from around the globe it's the cube with digital coverage of Red Hat summit 2020 brought to you by Red Hat hi I'm Stu min a man and this is the cubes coverage of Red Hat summit having digitally interviewing practitioners executives and thought leaders from around the world happy to welcome back to our program one of our cube alumni a chef des données is the senior vice president of cloud platforms with Red Hat ashesh thank you so much for joining us and great to see you yeah likewise thanks for having me on Stu good to see you again all right so a shesh since the last time we had you on the cube a few things have changed you know one of them is that IBM has now finished the the acquisition of bread hat and I've heard from you from a really long time you know OpenShift it's anywhere and everywhere but with your exhibition Red Hat it just means you know this only run on IBM mainframes and IBM cloud and all things blue correct well that's true for sure right so Stu you know we're talking for many many times as you know we've been committed to hybrid multi-cloud from the very GetGo right so open ships supported to run on bare metal on which was asian platforms will they come from us or BM where microsoft happy on private clouds like OpenStack as well as AWS Google cloud as well as on a sure now with the completion of the IBM acquisition Red Hat we obviously always partnered with IBM before but given if you will a little bit for a close relationship here you know IB has been very keen to make sure that they promote open ships and all their platforms right so as you can probably see open idea about up as well as open shift on Xeon mainframe it's so regardless of how you like open shape wherever you like open ship you will get it yeah oh so great client clarification it's not only on IBM but of course all of the IBM environment are supported as you said as well as ad abs Google Azure and the like yeah it's you know I remember years ago before IBM created their single condensed conference I think I attended the conference that would do you know Z and power and storage and people would be like you know what are they doing you know with that mainframe I'm like well you do know that can run Linux wait it can run Linux I'm like oh my god these been able to run Linux for a really long time so you want your latest container docker you know openshift stuff on there yeah that can sit on a mainframe I thought some very large global companies that that is absolutely a part of their overall story so so interesting you by the way you say that because we already have customers who've been a procuring openshift on mainframe right so if you made the investment frame it's running much typical applications for you looking to modernize on the applications and then services run on top you know open ship domain say now there's an available option which customers already taking advantage of so exactly right to your point we're seeing that yeah and it's just maybe it's good to kind of you know you've got a great view point as to customers deploying across all sorts of environment so you mentioned VMware environments the public cloud environment you know it was you know our premise a few years ago on the cube that you know kubernetes gets baked into all the platform and absolutely it's going to just be you know a layer underneath I actually think we won't be talking a lot about kubernetes if you fast forward a couple years just because you know it's in there it's I'm using it in all of my environment so what are you seeing from your customers where are we in that general doctrine and you know any specifics you can give us about you know kind of the breadth and the depth of what you're seeing yes so you're exactly right all right we're seeing that adoption continue on the path it's been not so we've got now over 1,700 customers of poor openshift running in all of these environments that you mention right so public-private you know a combination of the two running on traditional which ization environments as well as ensuring that they run in public cloud that scale in some cases managed by customers other cases you've managed by by us on their behalf in a public cloud so we're seeing all permutations if you will you know of that in play today we're also seeing a huge variety workloads right and to me that's actually really interesting it and past that all right so earliest days as you'd expect you know people don't play with micro services right so trying to build unity Marc services and run it right so part native what have you then you know as we were ensuring that we're supporting stateful application right now you're starting to see if you a legacy application move on right ensuring that you know we can run them support them at scale you know within the platform you know customers looking to modernize applications I will talk maybe in a few minutes also a little bit of kind of Lipton shift you know that that you know you've got to play as well but now also we're starting to see new workloads come on right so just you know most recently we announced you know some the work that we're doing with series of partners right from Nvidia to emerging a IML you know a I utter intelligence machine learning frameworks ice bees you know looking to bring those to market been ensuring that those are supported and can run with open ship right our partners with Nvidia ensuring open ship we support you know GPU based environment for specific workloads right whether it be performance sensitive or you know specific workloads they take advantage of July starting now to see a wide variety if you will of application types is also something that that were chimes all right so numbers of customers increasing types of workloads you know you know coming on grazing and then the diversity of underlying deployment environments you know whether they're running balls it's such an important piece and I'm so glad you talked about it there because you know my backgrounds infrastructure and we tend to look at things as to oh well you know I move from a VM to a container the cloud or all these other things but the only reason infrastructure exists is to run my applications it's my data and my application that are the most important things out there so a shesha I want to get in some of the news that you've got here your team working a lot of things I believe one of them talks about you know some of those those new ways that customers are building applications and how openshift fits into those yeah absolutely so look we've been you know on this journey as you know for several years now you know recently we announced the GA of open ship you know server smash it support sto right increasing interest as for turning micro services and I won't take advantage of those capabilities are coming in you know at this event we're now also announcing the GA of open ship serverless but we're starting to see obviously a lot of interest right you know we've seen likes of AWS spawn that up in the first instance but more and more customers interested in making sure that they can get you know portable way to run server list in any kubernetes environment like to take advantage of open source projects as building blocks if you will right so primitives in within kubernetes to allow for surveillance capability is loud for you know scale down to zero support and serving and eventing up and having portable functions you know run across those environments so that that's something that is important to us and we're starting to see support up in the marketplace yeah so I I'd love just you know we've obviously I'm sure you've got lots of breakouts in the open ship server list but you know I've been talking to your team for a number of years and people is like oh well you know just as cloud killed everything before you know serverless obviates the need for everything else that we were going to use before underlying openshift server list my understand Kay native either is the solution or a piece of the solution help us understand you know what service environments decides into what this means for both your infrastructure team as well as your kind of app dev team yeah yeah and a great great question right so Kay native is the basis of our solar solution you know that we're introducing on open chef to the marketplace yeah the best way for me to talk about this right is is no one size fits all right so you're going to have you know specific applications or service that will take advantage of several SK abilities there will be some others that will take advantage of you know running within open ship they'll be yet others you know we talked to the robot and the AI ml frameworks that will run with different characteristics also within the platform so now the platform is being built to help support a diversity multitude of different ways of interacting with it right so I think maybe Stu you're starting to allude to this a little bit right so now we're starting to focus on you know we've got a great set of building blocks you know on the right compute network storage you know a set of primitives that you know kubernetes laid out right thinking of the notions of clustering and being able to scale and we'll talk about what management is well off of those clusters up and then it changes to hey what are the capabilities now that I need to be able to make sure that I'm most effective most efficient regard to these workloads that have been done you're probably hearing me say workloads now several times right because we're increasingly focused on adoption adoption adoption right how can we ensure that when these 1700 plus hopefully you know hundreds if not thousands more of customers come on how they can get the most variety of applications onto this platform right so it can be a true abstraction over all the underlying you know physical resources that they have across every deployment that they've put up all right well I wish we could spend another hour talking about the serverless piece I definitely going to make sure I check out some of the breakout that covered the feast and we talked to you but I I know there's a lot more that the open shift updates have so what other announcements news do you have to cover for yeah so a couple of the things they said I wanna make sure I highlight here one is Ghibli called ACM advanced cluster management that when you're saying right so there's a fair amount of work that was happening with the IBM team working on Plus imagine capabilities we've been doing some of that work ourselves within Red Hat you know as part of IBM Red Hat coming together we've had several folks from IBM actually joined Red Hat and so we're now open sourcing and providing this cluster magical with it right so this is the notion of being able to run and manage these different clusters from openshift at scale across a multitude of ironmans be able to check on cluster help people to apply policy could consistently provide governance ensure that appropriate application they're running appropriate clusters and so on right a series of capabilities to really allow for you know multiple Buster's to be run at scale and managed effectively right so that's one set of go ahead stick yeah if I could when I hear about multi cluster management III I think of some of the solutions I've heard talked about in the industry so you know as you're arc from Microsoft hanzou from VMware when they talk about multi cluster management it is not only the kubernetes solutions that they are offering but also you know how do I at least monitor if not even allow a little bit of control across these environments but when you talk about cluster management is that all you know kind of the the openshift pieces or things like a KS d KS other you know options out there how do those fit into the overall you know management story yeah that's absolutely our goal right so you know we gotta get started somewhere right so we obviously want to make sure that we bring in to effect the solution to manage OpenShift cluster that scale and of course as we'd expect multiple other bus will exist from kubernetes you know like the ones you mentioned from the cloud provider as well as others from third parties and we want the solution to manage that as well but you obviously we're going to sort of take steps to get to through the end point of this journey so yes we will we will get there right we've got to get started somewhere yeah and if chesh any guidance when you look at people you know some of the solutions I mentioned out there when they start out it here's the vision so what what guidance would you give to customers about kind of where we are how fast they can expect these things mature and you know I know anything that Red Hat does is going to be fully open force and everything but you know what what's your guidance out there is what customers people yeah so what was an interesting point I think in this kubernetes journey right now right so when we if you will start off and stew you and I've been talking about this for at least five years not longer was this notion that you know we want to provide a platform that can be portable and successfully run in multiple deployment environments and we've done that over these years but all the while when we were doing that we're always thinking about what are the capabilities that are needed that are perhaps not developed upstream but will be over time but we can ensure that we can look ahead and bring that into the path up and for a really long time I think we we still do right we at Red Hat take a lot of stick for saying hey look you've pork the platform now barn I'll come back to that has always been look we're trying to help solve problems that we believe enterprise customers have we want to ensure that the available open source and we want upstream those capabilities always and back into the community all right but you know let's say making available a platform without our back role based access control what's going to be hard then for enterprise to to adopt that we've got to make sure we introduce that capability and then make sure that it's supported upstream as well and there's a series of capabilities and features like that that we work through and we always provide an abstraction with an open ship to make it more productive for developers administrators to use it and we always also support you know working with coop ctrl or command line interface from coop as well right and then we always hear back from folks saying well you know you've got your own abstraction you know that might make that seem like before collect no you can use both coops ETL you use you know OC commands right whichever one you know is better for you right you have at it right we're just trying to be more productive and now increasingly what we're seeing in the marketplace is this notion that you know we've got to make sure we work our way up from not just laying out a kubernetes distribution but thinking about the additional capabilities additional services that you can provide that'll be more valuable to customers I think Stu you're making the point earlier right increasingly the more popular and the more successful kubernetes becomes the less you will see in Europe which by the way is exactly the way it should be because that becomes then the basis of your underlying infrastructure you're confident that you've got a lock rock-solid bottom and now you as a customer you as a user of focusing all your energy and time on building the productive application and services yeah great great points there are chefs write the division people always talked about is if I'm leveraging cloud services um I shouldn't have to worry about what version they're running well when it comes to kubernetes ultimately we should be able to get there but you know I I know there's always a little bit of a Delta between the latest and newest version of kubernetes that comes out and what the manage services and not only manage services what what customers are doing their own environment right even my understanding even Google you know which is where kubernetes came out of if you're looking at g/kg gke is not on the latest what are we up 1.19 start from the community is shesh so um yeah where's what what's Red Hat's position on this how do you what version are you up to how do you think customers should think about managing across those environments because boy yeah I've got too many you know stars from you know interoperability history go back in 15 years and everything like you know oh my server BIOS doesn't work on that latest kernel.org version of what we're doing for linux um you know Red Hat is probably better prepared than any company in the industry to deal with that you know massive change happening from a code based standpoint I've heard you good presentation on you know the history of Linux and kubernetes and what's going forward so when it comes to the release of kubernetes where are you would open ship and how should people be thinking about you know upgrading from version yeah another excellent points to it's you've been following this pretty closely over the years so we're where we came at this was we actually learned quite a bit from our experience the company with OpenStack and so what would happen the OpenStack is you'd have customers that are on a certain version OpenStack and they kept saying hey look you know we want to consume clothes of drugs we want new features we will move faster and you know we'd obviously spend some time right from the release in community to actually shipping our distribution into customers and you know there's gonna be some more time for testing in QE to happen and some integration points that need to be certified before we make it available we often found that customer all right so they'd be let's say a small subset if you will within every customer or several customers who want to be close could you close the trunk majority actually wanted the stability especially as you know time wore on right they were Wonder sensibility and you can understand that right because now if you've got mission-critical applications running on it you don't necessarily want to go ahead and and you know put that at risk so the challenge that we addressed when we actually started shipping OpenShift for last summit right so so about a year ago was to say how can we provide you basically a way to help upgrade your clusters you know essentially remotely so you can upgrade if you will your clusters or at least be able to consume them at different speeds all right so what we introduced with open shop for was this ability to give you the on the over-the-air updates right so best we think about it is with regard to a phone all right so you know you have your phone you know new OS upgrades show up you get a notification you turn it on and you say hey look pull it down or you say it's their important time or you can go off and delay you know I do it a different point in time that same notion now exists within open show right which is to say we provide you three channels right so there's a stable channel where you're saying hey look you know maybe this cluster is production no no rush here you know I'll stay you know add or even even little further behind there's a fast Channel right for hey I want to be up latest and greatest or there's a third channel which allows for essentially features that are being in developed or still in early stage of development to be pushed out tree so now you can start you know consuming these upgrades based on hey I've got a dev team you know they want here with these quicker you know I've got these you know application that stable production right no rush it and then you can start managing that you know better yourself right so now if you will do that here will be that we're introducing into a kubernetes platform us the under kubernetes platform but adding additional value to be able to have that be managed much much in a much better fashion that observed the different needs of different if an organization allows for them to move at different speeds but at the same time gives you that same consistent platform with all this way running all right so a chef we started out the conversation talking about open shift anywhere and everywhere so you know in the cloud you talked about you know sitting on top of vmware vm farms very prevalent the data centers you know or bare bare metal i believe if i saw right one of the updates for open shift is how RedHat virtualization is you know working with open shift there and you know a lot of people out there kind of staring at what vmware did would be sore seven so maybe you can set it up a little bit of a compare contrast as to how you know red hats doing this rollout versus what you're seeing your partner vmware doing for how kubernetes fits into the virtualization fire yeah I feel like we're both approaching it from you know different perspective and land set that we come at it right so if I can the VMware perspective is likely hey look you know there's all of these installation in the vSphere you know in the marketplace you know how can we make sure that we help you know bring containers there and they've come up with a solution that you can argue is quite complicated in the way how they're achieving it our approach is different one right so we've always you know looked at this problem from the get-go with regard to containers is a new paradigm shift right it's not necessarily a revolution because most companies that we're looking at are working with existing application services but it's an evolution and in the way you know you're thinking about the world but this is definitely the long-term future and so how can we then think about you know introducing this environment this application platform into your environment and then be able to build or build a new application in it but also bring in existing applications to before and so with this release of open ship what we introducing is something a bit for calling open ship virtualization now which is if you got existing applications that sit in VMs how can we ensure that we bring those VMs into the platform but you know they've been certified their security boundaries around it or you know constraints or reforms have been put by your own internal organization around it and we can keep all of those but then still encapsulate that VM as a container have that be run natively within an environment and orchestrated by open ship you know kubernetes as the primary Orchestrator of those VMs just like it does with everything else that's cloud native orb or is running directly as container as well we think that's extremely powerful for us to really bring now the promise of urban Eddie's into a much wider market rights I talked about 79 customers you can argue that that 1700 is the early majority right or who else are the the almost scratching of the surface of the numbers that we believe will adopt this platform to get if you will the next if set of whatever five ten twenty thousand customers will have to make sure we meet them where they are now that you're introducing this notion of saying we can help migrate with a you know a series of tools that were also providing these VM based applications and then have them run within kubernetes in a consistent fashion it's going to extremely powerful really excited by it by those capabilities that predict that to our customers well I I think that puts a great exclamation point as to how we go from these early days off to you know the vast majority of environments yes once again congratulations to you and the team on the growth of momentum all the customer stories you know I've loved the opportunity to talk to many of the Red Hat customers about their digital transformation and how your cloud platform has been a piece of it so once again always a pleasure to catch up with you likewise thanks a lot Stuart good chatting with you and hope to see you in person soon absolutely.we at the cube of course hope to see you at events later in 2020 for the time being we of course fully digital always online check out the cube net for all of the archives as well as the event including all the digital ones that we are doing I'm sue minimun and as always thanks for watching the cube [Music]

>>Live from Orlando, Florida. It's the cube covering Microsoft ignite brought to you by Cohesity. >>Hello everyone and welcome back to the cubes live coverage of Microsoft ignite 2019 here in Orlando. I'm your host, Rebecca Knight, along with my co host Stu minimun. We are joined by Chris Weiberg. He is the vice president of product marketing at Cohesity. Thank you so much for coming on the show and for providing us with this great space, this prime real estate. We really appreciate it. >>Spot on the show floor and I hope this is working out for you guys here with uh, with all of us branding and so on behind >>it has been terrific as as we 26,000 people from around the world here at the orange County convention center. We'll talk about how the conference has been for you here at Cohesity. >>I think it's gone really, really well. I mean, apart from the loverly brute booth property we have right here, um, some of the keynote messages around the importance of hybrid cloud moving forward with what Microsoft's doing with arc and things like that, um, really resonate with how we see the market. So a couple of the announces we've made have been around support for Azure stack and for the AVS, the Azure VMware solution. And, uh, we, that's just what we see with our customers across the board. And I think Theresa actually mentioned this yesterday, that if you look forward at most organizations cloud journey, they end up somewhere in that hybrid range, right? They may not all be there today and maybe just a little bit of sass, Ooh, three 65 to start off with, for example. But, you know, looking ahead, unless you're natively born in the cloud, and that's typically small organizations. Most mid to large enterprises are hybrid cloud, >>yours that are not as familiar with Cohesity, which is a company that has growing from strength to strength. Tell us a little bit about what >>yeah, yeah, yeah, sure. So, uh, we are very much a software defined data management platform. And typically when I say that to people, I get blank stares to begin with, right? But let me, let me tell you really what we've thought about. And, and this goes back to, um, the heritage of our founder. He, uh, before he cofounded Newtanics, he was the lead engineer on the Google file system. And the, the philosophy has for Cohesity and the direction that we're going is very much based upon his experiences there. If you build a shared nothing distributed file system and you do that right, you establish a great platform to build upon, right? And so if you think about what Google did, they did that, um, with the file system that today runs many things, right? Uh, Gmail, YouTube, all the G suite apps. Um, but the first thing is, is they built that file system and then they figured out how to manage that in a distributed fashion, right? >>Because of their points of presence are all over the, the globe these days. Uh, and then on that they started delivering applications. But if you think back, the very first application Google delivered was what the search, right? That's, that's how that became known as, as, as a company, as Google search. And, and so for us, we're taking that same mindset towards dealing with enterprise data. So if Google does a great job with data and the consumer world for the, that they own and operate, organizations don't have that luxury of having Google come in and crawl and managing index all their data, right? We can help do that. So the journey begins with the genius behind our distributed file system that we call span Fs. And that's what a lot of the intellectual property has gone into is building that file system of that truly is, um, that's shared nothing architecture scales from a on-prem in your data center, core to the edge to the cloud. >>And then being able to produce a manageability layer on top of that, something we call Helio's that manages all the data across various sites you may have managed by Cohesity. And then our first app, if you will, on top of that platform really is data protection, right? So people may know as first and foremost as a backup and recovery company. And absolutely that's, that's something we're really, really good at. I would put us head to head against anybody else on the show floor here in, in that regard. And, and candidly, many large enterprise customers have done that with us and, and chosen us as their solution. Um, but I think from there the question is once you amass the data, uh, what can you do with it and, and how can you get more out of it? So if you look at backup and recovery, I think traditionally that's been largely viewed by it. >>Operators as an insurance policy, it's, there is something goes wrong. Uh, but we believe you can do more than that. You can not only have that insurance policy to help with things like disaster recovery and coming back from ransomware attacks and so on, but how can you do things like, uh, put analytics on top of it to get more out of it, get better insights out of it. Um, how can you have another customer? That store is all their customer care phone calls. It's a voice object, right? Kind of opaque, but they want to transcribe that. Why don't you do this transcription services on top of the data that you already have from that backup and recovery solution. And so, you know, get the data through backup, get the data through files and objects. I think David and I talked about that with you earlier. >>Uh, and that's a great way to start to aggregate and consolidate not only the data in your enterprise, but also all the infrastructure silos that are out there. And so that's problem one that we solve. And then we go from there. >> So Chris, when I think about all the various customers here, one thing they're dealing with, there's a lot of change. They've got their business challenges, whether it's adopting the cloud, looking at edge, right? Adopting containerization. Yeah. It's always defined by the change that's going on in their environment. Traditional backup and recovery was please don't change everything. I had my backup window, my administrator, I had the program that I'd used for 15 or 20 years that I trust. And I know, and I please don't sneeze on it because I've got it the way that I like it over the last like five years. >>Companies are because of that change. They're, they're looking at new solutions, they're looking at other environments. Tell us how Cohesity's riding that wave to move, you know, not like the enterprise is moving. Enterprises are moving fast. Right? But they're at least looking and that if they don't make some move, uh, you know, everybody else has, has moved along, so they need to at least be a little bit more agile and fast. >> Yeah. Well, I think, uh, you know, first of all, thank you for realizing that oftentimes our number one competitors that do nothing option, right? It's, I've done this forever, this way. Why change? Um, but, but to your comment about, you know, the backup window, well, there's no such thing anymore for most companies. It's seven by 24 by three 65. And so that alone I think is causing people to step back. And say, Hey, is the way that I used to do things still the right answer or is there a better way? >>And, and so that's often the beginning of a conversation we'll have where, you know, maybe, uh, their, their current, uh, contract with an existing provider is coming to a point where, uh, there's a window for renewal and they, and they want to look at something different. Um, but, but I do think, you know, and we had a customer panel earlier today at the show were a couple of law firms are talking about this. They just don't have the luxury of time they used to to deal with this. And so that, that sort of causes change whether you like it or not. And so that's often how we begin that conversation. Even though, to your point, these folks sometimes aren't the most, um, uh, risk embracing crowd in it, right? They're not on the bleeding edge all the time because if you're in the insurance policy, guys, you don't want to mess that up, right? >>Uh, but, but that's what we find is, is the disruption we're bringing in the market creates an opportunity to look at how you do things differently. Uh, w we had a, another customer panel back at VMworld in San Francisco this year where one of the customers had actually three different providers. One that was doing backup software, uh, one that was target storage and another that was the media gateways to handle some of their information. He was happy with all of those. But when he looked at that and he said, wait a second, instead of dealing with three companies that can do all the one and I can per data center eliminate about a half a rack of gear, he said that, that for me was it, that was a no brainer that led me to you guys. And so that's what we're saying. >>So we as a former it practitioner yourself, I'm curious to know how your background helps you get inside the brains of these people who are making decisions for, you said the do nothing option is compelling because? Because it's easy and yet it is the wrong way to go because in this ever changing world that that's risky in and of it. >>well it's, it's, it's always a risk reward balance. Right? And, and so I think whenever you're introduced to something new to the market and new concept, um, you ha, you feel the pain as, as a, as an organization. Cause you're having to educate people about there is a better way, right? I mean, I mean, think about, um, let's use Mohit form a company. Nutanix is an example of that. I remember the battles early on. People are scratching their heads, what is this HCI thing? I cause I do stories this way and I do, uh, compute this way and I do networking this way and I have my existing vendors, they put it all together and it took them awhile to get going. But when they did it that you really took off and, and I can think of multiple examples. I mean, Apple and the iPhone, what have you. >>Right. Um, and so I, we're sort of at that stage as a company where people are just starting to get their head around the opportunity we're putting on the table by disrupting the way things run and actually making their lives better. Um, and, and so it's, it's a, it's not just, you know, having an understanding of that from my background. Um, it's then being able to articulate the benefits, not just to the organizations looking to save money and do things more efficiently, but actually to the, the it operators themselves. Right? I mean, you talked to Theresa about this a bit yesterday. It burnout is a thing. And anything you can do to make manageability and automation easier, uh, the better off the folks actually doing the work are. And so that's something we care about deeply as well. It's not just, you know, saving money. >>It's, it's giving you a better way to do it. And, and ideally, uh, making, taking the complexity out of the puzzle you're managing today and, and making it easier. Simplifying it. So Chris, one of the challenges is as you were talking about, you can replace multiple solutions out there, but it means that there are multiple constituencies that you need to talk to and position your product. So, you know, with your marketing hat, how do you look at the roles and the message that we're going that you need to get to? Super, we're going to question. So my team will appreciate that you asked that. So one of the first things I did when I came onboard a few months back, let's say, Hey guys, we really need to sit down and think through the different personas, right? Classic marketing approach that we're talking to and really understand, um, what's in their heads, not only today but formerly and then what are they looking at going forward? Cause if you're going to cross that chasm, you need to understand that whole life cycle and what are the things that you can grab onto that draw their attention into the solutions we provide. And so we're going through an exercise right now to refresh those personas and be able to arm our field and our partners to have those conversations cause it does touch on different people in the data center. Absolutely true. >>So what, I wanted to return our conversation and come full circle with the very beginning of what is resonating with you here at this show. There've been so many new product announcements, started talking about Azure Ark as as sort of something that is catching your interest. What are you going to take back with you when the show's over? Chatting >>with some of our PM team, uh, earlier this week, um, we have our own management solution and we've done a lot to simplify it and make it easy to use. But as is the case for many providers, we are a building block in a bigger data center strategy. And, and so importantly, uh, while I love our console, a lot of people may not want to use it. We, we may not be the center of the management universe. And so something like arc and you saw this in, in what they demo now just being able to manage an Azure environment, but reaching across the aisle to AWS and so on. You know, we, we need to be able to fit into that management framework. And by the way, they're just one provider that does that. You know, the Atmos guys are out there and others. Um, and, and so the good news from a Cohesity standpoint is the products and built ground up with an API first approach. >>And what that means is, uh, you can take those declarative statements that you have in let's pretend someday as your Ark and use that to orchestrate deployment and management of Cohesity as well. And that, that is candidly one of the beauties of being a software defined solution. We thought about that from the ground up. And so I think we're not only ready for today, but also for the future. Alright. Uh, Chris, want to give you any other kind of customer aha moments or things that are brought through a final takeaways, uh, from, from Cohesity at the show? Yeah, I, I think, you know, uh, customers are still discovering us is, is an aha for me. The, the big change that I've seen in, in the booth behind us, uh, year over year as they think in the past, uh, we've only been an operations really selling for three years. >>It was who are you guys and what's up with all the green, right? This year the conversation has shifted to, Hey Cohesity, I know you guys are, I'm looking at changing things up in my software defined data center. I think you might be a part of that. So tell me why you're different. And so I'm really happy to be here and get the opportunity to have that discussion this year versus where we were last year. And again, I think, um, the types of questions that we're getting are much more focused on use case. How can you help me solve this pain point, this problem? Uh, you know, ransomware has been a constant conversation in the booth and, and the ability that we have because of what we've done, again, back down the file system to do what we call an instant mass restore. That's an interesting feature on a data sheet, but I'll tell you what, when you've been subject to a ransomware attack and you're, you're just lights out, that ability to bring back to the whole environment very quickly at once really is a differentiator for us. And so it's those sorts of conversations we're having this year, which is, which is a nice step forward. And so hopefully, you know, we'll come back next year and things are on that upward path even more. So. Thank you so much Chris. Wiborg pleasure having you on the show. Yeah, great to be here. Thanks guys. >>I'm Rebecca Knight for Sue minimun. Stay tuned for more of the cube.