same exercise. So not only is the patient there when they don't want to, but we're going through repetitive questions and answering. >> John W.: Same song and dance. >> And the outcome is a negative patient experience, which we're avoiding through IT. >> You threw out Blocks, Rails, and Racks. I recognize those as the Dell EMC products. What does hyper converged infrastructure, converged infrastructure, you know, how does that impact what you're doing? And if I saw right, you use some of each, so how do you sort that out? You know, how do you integrate those pieces together? >> Really what drives is the requirements of the applications you're managing. So we do a deep dive with the applications we take in and we decide, based on the requirements of that application, which of those three platforms run the best. What I've seen is a lot of our critical mission, critical have to keep up 24/7 365 workloads, we are leveraging the VX Block for a lot of that. We're seeing a lot of those medium to low-end workloads on Rack or Rail, where we have the ability to really scale out quick and dynamically with those smaller type applications that are mini in size, where we're trying to standardize with our clinical ones more on our Block. So really the application requirement drives where that application sits in our environment. >> Alright, so Jon, how do customers like John you know manage that, this environment then? We want things to get simpler and, you know, even if they've got some various products of yours, how do we pull them all together? >> Well, as you know, I think the promise of converge and hyper converge is to simplify IT, right? And I think this is what you're seeing here, so. A lot of it is automating everything, or at least helping to really simplify everything from deployment, right, to managing the entire infrastructure as one. As well as sustaining it and life cycle managing it as one as well, right? And actually simplifying the upgrade path because I think that's, that can be the most time consuming thing, right? But that's the promise of converged infrastructure. Seven or eight years ago when we came out with VX Block or V Block at the time, it was about, how do we help customers like you get out of the infrastructure business day to day, the mundane business if you will? So you can spend more time, really upleveling your staff to do other more business critical and mission critical tasks. Is that fair? >> It is. We have to. I think we're being asked to move the needle within the business. As Michael Dell says, the business strategy really is the IT strategy. And for that to happen, we really have to bring our IT talent up the stack into where it's really enabling the business. And that's usually at that application layer, not at that infrastructure. We want to leverage our partners, like Dell Technologies, and their technology, to really run the business for us while our IT is more in the transfer informative, innovative and growth of that business. >> Alright. So I loved that you started out with seven data centers and the seven and seven and seven. What's the after state? You know, how does your IT team, you know, look at your operations and your technology? >> What we're doing is we're trying to create one shared service model. Even though we'll have people sitting at the seven hospitals, we are all working in unison. We're all leveraging the same workflows, the same technology, the same skill set. So in essence, we become a dynamic IT shop that I can leverage wherever there's a need. I can take IT personnel and have them move to another and it's the same look and feel. Just like the experience we want to give our users, the same look and feel as they travel, we want to do the same for IT. One logical shared service vision of a department that offers services to our hospitals that they consume, all like for like. >> And Jon just touched on this. He was talking about the mundane, right? And removing that and letting you basically to get a little more creative, but I think take on a different set of challenges. So how do you work with your staff in order to get them to change that mindset so that they can shift? Because it's not just you at the top, you've got to plant this vision, right, for people. So I'm taking this away from you, this is what I do. But now we're going to take what you know and we're going to let you do something else. But you got to get 'em there. So for people maybe watching that share that challenge, maybe, what would you say to them about how you've done that? >> Well as Jon mentioned, you need a change agent, you need a champion, most likely at the senior level, that's going to really ride through this journey, through the ebbs and flows of the challenges you have to deal with. And when you look at people, process, technology, as you mentioned, changing the mind of a person is probably the hardest thing to do of the three. But what we're trying to do is really change one mind at a time. If I can change one mind at a time persistently as a champion of where we're going, and answer the why and the awareness and the desire of someone wanting to go on that journey with us, on behalf of that patient, each and every day is how we're going to do it. Case by case, opportunity by opportunity, mind by mind. We will eventually get them to look at what we're doing and understand this is where I want IT to be. That's how we're going to do it at the University. >> I think the University of Vermont has the right guy for the job. >> Thank you. >> John, thank you for being, John, and Jon, both of you. Thank you for being with us here. We appreciate the time. >> Thank you very much. >> Yeah, and good luck down the road. Well that's it, wrapping up our coverage here on the CUBE. Thanks for joining us for day one. We are back tomorrow. Days two and three, live here at the Sands. Until then, for Stu Miniman and the rest of our CUBE crew, have a good night. (upbeat music)

(energetic classical music) >> Welcome to Cube Conversations. I'm Stu Miniman. Here with the CEO and co-founder of ThousandEyes Mohit Lad. Thanks so much for joining us here in our Palo Alto studio. >> Thanks too. I'm excited to be here. >> Alright, we always love when we get the founders on. So before we get into the company, take us back. What was the why, what were you seeing in the marketplace, and bring our audience a little bit about your background in the team and what you bring to the table. >> Sounds good. So, my background, personally, is I finished my PhD at TCLA and studied computer science, focused more on the Internet. And one of the reasons we focused-- my co-founder was my colleague as well-- and one of the reasons we focused on studying the Internet was we believed that it was going to dramatically transform our lives, and the quality of our life eventually will be highly dependent on the quality of the Internet. So that's essentially the reason we focused on researching on the Internet, on connectivity and performance. And then as we came out of grad school, and looked at the market, it was clear to us that the ship of the enterprise was dramatically changing because of the adoption of cloud, and SaaS, and infrastructure of service, and that the Internet was going to be a key component of what an enterprise looks like, and it was a black box. So our thesis behind starting the company was to really help companies understand how to manage Internet-centric WAN environments, which is what today's world looks like. >> Okay, for people that don't know ThousandEyes give us how long's the company been in business, the state of the product, how many customers you have, funding, and the like. Give us a snapshot. >> Yeah, so we started in 2010. We had an odd start in many ways because we didn't start with venture funding, so started with a small national SAANS foundation grant. And the result of that was we were very focused on customers from the early days. So for the first two years, very small, about three or four people, and then raised our first round funding in 2012 through Sequoia Capital. As of today, we're about 220 plus employees headquartered in San Francisco. And we split our engineering between San Francisco and London, so these are the two hubs. We also have offices in Austin and New York. And in terms of customers, close to 500 customers at this point of time, a heavy concentration in the mid to high end of the market, so we have more than 50 Fortune 500s, a large concentration of the top financials, and really what excites us is the fact that we're helping decode some really, really complex environments that are becoming more and more complex. >> Yeah, I loved that starting point. You find, in the networking world, there's a lot. It's government, it's scientific, need to understand this. Internet's been a distributor of architecture since the early days, but it's been going through a lot of transformations. Heck, even the TV show Silicon Valley's even talking about a "new Internet." And it's so funny for me to watch that because I'm like, oh wait, I'm talking to the people in here in Silicon Valley that are actually building that with blockchain and decentralization and the like, so its mirroring what's happening in the real world. >> Yeah, and the thing that people sometimes don't realize is the Internet was not built for enterprises. And I tell customers that when you're going to Office 365, when you're going to Amazon, you're relying on the same Internet that your kids are using to watch cat videos. And that's what's carrying your production traffic, and it's really difficult for enterprises to actually make sense of what's slowing things down, where the risk is, what's breaking, and that's where we really help companies understand and take control and thrive in these connected environments. >> It was funny, years ago we used to talk about "the consumerization of IT," and what people use at home will work its way into the enterprise, but you're right. What do businesses need that's different? ThousandEyes has, I believe you call it "Network Intelligence." How is that different than the public standard Internet that you like, and tell us a little bit about what your secret sauce is and what you're bringing to the customers. >> If you think about enterprises from 20 years ago, all the applications would be on the data centers, and it would be a pretty closed environment connected through MPLS connections and so on. So you could deploy the standard APM technologies on the data center to understand what's going on with the applications. And now if you fast forward to today, when you're using something like Office 365 or SalesForce or Workday, or so on, the applications don't sit on your premises anymore, and your network is not just your priority network, but a large portion, in fact, majority of your environment is actually the public Internet. So what is needed for you to thrive in this environment is the ability to actually understand what you depend on and be able to map out not just the user experience of applications that you don't control anymore, but the underlying factors that are impacting that application. And so what we're doing is essentially creating a huge, humongous data set on public performance of the Internet, of different components of the Internet. And we do this with some tremendous data collection but also a lot of smart heuristics that we've built on top, which makes sense of it. And then we marry this data with data we also collect from inside the enterprise. So what we're creating is this environment of a seamless network, and take off this notion of networks today are borderless, right? They really don't have any sort of borders around where the edges and so on. And what we're doing is making sure that customers can look at these hybrid environments as if it's their own private network. >> It's interesting, I think back, when we moved from the client/server era to now, the SaaS environments, like, oh, it'll just magically all work anywhere. I think back to Citrix, has a very heavy networking piece to be able to make those work anywhere. What needs to be fixed, what's kind of under the covers that most people don't understand that in a SaaS environment, solutions like yours are helping to make sure that I can have the promise of anywhere, any device, any cloud? >> Yeah, so a few different things. It's not just the applications are moving to cloud, SaaS. The users are also starting to be a lot more remote and mobile, and what that creates is an environment where a user may be unhappy with the performance of Office 365, and IT's responsible for solving that issue when the traffic is entirely bypassing the corporate environment. So it's going from a Starbucks coffee shop to Office 365 servers, and that's the environment that you're responsible for even though you don't physically control that. And as you think about that, the way we thought about the solution was not just essentially give people visibility into these complex environments, but also create an ecoystem where all these SaaS companies that you rely on as an enterprise are ThousandEyes customers. And we help them decode the Internet, and to large extent, deal with the Internet when they're delivering an application. But as an enterprise, if you're using one of these top SaaS applications, by using ThousandEyes you can not only understand the performance, but you can speak the same language with them when you are trying to troubleshoot and come into a consistent understanding of what the performance is. >> So, you're working with the SaaS providers, you're working with the enterprise, sounds like you're working with both. If I'm an enterprise CIO, and okay, yes, I'm pushing my people to work remote and everything like that, I can't worry about 10,000 employees and the network that they had. Help explain how that works. >> Right, so the requirements of a solution for today's world is beyond just giving visibility. Even if you rewind to the world from 20 years ago, you would find that when there's an issue, there's a lot of finger-pointing going on between the server team, the app team, the network team, and that finger-pointing has become worse in a multi-tenant environment, especially as you use third parties for your applications. So as an example from a few weeks ago, Amazon had a major outage in the East coast. And not only did it take down applications that were hosted on Amazon, but we had customers that were surprised that their applications were not working, and the reason they were not working was they were making, for example, API calls, where the API provider was hosted in Amazon. So they did not even realize the dependencies that they were bringing into their environment. So we had a situation where if we're using a messaging service, and I can't message the person sitting in front of me, because it's going through the Amazon environment. And so its really important in this ecoystem that we as a technology provider create something that helps you connect with each other, rather than just be a siloed solution and that's a huge part of our value chain is to make sure that we can provide you the technology that helps you see through different environments, but also establish good communications back and forth. >> Mohit, networking as an industry has tended to be one of the slower moving pieces of our market. The WAN has been going through such a transformation. You launched in 2010, from 2010 to now 2018, cloud is a much bigger piece, SDWAN wasn't part of our vocabulary. How are thing different now than when you launched the company and how has that impacted your product and your engagement with customers? >> That's a great question. One of the things that I see a lot is this shift in, at least some of the leading customers that we have, a shift towards the notion of network as a core competency. And what I mean by this is when you had environments which were static, so, you're familiar with Visio. People would use Visio to do their network topology maps. They would not change for five years, or maybe three years, depending on the customers. But if you do a Visio map of your extended environment today, it's invalid one second after it's done because the Internet is constantly changing. And so the notion of this network being a static thing is not valid anymore, and companies that need to thrive have to really treat the network as a core competency--and by network, it's not just a network, it's a skill set around networks. Coming back to the trends, the trends that you're seeing are essentially being driven by the fact that you do need to take control of the network, you do need to actually manage it, much more than you used to manage it in the past, and that will give you an edge when it comes to performance to cloud applications, better connectivities, sometimes in situations like SDVAN, it's around reducing cost through MPLS links. >> You've got kind of opposing forces when you look at that. Networking should be a core competency, but don't we have to have to have more intelligence in the network? Leverage all the analytics: machine learning and AI should manage that, 'cause it's changing so fast I can't wait for a person to do that. How do you balance that, how do your customers look at that, and how's that fit into your product? >> So absolutely right, I think networking should be a core competency but networking is not just about connecting devices and using wires to connect things. It's around really understanding what's happening, even understanding what the network actually looks like, because that's something you don't control. There's a lot of focus that we put on analytics, and one of the notions that we've developed over the many years is this notion of network intelligence. And the idea is pretty straightforward. When you're using an Amazon or an Azure, you're going through the same public environments that other customers are going through, and what we do is we essentially mine our entire data set, really understand what are the aspects of the network that are affecting multiple customers, and bridge that into a single cohesive view that is beneficial for you guys. So for example, if you have connectivity issues from the offices here at the CUBE to an Amazon, you would not only know whether it's just you, but you would have more perspective on, hey, this is a larger segment of the customer base of ThousandEyes is actually going through an issue, and here's where the specific issues are. So one of the benefits that the ThousandEyes ecosystem brings to customers is every customer that we add creates more value in the data set. >> How will some of the big waves coming like 5G, IoT, all of the Edge pieces, does that tie into the offering that you have? >> Ultimately, the common denominator for all of this is the Internet, right? Some of these technologies are more towards the last mile, but they have to go through the same core, the Internet, and it's really interesting because one of the user events we did in London a couple weeks ago, we had one of our customers, a large manufacturing company, and they were talking about how they were drilling in Texas, but the drilling was controlled through a site in Belgium, and all of this only worked because the connectivity was reliable. So they were using ThousandEyes to actually ensure that the connectivity between their giant 50 ton driller was maintained to their headquarters. So those are the kinds of applications that, we didn't build it for this specific application, but the fact is we find new ways that ThousandEyes is being used, essentially because there's more and more reliance on the Internet to make things work. >> Any other customer use cases that you want to highlight? Any customer case studies you can share? >> Yeah, so we primarily help with very broadly two sorts of use cases. So one aspect is if you are providing an online service that really depends on the Internet, has a global audience, or even a large regional audience, we help those customers really understand the user experience across the Internet and understand what parts of the Internet may be impacting the applications. So think about all the major SaaS companies that use ThousandEyes, all the major retail banks, they have an online asset that they care about, that's one use case. And then the other use case is enterprise companies. So this is everything from oil and gas, to tech enterprises, to financials. They depend more and more on the Internet when they are going into Cloud and SaaS, and for them it's really unnerving when they look at the environment they're getting into and have no visibility into this black box. So that's where we provide them intelligence into this extended environment and help them understand why a user may be having issues to Office 365 or WebEx, or all of the WYS or IP solutions that are also more and more Internet dependent. >> Mohit, how are your customers doing with the rapid pace of change here? You've talked about networking is a skillset. Finding the right skillset and training people up has always been a big challenge, but what are you seeing in the customers you're talking to? How are they doing these days? >> So the customer's very, depending on the maturity and the transition that they're going through, I still find in a lot of regions that the cloud is still new, SaaS is still new, and we're in many ways in a bubble in the value. Things happen pretty quickly here, but as you step outside you realize that some of the companies are ready to scorse and still making their first strides into SaaS and cloud, and one of the things we help these sets of customers with is essentially helping them plan towards that move. So if you have a large deployment, if you're making a large shift in your infrastructure, even, you think about, let's say a situation where I want to get rid of MPLS, I want to rely on direct Internet circuits, that's a big change, and we can help you measure the performance of MPLS performance of Internet and help you make that data-driven decision. Coming back to the notion of how our customer is doing, there are customers that have realized that network skillsets and engineering around that is core, so they invest a lot of efforts into building that core mindset. There are customers that are starting to build that, and there are customers that are looking at partners to bring that expertise in. So these customers will never build a core set of function around networking, but they look at partners, managed service providers that can bring that expertise into the environments. >> Last thing I want to ask you. You're talking about global networks, we haven't talked about security. Governance and compliance is usually some of the biggest challenges that we are having. The macroeconomic challenges of the Internet. We interviewed the president of ICANN a few years ago, and he gave a warning to our audience that said we might not have one Internet in this near future. We already are starting to see a fragmented Internet, and that could be a huge challenge. Security, governance, compliance, big topics here, but maybe bring us home on that as to what you're seeing and how that affects. >> So one of the things the Internet does, it connects people, right? And when it connects people it also makes it easy for the bad guys to reach the good guys, and so things that concern our audiences in terms of security. The way the Internet works, it's very easy for somebody to announce your address space, for example, and this has happened on several occasions, which creates a denial of service, a different denial of service where all the traffic would go to a party, which is announcing your address space, but not you. So there's all these issues where DNS mapping could be changed, the routing could be changed, and our DDoS attack that happens takes a lot of the upstream environment that you have out of the equation. And so as every day passes, there's more and more things that are being discovered in terms of how attacks can be generated, and how organizations can be brought down. So one example I'll give you which is very specific I've seen is in denial-of-service attacks, this is starting to become pretty routine in today's world. It started with the solutions being on-prem solutions that would detect the volume of traffic and try to filter traffic, and then it moved to using cloud-based solutions, because the volume of traffic would be so high, that you could not actually do this on your end. So you use these cloud-based solutions. You would turn them on when you would detect an attack, and then turn them off. And the financials in particular were always under attack, so now they've gone to a model where they're always turning these things on. A DDoS mediation service, which is based in the cloud. And what has happened, this is a really interesting phenomenon that we've seen, is, let's say, a particular bank, let's say Bank of America is under attack. The same provider that's protecting Bank of America is also protecting Wells Fargo and JP Morgan, and that infrastructure under stress could mean that Wells Fargo could actually have availability issues even though they are not under attack. So one of the things we see in the Internet is this notion of collateral damage, where you may not be the actual victim or target of an attack, but because of shared infrastructure, you're collateral damage. These are the scenarios which place more and more of an importance on gathering this intelligence on what's going on in the Internet. >> Mohit Lad, really appreciate you coming to help share with our audience everything that's happening in the WAN, network intelligence, multi-cloud, global environment world. Look forward to catching up with you more in the future. This has been a CUBE Conversation, I'm Stu Miniman, thanks for watching the CUBE. (energetic classical music)

(theCUBE theme music) >> Narrator: Live from Washington D.C. It's theCUBE, covering AWS Public Sector Summit 2017. Brought to you by Amazon Web Services and its partner ecosystem. >> Welcome back here to the show floor at AWS Public Sector Summit 2017. Along with John Furrier, I'm John Walls. Glad to have you here on theCUBE as we continue our coverage here live from the nation's capital. Joining us now from Enlighten IT Consulting is John Eubank IV, Director of Program Management Office. John, thanks for joining us here on theCUBE, a CUBE rookie, I believe, is that correct? >> Yes, sir, yeah, thanks for the invite. >> Nice to break the maiden, good to have you aboard here. First off, tell us a little bit about your consulting firm for our viewers at home, to give an idea about your frame and why you're here at AWS. >> Absolutely, so we're a big data consulting company focused on cyber security solutions for the DOD IC community. What we jumped into about three years ago was a partnership with AWS. And seeing, just the volume, the velocity of data coming out of the DOD, that those on-premise server farms could not keep up, could not support it with the power, space and cooling needs. So we partnered with AWS and over the last three years we've been migrating our customers up to GovCloud, specifically. >> So what are you doing then for DOD specifically, then? When you said you solve problems, right? They've got reams and reams of data, trying to help them manage that process a little bit better, but, you know, drill down a little bit more specifically what you're doing for DOD. >> Absolutely, so we developed a proprietary technology called the Rapid Analytic Deployment and Management Framework, RADMF, it's available on RADMF.com, R A D M F dot com. >> John Walls: True marketer. >> Yeah, true marketer at heart. So that's our, sort of governance framework for DOD applications that want to move to the cloud. It automates the deployment process to get 'em out of their existing systems up to the cloud. One of the real problems inside the DOD that we've encountered is the disparate data sets to enable effective analytics when it comes to cyber security solutions. So, I like to think back to the day one conversation about, sort of the data swamp, not the data lake. That's exactly what we have inside the DOD. There's so many home-built sensors, paired with COT sensors, that it's created this absolute mess, or nightmare of data. That swamp needs to be drained. It needs to be, sort of refined in a way that we can call it a data lake, something understandable that people can-- >> I hate the term data lake, I, you've been listening, I, John knows I hate the term data lake. Love the term data swamp, because it illustrates exactly that, there is, if you don't watch the data, and don't share it, it's just stagnant, and it turns into a swamp. And I think, this is a huge issue. >> John Eubank IV: Absolutely correct. >> So I want you to just double down on that, just give some color. Is it the volume of the data, is it the lack of sharing, both? (laughs) >> It's really every, it's everything under the sun, there's, you know, sharing issues all across the federal government right now and who can see what data, Navy doesn't want to share with Army, inside the IC-- >> John Furrier: Well that'll never happen. >> Agencies don't want to share with each other. (laughs) I think we're, we're breaking down those walls. We're seeing that, when it comes to cyber security, no one person can defend an entire nation. No one agency can defend an entire nation on their own. It has to be a collaborative solution. It has to be a team effort. Navy, Army, Air Force, IC, etc., have to work together, in tendem, in partnership, if we're ever going to just, defend our nation from cyber hackers. >> I want to ask you a philosophical question, because, you know, as someone who's been online all my life, computer science, you've seen, there's always the notion of trolling, the notion of online message boards, back in the day when I was running, is now main stream now, >> John Eubank IV: Right. >> I mean people trolling each other on Twitter, for crying out loud, main stream. So, the culture of digital has an ethos, and open source is a big driver on that cyber security, there's a huge ethos of sharing, and it's kind of an honor among practitioners. >> John Eubank IV: Mm-hmm. 'cause they know how big the threat is. How is that evolving? Because this seems to highlight, your point about sharing, that it's, the digital world's different than the analog world, and some of the practices that are getting traction can be doubled-down on. So everyone's trying to figure out what's, what should be double-down on, and what are the good practices from the bad? Can you just share some cultural... >> Well, I think you hit the nail on the head with the open source model there. That is the key right here. It's not even within the government we need to share. It's industry and government, in partnership, need to approach these problem sets together and work on 'em as one cohesive body. So, for example, our company, our platform, it's entirely an open source platform. It's government-owned solution. We don't sell, it's the big data platform, it's provided by DISA right now. We don't sell that product. It's available to any government agency that wants it for free. We have 1500 different software developers and engineers from across the government community that collaborate together to evolve that platform. And that's really the only way we're going to make a significan difference right now. >> That creativity that could come out of this new process that you're referring to, I'm just kind of thinking out loud here on theCUBE, is interesting because you think about all those people on Twitch. >> John Eubank IV: Uh-huh. >> 34 million, I think, a day or whatever the big number, it's a huge number. Those idle gamers could be actually collaborating on a core problem that could be fun. So if you look at a crowd sourcing model of attacking data, this is kind of a whole new mindset of culture. To me, this is the kind of doors that open up when you start thinking like this model. Because the bad guys are already ahead of the game. I mean, so, how do you, how do you guys talk about that, 'cause you guys have to kind of keep some data masked, and you have to kind of, maybe not expose everything. How do you balance that secretive nature of it, and yet opening it up? >> That's a question that the DHS is struggling with, sort of day in and day out right now. They're going through a couple different iterations of different efforts. There was the ESSA program, there's the Automated Indicator Sharing program going on right now with DHS and some of the IC partners of what do we share with industry, because we're recognizing as a government we can't defend this nation on our own. We need an industry partnership. How do we open that up to the general public of the United States to do that crowd sourced mentality. Threat hunting is a lot of fun if you know what you're doing, and if somebody will guide you down the path, it's an endless world and a need for threat analysts to study the data sets that are out there. Indicators of compromise point you in a general direction, but they're a wide-open direction, and... >> They're already playing, it's like lagging in a video game, they're, gamers are already ahead of, the hackers are already ahead of you. Interesting point, Berkeley, University of California at Berkeley has a new program, they call it the quote Navy Seals of cyber. It's an integrated computer science and engineering and Haas business school program. And it's a four-year degree specifically for a special forces kind of thinking. Interdisciplinary, highly data driven, computer science, engineering and business so they can understand, again, hackers run a business model. These are organized units. This is kind of what we're up against. >> Absolutely agree. >> John Furrier: What are your thoughts on that? You think that's the, the right direction, we need more of it? >> We need more of it, absolutely. DOD is moving in the same direction with the cyber protection teams or CPTs. They're beginning to do sort of the same formal training models for the soldiers. Unfortunately, right now a lot of the cyber protection teams are just scavenged resources from other branches of the military. So you have guys in EOD that are now transitioning into cyber, and they're going from diffusing bombs to diffusing cyber threats. It's a totally different scenario and use case, and it's a tough struggle to transition into that when your background was diffusing a bomb. >> And you brought up the industry collaboration, talking about private, you know, private sector and public sector. I know, you know, personal experience in the wireless space, there was a lot of desire to share information, but yet there was a congressional reluctance. >> John Eubank IV: Mm-hmm. >> To allow that. For different concerns. Some we thought were very unwarranted at the time. So how do you deal with that, because that's another influence in this, is that you might have willing parties, but you've got another body over here that might not be on board. >> I think we're going to start seeing more of a shift as private industry acknowledges their need for government support and that government collaboration, so data breaches like the Target breach and massive credit card breaches that, you know, these private industries cannot keep up with defending their own network. They need government supoort for defending very large corporations. Walmart, Target, Home Depot, the list goes on of breaches. >> Final question as we wrap up here, but what's the coolest tech that you're seeing that's enabling you to be successful, whether it's cool tech that you're looking at, you're kicking the tires on. From software to Amazon, hardware, what are you seeing that's out there that's really moving the needle and getting people motivated? >> So a surprising thing there, I'm going to say the Snowball Edge. And people go, it's just a data hard drive. Well, not really. It's way more than a data hard drive. So when you come to Amazon you think enterprise solutions, enterprise capabilities. What the Snowball Edge provides is a deployable unit that has processing, compute, storage, etc., onboard that you can take into your local networks. They're putting it so you can run any VM you want on the Snowball Edge. What we're doing is we're taking that inside DOD tactical spaces that don't have connections to the internet. We're able to do computation analytics on threats facing that local regional onclave using a hard drive. It's really cool technology that hasn't been fully explored, but that's uh, that's where we're-- >> You can tell you're excited about it. Your eyes light up, you got a big smile on your face. >> Drove the new Ferrari that came out. >> Yeah, right. >> When I saw it, I just jumped all in. >> John Walls: You loved it, right. >> So, three months ago... >> You knew right away, too. >> Right. >> John Furrier: The big wheel. >> John, thank you for being with us. I think they're going to kick us out of the place, John. >> Hey, they got to unplug us. We're going to go until they unplug us. >> Alright, John, again thanks for being with us. >> Well, thank you guys for your time, much appreciated. >> Thank you for joining us here from Washington, for all of us here at theCUBE, we appreciate you being along for the ride at AWS Public Sector Summit 2017. (theCUBE theme music)