>>Hey everyone. Welcome back to the Cube's live coverage of snowflake summit 22. We are live at Caesar's forum in Vegas, Lisa Martin, with Dave ante, excited to welcome a VIP fresh from the keynote stage, the SAP, a product at snowflake Christian C Claman Christian. Thank you so much for joining us on the queue today. >>Thank you for having me very exciting. >>And thanks for bringing your energy, loved your keynote. I thought, wow. He is really excited about all of the announcements jam packed. We, and we didn't even get to see the entire keynote talk to us about, and, and for the audience, some of the things going on the product revenue in Q1 fiscal 23, 390 4 million, 85% growth, lot of momentum at snowflake. No doubt. >>So I think that the, the punch line is our innovation is if anything, gaining speed. Uh, we were over the moon excited to share many of these projects with customers and partners, cuz some of these efforts have been going on for multiple years. So, um, lots of interesting announcements across the board from making the existing workloads faster, but also we announced some new workloads getting into cyber security, getting into more transactional workloads with uni store. Um, so we're very excited. >>Well first time being back, this is the fourth summit, but the first time being back since 2019 a tremendous amount has changed for snowflake in that time, the IPO, the massive growth in customers, the massive growth in growth in customers with over 1 million in ARR, you talked about one of the things that clearly did not slow down during the last two years is innovation at snowflake. >>Yeah, that, that, that for, for sure, like, um, even though we, we had a, um, highly in the office culture, we did not miss a beat the moment that we said, Hey, let's all start doing zoom based calls. We, we did. So, uh, I dunno if you saw the, the first five minute minutes of my section in the keynote. Yeah. We, we originally talked about summarizing it and no we're gonna spend 40 minutes here. So we did a one minute clip and whatever gets flashed there. So no, the, the pace of innovation, I think it's second to none and maybe I'll highlight the something that we're very proud of. Snowflake is a single product, a single engine. So if we're making a query performance enhancement, it will help the cyber security workload and the low high concurrency, low latency workload. And eventually we're starting to see some of those enhancements all the way to uni store. So, so we get a lot of leverage out of our investments. What's >>Your favorite announcement? >>That's like picking children. Of course. Um, I think the native applications is the one that looks like, eh, I don't know about it on the surface, but it has the biggest potential to change everything like create an entire ecosystem of solutions for within a company or across companies that I don't know that we know what's possible. >>Well, I I've been saying for a while now that you have this application development stack over here, the database is kind of here and then you have the analytics and data pipeline stack. Those are those separate worlds. We, we talk about bringing data and AI and machine intelligence into applications. The only way that that is actually gonna move forward is if you bring those worlds together is a good example of that happening, um, within a proprietary framework, uh, it's probably gonna happen open source organically and you can sort of roll your own. Is that by design or is it just sort of happening? Well, >>The, the, they bring it all into a single platform obviously by design, cuz there is so much friction today on making all the pieces work together, which database do I use for transactions and how do I move data to my analytics system? And how do I keep system, uh, reference data in sync between the two? So, so it's complicated and our mission was remove all of this friction from, from, from the equation. Uh, the open source versus not the way we think about it is opensourcing open formats or even open APIs it's does it help us deliver the solution that we want for our customer? Does it help us solve their problems? In certain instances, it has done in the past and we've opened source frameworks in, in others. We mentioned at the keynote today, the, the integration of iceberg tables, that's an strong embrace of open technologies, but that does not mean that we want to continue to innovate in our formats. A lot of what you see in the open formats is because snowflake proprietary, uh, innovation. So, uh, we have a very clear philosophy around this. Well >>Like any cloud player, you have to bring open source tools in and make them available for your application developers. But take us through an example of, of uni store and specifically how you're embracing transaction data. What's a customer gonna actually do take us paint a picture >>For us. I I'm gonna give you a very simple use case, but I love it because it, it shows the power of the scenario today. When people are ingesting data into snowflake, you wanna do some book capping associating with those loads. So imagine I have, I dunno, a million files. How many of those files have I loaded? Imagine that one of those loads fail, how do you keep in sync? Whether the data made or not with your bookkeeping today, if you had to do it with a separate transactional database for the bookkeeping and the loading in, in snowflake, it is a lot of complexity for you to know what's where with uni store, you can just say, I'm gonna do the bookkeeping with these new table. It's called hybrid tables. The lows are transactional and all of this is a single transaction. So for, for anyone that has dealt with inconsistencies in database world, this is like a godsend. >>Okay. So my interpretation of that's all about what happens when something goes wrong >><laugh> which is a lot of the, everything about transactions. Yeah. It's what happens when goes wrong and goes wrong. Doesn't mean failures like goes wrong is when you're debiting money from your bank account, not having enough balance that counts as go wrong and the transactions should be aborted. So yes, transactions are all about conflict management and we're simplifying that in a broader set of use cases >>And, and in recovery. So you're, you're in fast recovery. So you're, you're the, the business impact of what you're doing is to sort of simplify that process. Is that the easy way to >>Boil down? Pretty much everything we do is about simplification. Like we, we we've seen organizations are large focusing on wrestling infrastructure as opposed to what are the business problems for a Frank who reference something that, that, that I believe very much in like, which is mission alignment. We are working on helping our customers achieve what they're set out to achieve, not giving them more technology for them to their goal to become, to wrestle the infrastructure. So it's all about ease of use all about simplification removal, friction, >>Just so if I may, so mission alignment, you know, you always hear about technology companies that, you know, provide infrastructure or a service, and then the customer takes that and, and, you know, monetizes it pretty much on their own. What the big change that I'm discerning from these announcements is you're talking about directly monetizing and participating in that monetization as a technology partner, but also the marketplace as well. >>Correct. And I would say in some ways this is not new. This has been happening for the last couple of years with data. Like if you just saw our industry data cloud launches, the financial services cloud, it comes with data providers that help you achieve specific outcomes on a specific industry. Mm-hmm <affirmative> what we're doing now is saying, it's not just data. Maybe it's some business logic, maybe it's some machine learning, maybe it's some user interface. So I think we're just turning the knob on collaboration and it's a continuation of what we've been doing. >>Talk a little bit more about mission alignment. When I heard Frank, Sweetman talk about that this morning. I always love that when I hear cultural alignment with organizations, but as you just said, it's really about enabling our customers to deliver outcomes to their customers as the SVP product. Can you, uh, talk a little bit about how the customers are influencing the product roadmap, the innovations and the speed with which things are coming out at snowflake? >>Yeah, so great question. We have several organizations at snowflake that are organized by vertical by industry. So the, the major sales organization is part of ed that the marketplace business development team is organized like that. We have a separate team that provides top leadership by industry vertical, um, globally. And then even within our solution engineering, there is verticals. So we have a longitudinal view of all the different functions and what do we need to do to achieve a set of use cases in a vertical? And all of those functions are in con constant communication with us on this is where the product is, um, seeing an opportunity or could do better for that vertical. So yeah, I can tell you, and obviously we love when, when there's alignment between those, but that's not always the case. You heard us talk about clean rooms now for some time, clean rooms are applicable to almost any industry, but it's red hot for media and advertising, third party, cookie deprecation, and all of that. So we, we get to, to see that lens, that our innovation is informed by industries. >>So we, we're seeing, obviously the evolution of snowflake we talked about in the keynotes today, you guys talked about 2019 and, you know, pre 2019, even it was to me anyway, your first phase was, Hey, we got a simpler EDW. You know, we're gonna pick that off and put it in the cloud and make it elastic and separate compute from storage, all that kind of cool stuff. And then during the pandemic, it was really IPO, but also the data cloud concept, you sort of laid that vision out. And now you're talking about application development, monetization, what I call the super cloud that layer. Right. Okay. So I, are >>You determin it best? >>Yes. You talk about this, uh, these announcements, how they fit into that larger vision where you're >>Going. Great question. The, the, the notion of the data cloud has not changed one bit. The data cloud thesis is that we want to provide amazing technology for our customers, but also facilitate collaboration and content exchange VR platform. And all that we did today is expand what that content can be. It's not just data or little helper function, it's entire applications, entire experiences. That is the, the summing up the, the, the impact of our announcements today. That, that that's the end of it. So it's still about the data cloud. >>So what is impressive to me is that you guys wouldn't couldn't have a company without the hyperscalers, right? It would be a lot different, right? So you built on top of that and, and now you have your customers building their own super clouds. I call it, I get a lot of grief for that term it's but the, the, the big area of criticism I get is, ah, that's just SAS. And I'm like, no, it's not, no, uh, I, I is everybody public who's announcing stuff. I, I better be careful, but you have customers that are actually building services, taking their data, their tooling, their proprietary information, and putting it on the snowflake data cloud and building their own clouds. Yeah. That's different. Then that's not multi-cloud, which is I can run on a different cloud and it's not, is it sass? If it feels like it's something new from a, from your perspective, is, is it different? >>I, I, I love that you called out that running on all clouds is not what we do right. This days, everyone is multi-cloud, you, you run on a VM or a container, and I multi-cloud check, no, we have a single platform that does multi-region multi-cloud but also cross region cross cloud globally, that that is the essence of what we're doing. So it, it is enabling new capabilities. >>I've I've also said, you know, in many respects, the super cloud hides, the underlying complexity, you think about things like exploiting graviton and a developer. Doesn't need to worry about that. You're gonna worry about that. Uh, but at the same time, they, the, as you get into the develop, the world of application development, some of your developers may want access to some of those cloud primitives. Are you providing both? What's the strategy there? >>Generally not in some areas, we, we, we, I would say bleed through some details that are material, but think of the reality of someone that wants to build a solution, it's really difficult to build an awesome solution in one cloud, Hey, you need to do this. What's the latest instance, and is gravity tank gonna help you or not all of that. Now do it for another one and then do it for another one. And I can tell you it's really difficult because we go through that exercise. Snowflake pouring to a new cloud is somewhere between one and two years of effort and not, not a small number of people because you're looking at security models and storage models. So that's the value that we give to anyone know, wants to build a solution and target customers in all three clouds. I >>Mean, people are still gonna do it themselves, but they're gonna spend a lot more and they're gonna lose their focus on what their real business is. And there'll still be that. I think that D DIY market is enormous for you guys, huge >>Opportunity. And there's also the question on what is the cost of that analysis and that effort. And can we amortize it on behalf of all of our customers? Like we talk about graviton, we have not talked about the many things that we evaluated that were not better price performance for our customers. That evaluation happened. That value was delivered by not moving there. >>And when you do it yourself, the curve looks like, okay, Hey, we can do it ourselves. We can make it pretty Inex. And then, and then the costs are gonna decline, but what really happens, like developing a mobile app, you gotta maintain it. And then if you don't have the scale and you don't have the engineering resources, you're just, the, the costs are gonna continue to go through the roof. I, >>I, I love that you compare it to mobile apps. Like, yeah. I still don't understand why every company that wants to build an app has to build two <laugh>. They got it. Yeah. There is no super cloud for the phone. >>Right. >>That's sort of our, our, our broad vision. Not yet. Not, not the phone, but the super cloud. Yeah, >>Yeah, absolutely. >>You >>Get it. This is, and you look out the ecosystem here. I mean, what a difference that you've been pointing this out, Lisa from, from, from 2019, a lot of buzz, it's all about innovation. You see this at, at thing at the reinvent is like the super bowl obviously. And you see that and it used to be, oh, how is, how is AWS gonna compete with snowflake and separate compute with stores? That's I, I feel like in a large way, that's all gone. It's like, okay, how do we like rise the whole, the whole industry? And that's really where the innovation is. >>We have an amazing partnership with AWS and they benefit from what we do. Yes. There's some competitive elements, but we're changing so many things creating so much opportunity that we're more aligned than not. Yeah. >>Last question for you is continuing on the part AWS partnership front, how does a partner like AWS and other partners, how do they fit into the data cloud narrative that you're talking about to customers? >>I would say that other than the one or two teams that are directly competitive, the rest of their teams are part of in data cloud. Like, uh, our relationship with SageMaker as an example is amazing. And a lot of what we wanna deliver to our customers is choice around machine learning, frameworks and tools. And they're part of the data cloud. We're working with them on how do you push down computation to avoid getting data out, to reinforce governance? So I, I would say that and, and go look at it that they have a hundred and something teams. So if two teams out of hundreds, uh, are, are the competitive element, we are largely aligned. And they're part of data cloud. >>Yeah. I mean, you, your customers consume a lot of compute and storage for, >>For a lot. Yes. >>AWS and, and also, you know, increasingly Azure and, and Google. I mean, it's, um, pretty amazing times, uh, Christian, I want to ask you about, um, couple of terms. Uh, one term that came up a couple of times today in Frank's keynote, he said, I'm not gonna call it a data mesh out kind of out of respect for the purists, which is cool, I thought, but then you had a customer stand up Geico and said, we're building a data. Mesh JPMC is, is speaking at this event, building a data mesh. And I look at things through that prism and say, okay, data mesh is about, you know, decentralization. Some, I I'd be curious as to whether or not you tick that box, but it's about building data products. It's about, uh, uh, self-service infrastructure. And it's about automated computational governance. You are actually tipping a lot of the ticking, a lot of those boxes and, and Mike, I guess the big one is, are, are you building a bigger walled garden? But I, I think you would say, no, it's a, it's a giant distributed network, but, but what, what, what do you say to that? We, >>The latter, the latter, yeah, giant distributed, open cloud and open in the sense that we want anyone to plug in and, and someone can say, well, but I cannot read your file formats. Sure. You can with what we announced today, but it's not about that. Our APIs are open. We have rest APIs. We have JDC ODC, probably most popular interfaces ever. Um, and we want everyone to be part of it. If anything, there's lots of areas that we would not want to go into ourselves cause we want partners and customers to go in there. So, no, we we're looking at a very broad ecosystem. We win based on the value created on top of the platform. Yeah. >>And I makes total sense to me. I mean, I think the imaculate conception of data mesh might be a purely open source version of snowflake. I just don't see that happening anytime soon. And so I, I think you're gonna, you are, I wrote about this creating a defacto standard and >>Exactly, and, and I don't like to get into the terminology that, oh, is the data measure? Not, no go look at the concepts like people used to say, but snowflake is not a data lake. Okay. What is the data lake? It's just a pattern. And if you follow the pattern and you can do it, that's fine. Then there's the, uh, emotional quasi-religious overlay open versus not, I think that's a choice. Not necessarily the concept, >>It's a moving target. I mean, I Unix used to be open. You know, that was the, I agree. Now, the reason why I do think the data mesh conversation is important is because Shaak Dani, when she defined data mesh, she pointed out in my view. Anyway, the problems of getting value outta data is that you go through these hyper specialized teams and they're they're blockers in the organization. And I think you in many respects are attacking that. And it's an organizational issue. >>The, the insights in the pattern are a hundred percent value and aligned with what we do, which is they, you want some amount of centralization, some amount of decentralization living in harmony. Uh, yeah. I have no problem with, with terminology. >>And the governance piece is, is, is massive. Especially it's the, the picture's becoming much more clear. Um, whatever's in the data cloud is a first class citizen, right? And you give all these wonderful benefits. I mean, the interesting thing, what you're doing with Dell and, and pure, I, I asked you that on the analyst call, it's a start. You know, I, I, I mean, >>And I said it briefly in, in, in the keynote this morning, we're publishing a set of standard conformance tests. So any storage system can plug into data cloud. >>Yeah. >>And by the way, it's based on S three APIs, another defect of standard. Like it's not a standard, but everyone is emulating that. And we're plugging >>Into that. Yeah. Nobody's complaining against, against S3 API >>About it is a, oh, it's not a Apache project. We shouldn't, who cares. Everyone has standard horizon net. That's it? >>Well, we've seen the mistakes of the past with this. I mean, look at, look at Hadoop, right? There was this huge battle between, you know, Cloudera and Horton works and map, oh, map bar is proprietary. Oh, Horton works is purely open. Cloudera is open. They're, they're all gone now. I mean, not gone, but they're just, they didn't have it. Right. You know, they, they got unfocused. I go back to Frank's book. They were trying to do too much to, to too many of those, the, the, the zoo animals and you can't fund it all >>To be effective for us. It's very important. I can give you, I don't know, 20 announcements or 50 announcements from the conference, but they're all going a singular goal. And it's, this do not trade off governance of data with the ability to get value out of data. That's everything we do. >>And that's critical for every company in every industry these days that has to be a data company to be, to survive, to be competitive, to be able to extract value from data. If data's currency, how do I leverage a tool like snowflake to be able to extract insights from it that I can act on and create value for my organization, Geico was on stage this morning. Everyone knows Geico and their beloved, um, gecko. Yeah. Is there another customer that you had that you think really articulates the value of the data cloud and to Dave's point how snowflake is becoming that defacto standard data platform? >>Well, we had Goldman Goldman Sachs on stage as well today. And he, he, he, he mentioned it that people think of Goldman as investment banking and all of that, but no, at the heart of what they do, there's a lot of data. And how do they make better decisions? So I think we could run through 20 different examples cuz your premise is the most important. Everything is a data problem. If it is not a data problem, you're not collecting the right data and getting the sense that you could be getting. >>These guys are public, right. >>Adobe. >>Yeah. Right. Adobe's doing it. Yeah. I dunno if the other one is, I don't wanna say, I'll have to ask you off camera, but the other financial firm building a super cloud, right. <laugh> yeah. I call it super cloud. So let be taking advantage of uni store. Yeah. To bring different data types in and monetize it. That's to me, that's the future of data. That's that's been the holy grail, right. >>We, we tried to emphasize that this is, is not a, Hey six, six months ago. We decided to do this. No, this is years in the making mm-hmm <affirmative>, which is why we were so excited to finally share it. Cuz you don't wanna say three years from now, we're gonna have something. No, it was the, now we have it. We have it in preview and it's working at it is as close to the holy grail as it gets. >>Yeah. I mean, look, pressure's on Kristin. Let's face it. Enterprise data warehouse failed to live up to the promises. Uh, certainly the data lakes fail to deliver master data management, all that's a Hadoop, all that stuff. There was a lot of hype around that. And a lot of us got really excited. Me included and then customers spent and they were underwhelmed. Yeah. So you know, you, you, you gotta deliver, you say it, you gotta do it. >>And correct. And then the, the other thing is I would say all of those waves of technology, there was no real better choice. >>Right. They added value. I wouldn't >>Debate that. You have to give it a shot. Like when you've bought 20 different appliances and you have all these silos and someone sells you, Hey, Hadoop will unify it. It sounds good. Just didn't do it. >>Yeah. And no debate that it brought some value for those that were agree. Sophisticated enough to deploy it. And I agree. Yeah. But, but this is a whole different ball game. >>Oh, everything we want to do is democratize and simplify mm-hmm <affirmative> yeah. We could go build something that I don't know. 10 companies in the world could use. That's not the sweet spot. Like how do we advance like the, the state of value generation in the world? That's the scale that we're talking about is go make it easy, accessible for everyone. >>Governed >>Governance and imperative this these days it's law. Yes. So >>Yeah, you have to, but it's not, it's, that's a, that's a ch really difficult challenge to create what I'll call automated or computational governance in a federated manner. That's not trivial. >>And that's our thesis. Everything we're doing is snow park, big announcement today. Python. I I've had people tell me well, but Python should be easy to host the Python run time. Like you can do it. Like I think in a week it took us years. Why? Oh, secure. Oh, details a lot. And <inaudible> mentioned it like securing. That is no easy, uh, feed >>Christian. Thank you so much for joining Dave and me bringing your energy from the keynote stage to the cube, set, breaking down some of the major announcements that have come out today. There's no doubt that the flywheel of innovation at snowflake is alive well and moving quickly, >>Innovation is, uh, at an all time hat snowflake. Thank you for having me. All >>Right. Our pleasure Christian from our guest, Dave ante, Lisa Martin here live in Las Vegas at Caesar's forum covering snowflake summit 22. We right back with our next guest.

(light music playing) >> Welcome back to VEEAMON 2022 in Las Vegas. We're at the Aria. This is theCUBE and we're covering two days of VEEAMON. We've done a number of VEEAMONs before, we did Miami, we did New Orleans, we did Chicago and we're, we're happy to be back live after two years of virtual VEEAMONs. I'm Dave Vellante. My co-host is David Nicholson. Eric Herzog is here. You think he's, Eric's been on theCUBE, I think more than any other guest, including Pat Gelsinger, who at one point was the number one guest. Eric Herzog, CMO of INFINIDAT great to see you again. >> Great, Dave, thank you. Love to be on theCUBE. And of course notice my Hawaiian shirt, except I now am supporting an INFINIDAT badge on it. (Dave laughs) Look at that. >> Is that part of the shirt or is that a clip-on? >> Ah, you know, one of those clip-ons but you know, it looks good. Looks good. >> Hey man, what are you doing at VEEAMON? I mean, you guys started this journey into data protection several years ago. I remember we were actually at one of their competitors' events when you first released it, but tell us what's going on with Veeam. >> So we do a ton of stuff with Veeam. We do custom integration. We got some integration on the snapshotting side, but we do everything and we have a purpose built backup appliance known as InfiniGuard. It works with Veeam. We also actually have some customers who use our regular primary storage device as a backup target. The InfiniGuard product will do the data reduction, the dedupe compression, et cetera. The standard product does not, it's just a standard high performance array. We will compress the data, but we have customers that do it either way. We have a couple customers that started with the InfiniBox and then transitioned to the InfiniGuard, realizing that why would you put it on regular storage? Why not go to something that's customized for it? So we do that. We do stuff in the field with them. We've been at all the VEEAMONs since the, since like, I think the second one was the first one we came to. We're doing the virtual one as well as the live one. So we've got a little booth inside, but we're also doing the virtual one today as well. So really strong work with Veeam, particularly at the field level with the sales guys and in the channel. >> So when INFINIDAT does something, you guys go hardcore, high end, fast recovery, you just, you know, reliable, that's kind of your brand. Do you see this movement into data protection as kind of an adjacency to your existing markets? Is it a land and expand strategy? Can you kind of explain the strategy there. >> Ah, so it's actually for us a little bit of a hybrid. So we have several accounts that started with InfiniBox and now have gone with the InfiniGuard. So they start with primary storage and go with secondary storage/modern data protection. But we also have, in fact, we just got a large PO from a Fortune 50, who was buying the InfiniGuard first and now is buying our InfiniBox. >> Both ways. Okay. >> All flash array. And, but they started with backup first and then moved to, so we've got them moving both directions. And of course, now that we have a full portfolio, our original product, the InfiniBox, which was a hybrid array, outperformed probably 80 to 85% of the all flash arrays, 'cause the way we use DRAM. And what's so known as our mural cash technology. So we could do very well, but there is about, you know, 15, 20% of the workloads we could not outperform the competition. So then we had an all flash array and purpose built backup. So we can do, you know, what I'll say is standard enterprise storage, high performance enterprise storage. And then of course, modern data protection with our partnerships such as what we do with Veeam and we've incorporated across the entire portfolio, intense cyber resilience technology. >> Why does the world, Eric, need another purpose built backup appliance? What do you guys bring that is filling a gap in the marketplace? >> Well, the first thing we brought was much higher performance. So when you look at the other purpose built backup appliances, it's been about our ability to have incredibly high performance. The second area has been CapEx and OpEx reduction. So for example, we have a cloud service provider who happens to be in South Africa. They had 14 purpose built backup appliances from someone else, seven in one data center and seven in another. Now they have two InfiniGuards, one in each data center handling all of their backup. You know, they're selling backup as a service. They happen to be using Veeam as well as one other backup company. So if you're the cloud provider from their perspective, they just dramatically reduce their CapEx and OpEx. And of course they've made it easier for them. So that's been a good story for us, that ability to consolidation, whether it be on primary storage or secondary storage. We have a very strong play with cloud providers, particularly those meeting them in small that have to compete with the hyperscalers right. They don't have the engineering of Amazon or Google, right? They can't compete with what the Azure guys have got, but because the way both the InfiniGuard and the InfiniBox work, they could dramatically consolidate workloads. We probably got 30 or 40 midsize and actually several members of the top 10 telcos use us. And when they do their clouds, both their internal cloud, but actually the clouds that are actually running the transmissions and the traffic, it actually runs on InfiniBox. One of them has close to 200 petabytes of InfiniBox and InfiniBox, all flash technology running one of the largest telcos on the planet in a cloud configuration. So all that's been very powerful for us in driving revenue. >> So phrases of the week have been air gap, logical air gap, immutable. Where does InfiniGuard fit into that universe? And what's the profile of the customer that's going to choose InfiniGuard as the target where they're immutable, Write Once Read Many, data is going to live. >> So we did, we announced our InfiniSafe technology first on the InfiniGuard, which actually earlier this year. So we have what I call the four legs of the stool of cyber resilience. One is immutable snapshots, but that's only part of it. Second is logical air gapping, and we can do both local and remote and we can provide and combine local with remote. So for example, what that air gap does is separate the management plane from the actual data plane. Okay. So in this case, the Veeam data backup sets. So the management cannot touch that immutable, can't change it, can't delete it. can't edit it. So management is separated once you start and say, I want to do an immutable snap of two petabytes of Veeam backup dataset. Then we just do that. And the air gap does it, but then you could take the local air gap because as you know, from inception to the end of an attack can be close to 300 days, which means there could be a fire. There could be a tornado, there could be a hurricane, there could be an earthquake. And in the primary data center, So you might as well have that air gap just as you would do- do a remote for disaster recovery and business continuity. Then we have the ability to create a fenced forensic environment to evaluate those backup data sets. And we can do that actually on the same device. That is the purpose built backup appliance. So when you look at the architectural, these are public from our competitors, including the guys that are in sort of Hopkinton/Austin, Texas. You can see that they show a minimum of two physical devices. And in many cases, a third, we can do that with one. So not only do we get the fence forensic environment, just like they do, but we do it with reduction, both CapEx and OpEx. Purpose built backup is very high performance. And then the last thing is our ability to recover. So some people talk about rapid recovery, I would say, they dunno what they're talking about. So when we launched the InfiniGuard with InfiniSafe, we did a live demo, 1.5 petabytes, a Veeam backup dataset. We recovered it in 12 minutes. So once you've identified and that's on the InfiniGuard. On the InfiniBox, once you've identified a good copy of data to do the recovery where you're free of malware ransomware, we can do the recovery in three to five seconds. >> Okay. >> So really, really quick. Actually want to double click on something because people talk about immutable copies, immutable snapshots in particular, what have the actual advances been? I mean, is this simply a setting that maybe we didn't set for retention at some time in the past, or if you had to engineer something net new into a system so to provide that logical air gap. >> So what's net new is the air gapping part. Immutable snapshots have been around, you know, before we were on screen, you talked about WORM, Write Once Read Many. Well, since I'm almost 70 years old, I actually know what that means. When you're 30 or 40 or 50, you probably don't even know what a WORM is. Okay. And the real use of immutable snapshots, it was to replace WORM which was an optical technology. And what was the primary usage? Regulatory and compliance, healthcare, finance and publicly traded companies that were worried about. The SEC or the EU or the Japanese finance ministry coming down on them because they're out of compliance and regulatory. That was the original use of immutable snap. Then people were, well, wait a second. Malware ransomware could attack me. And if I got something that's not changeable, that makes it tougher. So the real magic of immutability was now creating the air gap part. Immutability has been around, I'd say 25 years. I mean, WORMs sort of died back when I was at Mac store the first time. So that was 1990-ish is when WORMs sort of fell away. And there have been immutable snapshots from most of the major storage vendors, as well as a lot of the small vendors ever since they came out, it's kind of like a checkbox item because again, regulatory and compliance, you're going to sell to healthcare, finance, public trade. If you don't have the immutable snapshot, then they don't have their compliance and regulatory for SEC or tax purposes, right? With they ever end up in an audit, you got to produce data. And no one's using a WORM drive anymore to my knowledge. >> I remember the first storage conference I ever went to was in Monterey. It had me in the early 1980s, 84 maybe. And it was a optical disc drive conference. The Jim Porter of optical. >> Yep. (laughs) >> I forget what the guy's name was. And I remember somebody coming up to me, I think it was like Bob Payton rest his soul, super smart strategy guy said, this is never going to happen because of the cost and that's what it was. And now you've got that capability on flash, you know, hard disk, et cetera. >> Right. >> So the four pillars, immutability, the air gap, both local and remote, the fence forensics and the recovery speed. Right? >> Right. Pick up is one thing. Recovery is everything. Those are the four pillars, right? >> Those are the four things. >> And your contention is that those four things together differentiate you from the competition. You mentioned, you know, the big competition, but how unique is this in the marketplace, those capabilities and how difficult is it to replicate? >> So first of all, if someone really puts their engineering hat to it, it's not that hard to replicate. It takes a while. Particularly if you're doing an enterprise, for example, our solutions all have a hundred percent availability guarantee. That's hard to do. Most guys have seven nines. >> That's hard. >> We really will guarantee a hundred percent availability. We offer an SLA that's included when you buy. We don't charge extra for it. It's like if you want it, like you just get it. Second thing is really making sure on the recovery side is the hardest part, particularly on a purpose built backup appliance. So when you look at other people and you delve into their public material, press releases, white paper, support documentation. No one's talking about. Yeah, we can take a 1.5 petabyte Veeam backup data set and make it available in 12 minutes and 12 seconds, which was the exact time that we did on our live demo when we launched the product in February of 2022. No one's talking that. On primary storage, you're hearing some of the vendors such as my old employer that also who, also starts with an "I", talk about a recovery time of two to three hours once you have a known good copy. On primary storage, once we have a known good copy, we're talking three to five seconds for that copy to be available. So that's just sort of the power of the snapshot technology, how we manage our metadata and what we've done, which previous to cyber resiliency, we were known for our replication capability and our snapshot capability from an enterprise class data store. That's what people said. INFINIDAT really knows how to do the replication snapshot. I remember our founder was one of the technical founders of EMC for a product known as the Symmetric, which then became the DMAX, the VMAX and is now is the PowerMax. That was invented by the guy who founded INFINIDAT. So that team has the real chops at enterprise high-end storage to the global fortune 2000. And what are the key feature checkbox items they need that's in both the InfiniBox and also in the InfiniGuard. >> So the business case for cyber resiliency is changing. As Dave said, we've had a big dose last several months, you know, couple years actually, of the importance of cyber resiliency, given all the ransomware tax, et cetera. But it sounds like the business case is shifting really focused on avoiding that risk, avoiding that downtime time versus the cost. The cost is always important. I mean, you got a consolidation play here, right? >> Yeah, yeah. >> Dedupe, does dedupe come into play? >> So on the InfiniGuard we do both dedupe and compression. On the InfiniBox we only do compression. So we do have data reduction. It depends on which product you're using from a Veeam perspective. Most of that now is with the InfiniGuard. So you get the block level dedupe and you get compression. And if you can do both, depending on the data set, we do both. >> How does that affect recovery time? >> Yeah, good question. >> So it doesn't affect recovery times. >> Explain why. >> So first of all, when you're doing a backup data set, the final final recovery, you recovered the backup data set, whether it's Veeam or one of their competitors, you actually make it available to the backup administrator to do a full restore of a backup data set. Okay. So in that case, we get it ready and expose it to the Veeam admin or some other backup admin. And then they launch the Veeam software or the other software and do a restore. Okay. So it's really a two step process on the secondary storage model and actually three. First identifying a known good backup copy. Second then we recover, which is again 12, 13 minutes. And then the backup admin's got to do a, you know, a restore of the backup 'cause it's backup data set in the format of backup, which is different from every backup vendor. So we support that. We get it ready to go. And then whether it's a Veeam backup administrator and quite honestly, from our perspective, most of our customers in the global fortune 2000, 25% of the fortune 50 use INIFINIDAT products. 25% and we're a tiny company. So we must have some magic fairy dust that appeals to the biggest companies on the planet. But most of our customers in that area and actually say probably in the fortune 500 actually use two to three different backup packages. So we can support all those on a single InfiniGuard or multiples depending on how big their backup data sets. Our biggest InfiniGuard is 50 petabytes counting the data reduction technology. So we get that ready. On the InfiniBox, the recovery really is, you know, a couple of seconds and in that case, it's primary data in block format. So we just make that available. So on the InfiniBox, the recovery is once, well two. Identifying a known good copy, first step, then just doing recovery and it's available 'cause it's blocked data. >> And that recovery doesn't include movement of a whole bunch of data. It's essentially realignment of pointers to where the good data is. >> Right. >> Now in the InfiniBox as well as in InfiniGuard. >> No, it would be, So in the case of that, in the case of the InfiniGuard, it's a full recovery of a backup data set. >> Okay. >> So the backup software just launches and it sees, >> Okay. >> your backup one of Veeam and just starts doing a restore with the Veeam restoration technology. Okay? >> Okay. >> In the case of the block, as long as the physical InfiniBox, if that was the primary storage and then filter box is not damaged when you make it available, it's available right away to the apps. Now, if you had an issue with the app side or the physical server side, and now you're pointing new apps and you had to reload stuff on that side, you have to point it at that InfiniBox which has the data. And then you got to wait for the servers and the SAP or Oracle or Mongo, Cassandra to recognize, oh, this is my primary storage. So it depends on the physical configuration on the server side and the application perspective, how bad were the apps damaged? So let's take malware. Malware is even worse because you either destroying data or messing, playing with the app so that the app is now corrupted as well as the data is corrupted. So then it's going to take longer the block data's ready, the SAP workload. And if the SAP somehow was compromised, which is a malware thing, not a ransomware thing, they got to reload a good copy of SAP before it can see the data 'cause the malware attacked the application as well as the data. Ransomware doesn't do that. It just holds it for ransom and it encrypts. >> So this is exactly what we're talking about. When we talk about operational recovery and automation, Eric is addressing the reality that it doesn't just end at the line above some arbitrary storage box, you know, reaching up real recovery, reaches up into the application space and it's complicated. >> That's when you're actually recovered. >> Right. >> When the application- >> Well, think of it like a disaster. >> Okay. >> Yes, right. >> I'll knock on woods since I was born and still live in California. Dave too. Let's assume there's a massive earthquake in the bay area in LA. >> Let's not. >> Okay. Let's yes, but hypothetically and the data center's cat five. It doesn't matter what they're, they're all toast. Okay. Couple weeks later it's modern. You know, people figure out what to do and certain buildings don't fall down 'cause of the way earthquake standards are in California now. So there's data available. They move into temporary space. Okay. Data's sitting there in the Colorado data center and they could do a restore. Well, they can't do a restore. How many service did they need? Had they reloaded all of the application software to do a restoration. What happened to the people? If no one got injured, like in the 1989 earthquake in California, very few people got injured yet cost billions of dollars. But everyone was watching this San Francisco giants played in Oakland, >> I remember >> so no one was on the road. >> Al Michael's. >> Epic moment. >> Imagine it's in the middle of commute time in LA and San Francisco, hundreds of thousands of people. What if it's your data center team? Right? So there's a whole bunch around disaster recovery and business country that have nothing to do with the storage, the people, what your process. So I would argue that malware ransomware is a disaster and it's exactly the same thing. You know, you got the known good copy. You've got okay. You're sure that the SAP and Oracle, especially on the malware side, weren't compromised. On the ransomware side, you don't have to worry about that. And those things, you got to take a look at just as if it, I would argue malware and ransomware is a disaster and you need to have a process just like you would. If there was an earthquake, a fire or a flood in the data center, you need a similar process. That's slightly different, but the same thing, servers, people, software, the data itself. And when you have that all mapped out, that's how you do successful malware ransomeware recovery. It's a different type of disaster. >> It's absolutely a disaster. It comes down to business continuity and be able to transact business with as little disruption as possible. We heard today from the keynotes and then Jason Buffington came on about the preponderance of ransomware. Okay. We know that. But then the interesting stat was the percentage of customers that paid the ransom about a third weren't able to recover. And so 'cause you kind of had this feeling of all right, well, you know, see it on, you know, CNBC, should you pay the ransom or not? You know, pay the ransom. Okay. You'll get back. But no, it's not the case. You won't necessarily get back. So, you know, Veeam stated, Hey, our goal is to sort of eliminate that problem. Are you- You feel like you guys in a partnership can actually achieve that. >> Yes. >> So, and you have customers that have actually avoided, you know, been hit and were able to- >> We have people who won't publicly say they've been hit, but the way they talk about what they did, like in a meeting, they were hit and they were very thankful. >> (laughs) Yeah. >> And so that's been very good. I- >> So we got proof. >> Yes, we absolutely have proof. And quite honestly, with the recent legislation in the United States, malware and ransomware actually now is also regulatory and compliance. >> Yeah. >> Because the new law states mid-March that whether it's Herzog's bar and grill to bank of America or any large foreign company doing business in the US, you have to report to the United States federal government, any attack, same with the county school district with any local government, any agency, the federal government, as well as every company from the tiniest to the largest in the world that does, they're supposed to report it 'cause the government is trying to figure out how to fight it. Just the way if you don't report burglary, how they catch the burglars. >> Does your solution simplify testing in any way or reduce the risk of testing? >> Well, because the recovery is so rapid, we recommend that people do this on a regular basis. So for example, because the recovery is so quick, you can recover in 12 minutes while we do not practice, let's say once a month or once every couple weeks. And guess what? It also allows you to build a repository of known good copies. Remember when you get ransomeware, no one's going to come say, Hey, I'm Mr. Rans. I'm going to steal your stuff. It's all done surreptitiously. They're all James Bond on the sly who doesn't say "By the way, I'm James Bond". They are truly underneath the radar. And they're very slowly encrypting that data set. So guess what? Your primary data and your backup data that you don't want to be attacked can be attacked. So it's really about finding a known good copy. So if you're doing this on a regular basis, you can get an index of known good copies. >> Right. >> And then, you know, oh, I can go back to last Tuesday and you know that that's good. Otherwise you're literally testing Wednesday, Thursday, Friday, Saturday to try to find a known good copy, which delays the recovery process 'cause you really do have to test. They make sure it's good. >> If you increase that frequency, You're going to protect yourself. That's why I got to go. Thanks so much for coming on theCUBEs. Great to see you. >> Great. Thank you very much. I'll be wearing a different Hawaiian shirt next to. >> All right. That sounds good. >> All right, Eric Herzog, Eric Herzog on theCUBE, Dave Vallante for David Nicholson. We'll be right back at VEEAMON 2022. Right after this short break. (light music playing)

(gentle music) >> High profile cyber attacks like the SolarWinds hack, the JBS meat and the Florida municipality breach, have heightened awareness of how exposed, critical infrastructure has become. Because the pandemic has shifted employees to remote modes of work, hackers now have a much easier target to fish for credentials and exploit less secure home networks. Take the recent Log4j vulnerability, that's yet another example, of how hackers can take advantage of weak links in the chain. Now data storage companies have an important role to play in fighting cyber crime. Ultimately, they provide the equivalent of a bank vault if you will, and are responsible for storing and protecting the data that cyber criminals are targeting to steal or encrypt, in an effort to hold companies hostage, in a ransomware attack. Now in an effort to help customers understand how to protect themselves from such vulnerabilities, and how one storage company is addressing these challenges, the Cube is hosting this special presentation InfiniGuard Cyber Resilience: New Cybercrime Solutions. And we're going to speak with Eric Herzog, who's the Chief Marketing Officer of Infinidat, and then we'll bring in Stan Wysocki who is the president of Mark III Systems who is either an expert in IT infrastructure and artificial intelligence. First, let me welcome Eric Herzog back to the Cube, hello, Eric. >> Great, Dave, thank you very much, always love talking to you and the Cube, about leading edge technology solutions for end users. >> Alright let's do it. So, first we want to address the transformation and big business progress of Infinidat. New CEO, he's injected new management, new head of marketing obviously, Phil Bullinger is really been focused on accelerating the company's original vision, and doing so, Eric, in the typically unconventional style of Infinidat, you just put out a press release, capping 2021, can you set the stage for us, and give us the business update? >> Sure, so of course we summarized our 2021 results. What a very, very strong year. What a very, very strong year. We increased our bookings over 40% year to year. Even in Q4, we increased our bookings over 68%. And over 25% of the fortune 50 use an Infinidat solution, either our InfiniBox, or InfiniBox SSA, all flash array, or our Infiniguard, which is the focus of the launch we're doing today, on February 9th. >> Yeah, so I always said that Infinidat is one of the best kept secrets in the storage business. So let's talk about that hard news, what you launched on February 9th, and why it's important. >> Well, what we've done is we've got a high end enterprise purpose-built backup appliance, the InfiniGuard. We made some substantial advances in that. The key is focused on cyber resilience with what we call our infinisafe technology. Infinisafe incorporates a number of subsets, of cyber resilience from immutable snapshots, to logical air gapping, to fenced isolated networks, to almost instantaneous recovery for your backup data sets. In addition, we also dramatically improved the performance of the backup and recovery, which means, for example, if a backup window was taking three hours, now the backup window on that primary backup dataset could take only an hour and a half, which of course, as we all know backup dramatically impacts the performance of your primary applications, your primary servers, and your primary storage. So we've done both the cyber resilience aspect and then, on modern data protection, making sure that the backup and recovery are faster, for a traditional backup workload. >> So tell us a little bit more about Infinisafe, and specifically, Eric I'm interested in how it's different from other solutions, don't make me a liar, I had said, you guys always kind of take nonconventional approaches so tell us, add a little color to Infinisafe and how is it really unique from competitors? >> Sure, well Infinisafe incorporates as I mentioned, several different aspects. First of all, the immutable snapshots. So immutable snapshots can not be deleted, they cannot be altered, you cannot accelerate the rate, you can set the rate of immutable stuff, do I want to do it once a day? Do I want to do it twice a day? And obviously if a hacker could get in, you could accelerate that. Our immutable snaps are physically separated from the management schema. So the inside of an Infiniguard, we have what we call a data dedupe appliance, and that data dedupe engine, it goes ahead and it applies data reduction technology, to that back up data set. But we've divorced the immutable snapshots from the management of what we now call a DDE. So the DDE has kind of access of giving you that gap, that logical gap between the management schema of a DDE, and of course the immutable snapshot. We also combine that with this air gap technology, you've got the immutability and the air gap, which is local in that instance, but we also can do it remotely. So we can replicate from one Infiniguard in data center A, to a different Infiniguard in data center B. You then can configure that backup data set with the same immutable snapshot, and the same length, one day, half a day, six hours, whatever you choose, and then of course it'll have that same capability. The third thing we've done is very unique. We have a fenced isolated network to perform forensics. So, if the Cube has a cyber or malware attack, you need to make sure that once you've cleaned it up, off the primary storage, the primary servers, that you recover, a known good data set. So we set up this isolated fence network in which to perform that forensic analysis, to give you the appropriate good recover point. However, unlike many of our competitors, we can do it with a single InfiniBox. Some of our competitors, right on their websites say, you need two of their purpose-built backup appliances, to do cyber resilience. Meaning, twice the CapEx and twice the OpEx, which we can do with a single Infiniguard solution. And then lastly is our near instantaneous recovery. As you know, we're recovering backup data sets. We can make between 15 and 30 minutes time, the backup data set fully accessible to the backup admin or the storage admin to use their Commvault, their Veeam, their Veritas, their IBM Spectrum Protect, or whatever their backup software is, to do recovery from the InfiniGuard box, back to the primary storage using of course the backup software that they created the original dataset with. That is very unique. When you look out in the industry and look at, whether it be purpose-built backup competitors, or whether you look at primary storage competitors, almost no one talks about the speed of their recovery, and the one or two that do, talk about recovering the data set. We recover the entire environment. We are ready to go, and the backup admin, if they were, for example, Commvault, Veeam or Veritas, they could immediately start the backup, as soon as we did our recovery, which again, takes between 15 and 30 minutes, independent of the data set size. That could be 50 terabytes, it could be a petabyte, it could be two petabytes. And even two petabytes of data can be available in 15 to 30 minutes. And then of course, the backup admin can restore from that backup dataset. Very powerful and very unique in those aspects. >> Whilst the reason why this is so important is like I said, it's like the bank vault, because hackers are going to go after that backup corpus that's where the gold is, that's where all the data is. So this all really sounds good. But there's more than Infinisafe in this launch. What else should we know? >> Well, the other thing we've done is dramatically improved the performance of the purpose-built backup plants at the core. So for example, the last time we publicly announced our numbers, we were at 74 terabytes an hour, now we're 180 terabytes an hour. So of course, as we all know, when you do a backup, it impacts the performance of the primary applications, the primary servers and the primary storage. So if that backup window was taking three hours, now that we've more than doubled the performance, you could be up to 50% better. So a three hour backup window, if that's what the dataset took to be backed up, now we can get that down to an hour and a half or even faster. So that of course minimizes the impact on primary storage, primary applications, and of course your primary storage, making it much, much more efficient, from a backup perspective, and of course less impact on the primary applications, the primary servers, and primary storage. >> So I've talked to a number of Infinidat customers, they're very loyal and kind of passionate. So I wonder if you could kind of put that perspective on this discussion. The impact that InfiniGuard, this announcement, that's going to have for your customers, paint a picture as to how it's going to change their business. >> Sure, so let me give you an example. One of our customers is a cloud service buyer, in North America, they focus only on healthcare. So here's a couple of key benefits that they got. First of all, they use our integration with two different backup vendors. They don't have one, they have two. So we're tightly integrated with our backup software partners. They got a 40% cost savings on CapEX, compared to the previous vendor that they had. And, they used to be able to do 30,000 backup per day, now they can do 90,000 backup a day. And by the way, that's all with the previous version of InfiniGuard, not the version we just announced on the 9th. One of our other customers, which is in AMEA and they happened to be an energy company, they were using purpose-built backup from the other vendor, and they had 14 of them, seven in data center one, and seven in data center two. With InfiniGuard, they've got one in data center one, and one in data center two. So 14 purpose-built backup appliances consolidated down into two. And on top of that, those purpose-built backup appliances from the other vendor actually had a couple recovery failures, where they were not able to recover the data. They've been installed for a year now, they've had zero recovers, zero recovery failures, whereas the previous vendor had some. And lastly, let's talk about a large global fortune financial services. So, one of the biggest in the industry, their cost savings from their previous vendor was 46%. In addition, when you look at their cyber resilience design, they were using one of those vendors that probably talks about needing two system products to do their cyber resiliency. They again were able to take those two systems out, and use one InfiniGuard solution. Again, reducing both their capital expenditure, two going to one. And then the operational expenditure, they only have to manage one InfiniGuard versus two of the other guys appliances. Those are just three examples all over the world. One in cloud service providing, one in the energy space, and one a global fortune 500 financial services company. Just some real world examples. And all those by the way, Dave, were before the enhancements of Infinisafe, and before the additional performance we've added in the launch of InfiniGuard on February 9th. >> So like I'm just kind of sketching out the business case, you know, put my CFO hat on. So you're lowering costs cause you're consolidating, so that means I need less hardware and software. But also there's probably labor costs associated with that. If I could do it faster with less resources, I got less stuff to manage. You're accelerating the backup time, so that frees up resources that I can apply elsewhere, recovery, you know, is really important. So I'm inferring faster recovery, all this lowers my risk, and then I can sort of calculate the probability of having data loss, and then what that means to my business. Am I getting that right? >> Yeah, yeah. And in fact, the other impact is on your primary service and your primary storage. If the backup window shrinks, then you're not slowing down that SAP app, that Oracle app, you know, that SQL app, whatever you're running, whether that be the financials, whether that be your logistics, whether it be your manufacturing system, every time you turn on that backup, to do that backup, that backup window slows you down. So cutting that in half has an impact on the real-world application side, which obviously most storage guys, you know, it's hard for us to quantify. But you are taking the impact of backup, and basically reducing it, if you will shrinking the backup window, so their primary applications don't get hammered as much by the backup while they're still trying to run that SAP, that Oracle or that SQL workload. >> And you're not a backup software vendor, so I have optionality there. I can pretty much choose all the popular, you know. >> Absolutely, so Veeam, Veritas, Commvault, IBM Spectrum Protect, all the majors. And in fact, one of the players I mentioned, as you were talking about the end-users, they use two different backup packages, two of 'em. So, two of the major vendors that I named, we work with them just within one account. So, we're very flexible, the user picks what they want from a backup software perspective, and we can work with anything. So, whatever they want to use, is fine with us. We integrate with all of them, we have integration, for example, also with VMware, for vVols and other aspects in container integration, so you know, whether it be our purpose-built backup appliance, InfiniGuard, or what we do with the InfiniBox, we always make sure we integrate with the surrounding environment. 'Cause storage is not an island, storage needs to exist in your data center, or your hybrid cloud data center, or what you're doing for containers. So we make sure we have integration with our InfiniBox, our InfiniBox SSA, all flash. And of course the product we're enhancing today, the InfiniGuard. >> Yeah, integration is super important in the enterprise. Enterprises want solutions, they're busy. (laughs) They don't have unlimited budget to go, you know, plugging stuff together. So, okay Eric, we got to leave it there. Thank you so much. >> Great, thank you very much Dave. Always love talking to the Cube. >> Okay, in a moment Stan Wysocki is coming in. He's the president of Mark III Systems. He's going to join us for a drill down on how InfiniGuard is impacting customers. You're watching the Cube, your global leader, in enterprise tech coverage. (gentle music)

>> (upbeat music) >> Okay, we just covered some of the critical aspects from Infinidat recent announcement and the importance of cyber resilience and fast recovery. Eric Hertzog is back and joining us is Stan Wysocki, who's president of Mark III Systems. Stan, welcome to the Cube, good to see you. >> Thank you, pleasure to be here. >> Tell us about Mark III Systems. You specialize in IT infrastructure and artificial intelligence. It says in your website. I'd love to hear more about your business. >> Yeah, yeah, definitely. You know, I think we're a little bit unique in our industry, right? There've been business partners resellers around for, we've been around for 26 years. And in 26 years, we've supported some of largest enterprise customers in the Southeast, with server storage networking virtualization. We have VCP number 94, so we've been doing that from the very beginning. But about six years ago, we realized that IT was changing, that business was changing, that the demands of the customers was changing and we needed to create the full stack message and a full-stack practice. So we hired data scientists and developers in DevOps, MLOps and gave them the environments and the tools that they could use to build experience around AI, ML deep learning. So now when we engage with our customers, not only can we handle the entire enterprise stack that they have, but we can help accelerate them on their adoption of open-source technologies, cloud native development and AI and integrating that into their business processes. >> I love it. You got to keep moving. You've been around for a long time, but you're not just sitting still. I wonder if you could comment in an Eric, I want you to comment as well. From your customer's perspective Stan, what are the big trends that you see that are impacting their business and the challenges that they're facing? >> Yeah, that's great. So kind of ties into what I just said. Today we live in a data-driven society. Everything that we do is really driven by how the customer wants to engage. And that's both an internal customer and your end user customers, on how they want to engage, how they want to consume and how they want to interact with everything out there in the world, right? So the real trends is really around engaging with the customer, but that means that you need to be data-driven, you need to adopt AI platforms, you need to adopt a more holistic view of what you're doing with your customers. That drives up the importance of the data that you have in your shop, right? So then cybersecurity becomes extremely important, not just because of the technical skills of the hacker is getting better and better, but because we're becoming more reliant on the data that we have moving forward and we're proud to partner with Infinidat in leveraging InfiniGuard and Infinni safe to really protect our customer's data. >> Great. Eric, thinking about the trends and some of the issues that Stan just mentioned, when you think about the launch and the announcement that you just made, how do you see it fitting in to Stan's business? How's how it's going to help the end customers? >> Well, I think there's one key aspect. As noted in the fortune survey of CEOs in 2021. The number one concern of CEOs of the fortune 500, was cybersecurity and they saw that as biggest threat to their business. As Stan pointed out, that becomes of the importance of the digital data, that all companies generate, of all types, financial services, healthcare, government institutions, manufacturing, you name it. So one of the key things you've got to do, is make sure that your storage estate, fits into an overall cybersecurity strategy. And with InfiniGuard, or Ifini safe technologies, we can ensure that Stan's customers and customers of our other business partners all over the world, can make sure that the data is safe, protected and can help them form a malware or ransomware attack, against that valuable data set. >> Well then you know, one of you guys could come with, I mean, we talked to CSOs and they've told us that there be could in part due to the pandemic, largely actually, their whole strategy has changed. Their spending strategies changed, no longer than just sort of putting up hardware firewalls. They're shifting their focus to two different areas, obviously endpoint, you know, cloud security is a big deal, identity access management, but ransomware, is just top of mind for everybody. And as we talked about earlier, the exposure, now the weak links, whether you're working from home, or Stan you mentioned greater sophistication of hacker. So what are you hearing from customers in this regard, Stan? >> Well, you know I think you have that, right? But then you always have, we've been doing this for 26 years. I've never heard of an IT budget that that's gone up, in any year, right? So, with the sophistication of these hackers that are coming out and the different angles that they're using to get in, it is extremely important for our customers to be very efficient and choose their security strategy and products very wisely, right? I think I read an article a year or so ago that the average enterprise had like something like 27 different security products and imagine a CSO and his team, who is struggling with their budget to manage that. So for us to be able to leverage InfiniGuard and Infini safe and to be able to provide, you know the immutable snapshots. The logical air gas, the physical air backs and offense network for recovery. That's all extremely easy to manage. I mean I talked to my customers on why they have chosen Infinidat, you know through us, right? And one of the things that they always talk about is how easy and how amazing the support is. How easy it is to install, how easy it is to manage. And normally when you have a simple product, right, you think you can sell that to an unsophisticated customers. But my most technical customers really appreciate this, because of the way Infinidat manages itself and provides the tools saying, just for example, the host tools, right? It does it in the way that they do it, so they trust it, so that they can focus on the more important tasks, rather than the tier and feeding other storage environment. >> Yeah, thank you and then when you talk to CSOs, you ask them what's the number one problem, they'll tell you lack of talent and you just nailed it. You've got on average 27 different tools, new tools coming out every day, you're getting billion dollar, VC investments and more and more companies are getting into it. It just adds to that confusion. So Stan, I wonder if you could talk about, specifically InfiniGuard, how it fits into your stack like where and how you're applying it? Maybe you could talk about some specific use cases. >> Oh yeah definitely, you know we have customers in pretty much every vertical, that we're supporting their stores environments and Infinidat plays and all of those verticals with all of our customers. One in particular a healthcare account, one of our very first Infinidat customers and over the years, is become the de facto standard, stores platform that they have. And they also now have InfiniGuard as the backup target for commovault. And this is one of those examples of the very technical discerning customer, that really demands excellence, right? So they love, you know, the three controller setup versus a dual controller set up, they love the availability and the resiliency, but then when it comes to the cybersecurity, before they moved on to this platform, they did have some ransomware attacks and they did have to pay out and it was very public. And, you know, since they've gone onto this platform, they feel much more comfortable. >> Excellent. So Eric, I want to bring you in. So let's talk through some of the options that customers have. You and I were talking earlier about, you know, the local air gap, what is that? You know, the logical air gap if you will and then the physical labor, what patterns are you seeing with customers to really try to protect themselves against some of this ransomware? How are they approaching it? >> Well, first of all, obviously, we with the InfiniGuard, has a purpose built backup appliance can work with all the various backup vendors. But because backup, is one of the first things these sophisticated ransomware, or malware it entity is going to attack. right? Otherwise the CIO will just call up say, hey, do we have a good backup? Let's recover from that. So secondary storage, AK their backup estate, is exactly the first thing they're going to target. And they do it certain viciously of course. So what are the key things we do, is we allow them to take those backup datasets, commvault for example and in Stan's example, or Vain or veritas or IBM Spectrum Protector, many other packages, even directly with databases like with Oracle Armin and allow them to create a mutable snapshots. Can't delete them, can't change them, can alter them. And then we air gap them locally, from the management framework. So in an InfiniGuard, we have a technology known as our day-to-day dupe engines ODDES. Those are really the management scanner for the entire solution. So when we create an immutable snapshots, we create a logical air gap, with ODDES, cannot alter the immutability characteristics, they cannot shorten them, they can not lengthen them, in short we take that management scheme away and create this separation. But we also allow them to replicate those backup datasets to a remote InfiniGuard box. You would set up the exact same parameters, I want to make an immutable snap every day, every 12 hours, every six hours and then you've got the duplicate. Remember the average length, from breach to closure on a cyber attack is 287 days. So once the attack starts, you don't know until they ask you for the ransom, it could be going on for 50 days, a hundred days, 150 days. And it's all done, if you will on the download, hidden. So if by the way, you happen to have a data center fire, or you happen to have a tornado or an earthquake, or some other natural disaster, you still want that data replicated to a secondary site, but then you still want the capability of the cyber resilience, as Stan pointed out. So you can do that. We can create a then a isolated fence network and we can do that on one InfiniGarden. Most of our competitors require two data protection appliances and it's public it's right on their websites. So we save you on some CapEx there and then we can do this near instantaneous recovery. And that's not just of the dataset. Some of the cyber reasons, technology you'll see out there, including on primary storage, only recovers the dataset. We can recover the entire backup data set and all the surrounding environment. So to second that Vain or Veritas, IBM spectrum protect commvault, backup is available. The backup admins or the storage admins, could immediately restored, it's ready to go. And we can do that in 15 to 30 minutes. Now that is being fast to react to a problem. >> So thank you for that. So Stan, I wonder if you could talk about the best practice Eric was just sharing, the local air gap and then the secondary, is that really in the case of a disaster, or is it also to isolate the network? What are you seeing as the gold standard that customers are applying with your advice? >> Yeah, definitely the gold standard would be three sites. We do have a lot of our customers. The one healthcare customer in particular is splits it between two sides and they are actually working with us right now to architect the third site. Just for that fact, we are down in Texas, hurricanes can come in 60, 70, 80 miles on in land. And then there's, you know, hurricane Harvey, right with all the flooding and stuff like that. So they do want to set up a third side. I think that gives them the peace of mind. And you know the whole thing about it is right. You know, having an environment like this means the CSO and his team can focus on preventing attacks, while they're very confident that their infrastructure team, can handle anything that slips by them. >> Okay, great. Thank you. We're about out of time but Eric, I wonder if you could kind of bring us home, give us a summary of, how you see InfiniGuard impacting customers, you know where's that value that business case for them. I wonder if you could just tie that note for us. >> Sure. We want to make sure that we tie everything back, normally technical value, as Stan very eloquently did with several different customers, but what we can do from a business value perspective. So as an example, one of our infiniGuard customers, is a global financial services company and they were using a solution from a different purpose-built backup appliance provider. They switched to us, not only they're able to increase the number of daily backups, from 30,000 to 90,000. So they get better data protection, but on top of that, they cut 40% of their costs. So you want to make sure that while you're doing this, you're doing things like consolidation. One of our other customers, which is in EMEA, in the European area, they had 14 purpose-built backup appliances, seven in one data center and set seven and a second data center. Now they've got two, one in one data center, one of the other, they of course do the local backups right then and there. And then they replicate, from one data center to the other data center. As both data centers are both active data centers, but differ for the other data center. So from their perspective, dramatic reduction of OPEX and CapEx, 14 physical boxes down to two. And of course the associated management of both the manpower side, but why I love to call the watch slots, power and floor. All of those things that go into an OPEX budget, they were cut dramatically, 'cause there's only two systems now, to power cool, et cetera et cetera. Floor space, Rackspace from 14. So wow, did they save money. So I think, it's not only providing that data protection and cyber resilience technology, but doing it in a cost-effective way. And as Stan pointed out, in a highly automated way, that cuts back on the manpower they need to manage these systems, because they're overworked and they need to focus on as Stan pointed out, their AI infrastructure, where they're doing for AI applications, don't have time to deal with it. So the more we automate, the better it is for them and the easier it is for everyone from the end-user perspective, as well as up in through their entire IT chain of command. >> Okay, if you want more information, you can go to infinidatguard.com or it's markiisis.com and check it out, learn about their full stack solution. A little bit about AI. Gentlemen, thanks so much for the conversation today, great to have you. >> Mark and Steve: Thank you, Dave. Now in a moment, I'm going to have some closing thoughts on the market and what we heard today. Thank you for watching the cube. You're a leader in enterprise tech coverage.

(upbeat music) >> Okay, we just covered some of the critical aspects from Infinidat recent announcement and the importance of cyber resilience and fast recovery. Eric Hertzog is back and joining us is Stan Wysocki, who's president of Mark Three Systems. Stan, welcome to the Cube, good to see you. >> Thank you, pleasure to be here. >> Tell us about Mark Three Systems. You specialize in IT infrastructure and artificial intelligence. It says in your website. I'd love to hear more about your business. >> Yeah, yeah, definitely. You know, I think we're a little bit unique in our industry, right? There've been business partners resellers around for, we've been around for 26 years. And in 26 years, we've supported some of largest enterprise customers in the Southeast, with server storage networking virtualization. We have VCP number 94, so we've been doing that from the very beginning. But about six years ago, we realized that IT was changing, that business was changing, that the demands of the customers was changing and we needed to create the full stack message and a full-stack practice. So we hired data scientists and developers in DevOps, MLOps and gave them the environments and the tools that they could use to build experience around AI, ML deep learning. So now when we engage with our customers, not only can we handle the entire enterprise stack that they have, but we can help accelerate them on their adoption of open-source technologies, cloud native development and AI and integrating that into their business processes. >> I love it. You got to keep moving. You've been around for a long time, but you're not just sitting still. I wonder if you could comment in an Eric, I want you to comment as well. From your customer's perspective Stan, what are the big trends that you see that are impacting their business and the challenges that they're facing? >> Yeah, that's great. So kind of ties into what I just said. Today we live in a data-driven society. Everything that we do is really driven by how the customer wants to engage. And that's both an internal customer and your end user customers, on how they want to engage, how they want to consume and how they want to interact with everything out there in the world, right? So the real trends is really around engaging with the customer, but that means that you need to be data-driven, you need to adopt AI platforms, you need to adopt a more holistic view of what you're doing with your customers. That drives up the importance of the data that you have in your shop, right? So then cybersecurity becomes extremely important, not just because of the technical skills of the hacker is getting better and better, but because we're becoming more reliant on the data that we have moving forward and we're proud to partner with Infinidat in leveraging InfiniGuard and Infinni safe to really protect our customer's data. >> Great. Eric, thinking about the trends and some of the issues that Stan just mentioned, when you think about the launch and the announcement that you just made, how do you see it fitting in to Stan's business? How's how it's going to help the end customers? >> Well, I think there's one key aspect. As noted in the fortune survey of CEOs in 2021. The number one concern of CEOs of the fortune 500, was cybersecurity and they saw that as biggest threat to their business. As Stan pointed out, that becomes of the importance of the digital data, that all companies generate, of all types, financial services, healthcare, government institutions, manufacturing, you name it. So one of the key things you've got to do, is make sure that your storage estate, fits into an overall cybersecurity strategy. And with InfiniGuard, or Ifini safe technologies, we can ensure that Stan's customers and customers of our other business partners all over the world, can make sure that the data is safe, protected and can help them form a malware or ransomware attack, against that valuable data set. >> Well then you know, one of you guys could come with, I mean, we talked to CSOs and they've told us that there be could in part due to the pandemic, largely actually, their whole strategy has changed. Their spending strategies changed, no longer than just sort of putting up hardware firewalls. They're shifting their focus to two different areas, obviously endpoint, you know, cloud security is a big deal, identity access management, but ransomware, is just top of mind for everybody. And as we talked about earlier, the exposure, now the weak links, whether you're working from home, or Stan you mentioned greater sophistication of hacker. So what are you hearing from customers in this regard, Stan? >> Well, you know I think you have that, right? But then you always have, we've been doing this for 26 years. I've never heard of an IT budget that that's gone up, in any year, right? So, with the sophistication of these hackers that are coming out and the different angles that they're using to get in, it is extremely important for our customers to be very efficient and choose their security strategy and products very wisely, right? I think I read an article a year or so ago that the average enterprise had like something like 27 different security products and imagine a CSO and his team, who is struggling with their budget to manage that. So for us to be able to leverage InfiniGuard and Infini safe and to be able to provide, you know the immutable snapshots. The logical air gas, the physical air backs and offense network for recovery. That's all extremely easy to manage. I mean I talked to my customers on why they have chosen Infinidat, you know through us, right? And one of the things that they always talk about is how easy and how amazing the support is. How easy it is to install, how easy it is to manage. And normally when you have a simple product, right, you think you can sell that to an unsophisticated customers. But my most technical customers really appreciate this, because of the way Infinidat manages itself and provides the tools saying, just for example, the host tools, right? It does it in the way that they do it, so they trust it, so that they can focus on the more important tasks, rather than the tier and feeding other storage environment. >> Yeah, thank you and then when you talk to CSOs, you ask them what's the number one problem, they'll tell you lack of talent and you just nailed it. You've got on average 27 different tools, new tools coming out every day, you're getting billion dollar, VC investments and more and more companies are getting into it. It just adds to that confusion. So Stan, I wonder if you could talk about, specifically InfiniGuard, how it fits into your stack like where and how you're applying it? Maybe you could talk about some specific use cases. >> Oh yeah definitely, you know we have customers in pretty much every vertical, that we're supporting their stores environments and Infinidat plays and all of those verticals with all of our customers. One in particular a healthcare account, one of our very first Infinidat customers and over the years, is become the de facto standard, stores platform that they have. And they also now have InfiniGuard as the backup target for commovault. And this is one of those examples of the very technical discerning customer, that really demands excellence, right? So they love, you know, the three controller setup versus a dual controller set up, they love the availability and the resiliency, but then when it comes to the cybersecurity, before they moved on to this platform, they did have some ransomware attacks and they did have to pay out and it was very public. And, you know, since they've gone onto this platform, they feel much more comfortable. >> Excellent. So Eric, I want to bring you in. So let's talk through some of the options that customers have. You and I were talking earlier about, you know, the local air gap, what is that? You know, the logical air gap if you will and then the physical labor, what patterns are you seeing with customers to really try to protect themselves against some of this ransomware? How are they approaching it? >> Well, first of all, obviously, we with the InfiniGuard, has a purpose built backup appliance can work with all the various backup vendors. But because backup, is one of the first things these sophisticated ransomware, or malware it entity is going to attack. right? Otherwise the CIO will just call up say, hey, do we have a good backup? Let's recover from that. So secondary storage, AK their backup estate, is exactly the first thing they're going to target. And they do it certain viciously of course. So what are the key things we do, is we allow them to take those backup datasets, commvault for example and in Stan's example, or Vain or veritas or IBM Spectrum Protector, many other packages, even directly with databases like with Oracle Armin and allow them to create a mutable snapshots. Can't delete them, can't change them, can alter them. And then we air gap them locally, from the management framework. So in an InfiniGuard, we have a technology known as our day-to-day dupe engines ODDES. Those are really the management scanner for the entire solution. So when we create an immutable snapshots, we create a logical air gap, with ODDES, cannot alter the immutability characteristics, they cannot shorten them, they can not lengthen them, in short we take that management scheme away and create this separation. But we also allow them to replicate those backup datasets to a remote InfiniGuard box. You would set up the exact same parameters, I want to make an immutable snap every day, every 12 hours, every six hours and then you've got the duplicate. Remember the average length, from breach to closure on a cyber attack is 287 days. So once the attack starts, you don't know until they ask you for the ransom, it could be going on for 50 days, a hundred days, 150 days. And it's all done, if you will on the download, hidden. So if by the way, you happen to have a data center fire, or you happen to have a tornado or an earthquake, or some other natural disaster, you still want that data replicated to a secondary site, but then you still want the capability of the cyber resilience, as Stan pointed out. So you can do that. We can create a then a isolated fence network and we can do that on one InfiniGarden. Most of our competitors require two data protection appliances and it's public it's right on their websites. So we save you on some CapEx there and then we can do this near instantaneous recovery. And that's not just of the dataset. Some of the cyber reasons, technology you'll see out there, including on primary storage, only recovers the dataset. We can recover the entire backup data set and all the surrounding environment. So to second that Vain or Veritas, IBM spectrum protect commvault, backup is available. The backup admins or the storage admins, could immediately restored, it's ready to go. And we can do that in 15 to 30 minutes. Now that is being fast to react to a problem. >> So thank you for that. So Stan, I wonder if you could talk about the best practice Eric was just sharing, the local air gap and then the secondary, is that really in the case of a disaster, or is it also to isolate the network? What are you seeing as the gold standard that customers are applying with your advice? >> Yeah, definitely the gold standard would be three sites. We do have a lot of our customers. The one healthcare customer in particular is splits it between two sides and they are actually working with us right now to architect the third site. Just for that fact, we are down in Texas, hurricanes can come in 60, 70, 80 miles on in land. And then there's, you know, hurricane Harvey, right with all the flooding and stuff like that. So they do want to set up a third side. I think that gives them the peace of mind. And you know the whole thing about it is right. You know, having an environment like this means the CSO and his team can focus on preventing attacks, while they're very confident that their infrastructure team, can handle anything that slips by them. >> Okay, great. Thank you. We're about out of time but Eric, I wonder if you could kind of bring us home, give us a summary of, how you see InfiniGuard impacting customers, you know where's that value that business case for them. I wonder if you could just tie that note for us. >> Sure. We want to make sure that we tie everything back, normally technical value, as Stan very eloquently did with several different customers, but what we can do from a business value perspective. So as an example, one of our infiniGuard customers, is a global financial services company and they were using a solution from a different purpose-built backup appliance provider. They switched to us, not only they're able to increase the number of daily backups, from 30,000 to 90,000. So they get better data protection, but on top of that, they cut 40% of their costs. So you want to make sure that while you're doing this, you're doing things like consolidation. One of our other customers, which is in EMEA, in the European area, they had 14 purpose-built backup appliances, seven in one data center and set seven and a second data center. Now they've got two, one in one data center, one of the other, they of course do the local backups right then and there. And then they replicate, from one data center to the other data center. As both data centers are both active data centers, but differ for the other data center. So from their perspective, dramatic reduction of OPEX and CapEx, 14 physical boxes down to two. And of course the associated management of both the manpower side, but why I love to call the watch slots, power and floor. All of those things that go into an OPEX budget, they were cut dramatically, 'cause there's only two systems now, to power cool, et cetera et cetera. Floor space, Rackspace from 14. So wow, did they save money. So I think, it's not only providing that data protection and cyber resilience technology, but doing it in a cost-effective way. And as Stan pointed out, in a highly automated way, that cuts back on the manpower they need to manage these systems, because they're overworked and they need to focus on as Stan pointed out, their AI infrastructure, where they're doing for AI applications, don't have time to deal with it. So the more we automate, the better it is for them and the easier it is for everyone from the end-user perspective, as well as up in through their entire IT chain of command. >> Okay, if you want more information, you can go to infinidatguard.com or it's markiisis.com and check it out, learn about their full stack solution. A little bit about AI. Gentlemen, thanks so much for the conversation today, great to have you. >> Thank you, Dave. Now in a moment, I'm going to have some closing thoughts on the market and what we heard today. Thank you for watching the cube. You're a leader in enterprise tech coverage.

(gentle music) >> High profile cyber attacks like the SolarWinds hack, the JBS meat and the Florida municipality breach, have heightened awareness of how exposed, critical infrastructure has become. Because the pandemic has shifted employees to remote modes of work, hackers now have a much easier target to fish for credentials and exploit less secure home networks. Take the recent Log4j vulnerability, that's yet another example, of how hackers can take advantage of weak links in the chain. Now data storage companies have an important role to play in fighting cyber crime. Ultimately, they provide the equivalent of a bank vault if you will, and are responsible for storing and protecting the data that cyber criminals are targeting to steal or encrypt, in an effort to hold companies hostage, in a ransomware attack. Now in an effort to help customers understand how to protect themselves from such vulnerabilities, and how one storage company is addressing these challenges, the Cube is hosting this special presentation InfiniGuard Cyber Resilience: New Cybercrime Solutions. And we're going to speak with Eric Herzog, who's the Chief Marketing Officer of Infinidat, and then we'll bring in Stan Wysocki who is the president of Mark III Systems who is either an expert in IT infrastructure and artificial intelligence. First, let me welcome Eric Herzog back to the Cube, hello, Eric. >> Great, Dave, thank you very much, always love talking to you and the Cube, about leading edge technology solutions for end users. >> Alright let's do it. So, first we want to address the transformation and big business progress of Infinidat. New CEO, he's injected new management, new head of marketing obviously, Phil Bullinger is really been focused on accelerating the company's original vision, and doing so, Eric, in the typically unconventional style of Infinidat, you just put out a press release, capping 2021, can you set the stage for us, and give us the business update? >> Sure, so of course we summarized our 2021 results. What a very, very strong year. What a very, very strong year. We increased our bookings over 40% year to year. Even in Q4, we increased our bookings over 68%. And over 25% of the fortune 50 use an Infinidat solution, either our InfiniBox, or InfiniBox SSA, all flash array, or our Infiniguard, which is the focus of the launch we're doing today, on February 9th. >> Yeah, so I always said that Infinidat is one of the best kept secrets in the storage business. So let's talk about that hard news, what you launched on February 9th, and why it's important. >> Well, what we've done is we've got a high end enterprise purpose-built backup appliance, the InfiniGuard. We made some substantial advances in that. The key is focused on cyber resilience with what we call our infinisafe technology. Infinisafe incorporates a number of subsets, of cyber resilience from immutable snapshots, to logical air gapping, to fenced isolated networks, to almost instantaneous recovery for your backup data sets. In addition, we also dramatically improved the performance of the backup and recovery, which means, for example, if a backup window was taking three hours, now the backup window on that primary backup dataset could take only an hour and a half, which of course, as we all know backup dramatically impacts the performance of your primary applications, your primary servers, and your primary storage. So we've done both the cyber resilience aspect and then, on modern data protection, making sure that the backup and recovery are faster, for a traditional backup workload. >> So tell us a little bit more about Infinisafe, and specifically, Eric I'm interested in how it's different from other solutions, don't make me a liar, I had said, you guys always kind of take nonconventional approaches so tell us, add a little color to Infinisafe and how is it really unique from competitors? >> Sure, well Infinisafe incorporates as I mentioned, several different aspects. First of all, the immutable snapshots. So immutable snapshots can not be deleted, they cannot be altered, you cannot accelerate the rate, you can set the rate of immutable stuff, do I want to do it once a day? Do I want to do it twice a day? And obviously if a hacker could get in, you could accelerate that. Our immutable snaps are physically separated from the management schema. So the inside of an Infiniguard, we have what we call a data dedupe appliance, and that data dedupe engine, it goes ahead and it applies data reduction technology, to that back up data set. But we've divorced the immutable snapshots from the management of what we now call a DDE. So the DDE has kind of access of giving you that gap, that logical gap between the management schema of a DDE, and of course the immutable snapshot. We also combine that with this air gap technology, you've got the immutability and the air gap, which is local in that instance, but we also can do it remotely. So we can replicate from one Infiniguard in data center A, to a different Infiniguard in data center B. You then can configure that backup data set with the same immutable snapshot, and the same length, one day, half a day, six hours, whatever you choose, and then of course it'll have that same capability. The third thing we've done is very unique. We have a fenced isolated network to perform forensics. So, if the Cube has a cyber or malware attack, you need to make sure that once you've cleaned it up, off the primary storage, the primary servers, that you recover, a known good data set. So we set up this isolated fence network in which to perform that forensic analysis, to give you the appropriate good recover point. However, unlike many of our competitors, we can do it with a single InfiniBox. Some of our competitors, right on their websites say, you need two of their purpose-built backup appliances, to do cyber resilience. Meaning, twice the CapEx and twice the OpEx, which we can do with a single Infiniguard solution. And then lastly is our near instantaneous recovery. As you know, we're recovering backup data sets. We can make between 15 and 30 minutes time, the backup data set fully accessible to the backup admin or the storage admin to use their Commvault, their Veeam, their Veritas, their IBM Spectrum Protect, or whatever their backup software is, to do recovery from the InfiniGuard box, back to the primary storage using of course the backup software that they created the original dataset with. That is very unique. When you look out in the industry and look at, whether it be purpose-built backup competitors, or whether you look at primary storage competitors, almost no one talks about the speed of their recovery, and the one or two that do, talk about recovering the data set. We recover the entire environment. We are ready to go, and the backup admin, if they were, for example, Commvault, Veeam or Veritas, they could immediately start the backup, as soon as we did our recovery, which again, takes between 15 and 30 minutes, independent of the data set size. That could be 50 terabytes, it could be a petabyte, it could be two petabytes. And even two petabytes of data can be available in 15 to 30 minutes. And then of course, the backup admin can restore from that backup dataset. Very powerful and very unique in those aspects. >> Whilst the reason why this is so important is like I said, it's like the bank vault, because hackers are going to go after that backup corpus that's where the gold is, that's where all the data is. So this all really sounds good. But there's more than Infinisafe in this launch. What else should we know? >> Well, the other thing we've done is dramatically improved the performance of the purpose-built backup plants at the core. So for example, the last time we publicly announced our numbers, we were at 74 terabytes an hour, now we're 180 terabytes an hour. So of course, as we all know, when you do a backup, it impacts the performance of the primary applications, the primary servers and the primary storage. So if that backup window was taking three hours, now that we've more than doubled the performance, you could be up to 50% better. So a three hour backup window, if that's what the dataset took to be backed up, now we can get that down to an hour and a half or even faster. So that of course minimizes the impact on primary storage, primary applications, and of course your primary storage, making it much, much more efficient, from a backup perspective, and of course less impact on the primary applications, the primary servers, and primary storage. >> So I've talked to a number of Infinidat customers, they're very loyal and kind of passionate. So I wonder if you could kind of put that perspective on this discussion. The impact that InfiniGuard, this announcement, that's going to have for your customers, paint a picture as to how it's going to change their business. >> Sure, so let me give you an example. One of our customers is a cloud service buyer, in North America, they focus only on healthcare. So here's a couple of key benefits that they got. First of all, they use our integration with two different backup vendors. They don't have one, they have two. So we're tightly integrated with our backup software partners. They got a 40% cost savings on CapEX, compared to the previous vendor that they had. And, they used to be able to do 30,000 backup per day, now they can do 90,000 backup a day. And by the way, that's all with the previous version of InfiniGuard, not the version we just announced on the 9th. One of our other customers, which is in AMEA and they happened to be an energy company, they were using purpose-built backup from the other vendor, and they had 14 of them, seven in data center one, and seven in data center two. With InfiniGuard, they've got one in data center one, and one in data center two. So 14 purpose-built backup appliances consolidated down into two. And on top of that, those purpose-built backup appliances from the other vendor actually had a couple recovery failures, where they were not able to recover the data. They've been installed for a year now, they've had zero recovers, zero recovery failures, whereas the previous vendor had some. And lastly, let's talk about a large global fortune financial services. So, one of the biggest in the industry, their cost savings from their previous vendor was 46%. In addition, when you look at their cyber resilience design, they were using one of those vendors that probably talks about needing two system products to do their cyber resiliency. They again were able to take those two systems out, and use one InfiniGuard solution. Again, reducing both their capital expenditure, two going to one. And then the operational expenditure, they only have to manage one InfiniGuard versus two of the other guys appliances. Those are just three examples all over the world. One in cloud service providing, one in the energy space, and one a global fortune 500 financial services company. Just some real world examples. And all those by the way, Dave, were before the enhancements of Infinisafe, and before the additional performance we've added in the launch of InfiniGuard on February 9th. >> So like I'm just kind of sketching out the business case, you know, put my CFO hat on. So you're lowering costs cause you're consolidating, so that means I need less hardware and software. But also there's probably labor costs associated with that. If I could do it faster with less resources, I got less stuff to manage. You're accelerating the backup time, so that frees up resources that I can apply elsewhere, recovery, you know, is really important. So I'm inferring faster recovery, all this lowers my risk, and then I can sort of calculate the probability of having data loss, and then what that means to my business. Am I getting that right? >> Yeah, yeah. And in fact, the other impact is on your primary service and your primary storage. If the backup window shrinks, then you're not slowing down that SAP app, that Oracle app, you know, that SQL app, whatever you're running, whether that be the financials, whether that be your logistics, whether it be your manufacturing system, every time you turn on that backup, to do that backup, that backup window slows you down. So cutting that in half has an impact on the real-world application side, which obviously most storage guys, you know, it's hard for us to quantify. But you are taking the impact of backup, and basically reducing it, if you will shrinking the backup window, so their primary applications don't get hammered as much by the backup while they're still trying to run that SAP, that Oracle or that SQL workload. >> And you're not a backup software vendor, so I have optionality there. I can pretty much choose all the popular, you know. >> Absolutely, so Veeam, Veritas, Commvault, IBM Spectrum Protect, all the majors. And in fact, one of the players I mentioned, as you were talking about the end-users, they use two different backup packages, two of 'em. So, two of the major vendors that I named, we work with them just within one account. So, we're very flexible, the user picks what they want from a backup software perspective, and we can work with anything. So, whatever they want to use, is fine with us. We integrate with all of them, we have integration, for example, also with VMware, for vVols and other aspects in container integration, so you know, whether it be our purpose-built backup appliance, InfiniGuard, or what we do with the InfiniBox, we always make sure we integrate with the surrounding environment. 'Cause storage is not an island, storage needs to exist in your data center, or your hybrid cloud data center, or what you're doing for containers. So we make sure we have integration with our InfiniBox, our InfiniBox SSA, all flash. And of course the product we're enhancing today, the InfiniGuard. >> Yeah, integration is super important in the enterprise. Enterprises want solutions, they're busy. (laughs) They don't have unlimited budget to go, you know, plugging stuff together. So, okay Eric, we got to leave it there. Thank you so much. >> Great, thank you very much Dave. Always love talking to the Cube. >> Okay, in a moment Stan Wysocki is coming in. He's the president of Mark III Systems. He's going to join us for a drill down on how InfiniGuard is impacting customers. You're watching the Cube, your global leader, in enterprise tech coverage. (gentle music)

>> Announcer: From theCUBE Studios in Palo Alto in Boston, connecting with thought leaders all around the world. This is "theCUBE' conversation. >> Hi, Lisa Martin here with Caitlin Gordon, the VP of Product Marketing for Dell Technologies. Caitlin, welcome back to 'theCUBE' I'm excited to see you again. >> I'm very excited to be here again. >> So data protection in the news, what's going on? >> Yeah you know, it's been a busy year. We had obviously our power protect DD appliance launched last year and then this year, we've have announcements on the software side. We had announcements at the VMworld some more at Dell Technologies world. And now today we're announcing even more, which is the new PowerProtect PP series appliances, the new integrated appliances. And it's really exciting. So we now have our PowerProtect DD,xx the next generation of data domain, and we have our PowerProtect DP appliances, integrated appliances. And that's all about combining both protection storage, protecting software in a single converge, all in one offering. It's really popular with our customers today because of the simplicity, the ability to really modernize your data protection in a very simple way, get up really up and running quickly. And in fact, it's really the fastest growing part of the back of appliance market. >> I have read that the integrated appliances, our market is growing twice as fast as the targeted market. So give us a picture of what customers can expect from the new DP series. >> Yeah, and it's not that dissimilar to actually our DD series from last year which is there's in four models in the new DP series. There's a 4,400 which is actually now taking the PowerProtect brand and putting that on the existing DP 4,400 and then three new appliances: the 5,900, the 8,400 and then the 8,900. And it's really all about getting better performance, better efficiency. We've got new hardware, assisted compression, denser drives, and all that gives us the ability to get faster backups, faster recovery, in fact you get 38% faster backups, 45% faster recovery, more logical capacity, 30% more logical capacity, 65 to one theater application, which is just incredible and 60,000 IOPS for instant access. So really ups the game, both in performance and an efficiency. >> Those are big numbers, you mentioned the DD launch last year, contrast it with what you're announcing now. What's the significance of the DP series? >> And that this is exciting for us because it does a couple things. It expands our PowerProtect appliance family with the new DP series of integrated appliances. But at the same time, we're also announcing other important PowerProtect enhancements. On the software side, PowerProtect data manager, which we've enhancing and continuing to talk about all year also has some new improvements. The ability deploy it in Azure, in AWS GovCloud for in-cloud protection. The enhancements that we've done with VMware that we talked about, not that long ago at VMworld about being able to integrate with storage based policy management, really automating and simplifying VMware protection. And it's really all about Kubernetes right And the ability to support Kubernetes as well. So not only is this an exciting appliance launch for us, but it's also the marketing of yet even more enhancements on the PowerProtect data manager side. And all that together means that with PowerProtect, you really have a one-stop shop for all of your data protection needs no matter where the data lives, no matter what SLA, whether it's a physical, virtual appliance, whether it's target or integrated, you've all bought them in the PowerProtect family now. >> Excellent. All right. Last question for you, Caitlin we know Dell Technologies is focused on three big waves, it's cloud VMware and Cyber Recovery. Anything else you want to add here? Yeah, I'll pick up, especially on that last one, we talke%d a little bit about the enhancements we've done with cloud in cloud data protection, longterm recovery, disaster recovery, as well as what we've done on the VMware front, really important that we continue to have that automation at simplicity with VM-ware but cyber resiliency, cyber recovery ransomware has really risen to the top of the list. Unfortunately for many organizations and PowerProtect cyber recovery is really an important enhancement that we also have with this announcement today. We've had this offer in market for a couple of years, with the exciting new enhancement here. It is the first cyber recovery solution and endorsed by Sheltered Harbor. So it is the first Cyber Recovery solution endorsed by Sheltered Harbor. And if you're not familiar with PowerProtect data, PowerProtect, if you're not familiar with PowerProtect cyber recovery, it provides an automated air gapped solution for data isolation and then cyber sense provides the analytics and the forensics for discovering, diagnosing and remediating those attacks. So it's really all about ransomware protecting from protecting from or covering from those attacks, which unfortunately have become all too common for our customers today. >> Excellent news, Caitlin. Thanks for sharing what's new congratulations to you and the Dell team. >> Thank you so much, Lisa. >> For Cait%lin Gordon I'm Lisa Martin. You're watch%ing 'theCUBE'. (calm music)

(logo chiming) >> Presenter: From theCUBE studios in Palo Alto in Boston, connecting with thought leaders all around the world, this is a cube conversation. >> Hi, welcome to this cube conversation. I'm Lisa Martin. And I'm pleased to welcome back one of our cube alumni from Dell Technologies. Joining me right now is Jim Clancy, the SVP of Global Data Protection Solutions Dell. Jim, great to have you back on theCUBE. >> Hey, Lisa, thanks for having me. Looking forward to our conversation. >> Though we're nice. So we're very appropriately socially distance as you can tell California East Coast. So 2020 has been a quite a year, right? We're only about halfway through it, Jim. But some of the things that I noticed from Dell Technologies is these three big waves that Dell Technologies that we want to ride these in 2020. And those waves are Cloud, VMware, and Cyber Recovery. >> That's right. >> Talk to me about these three waves and what's happening with those currents in this pandemic time. >> Yeah, it's really interesting. So back in February we, we actually had Dave Volante had a video that we shared with our teams at FRS, which is the global sales organization meeting. And we were talking about some of the things that we're seeing from our customers and how they're picking up. And those are the key waves that our teams have been focused on. But most importantly, these are what our customers are asking us about. These are the things that are really important to them, that are allowing them to know modernize in, some of the challenges that that have really kind of taken off and gotten, quite frankly, worse in the current environment. So yeah, we, we kind of jumped on the wave that Dave kind of brought forward to us at FRS and now we've been riding those with our customers. And if you can imagine that they're pretty choppy with some of the change in the environment that we're in today, but they certainly allow someone like Dell DPS to be able to be really successful if you write them correctly. >> Alright, so let's break down those choppy waves right now from a cloud perspective. So many organizations in every industry globally, are living in a multicloud world, whether it's strategic, and some of it is or by acquisition. And they're running traditional workloads, they're running emerging workloads. How is cloud now even more important from a data protection perspective? And what is Dell Technologies doing to help them in this navigate this multicloud world? >> Yeah, well, I think a couple a couple of different things. First, is that before COVID, and before the pandemic, customers were obviously living in a multicloud world they were picking applications choosing. Is it easier, is it faster to deploy in the cloud. And now with with the situation that we're in, customers are accelerating their adoption. So if you look at some of the announcements that come out from like Microsoft. The Microsoft's cloud businesses is just exploding right now. And a lot of it has to do with our customers are not going back to the data center, they don't have access. And the world has changed that their focus so much on work from home, that the quickest way to get going is to adopt the cloud. And so we're seeing a massive uptick on that. It's good news for Dell Data Protection, because there's a couple of key things that happen. When customers take some of these applications and put them in the cloud. They certainly open themselves up for some challenges, or they certainly open up with a cost really takes off if they're not leveraging an efficient data protection solution. So the first, first and foremost customers are adopting and leveraging the cloud more and more. And then about I think the numbers around 70% of customers today are looking to optimize their cloud experience. So they want to use it more, but they definitely understand that they're spending a tremendous amount of dollars out there and they want to optimize it. So we've had an example with a customer that wanted to leverage the cloud more. But the challenge was the cost just wasn't working out for them. And 60% of that cost that they felt they needed to update was their backup and archive. And so we went in, worked with them talked about how we could optimize that environment, to the extent that we could cut their costs in half. So there's a there's definitely a need, customers are going to continue working and going to the cloud, but they need an optimized, efficient Data Protection Solution. And Dell is the only one that can deliver that. >> And speaking of cost for a second, let's pivot on that. Because these days, it seems like the financing for Data Protection Solutions is as important as protecting the data itself. So when your customers are coming to you guys say, hey help us out, we need to leverage out more but we need to do some cost effectively. What are some of the the flexible financing options or even incentives and offers that Dell Technologies is delivering to it's customers? >> Yes. So we've been offering a lot to our customers for years in terms of flexible financing, we have the best finance organization sales financing organization in the world which is our DFS group. And what we've been able to do is start to look at more about how can we offer a subscription pricing to our customers flex on demand. But then on top of that, is we announced another program, which allows customers to extend their payment terms, right? It allows them to, zero dollar finance. So as the customer are really kind of focused on preserving their cash. We are bringing to market solutions, not only with DFS, that makes it more flexible from a consumption standpoint. But we're also looking at how do we kind of bundle some of our solutions together. How do we become more aggressive and help our customers get through this because cash is king for a lot of our customers today. And if we can help them preserve that cash it gives them the flexibility, they're going to remember that. Right? They're going to, they're going to want to partner with us more, they're going to see that we're stepping up to help them get through this difficult time. So, flex on-demand subscription pricing, those are the big things that we're starting to see more and more from our customers and Dell is here to help them with stepping up and helping our customers when it comes to the financing. >> Then imagine that applies not just to the Cloud environment, but also the VMware environment. That's another wave. Talk to me a little bit more about that wave and how you're helping customers to be able to protect their VMware workloads across the entire VMware stack. >> Yeah, and just let me add one thing to, from a when I talk about the financing, it's, it's whether someone runs stuff on-prem or in the cloud. So I know you mentioned that it's it's flexible pricing options across on-prem or off-prem, it doesn't matter. For us, it's a multicloud world and wherever you want to run it, you want to have flexible consumption models. But the topic of VMware which is just an amazing opportunity that we're working together with VMware and the partnership could never be any stronger than it is today is that VMware is working and growing, in every one of our customer environments today. And as they grow, they really need a strong Data Protection Solution that's going to bring governance, that's going to have scale, that's going to have cyber, Cybersecurity on it, that's going to give them that flexibility to be able to protect these workloads. And VMware wants to continue to virtualize more and more workloads, databases. And to do that, you need to be able to say that you can protect them recover that data. So customers are really pressing VMware and VMware is coming to Dell Data Protection to say, look, we're becoming more and more critical, and they've always been critical in the data center. But we really need to partner with you to be able to deliver a full experience and offer that protection that is necessary for a customer's mission-critical environment. So VMware and Dell DPS, I mean, together, no one can compete with us. It's actually exciting where we are today. But most importantly, some of the things that we're doing moving forward. >> And one of the obvious advantages that Dell Technologies has with respect to VMware is joint VMware engineering and that deep integration. Tell me a little bit more about that, and how that is an advantage when you're talking and sell situations with your customers? >> Yeah, it's a. So I always say that probably about 18 months ago, we really started to put together this joint development start to get really tighter from a technology standpoint, because you can't just show up one day and say, Hey, I'm the best in this market, right? You really need to be building, something and get to a point and so about 18 months ago, I tell customers, that's when Dell and VMware really came together and started doing more in terms of strategic solutions. And it's paying off for us. So if you think about VMC, very critical, VMware Cloud, very very important for their future and their success. We were the first to market with that integration. If you think of Kubernetes, and the importance of Kubernetes. Moving forward, we were first integrated with that with VMware, so our engineering investments are paying off. And this is just the beginning of where that relationship is going to be. As we exit this year, our solutions together will be second to none in the market. And quite frankly, there'll be no one else left in the market that can compete with us from a technology and that's good, not just for our customers and our partners, and not just good for Dell DPS. But most importantly, that's really important to VMware right? They're scaling, they're growing tremendously. They're the leader in this market, and they want to continue to own more of a customer experience. And to do that they need a data protection partner that can help them and so we got a great relationship going right now and it's only getting better. >> That's good to hear. So in terms of data protection, let's let's dig into that third wave, which was Cyber Recovery because one of the things that we know is happening during the pandemic is that cybersecurity issues are on the rise. We know that as technology advances, and it's used for good applications. The bad actors also have access to it. I was reading from the FCC the other day that just since March, there are about 1000 new domain names registered every day with COVID-19. There's malware that's easily dropped on a suspecting persons a endpoint because maybe it has a really entirely enticing title from the World Health Organization. What are you seeing in your customer environments with respect to Cyber Recovery? And is it is security now even more of an important factor given that this work from home situation is probably going to continue for some businesses for quite some time? >> Yeah, I think, our customers have a lot of different challenges now with with COVID-19. And one of them was how do you get your workforce working remotely. And sometimes you have to cut corners to get that done. And what that does is open you up for more challenges, more security breaches. And on top of that, is we're seeing the I call them the bad guys, the bad guys are out there right now attacking our customers more than they ever had. So, before COVID-19 ransomware was a big problem. And now it's, it's even worse. And so I think the bad guys see that they have an opportunity to go out there and really hurt some of these companies hold them, hold them for ransom, get some money from them, which is very unfortunate, but at the same time, that's the reality that we're living in. So before COVID-19, we had a massive customer acceptance, so looking at what we delivered from a Cyber Recovery Solution. And now since COVID-19, is about a 4,000% increase in ransomware attacks, we're seeing every one of our customers really starting to adopt the Cyber Recovery Vault that we delivered to the market today. Now we it's this isn't something new, right? We we've been building on this since about 2016. And our solution has gotten better and better and better, to now where absolutely, we've always been the leader in this market. But now we have such an incredible lead with our customers in terms of how we can help them in the challenges that are exacerbating in their install base. We're really in the right place at the right time. It's unfortunate for our customers, but at the same time, they have to protect their assets. They always have to be able to recover their their their assets or the business won't continue. So it's an unfortunate thing for them, but Dell is here to help take care of one of these problems that they have which is protecting their mission-critical assets. >> Right. And this mission-critical assets are on devices. They're in Cloud applications like office 365, or Salesforce business-critical, revenue-critical data. They're in a data center, they're in VMs. How are you helping customers kind of evaluate if they're in a situation now where they realize maybe we haven't put the emphasis into data protection that we need to? How do you help a customer sort of stack rank and prioritize knowing that the threat vectors are fairly holistic and get a solution from Dell Technologies implemented, and securing them as fast as possible? >> Yeah, it's a good it's a good question. It's kind of a hard one to answer because our customers have data everywhere. So it's a hard one for our customers to kind of figure it out. But what we can do is we can start in different places for them so we can work with them on assets that things that absolutely for them to restart their business, we have a solution that allows them or a way that we say look for you to get your business back up and running there's a critical rebuild there's things that absolutely need to be able to lay down your foundation before you even consider dropping assets, or any applications back out there. So that's like a first step of hey, let's at least size out how you get your critical rebuild up and running. But then there's other companies like big banks that say, well, I need all my customer information no matter what, and I need to recover that. So it's it can get a little complicated. Sometimes we have customers, because they have to figure out what assets they want to put in the vault and how do they want to recover that data. And what's the RPO RTO time but for us, we can work with them and say here's the critical rebuild. Here's the first step of getting your information back from the bad guys or back from wherever you're storing it today. But then on top of that, we can start to expand with them. And they can start to protect more and more things and add to the ball more and more the critical applications that they have out there. And, no one understands this better than us. And so it's good because we can help our clients size where they are today, we can help take a snapshot of their environment today. And then we can recommend what we think is step one, and depending on their appetite, depending on their urgency, we could take them from step one to step done, right? We can, we can cover all their assets, so we can start with their mission-critical and move down to other applications. So the good news for our customers, we have the only secure vault in the market. And we also have the expertise and the people to be able to help them understand how they can get going. >> Last question, Jim, for you in terms of the choices of the technologies that Dell Technologies offers to your customers, Dell has been the leader in the purpose-built backup of plan market. Since IDC invented that category, but the market is bifurcating, and we're seeing Integrated Data Protection Appliances IDPA, even though it's a smaller term, that market is growing faster. Talk to me about the different choices of technologies that you deliver to your customers? >> Yeah, I guess there's a couple ways to look at there's a traditional way of a customer building out their solution and that would be the traditional purpose-built backup appliance Data Domain with our software. And so they would kind of build that build on their own, they put the software in the hardware together, and that would be their solution. What we are seeing more and more is that customers are looking for that integrated appliance. And I'm happy to say that, our IDPA solution, which was a little bit behind getting to the market is now right in the center of the market and picking share right? We are easily outgrowing the market. This is something that we're putting our shoulder behind. We're pushing really high with our customers. Our customers are extremely happy. So thank you to the engineering team, the services team, the product management team that, really helped us get from where we were, say three years ago to where we are now. Now our customers are really pushing for that integrated experience, because they're flying to quality. There's a flight to quality right now, someone that might have multiple backup applications might have multiple hardware solutions. They're trying to get to one vendor, they're trying to get to one partner, they are trying to make this a simpler experience. And so from Dell, because we cover all the use cases that our customers have out there, they're looking at us as that one provider, that one vendor that can deliver on the full experience across their whole environment, not just maybe the VMware solution, maybe not just a couple of databases, maybe not just their Cloud applications. They want a vendor that can provide solutions. Across all of their workloads across all of their use cases, and no matter where the data sits in a remote office, on-prem in a data center or in the cloud, and that's where IDPA comes in, we can deliver a solution that covers all customers use cases, with the same experience from Dell, which is second to none. So that's where IDPA is exciting. That's where IDPA is growing up place in the market. And that's where teams have to really spend time helping customers understand how they can consolidate down to one vendor, which is Dell, and be able to cover all of their requirements. So it's pretty exciting time on what we're delivering from an IDPA standpoint. And we are clearly taking share on that market right now. >> Well Jim, thank you for joining me on theCUBE today talking about those three waves, Cloud, VMware, Cyber Recovery and how Dell is really helping your customers rapidly pivot in these turbulent waters to capitalize on some of the new opportunities that are clearly there, we appreciate your time, Jim. >> Yeah, thanks for having me and we're going to continue to ride the waves and be really successful. >> All right, for Jim Clancy, I'm Lisa Martin. You're watching theCUBES conversation with Dell Technologies. (soft music)

>>from the Cube Studios in Palo Alto and Boston connecting with thought leaders all around the world. This is a cube conversation. >>Welcome back to the Cube's coverage of AWS Summit 2020. It's virtual online, and we're the Cube virtual here in our Palo Alto studios with our covert 19 crew. We're in place here, getting all the content remotely and also digitally. We're gonna bring that in the virtual. Got a great guest here as part of the program at AWS, but more importantly, part of the community doing its part both on building applications but also around covert 19 Dean, great CEO of Skylab APS ink. And they got an app that's being featured called Do your Part Hashtag Do your part, Dean, Thanks for spending the time to come in and talk with me. >>Excited to be here. >>You got to love this virtual ization going on, and I think you know the sad news around what's going on is really an indication of a New World order that we're seeing a new expectation of virtual izing the world that we live in. Obviously, we've been doing content at events. Now it's virtual or digital, but Still, people are online there. They're converging their lives with digital technologies. You guys are in that business. You have an app that's pretty compelling and relevant for the covert. 19. Take a minute to tell us about yourself and Skylab Appsync and do it. Do your part. Uh huh. >>Sure. Thank you. Thank you for having us on first fall. Well, what we do is kind of acts as we launch rapid response platforms. That entire platform in about a week's worth. The times If you have your on Facebook or INSTAGRAM, we'll be doing for causes tribes organizations or some sort of situation that requires there was something to get it quickly. Where you can shave were warning and track behaviors of that community to hit a certain goal. So since we've been doing this for years with all kinds of communities, we code it. We started hearing all these things on the news about companies coming forward and making face faster hand sanitizers, which were great products. But there's nothing out there that was tracking and helping the people that would be in quarantine. Hi, my little heroes inside all of us. So we knew that every night on the news. We were being told to stay home, but how do we track that stuff? So we just had the ability to do it, and we stepped forward and said Amazon aws But you help us and they said, Absolutely give you credits on servers will handle the server stuff. You have a platform and look for war. All these people at home kids and parents >>talk about the app itself. You guys are doing your part and flattening the curve. Tracing has become a topic that they were digitally connected. Why not use the technology for good? You guys have an effort to flatten the curve and track, and people are opting in its not like its surveillance government surveillance. This is actually an opt in. Do your part, you mentioned heroes. It's a hero journey, if you will. But people are doing Their part here is that we talk about the app. What's it's what's it all about? >>So when you go in that it's a one stop shop to learn about leaks to the CDC information. First of all, you want to know making sure you have real news getting quality information, so resource for education. But the unique thing about it is there's tons of those out there is that you have all the action's listed where you can now. Why should you? Why in your hands reaching out to here saying Thank you for spending time with pets, unplugging all the things that just not psychological but actually coded actions that are saving lives? People voluntarily going there report that they're doing that by clicking on it instantly shows up on the wall like Instagram feed, but it's private, and everyone now can see what people are doing. Their high fiving change each other on their badges, and major companies are jumping on board one wiser or a all kinds of companies outside of Amazon. But only when people are doing these things. We'd love the highlight report that these actions state. >>It's really also, I think it's well, first, it's awesome that you're doing in your agile enough with AWS. I want to get to that in a second. But I think the trend with code 19 that I'd like to get your thoughts on this. I think this has a lot of head room is not so much the feel good nature of it that I'm doing my part. But you're starting to see the user experience. People are tired, tired of sheltering in place. We're pushing now 23 months now into this and is gonna go on for more and more. Universities want to open. People want open up their jobs, and it's almost a new norm developing where the tribes, if you will, or groups of people. My daughter lives in San Francisco. She's got some roommates. They're sheltering in place. They're watching their actions. They also want to socialize. So it's almost like a badge collected license to get into a bar. It's like, Hey, I'm doing my part So it's It's almost a signaling kind of tribal thing that you're seeing. And I think this might be part of a future that we're gonna live in, because if I'm aware of my responsibilities and I'm doing my part, I want to communicate with people who are doing their part, and there >>are people who >>aren't doing their part by the way, that's well documented. And then there's a trust element in all this. >>Bring this >>together for us. What does this all means? That tribalism communalism, norms or developing interactions, and expectations are emerging. New roles and new responsibilities are emerging from this. Your thoughts >>well, you're hitting me on the head. Everything's troubling. That's what Sky was focused around. Is, for example, well, we started to help the cheerleading industry because it was a bunch of young athletes from ages 6 to 22. And we have over 40,000 kids, for example, that are tracking behaviors and wannabe recognized for doing the things that really matter in life, not just taking a selfie be rewarded for >>being cheat. >>So how do you compete with all the concepts of being famous for the wrong reasons? So, for example, let's cheer up. We work people for being better athletes, taking the actions that advanced. They're still being a better human beings doing their homework, getting Obama complement, doing the dishes and then making the world a better place. We were already doing that. Now I'm making the world a better place. Is in addition to stopping a bully. Reaching out don't mean girl. Now we have the corporate actions of making the world a better place. Track it, and what was shocking is they can now show that we've got kids that have had 200 days streaks over the last year, and they were addicted to the positive things, not just being cute anymore, also perfectly for covert actions in there. And people are just loving it. So we've got Bruce. Whether navy seals of whether it's with cheer or whether it's with any type of affinity group is out there. >>It's interesting because, you know, people love to see the lights on their selfies on their posts. This >>is a >>new kind of social signaling, but it's got again social responsibility. Kind of built in with the Gamification is in the right way. That's what you're saying. Is that what's happening? >>Yes, and you're sitting on a white paper they wrote recently. It's called Beyond. Gamification is via rest value reinforcement systems, and it's highly. It's much more addictive and sustained engaging for long term, because Gamification is what's done to you without really knowing via Rest is, you are the organization grabbing the steering wheel of deciding what other behaviors that you should be reinforcing. So the RS is the next evolution of Gamification. >>I think that's a huge point. I'd love to do a follow up segment on that because I think this is exactly what I call the Facebook blowback, which is the users, the product that's been kind of the Silicon Valley kind of vibe, and that's really true. Facebook has been, you know, not exploiting that. Using the free service in exchange for leveraging you and being game. Gamification applied to people here. The script is flipped. The users, they're telegraphing their data into a system that's rewarding them for positive things. And it could be on anything >>well and reward them in. Our system is when you're gonna grow a tribe. If you want to take something and grow bigger, you have to have the basics. Talk to me. Follow me. Here's all the resources of channels. Here's the behaviors I want you to do consistently, and then maybe here's some certification course you go. So it's like five little absent, one that are geared for growing the community because learning something I know is not proving that I am and I am is a huge gap between just know, and so everyone was teaching out there Today needs to start backing up their incredible keynotes with an incredible continuity program to create sustained trip transparent change. And you mentioned the GDP. Our rules the world has written, has wised up, realized. I don't mind telling me what I'm doing is long is I get to see what I'm doing. I'm in volunteering. Data don't go straight behind my back when I've been a part of that. Really, Where? On whether I'm general social media, they feel like they're part of the track and will mission. That's totally different than going to a specific apt to tell you when I do. >>This is innovation. I think this is a great, innovative trend. I think this is going to be around much longer on and have a lot, a lot, a lot of headroom to it, because I mean, every wants to be an influencer and have influence. But what you're getting at is interesting. It's reputation, it's who you are, and your actions are contributing to that. You can control that. That's a really great trend. Awesome stuff, great stuff. >>Well, you said very key work. We call them. Everyone likes to be influencers, but they don't feel they can compete with the beautiful, super powerful influencers on social media, where you've got 10 million followers or a 1,000,000 you have to just be the ultimate look, the ultimate fan. People are now realizing they could be micro influencers, and they're attitude. Will it? As long as you recognize us the same way, we want you to know that we're not just customer, not just a fan. I'm a micro influencers long. You'll recognize me and I'll tear the door down. >>Well, you know what? That's something that's near and dear to our hearts. After the Cube, we have a Cube alumni network. We don't try to monetize it. It's just really smart people we share content with. And no network is too small in our mind. We think that is ultimately where it's gonna go. Really appreciate that with Covert 19 as it evolves, you guys had this rapid app. Amazon's helping out. I'll see they're involved in giving you some credits. What's going on with Amazon? What's the relationship? Free credits? Are you an Amazon customer using Amazon Cloud? What's your relationship with AWS? >>Well, first, we wouldn't be able to do what we do about them. So all of our APs for communities are powered by Amazon in AWS. So in addition to that by the given its Cremins, they didn't just want to do your partner. They have all of the other existing communities rapidly deploy these actions, like the cheerleading young athletes like the ones for personal development. So we suddenly were able to track over a 1,000,000 actions taken in people's households of people have shown funny moments and give these with what they're doing is basically making off color. So Amazon really stepped up and help them not just the general public, but on the existing ones, with their leveraging technology that we run off of, as well as providing credits for all of those people. >>Well, congratulations for being featured on the Amazon Summit Virtual Appliances Cube online here is, well, virtual great stuff. Love to follow the progress quickly get a plug in for the company where you guys are at and share the length of that white paper. I think that's something that's worth promoting the white paper you mentioned. >>So the people get all this information sky dot world, so that's kind of the world that we're basically a platform that people have access to this white label. So you have a community organization that you want to be able to train, track to reward people, own your data, and we allow you own a copy of your of your source code. So we truly are empowered people. If you have a tribe, man, right, get your world. You know, this is where the science of engagement business we like to help you get that sustaining and, you know, what >>are you fast forward of? What's the pricing model? >>Yeah, so we started to set up a VM on a monthly fee unless they end up buying out the code and then typically just face to maintain it. So we were I was a customer, was someone was a young person who had developed a large tribe with decent sized multiple countries, and they realized I sold my company. All my people were on Facebook and Instagram, so I was only valued a certain value. Had I had all that community on a platform that I owned. Oh my gosh, I was like a younger rock star realized >>that you're rolling out the rock star and >>again having social >>graph and having that interest graph really creates a lot of value and congratulations. And I >>think you >>look forward to seeing the success. And thanks for doing your part. Literally, Figuratively with the march, check it out online bringing social responsibility and Gamification in the hands of the users where they can control it. The reputation and thank you for coming on the Cube. Really appreciate it. I'm John Furrier. Thanks for watching this Cube. Virtual covering AWS Summit Online. Their virtual event as we are in our quarantine crew studio here in Palo Alto doing all the remote interviews. I'm John Ferrier. Thanks for watching. Yeah, yeah, yeah, yeah.

>> We're back with Rob Emsley who's the director of product marketing for Dell EMC's data protection division. Rob, good to see you. >> Hi, Dave, good to be back. >> So we just heard from Beth about some of the momentum that you guys have. From your perspective, from a product angle, what is really driving this? >> Yeah, well, one of the things that we've definitely seen is as we talk to our customers, both existing and new customers, cloud journeys is top of mind for all of the CIOs. It's being driven by either the desire to drive efficiency, take out costs, and data protection is one of the most common use cases. One of the things that we find is there's four use cases for data protection that we see. Long term retention of data, cloud disaster recovery, backup to the cloud, and the emerging desire to stand up new applications in the cloud that need to be protected. So backup in the cloud really completes the four major use cases. >> Well, one of the things I think is really important in this market is that you deliver optionality to your customers. So how are customers enabling these use cases? >> Yeah, so the first two use cases of long terms retention and cloud disaster recovery is really driven by our software and our appliances. Both of those are really predicated based upon the assumption that customers are going to deploy data protection on premises to protect their on premises workloads and then tier to the cloud, or, which is becoming more common, use the cloud as a disaster recovery target. It's delivered by our data protection software and that's either in a software form factor or that software delivered and integrated appliance form factor. >> So let's talk about purpose built backup appliances. I think our friends at IDC I think coined that, they tracked that market for awhile, you guys have been a leader there, the acquisition of Data Domain obviously put you in a really strong position. Give us the update there. Is it still a vibrant market? Is it growing, what's the size? What's it look like? >> Yeah, so as we look at 2020, IDC forecasts the market size to be a little under $5 billion. So it's still a very large market. The overall market is growing at a little over 4%. But the interesting thing is that if you think about how the market is made up, it's made up of two different types of appliances. One is a target appliance, such as Data Domain and the new PowerProtect DD, and the other is integrated appliances where you integrate the target appliance architecture with data protection software. And it's the integrated appliance part of the market that is really growing faster than the other part of the PBBA market. It's actually growing at 8%. In fact, IDC's projection is that by 2022, half of the purpose built backup appliance market will be made up of integrated appliance solutions. >> So it's grown to twice the overall market rate, but you guys have two integrated appliances. Why two, how should people think about those? >> Yeah, so a little under three years ago, we introduced a new integrated appliance called the Integrated Data Protection Appliance. It was really the combination of our backup software with our Data Domain appliance architecture. And the Integrated Data Protection Appliance has been our work course for the last three years, really allowing us to support that fastest growing segment of the market. In fact, last year, the Integrated Data Protection Appliance grew by over 100%. So triple digit growth was great. It's something that allows us to address all market segments, all the way down to SMB all the way to the enterprise. But last year, one of the things you may remember at Dell Technologies World is we introduced our PowerProtect portfolio and that constituted PowerProtect Data Manager our new software defined platform as well as the delivery of PowerProtect Data Manager in an integrated appliance form factor with PowerProtect X400. So that's really our new scale out data protection appliance. We've never had a scale out appliance in the architecture before, in the portfolio before, and that gives us the ability to offer customers choice, scale up, or scale out, integrated and target, and with the X400, it's available as a hybrid configuration or it's also our first all Flash architecture. So really, we're providing customers with the existing software solutions that we've had in the market for a long time, an integrated form factor, with the Integrated Data Protection Appliance as well as the brand new software platform that will really be our innovation engine. That will be where we will be looking at supporting new workloads and certainly leaning into how we support cloud data protection in the hybrid cloud reality of the next decade. >> Okay, so one of the other things I want to explore, is we've heard a lot about your new agile development organization, Beth has talked about that a lot, and the benefit, obviously, is you're able to get products out more quickly, respond to market changes, but ultimately the proof is in translating that development into product. What can you tell us about how that's progressing? >> Yeah, so certainly with PowerProtect Data Manager and the X400, that really is the epicenter of our agile product development activities. We've moved to a three month cadence for software releases, so working to deliver small batch releases into the market much more rapidly than we've ever done before. In fact since we introduced PowerProtect Data Manager where we shipped a first release in July, we're now at the third iteration of PowerProtect Data Manager and therefore the third iteration of the X400 appliance. So there's three things that I'd like to highlight within the X400 appliance specifically. First is really the exciting news that we've introduced support for Kubernetes, so we're really the first large enterprise data protection vendor to lean into providing Kubernetes data protection. So that becomes vitally important especially with the developments over at our partner in VMware with vSphere 7, with the introduction of Tanzu, and the reality is that customers will have both vSphere virtual machines and Kubernetes containers working side by side and both of those environments need to be protected. So PowerProtect Data Manager and the X400 appliance has that support available now for customers to take advantage of. Second, we talk about long term retention of data in the cloud. The X400 appliance has just received the capabilities to also take part in long term retention to AWS. So those are two very important cloud capabilities that are brand new with the X400 appliance. And then finally we introduce the X400 appliance with a maximum configuration of four capacity cubes. Rough and tough that was 400 terabytes of usable capacity. We've just introduced support of 12 capacity cubes. So that gives the customers the ability to scale out the X400 appliance from 64 terabytes all the way to over a petabyte of storage. So now if you look at our two integrated appliances, we now cover the landscape from small numbers of terabytes all the way through to a petabyte of capacity whether or not you pick a scale up architecture or a scale out architecture. >> Yeah, so that really comes back to the point I was making about optionality. Kubernates is key. It's going to be a linchpin, obviously, a portability for multi cloud sets that up. As we've said, it's not the be-all end-all, but it's a really necessary condition to enable multi cloud which is fundamental to your strategy. >> Absolutely. >> All right, Rob, thanks very much for coming to theCUBE. It's great to have you. >> Thanks, Dave. >> And thank you for watching, everybody. This is Dave Vellante for theCUBE. We'll see you next time. (bright music)

from the silicon angle media office in Boston Massachusetts it's the cube now here's your host David on tape the imperative to protect data has never been more pressing as companies transform themselves from businesses into digital businesses the intrinsic value of their data Rises exponentially the problem for infrastructure pros is that everything in IT is additive it seems like nothing ever dies which means more things to manage now think about that when you're protecting data you have bare metal VMs now containers you've got cloud you got to worry about the edge all this data needs to be protected not only does this increase complexity it expands the attack surface for adversaries wanting to steal or ransom your data at the heart of all this is a build out of a massively global distributed cloud we saw wave 1 of the cloud which was public wave 2 was really hybrid and that's evolving now in parallel you're seeing the emergence of multi cloud and as I said these earlier trends are additive they're not replacements and with me to discuss these important issues and how Dell EMC specifically is pivoting toward cloud data protection is Beth Phelan who is the president of Dell emcs Data Protection Division that's great to see you well good to be here again so we know the world is hybrid it's a fundamental the on-prem stuff is part of the fundamental digital digital transformations of these these companies and now you've got data protection for the cloud so what do you see happening in that world yeah let's start with what we're seeing in the market we recently remade on our global data protection index we've been doing it for many years and we've been really using that to help us understand the landscape and what our customers need and first not surprisingly it shows that continued trend of movement and reliance towards cloud environments for business applications continuing to increase on top of that the customers despite that are continuing to struggle with ensuring they have the right data protection for their cloud environments right so they're they're struggling you see that we see that as well what what's going on there well what is the data tell you yeah first of all more than half of the customers don't have a comprehensive data protection solution for their Salas cloud native and multi cloud environments more than two-thirds of the customers who may be relying on their cloud service providers for data protection say that they do not have a solution that covers all of their workloads so whether they're working with a cloud service provider or some other vendor they're being really clear that they do not have a comprehensive approach to cloud data protection yeah so I mean you see the cloud adoption is going like crazy but it seems like the data protection component is lagging how is that affecting the traction in your business yeah you know it's a double-edged sword right on one level customers see the advantages of moving to a cloud on the other hand you know they are really looking for vendors that they can partner with to still have the same confidence that the data is protected that they have on Prem and what we're seeing now is that customers are turning to us to help solve that problem we have over a thousand customers using Dell EMC for their Cloud Data Protection and we're narrowing in on three exabyte the data that we're currently protecting in the cloud so it's happening yeah that's pretty good traction so I want to talk about VMware obviously VMware is the linchpin of many customers hybrid strategy and it's a clearly an important component of Dell technologies talk a little bit about the relationship between Dell EMC data protection specifically and VMware I'm interested in you know they've announced project tenzou and there's kubernetes how are you guys working together to really deliver a value for customers so we are super excited about the opportunity to work so closely with VMware because as they're cut in their domain we're working directly with them and that's an advantage that comes with being part of the dell technologies family and so we were the first company to bring data protection for were kubernetes environments out to market it's available now so you'll see us bring that into the tenzou mission-critical has been moved forward partnering closely with with vmware and of course we're already fully certified for vmware cloud it's really an ongoing regular conversation about how we can work together to bring the best to our customers so Beth I gotta ask you so you're part of your role as the leader of the the division is obviously you gotta get a lot of mouths to feed big division you got to make your plan you got to deliver for customers but strategy is another key component of this how do all these cloud trends shape your strategy so core to our strategy is to be the essential provider of data protection for multi cloud environments so no matter where customers are choosing to deploy their applications they can have the same confidence that they always did that that data is protected and the way they can get it back so that's core and if you want three words to remember for our strategy think VMware cloud and cyber cloud is central to it and you're going to be hearing a lot more about it in the weeks and months ahead okay so I gotta ask you break out your binoculars maybe even the telescope what are the future what are the future's look like when you think about the division and the market so we've been talking about cloud for a long time but we are still in the middle of this journey customers are going to rely on the cloud even more for additional use cases and especially in the data protection space right now we're seeing backup to the cloud dr to the cloud but the future will include cyber resiliency that's leveraging cloud deployments you're also going to see more and more of an emphasis on people leveraging SAS for their software consumption and for us that means not only protecting SAS applications but it also means giving customers the option to consume data protection in a SAS model we already do that today with things like cloud snapshot manager with things like the power protect management and orchestration but you're going to see us do even more of that because they're just incredible benefits of people leveraging sass to consume their software data constantly evolving lamps landscape data protection has to evolve with it Beth thanks so much for thank you and thank you keep it right there we'll be right back right after this short break from world famous cloud Studios Dell Technologies presents the world's number one show on data protection solutions for today's organizations it's proven in modern magazine with Jake and Emmy hello everyone and welcome to the premiere of PM magazine where we cover the proven Dell technology solutions that you've come to rely on and the latest modern innovation driving powerful data protection for the future I recently spent some quality time with one of our customers and I learned a thing or two about Dell proven data protection solutions let's watch the clip we've always relied on tell performance efficiency and scale to help us keep pace with our data protection needs but there's so much more for example we've been crushing it with Dell cloud data protection for backup to the cloud in cloud backup cloud tearing cloud dr uh-huh look at the picture it's a huge business advantage how so our costs are down we spend less time on management we're meeting our service levels and we have peace of mind that all of our data is protected right awesome did you talk about how Dells agile development approach is accelerating the speed at which we deliver customer value yes and how cloud capabilities will continue to grow yes and about VMware protection yes and cyber recovery yes I mean we covered all of that as well as the mega trends that require data protection with a modern approach well modern is exactly what our guests today are here to discuss Jake he is Ken fatale a noted data protection expert and joining us from the field on her vacation in the Bahamas is Barbara Penner of the data management Institute thank you both for being here so Ken what should our viewers think about when they hear the phrase modern data protection they should think new requirements for modern applications cloud native workloads Cubana is multi-cloud and data services to name a few Barbara would you add anything to that list I would add business service recovery on premises or in the cloud autonomous protection to auto detect and protect workloads across edge core and cloud infrastructure and lastly all of this must operate at global scale thank you both this is exactly where we're heading with Dell power protect solutions well it's time for a break but when we come back we've got something special in store for you don't we Jake I was hoping you forgot oh no someone learned how to make cream puffs and it did not turn out well for him yeah my apologies in advance to my mother who tried to show me around the kitchen but as you can see we'll be right back [Music] we're back with Rob and Rob Emslie who's the director of product marketing for Delhi MCS data protection division Rob good to see you hi Dave good to be back so we just heard from Beth about some of the momentum that you guys have from your perspective from a product angle what is really driving this yeah well one of the things that we've you know definitely seen is that as we talk to our customers both existing and new customers cloud journeys is is top of mind for all of the CIOs it's being driven by either the desire to drive efficiency take out costs and data protection is one of the the most common use cases and one of the things that we find is that there's four use cases for data protection that we see long term retention of data cloud disaster recovery backup to the cloud and the emerging desire to stand up new applications in the cloud that need to be protected so backup in the cloud really completes the four major use cases well one of the things I think is really important this market is that you deliver optionality to your customers so how are our customers enabling these use cases yeah so the the first two UK's first two use cases of long term retention and cleitus recovery is is really driven by our software on our appliances both of those are really predicated based upon the assumption that customers are going to deploy data protection on premises to protect their on-premises workloads and then it's here to the cloud or which is becoming more common used to cloud as a disaster recovery target you know it's delivered by our data protection software and that's either in a software form factor or that software delivered in an integrated appliance form factor so let's talk about purpose-built backup appliances I think you know our friends at IDC I think you know coined that they tracked that market for a while you guys have been a leader there the acquisition of data domain obviously put you in a really strong position give us the update there is it's still a vibrant market is it growing what's the size it's it look like yeah so as we look at 2020 you know IDC forecasts the market size to be a little under five billion dollars so it's still a very large market the overall market is growing at a little over four percent but the interesting thing is that if you think about how the market is is made up it's made up of two different types of appliances one is a target appliance such as data domain and the new power protect dd and the other is integrated appliances where you integrate the target appliance architecture with data protection software and it's the integrated appliance part of the market that is really growing faster than the other part of the of the people being market it's actually growing at 8% in fact IBC's projection is that by 2022 half of the purpose-built back to appliance market will be made up of integrated appliance solutions so it's growing at twice the overall market rate but you guys have two integrated appliances what why - how should people think about those yeah so a little under three years ago we introduced a new integrated appliance the called the integrated data protection appliance it was really the combination of our backup software with our data domain appliance architecture and the integrated air protection appliance has been our workhorse for the last three years really allowing us to to support that that fastest-growing segment of the market in fact last year the integrated air protection appliance grew by over a hundred percent so triple digit growth was great you know it's something that you know allows us to address all market segments all the way down to SMB all the way to the enterprise but last year one of the things you may remember at Delta Nadi's world is we introduced our power to protect portfolio you know and that constituted power protect data manager our new software to find platform as well as the delivery of packet there in an integrated appliance form-factor with perfectly x400 so that's really our our new scale out data protection appliance we've never had a scale out appliance in the architecture before in the portfolio before and that gives us the ability to offer customers choice scale up or scale out integrated and target and with the X 400 it's available is a hybrid configuration or it's also our first or flash architecture so really we're providing customers with the existing software solutions that we've had in the market for a long time an integrated form factor with the integrator protection appliance as well as the brand-new software platform that will really be our innovation engine that will be where we'll be looking at supporting new workloads and certainly leaning into how we support cloud air protection and the hybrid cloud reality of the next decade okay so one of the other things I want to explore is we've heard a lot about your new agile development organization Beth has talked about that a lot and the benefit obviously is you're more you're able to get products out more quickly respond to market changes but ultimately the proof is in translating that development into product what can you tell us about how that's progressing yep so certainly with Papa Tech Data Manager and the X 400 that really is the the epicenter of our agile product development activities you know we've moved to a three-month cadence for software releases so working to deliver a small batch releases into the market much more rapidly than we've ever done before in fact since we introduced palpitate Denham manager where we we shipped the first release in July we're now at the third iteration of palpitate Data Manager and therefore the third iteration of the x100 appliance so there's three things that you know I'd like to highlight within the x100 appliance specifically first is really the the exciting news that we've introduced support for kubernetes so we're really the first you know large enterprise data protection vendor to to lean into providing kubernetes data protection so that becomes the vitally important especially with the developments over our partner in VMware with vSphere 7 with the introduction of tan zoo and the reality is that customers will have both these fear virtual machines and kubernetes containers working side-by-side and both of those environments need to be protected soap a patek denim algae and the x400 appliance has that support available now for customers to take advantage of second we talked about long-term retention of of data in the cloud the x100 appliance has just received the capabilities to also take part in long term retention to AWS so those are two very important cloud capabilities that are brand-new with the excellent appliance and then finally we introduced yet 400 appliance with a maximum configuration of four capacity cubes rough-and-tough that was 400 terabytes of usable capacity we've just introduced support of 12 capacity cubes so that gives the customers the ability to scale out the x100 appliance from 64 terabytes all the way to over a petabyte storage so now if you look at our two integrated appliances we now cover the landscape from small numbers of terabytes all the way through to a petabyte of capacity whether or not you pick a scale up architecture or a scale length architecture yeah so that really comes back to the point I was making about optionality and kubernetes is key it's gonna be a linchpin obviously a portability for multi cloud sets that up as we've said it's it's not the be-all end-all but it's a really necessary condition to enable multi cloud which is fundamental to your strategy absolutely alright Rob thanks very much for coming on the cube it's great to have you thanks Dave and thank you for watching everybody this is Dave Volante for the cube we'll see you next time [Music]

>> From the SiliconANGLE Media office in Boston, Massachusets, it's the Cube! Now, here's your host, Dave Vellante. >> We're back with Rob Emsley, who's the Director of Product Marketing for Dell EMC Data Protection Division. Rob, good to see you. >> Oh, good to be back, Dave. >> Yeah, so we heard from Beth about some of the momentum, the pivot-to-cloud. What's fueling this from you standpoint. >> I think one of the things that most people know, is that if you're a C-I-O today, is that you have to be looking at how you're going to make use of the cloud. And data protection is one of the easiest ways of getting into, kind of your cloud journey Whether it be using the cloud as a backup target, or a backup to the cloud. Using cloud for longterm retention. And we're moving away from on premises or off premises, backup storage using the cloud for that. Using cloud for disaster recovery, standing up copies of your production environment when you need to in the case of a disaster in the cloud. Or if you've deployed applications in the cloud, backing up in the cloud. So protecting the data that that's in the cloud applications. >> That's a good point. it's actually a pretty low risk choice to use the cloud for a data product. There was an article in the wall street journal the other day and they had these experts talking about how should you protect data? And a lot of them were saying, "Well, I might protect it two, three, four times." Is that kind of what they're doing in the cloud? I mean, I can say it's a safe bet, right? >> Yeah, it is. I think the idea of using the cloud for longterm retention, I mean, so many customers, they use their backups as an archive of the history of their production systems. And one of the things though is that architecture in that situation does actually matter. So one of the things that we've been able to do is we've been able to take our on premise appliance technology that we've had in the market for many years with date domain. And our power protect DD. I've been able to take that technology, put it into a software defined architecture and deploy it in AWS, Azure, GCP. So that really allows us to bring the duplication into cloud economics. So people always say, "Oh, cloud is cheap." But you still get a bill every month. So if we can reduce the size of that bill, customers say, "Oh, that's an actually good architecture to use." So that's a big benefit. >> Yeah. And they can put that money elsewhere. So is that really how customers are enabling all these various use cases that you're talking about? >> Certainly from a longterm retention to the cloud perspective, the ability to tear to the cloud from on premises appliances, whether it be a target appliances with power protect DD or integrated appliances, letting the integrate data protection appliance or the power protect X 400. So a very easy use of the cloud as a target. So after 14 days of on premise retention, you move that data off into the public cloud. >> So let's talk about purpose-built backup appliances that was a booming market. Data domain kind of took off, got the lead. EMC obviously acquired them. Now it's Dell EMC and it's a critical part of your portfolio. Can you give us the update on what's happening in that space? >> Yeah, so still it's a big market. I think in 2019 it probably was a $3 billion market. Rough and tough. We're still very fortunate that the customers still vote with their hardened budgets to choose Dell EMC purpose-built backup appliances to put into their on premise locations to store their backups. Certainly the market is divided between two types. One is target appliances and the other is integrated on the target appliance side. We've been lucky enough to, with the acquisition of data domain and now with the new Power protect DD appliances, we already maintain a really significant market share position with those The target clients is very useful, they can be used with our software, they can be used with third party software. It's kind of a, we need a default solution for target based appliances comes from Dell EMC. But what's changed is integrated appliances have become sort of much more interesting to customers as they start thinking about what they do next with their backup software. The form factor that they like to use is an integrated appliance, >> But you still got two integrated appliances. How should customers think about those in terms of strategic fit? >> Yeah, so we introduced our first integrated appliance by combining our data in the main technology with our backup software. And we introduced the integrated data protection appliance into the market in 2017. So think of that as our scale up architecture, bringing our backup software together with our D duplication storage highly integrated with the client, the cloud's hearing, cloud AR. and that's been a very fast growing part of our portfolio. In fact, through the first three quarters of last year as trapped by IDC, we actually grew that business by over 157%. So in a very, very good way of consuming backup software and appliances. But as you mentioned, last year was a big year for us because we introduced our first scale out appliance with the power protect X 400. So not only was it our first scale out, we offered it in both a hybrid form factor, but also an all flash form factor. So that was something that really, really leans into sort of our next generation of appliances. We started using something called multidimensional appliance portfolio scale up, scale out, hybrid or flash, integrated or target. So it's really the focus of giving customers a choice of how they actually consume data protection for us. >> we've talked in the cube a lot about these data protection market, how it's evolving, extending into data management. We talked today about cloud. I want to ask you as somebody who's been in the industry, you've seen a lot of different approaches. I was commenting recently on the amazing transformation of Dell, Dell technologies, from largely a PC company with an enterprise business that was, you know, okay. But not nearly as what it is today, what amazing transformation, 90 plus billion dollar company. You left when it was EMC and now you've come back in Dell technologies, there's been a really a much greater emphasis on speed agility of the AC cloud. How do you see the culture generally and in specifically within the data protection division? >> Yeah, good question. I think that one of the biggest changes for me is the increase in time to market being so important the ability to rapidly evolve your solutions to meet market requirements. One of the things that the data protection division has done is they've truly embraced agile at scale product development. So if you think about our power protect portfolio, specifically the X 400 appliance and the power protect data manager software that powers it is that's on a three month release cadence. So that gives us the ability to rapidly provide net new functionality to our customers. That in the days of our older products is that even though those have also evolved to a more regular release cadence, that used to be the time between releases was often measured in a year to 18 months. And that's completely different now since I've come back. So that really gives a marketeer the ability to really lean into communicate into the market on a much more regular basis. Having a more of a continuous theme to deliver. So if you think about our theme for this year, cloud data protection is really the focus of what we're talking to the market about and VM-ware and cyber recovery is on how those relate to our client deck protection theme is really what we'll be using to communicate and then be supported by these regular releases into the market. >> Well, the focus on acceleration, cultural agility it's key. You guys are a leader. Everybody wants a piece of you, you're hired, you're not just going to let them take it. So you need that type of discipline to really continue to drive innovation in the marketplace. Rob, thanks so much for coming on The cube was great to have you. >> Thanks Dave. >> You're welcome. And thank you for watching everybody. We'll see you next time. (upbeat music)

(upbeat music) >> Hello everyone, I'm John Furrier here in the Palo Alto theCUBE studios. I'm the co-host of theCUBE. Also co-founder of SiliconANGLE Media. We're here for some big news from Veritas. We're with Eric Seidman, who's the director of Solution's Marketing for Veritas. Veritas is introducing today and the press release is on the wire, Veritas Predictive Insights. Eric, thanks for coming in today and sharing thew news. >> Thanks John, absolutely, thanks for having me. >> So you guys have a unique new thing for Veritas. Not new to the industry, but new in capabilities, called Predictive Insights. I know Dave Vellante is actually linked on your press release and covered it in Chicago as an embargo. This is exciting news for Veritas because you guys have so much customer installed base, tons of data. Talk about what this new product is. What's the news? >> Well, thanks John, actually the news it's pretty exciting. Our customers are very excited and receptive about it. What it's actually doing is helping our customers reduce both planned and unplanned down time. And the way we're doing that is with an analytics engine that we've developed that's taking all the data from over 15,000 of our appliances around the world. We've been collecting that data for three years. We have hundreds of millions of data points from that. And we're utilizing our own AI ML engines that we've created to be able to predict things in customer's environments that may cause them down time or outages, and fix those before they happen. That's why our customers are really exciting about it. >> So how much does this cost? >> Well, it doesn't really cost anything. It's a value add. You know if our customers are utilizing our Veritas auto support services today, then as of yesterday, the service is turned on and we're already looking at their systems and creating this intelligence on them. >> So this is immediately valuable. >> And immediately evaluate those. >> So this is a new product from Veritas that takes existing operational data from your customer's environment. >> Correct. >> You guys are matching in your corpus of meta data. >> Exactly. >> A telemetry data, what, hundreds of millions of signals, call center, real log data, real outages and real things. >> Right, right. >> And creating machine learning and AI on top of it to extract value for you guys or for the customer? >> Well it's really for the customer. The benefit for the customer is that we have insights into you know our world wide universe of customers. But we can look at individual systems and say, why is this one operating differently than the others? And then the machine learning will actually determine that the ones that are operating really well have this patch and this patch installed. You know those types of things. And then we can apply that learning and that model to a particular customer's system. >> And they get a dashboard. >> And they get a dashboard that'll highlight what we call the system reliability score. So there's this, you know in big enterprises there's a lot of fatigue associated with events that are occurring all the time. You think of an enterprise, we have customers with many, many just net backup appliances alone. But you think of their entire infrastructure and all the alerts that they're getting. It creates a lot of fatigue. A lot of things go unfixed because they're minor events, like maybe a patch needs to be installed or a firmware update. While they're fixing the more hair on fire problems. But then ultimately those what looked like smaller events build up and build up and then they create outages. So what we're able to do is to identify which systems have potential anomalies. Highlight those very visually. Then they can drill down and we'll have prescriptive maintenance that can be taken to improve that. >> So site reliability score, we'll get to that in a second, I think that's a big deal. I want to read the press release headline. >> Okay. >> Veritas's Predictive Insights uses original intelligence AI, machine learning, ML, to predict and prevent unplanned service. Now the key word there is unplanned service. This is kind of the doomsday scenario for customers. They got a large data center or large infrastructure devices. Unplanned basically means an outage, if something happens, something bad happens. >> Yeah, something bad happens. >> And no one likes that, so what you guys are doing is giving them a valuated dashboard that taps into a product. So if, correct me if I'm wrong, but if a customer that has Veritas, if they have the products, they get the service. If they become a customer, they now have the capability built in out of the gate. >> Absolutely, right. >> And so they see all this, so you're taking all the data from years of experience. >> Yeah, exactly. >> Giving them a dashboard to help them look at unplanned down time type scenarios, and give them specific actions to take, particularly analytics and prescriptive analytics for them. >> Exactly, so what we're trying to really achieve for our customers is to use that intelligence and machine learning to identify things that may cause an outage in the future and prevent that outage from occurring, causing that down time, by taking remedial action in advance of that happening. And that's the beauty of Predictive Insights. That's really what it's providing for our customers. >> So you guys have this always on feature called auto support feature. >> Correct. >> That kicks in and it brings the system reliability score, SRS. I think this is important. I want you to explain this, I think this is a trend we're seeing certainly on the Cloud side of the market. Google has pioneered this concept called site reliability engineer over years of practice and they make their infrastructure work great. So we know that that kind of concept of having reliability, you guys are now giving a score to each appliance. >> Correct. >> It's almost like a health detector or like credit score. >> Definitely, credit score is a good analogy of that. >> So explain SRS, what's it mean for the customer and what's the impact to them? >> Yeah, so I don't know if you ever like, maybe you use one of those credit scoring apps os something like that, where it's monitoring your credit from three different agencies or whatever. That's kind of what we're doing, only the data sets are coming from a much broader set of appliances, right. But we're showing you your system reliability score, credit score if you will. And then we're showing you very prescriptively the processes you can take to improve your credit score, if you will, or your system's health and reliability. So that might be installing a firmware patch. Installing software update, things of that nature. Replacing some drives that may fail in the future. And all of those steps will then increase that liability score. >> And also you see in the hacking world, you know that one of the biggest parts of security breaches is not loading a patch. >> Yeah, exactly. >> The unplanned, unforeseen things are you know some sort of thing goes on, a hurricane, wild fire. You never know what's going to happen, so you got to be prepared for those kinds of infrastructure change or whatever. So I get that, so the operators can have a nice dashboard. I totally buy that. I want to get into the impact to the more on business side. How does this help the business owner that's your customer, does this help them with planning, refresh rates, total cost of ownership? Can you just talk about the impact of how this data relates to their job? Because I'd be like, what's in it for me? >> Yeah, no, exactly. And there's really three key areas that we're addressing for our customers. I mean the first one is around improving their operational efficiency, right. Again, reducing that alert fatigue and making it easier on the infrastructure management to do their job with less headaches, with less dashboards lighting up. So it's very, very prescriptive on highlighting what needs to be done and helping them through that process. The other area's around the prescriptive potential fault detection. And fixing those anomalies before they can actually cause a down time event, right, doing that in advance. So that's reducing the planned and unplanned down time, which can be significant in terms of cost to your business. One of the analysts states that this 20 million a year in cost associated with down time events like that, and that varies by industry. >> And that's a dart at the board, it's a big number. >> It's a big number, yeah. >> You pick your number, right, and see which one. >> And then the third area is really around helping our customers have better predictability into what their utilization requirements are. So the benefit there is really helping them improve their ROI on our appliances. Because now they don't have to over buy and over provisions at capacity because we can show them the trend data, the amount of efficiency they're getting from data. And they can right size their appliances in terms of performance capacity, and then we can warn them in advance. >> That's a real big thing is what's happening there. That's proactive. >> It's very proactive. >> It's not reactive. >> Exactly. >> Well you can solve on the reactive side because you just fix it. But then the proactive side is really where things break as you blow over capacity, you might want to add more. >> Yeah, believe it or not, those types of things have caused down time events in our customers, where they're assuming their backups are going to complete, as an example with net backup appliances, and yet they're out of capacity. And at the last moment that's a fire drill for them. So we can show them out 30, 60, 90 days, what they're utilization is, and then a threshold is at this point in time you're going to have potential outage, some kind of problem. And so we recommend that you add this capacity before that ever occurs. >> Alright, talk about the customer reaction to that. You guys, actually it was announced today, you talk to customers all the time. When you showed customers this in pre-launch, what was some of the feedback you guys heard? What were the key areas, what did they hone in on, what was the key things about the Predictive Insights that made them get jazzed up about this? >> Yeah, so it's really I would say it covers the two key areas that I already mentioned. One of 'em is helping prevent unplanned down time. That's a big concern for our customers in any industry. And this is going to be able to help them overcome that you know kind of rear view mirror look as to what's happening in the data center. And fixing a problem after it's occurred. Now they'll be able to be in advance of that and eliminate or at least significantly reduce those types of issues. And then the other one is helping, again, in that event fatigue at the operational model. That's where we've gotten the best feedback. >> So I'm going to ask you a hard question, which is, hey you know, predictive analytics has been around for awhile, pre-descriptive. why now, what's different about this opportunity? Obviously free is good because your customers get turned on pretty quickly. They get the benefits immediately, and new customers get it. I get that piece. >> Yeah. >> But what's different about you guys with this versus what might be out in the market? >> Yeah, I would say the key differentiation is that we have this very, very large universe of installed base systems that we've been gathering data on for over three years now. So the more data you have, the more data points you have. The better results you'll get from a machine learning type of environment. And we're still collecting data, both from the machines that are coming in from the telemetry data, as well as from our service personnel. So that right off the bat makes our solution unique than others that may have been like out sooner, in that we've developed a rich data set that is being applied to the machine learning. And hence, our results out the gate are very, very good. >> And you're using that, you're not actually charging for it. So that's another big one. >> Yeah, that's true too. >> So let's get into the specifics on the rollout. So this is a digital transformation table stake. You guys are checking a big box here. >> Sure. >> This is good. It gives your product some capability that levels that meta data, and that is what this data driven world is about. And certainly IoT is even going to make this even more of a table stake. >> Absolutely. >> On the rollout side, it's all appliances, Veritas. >> Uh huh. >> And then software only and then you're going to go beyond Veritas, is that right? >> Yeah. >> Explain that, what does that mean? So I get the appliances. What does software only mean and what does beyond Veritas mean? >> Yeah, so just to reiterate, today it's our appliances only. But many of our customers consume our solutions of software. And they're putting it on their bring our own server model. Probably about 40% of our customers, right. So we believe we can add this type of capability to be able to provide insights into our software that's installed on independent third party hardware as well. Maybe some of the capabilities won't be as rich, but we're going to start building those capabilities over time and try to bring in that data and help those customers that are software only customers. >> And that's on the road map? >> That's on the road map. >> Okay, so it's not available today? Okay, beyond Veritas? >> Yeah, so obviously many of our customers today are protecting data on prime, protecting data in the Cloud or some kind of hybrid model. And we support, we don't really care where the customers want to store their data. We're capable of protecting it and helping them achieve whatever those Cloud type of initiatives are in that environment. So an obvious next step would be to, hey how can we bring this to help you know where your data is located and how it's working in those environments? Is that back up going to be able to be restored, as an example? So we're looking at future capabilities to add on to this. There's going to be huge value to our customers. >> This is great news. Thanks for coming in and sharing. I really appreciate it. I want to get your thoughts on some observations that we've been making. Certainly theCUBE coverage of Veritas has been increased. Dave Vellante's been out on the road with the team, looked at some of the new back up recovery versions, looking at new UI, kind of new Veritas going on here. >> It kind of is. >> What's the vibe going on in Veritas? What's new about Veritas for the folks watching now and saying this is really cool. Veritas is cool and relevant right now. You guys are a product market fit. You guys got kind of a new Veritas vibe going on. What's it all about? Share your thoughts. >> Yeah, so I think there's, you know, some people call us legacy, right? But I don't think that's necessarily a bad term, right. I meant like when I'm gone, I hope I've left a legacy, right, that's worthwhile. And so we have that legacy, which is great. Because we've been adding, there's value for our customers for many, many years. But what's new and exciting I think for us is that we're able to provide solutions that are very, very simple to utilize, very easy to accommodate whatever their requirements are, whether it's on print or hybrid or in the Cloud, we don't really care. So we've kind of progressed I would say into a very, very modern architecture for what we're doing. And meeting the requirements today of what our customer's are doing as well as looking forward. And this Predictive Insights piece I think is just another manifestation on how we're progressing as a company, what we can bring to today on the current problems in the data center, and also looking out in terms of where the future requirements are as well. And we're ready for those. >> Well legacy is a great word. I love you brought that up because it's a double edge sword. If you're a legacy and you don't do anything and you rest on your legacy, then you kind of, you're just milking that until the legacy is dry. >> Fair. >> But if you look at what Microsoft's done, they're classified as a legacy vendor. Office was shrink wrapped software. >> Yeah. >> Satya Nadella comes over and now they're the darling of Cloud. They've shifted their products and execution to be what customers want, which is Cloud. Now they've got Office365, Azures, you know have been repurposed. There's some stuff they could still work on, but clearly cleared the runway. >> Yeah. >> And Oracle, not so much, Microsoft has. So this is a Veritas kind of vibe that's going on similarly to Microsoft. You guys are looking, hey we've got to install a base. We're going to use that and leverage the assets of that installed base, that legacy. Harness it and make it part of the digital transformation. Is that kind of the vibe? >> No, exactly, and I think Microsoft is a great example. I mean we're in tight partnership with Azure as a matter of fact. I just came from one of our vision solution's stages where a gentleman from Azure shared the stage with us and talking about our partnerships and all that. So I mean great example, but we're bringing those capabilities into the Cloud era, if you will. We have solutions that run natively in Cloud, help that environment, so. >> Making the transition to digital transformation. Veritas, the new Veritas, they got the solutions that are Cloud enabled. Using data for the benefit of the customers, not just trying to bolt it on and make more money. They're actually bringing value to the install base and changing the game up. Eric Seidman here inside theCUBE. Director of Solutions Marketing at Veritas. Part of theCUBE conversation, part of their news coverage of their Predictive Insights. I'm John Furrier, here in the Palo Alto studios, thanks for watching. (upbeat music)

>> Live from Washington D.C. It's theCUBE covering AWS Public Sector Summit 2018 brought to you by Amazon web services and its ecosystem partners. >> Welcome back to Washington D.C. everybody you're watching theCUBE, the leader in live tech coverage I'm Dave Vellante, with John Furrier, we're covering the AWS public sector summit Barry Russell is here, the General Manager of Worldwide Business Development and Operations for the AWS marketplace and service catalog and he's joined by Dmitri Alperovitch who is the co-founder and CTO of CrowdStrike a hot new company, just raised a boatload of dough we're going to talk about that, but welcome gentleman, thanks for coming on theCUBE. Barry, let's start with you. So we saw Teresa put up a slide, I tried to count and it was over two hundred ISVs and SAS providers for GovCloud, the marketplace is booming. What's going on from your perspective? >> So we launched marketplace in the GovCloud at New York summit last year, back in 2017 and we launched it in a little over four hundred products that were available. The team is more than double that now, there's nine hundred and fifty or more products available. But the exciting thing for us is that today we're able to make SAS; SAS inscription, SAS contracts available from partners such as CrowdStrike. It just gives customers more flexibility and choice in how they deploy software into a region like GovCloud. >> So Dmitri, we're going to get into the funding and the news in a second. But from your standpoint, marketplace, why the attractiveness, no concerns, it's all systems go, go hard in. What's your perspective? >> Absolutely. AWS has been a huge partner for us since really the beginning of the company. We've built our entire business on AWS, we're cloud end point security vendors so we have a little agent that lives on every server, desktop, laptop, both on premise and cloud environments. But the back-end is all on AWS where we process mass amounts of data and the exciting thing in the last year or so in partnering with AWS is being able to offer that capability to their customers through the marketplace where every asset that you have on AWS can now be protected by CrowdStrike and we're very very excited about that and actually today, we launched our 'Falcon' is the name of our product on GovCloud, offering to target primarily the Federal Government as well as the state and local and other enterprises actually, that are interested in that high level of assurance that GovCloud provides. >> What specifically- can you just drill down the product I just want to make sure that we get that right. So, you're on Amazon, you're protecting Amazon end points within their cloud. That's great for Amazon commercial enterprises, repeat one more time the public sector piece, how does that work? Who's the customer? Is it just the agency, or is it also enterprises who work with that? Talk about the dynamics. >> So when you look at our customers it's a mix of large enterprises, about twenty percent of fortune 500 companies, and various federal agencies. Basically we install on every machine they have that runs Windows, Mac or Linux systems so servers, desktops, laptops, everything within their environment but there's no on-premise equipment. So the agent connects to our cloud which runs on AWS and we collect all the execution activities that are taking place and apply machine learning and artificial intelligence to discover security threats. So it's a big data problem and we collect over a hundred billion events every single day just to give you a sense of how much that is, in two days we process the amount of data that Twitter processes in a year. So, really huge amounts of data. >> So Barry, do you go out to partners, do you even have to sell them on this concept, are they beating down your door, what's that dynamic like? >> Yeah, we work with partners that, well first of all, we have to get them to architect for AWS. So, before we even think about listing a product in marketplace, Dmitri will tell you, they have to first architect to run well on AWS so that when the software is deployed or the customer accesses that environment, it's running optimally. And the customer is protecting both assets that they have running on AWS and On-Prem. I think vendors have really warmed up to the idea of marketplace as a sales channel for them. And the reason for that is we really serve two different types of customers. One type of customer who can go to the public marketplace website and subscribe to a product, deploy that and immediately purchase it. And then, for large enterprise and public sector federal government customers, we still have that feature of private offers, which enables the customer and the vendor to negotiate on price and terms but still transact digitally through marketplace and have it all seamlessly built by AWS. Lots of flexibility for sales teams that are in the field. >> Okay, so they work out the financial arrangements and you guys facilitate that experience? >> That's right. We handle the deployment, subscription and billing for the customer. >> So obviously, you know, the commercial space SAS is exploding. What are the drivers in federal, are they similar, what are the differences? >> For customers that are wanting to move to SAS based applications, I think it's pretty simple. Customers have reached a point where they don't necessarily want to manage the underlying infrastructure or software itself. So they're really looking to manufacturers like CrowdStrike who have a fully managed SAS based environment running on AWS. All the customer wants is the outcome the functionality of the software, for it to be performant and do what the vendor said that it was going to do. Managing all of that infrastructure and underlying technology, that's the expertise of the manufacturer themselves and the movement to SAS is all about simplifying for customers. >> How about CrowdStrike news I want to get to the valuation question. You guys are valued at over three billion dollars just reported on siliconangle.com and around the world you guys raised two hundred million dollars in a round of funding. Total capitalization is about four hundred million, roughly? >> Yeah, over four hundred million. >> OK. So you're feeling good today, right? >> Very good. More than anything else it's an indication of our growth, we've doubled the company in terms of revenue last year. We had a year over year increase of five hundred percent in terms of one million dollar deals we've closed. So it's really an indication that we're separating ourselves from the rest of the pretty crowded endpoint security marketplace and establishing ourselves as a leader. >> And what's the money going to be used for? Mostly expansion, sales, marketing? >> It's further expansion, our growth internationally sales and marketing, engineering, helping build out more of the platform capabilities. >> I want to get your take on the cloud because you guys built your business on day one. We were commenting off-camera saying that with our company we have never owned a data center. Have you ever owned a data center? >> We do a few things, small things, but most of our stuff is on AWS. >> So, for the people out there trying to do cloud that don't have that clean sheet of paper of a start-up like you guys were seven years ago. The key to success, to really take advantage of the cloud, not just migrate to it, but actually use it. >> Well, you know, it's interesting in security it's been an interesting journey because when we started back in 2011, doing security in the cloud was a heresy. In fact, I remember meetings with major banks back in those days when we were telling them about our plans and how we're going to do security in a very different way. They said 'This sounds intriguing, but we'll never be a customer because we'll never do cloud." Now, most of these guys are customers, so the mindset has definitely changed a lot. And what we're seeing now is actually our competitors that for years have been trying to compete with us by saying 'Well we're on-premise, CrowdStrike is cloud, you can't trust cloud.' Now they're desperately trying to move to the cloud and of course, unless you build it natively in the cloud to begin with it's very very hard to do. You can't just put an appliance in a data center and call it a cloud, and that's what they're struggling with. >> How do customers determine whether something- How does it pass the smell test? You know, you can say you do things, what's the flaw in having that non-optimized fully cloud-ready, or born in the cloud solution? What's the test? >> That's a great question. So, one test is scalability. We replace a lot of our competitors because they just couldn't scale. Because they used traditional sequel-based databases, single appliances, not a multi-tenet environment, they deploy it to two hundred thousand end points and the thing just comes crashing down. So that's one big thing and then in terms of better security, unless this is what the cloud really gives you in security, unless you can aggregate all of this data, and we process a hundred billion events per day and do machine learning on that data to try and discover new types of attacks, you're not leveraging the benefits of the cloud you're not delivering better protection. >> We've had many interviews over the years, Dave and I, around security with Amazon. You took a lot of heat on it being not secure turns out the cloud is actually becoming more secure, you're an expert in security, you've done a lot of thread analysis over the years looking at your bio and you're successfully leading a great company. Hackers love to attack where the data is, so the cloud's complexity, if you will, or its distributive nature, makes it less hackable, some say. What's your take on that? How do you view that opportunity? So say, look at it, if I put everything in one spot, I can brute-force it, or I'm going to get hacked. What's your take on using the cloud as an opportunity to have better security? >> You know, in this day and age almost every single company that is not concerned in moving to the cloud is making a huge mistake because the reality is, when you look at the security teams that Amazon has, or other cloud providers have, they are way ahead of virtually everyone in this market. They're way ahead of the big banks that have a lot of money,6 they're certainly way ahead of the federal government, so you're getting the best of the best and security technologies they have the same level of scale that we do in terms of seeing all these types of attacks and can react a lot faster. So yes, while it may present itself as a bigger target the reality is that you'll be getting a much higher level of protection than you can ever do yourself. >> So what's the inside scoop on the tipping point? You were talking before, years ago, financial services, customers for example said 'Never, we'll never go to the cloud'. We've had many interviews, 'that's an evil word.' >> That's right. >> What was the tipping point? Was it the realization that companies like Amazon could do a better job? Was it fear of missing out? Was it economics? Was it the losses that they were taking? What was it? >> I think it was a combination of everything. It's funny because in those days we actually asked them, 'Well, how did you feel about virtualization when it came out? I bet you didn't like that either.' 'No, we didn't like that, now we use the virtualization.' 'How do you feel about open source?' 'No, no. We hated it. Now we use it.' Right, so it's a journey for a lot of companies. Whenever something new comes out that's a big paradigm shift. But a few years in typically they realize the adoption. What we're seeing now particularly in the public sector is that realization that the commercial sector went through probably three or four years ago. And now we're seeing the big push and the executive order from the present that you have to adopt cloud, that you have to move to modern IT infrastructure and we're seeing a lot of success and the federal government agencies are realizing we need to do security in particular very differently and the cloud is a huge differentiator. >> How about, anything you can add to that Barry? Your perspectives on it? >> No, we're seeing enterprise customers and not just in financial services but across all industries. On the public sector side, you have organizations like GoodWill or City and Newport and then on the enterprise side, you have really large organizations like Siemens or 3M that are not only leveraging AWS but have also started leveraging solutions that are available in the marketplace and I think that in the past couple of years we have seen a turn both in the enterprise customer and in public sector customers that are really starting to adopt cloud and move to that as their primary mechanism. >> And we have seen in the last year huge adoption of the public sector across many sensitive agencies they're starting to adopt our solution on the GovCloud platform because they're seeing the benefits of that security model. >> It's a no-brainer, really, if you look at the speed and scale that you can do things, but you've got to check the boxes of the public sector, a little bit different than the commercial enterprise. So, talk about the public sector we're here at the public sector summit, it's like a reinvent in and of itself of that ecosystem. What does the current landscape look like? What's the orientation? What's the posture of their technology strategies? What's their appetite? Can you guys just give us some color commentary on the public sector customers? >> Sure, go ahead? >> Yeah. You know, one of the reasons that GovCloud was built and stood out was to give customers that needed FedRAMP or ITAR compliancy, you know and an opportunity to operate those workloads that they were moving over. Here's what I would say, you know, it's not just traditional public sector customers, like government agencies or the federal government that are operating in GovCloud, it's also enterprise customers that serve those needs. So there's this cross-section of pollination of customers and server team partners that are serving the federal government and government entities and large educational institutions or state and local government. But they want the same level of innovation, scale, they want to free up their developers to develop new applications and services for the citizens that they serve. They want all of the same things that the enterprise customers that we've been talking about have had for a number of years. They want the exact same thing. >> The paradigm shift, Dmitri, we were talking off-camera about the public sectors looking to the private sector because there's leadership there. No-one says, 'Hey, let's just do what the government does, there's no real- the inefficiencies that use cases there. You mention paradigm shift. How has the paradigm of operating and servicing and selling and delivering product value to the public sector changed? I mean, we still hear, the Oracle, thing was in the news about the DOD JEDI project? So the old way of selling and procuring is changing? >> It is, and the fact that customers can now leveraging Amazon and buy through the marketplace, all of these services directly from Amazon without having to go do separate contracting vehicles and separate prosumers, but the other benefit you get is the SAS deployment model in times of value. Traditional security solutions as an example take literally twelve to eighteen months to deploy. We had an agency in the US government that bought our solution recently and deployed throughout the entire agency in two weeks. So that ability to automatically get value of the solution helps secure the enterprise is something that you can only achieve with a cloud-based solution. >> I talk to a lot of people in D. C., we've been covering, opening up more coverage here it's still hot-market for the cloud area and certainly government as well. And then, in an off-the-record conversation, I won't say the name, but he says 'Look, I can't deny the Amazon solution, this cloud-native stuff is amazing, when have prices ever gone up? They don't, they go down, but they take more account-control because they get more penetration. So the prices go down. In the old way, prices went up! So, again, this is the shift in the mindset where you get more business, but you're driving the prices down at the element level. Is this the key thing that you're hearing too? >> Absolutely, and when you look at some of the customers that, I don't want to speak for you, but that Amazon has acquired in terms of intelligence community and others that you would never think would ever move to the cloud given the sensitivity that they have, and yet they've realized that to do things differently, to accomplish their mission, they have to use the cloud. So we're absolutely seeing that paradigm shift and the nice thing is that it's coming both from the bottom-up with these agencies realizing that they have to do things differently, and there is support in the White House in terms of IT modernization that we need to adopt the cloud to be successful. >> So do you feel like we'll finally start turning the corner in security? What I mean by that, is if you look at some of the metrics about, OK, a company gets infiltrated, they don't even realize it for whatever, two hundred and seventy five days, we spend more on security every year but we feel less secure. Is the cloud beginning to change that or are some of those metrics or even subjective measurements, I'm happy to spend more but I want to be more secure, are we starting to see the fulfillment of that promise? >> Absolutely, no question about it. And I'll give you a very concrete example. We actually launched, two weeks ago, a guarantee. If you're a customer using our service and you get breached on a system we protect, we pay up to a million dollars of various costs that you have because we believe that we can actually secure you and we're willing to put our money where our mouth is and establish that guarantee and there's no one in the industry that is doing anything like that. >> That's putting your money where your mouth is, I mean that's fantastic, usually these guarantees give a free month of service. >> No, no, no. We will pay cash to reimburse various expenses and set a response, legal fees, everything else that comes into it. >> Congratulations for taking that step. I mean, others are going to have to follow. >> That's good leadership. One of the guys on the stage from the CIA, Dave, you had the quote said that security-- >> Cloud security on its worst day- Cloud security on its very worst day is far better than my client's server systems. (John laughs) >> So there it is, to your point, OK, let's get the plug in for you guys. So you've got eight months of you starting to work together in the marketplace. >> We did. >> Tell us about that relationship, how's it going? What do you guys do? You're selling products together? Give a quick update on the relationship between that. >> Okay, so our Falcon platform in the last eight months has been on marketplace where customers that are coming in, and provisionary resources on EC2, on AWS can immediately get Falcon to protect those resources and that has been a fantastic growth area for us. We've also been partnering on the new GuardDuty offering that Amazon launched last year we're the intelligence provider for that platform. So it's been a great partnership we're looking to do a lot more, in particular with the GovCloud in the public sector. >> Last word? >> Well for us now, we're able to have a solution we can recommend to customers that's fully SAS-based, running on AWS and proven in its capability so, you know, it's great to partner with their sales and alliance team on the commercial and public sector side. We're going to look forward to seeing what we can do for the rest of the year. >> Well, Barry, thanks for coming back again it's great to have you on theCUBE and Dmitri, wonderful, and congratulations on the raise and making some progress, really appreciate your insights. >> Thank you so much. >> You're welcome. >> Alright, keep it right there buddy, John Furrier and I will be back with Stu Miniman, we're live from AWS Public Sector Summit. You're watching theCUBE.