(energetic music) >> Announcer: Live from Las Vegas, it's the CUBE, covering IBM Think 2018. Brought to you by IBM. >> Hello everyone, welcome back to the cube's coverage here at IBM Think 2018. We are in Las Vegas, the Mandalay Bay, for IBM Think. Six shows are coming into one packed house. We have two great guests here, Brian Wallace, who's the CTO of Insurance for DXC technologies, and we have, Bala, The Bala, but goes by Bala, banking and capital markets CTO for DXC technologies. Guys, welcome to the cube. Thanks for joining us. >> Thank you. >> It's our pleasure, yeah, thanks. >> So, the innovation sandwich, I'm calling it IBM strategy. You've got in the middle, the meat, is data. And the bread is blockchain and AI. Two really fundamental technologies powered by cloud and a variety of other things. Obviously, AI is disrupted, we know what that looks like. Block Chain now emerging as a viable infrastructure enabler that's creating token economics, a lot of cool things, certainly on the banking side, seeing a lot of controversy. Block Chain really is driving it. You guys are out on the front lines. You're doing a lot crowd chats, been following your digital transformation story that you guys have been putting out there. Really you're on this. So, what's the conversations like that you guys are having with block chain and AI; Share? >> Bala: So, let me begin with a couple of quick points on block chain. DXC has done some fantastic work around the world leveraging both the trust capability that block chain brings to bear in financial banking industry use cases, like KYC for instance, institutional KYC in particular, but also, in simplification of entire value chains such as lending. And we're doing very interesting work in lending where not only are we looking at the up-front origination process of lending but also the downstream securitization. Which is where the tokenization of principle and interest payments and those type of things happen. >> John: Energy too? >> Oh yes, absolutely. So there are a number of these creating type use cases that follow into securitization. And with that, we're doing some very interesting work. >> John: Bala, talk about the globalization because one of the things we're seeing in the US a shrinking middle class, but outside the US in emerging markets, a growing middle class. Thanks to mobile technology, thanks to data, thanks to block chain, you're seeing, you know, countries that "hey, we have infrastructure but we don't have the core and modern infrastructure but you throw in a decentralized capability, You've got all these capabilities, and the killer app in all this is money. You're in, that's your vertical. >> Bala: Yes. >> That's your industry. The killer app is money and marketplaces. Your thoughts? >> Bala: I think, the beauty of what these technologies are doing, is for the first time creating financial inclusion to happen and the very first case of where financial inclusion is enabled, is in payments. So, when we open up the banking system predominantly from a payment perspective, which is what things like blockchain and others enable, if we succeed in doing that, then for the first time we've enabled, that's 2 billion people unbanked or underbanked-2 billion. >> John: Yeah. >> Bringing them into this financial system allows for. >> And some people are discriminated against too because they don't have a track record. Banks can't handle some of the things that others are now filling the void with crypto and blockchain. >> Bala: Right, or they can't service them profitably. But for the first time now, you're looking at the economics that cloud, and AI, and blockchain, these technologies bring, not just into banking and capital markets areas but into insurance and I'd love to have my colleague, Brian, talk with the insurance cases are enabled as well. >> John: Brian, insurance- go. >> Yeah, so it's a slightly different dynamic. There it's the, if you think about the fundamental pattern of blockchain it's around eliminating a central or a middle-man or a central, you know, gatekeeper, if you will. And the entire insurance industry is largely made up of middle-men, right? You've got people with risk at one end and you've got sources of capital at the other end and everybody's playing a role between a broker, and a carrier, and a re-insurer. In sort of facilitating that management and that transfer of risk. >> John: So you've got to extract some efficiencies out of that. Business model opportunity. >> So efficiencies, there's a lot of conversations around efficiencies, around automation, but interestingly, it's around the disruptive business model, right? The technology is mildly interesting but it's the new business models that blockchain will enable. >> John: Yeah, I see banking picking up. The early adopter on blockchain but I see, maybe it lagging a bit in insurance but I definitely see some opportunity there. But short term, data is driving insurance because, you know, I don't have a Tesla but my friend has a Tesla. The insurance company will know exactly who is rolling through those stop signs. They know everything that he's doing, All the data is there, so AI becomes really the low hanging fruit for insurance in that industry. Do you agree with that? Comment, reaction? >> Brian: Yeah, and we're just at the beginning, right? Because as you say, data is the asset that we manage. So we have a lot of data in terms of transactional data, the traditional operational data. What we're discovering, and what we're sort of licking our lips over almost is all of this new unstructured data, whether it's sensor data, behavioral data, and you're right, 'cause the challenge that we had around automation and cognitive computing, if you will. We're here at IBM with the Watson tech, was enough data, and the consistency and quality of that data. So we have that now, and we're making tremendous strides around in particular here, with the Watson brand, and the Watson cognitive. >> John: You know, one of the things I wish, was Dan Hutches was here, he's not, he's the CTO in charge. You've guys have been doing all these crowd chats our software that we wrote. That's pretty interesting. I've personally enjoyed all the conversations and give a shout out to Dan and you guys for really great conversation. You guys know what you're talking about. It's clear in the data you guys are taking an outside-in approach and collaborating. But your topics are on target. You're talking about digital transformation kind of holistically, but then you start to dive down into specific use cases. So, Bala, what is the favorite, or the most popular digital disruptive topic that's being discussed within DXC and your clients and in the marketplace? >> So, at the outset, within DXC, as digital transformation takes hold with our customers and we aim to be the premier provider of that enablement, what we've realized ourselves is that we provide a lot of services to our clients across many industries but there are commonalities across what we provide in terms of service delivery. And so it made sense for us to, number one: look at the commonalities and create a platform that was common across industries, across offerings that we bring to the marketplace. That commonality is what we call internally, and externally now, as bionics. And it's a platform that we are bringing forward that for the first time ties together what we are talking about both here at this event but also with our clients. Ties together intelligence, orchestration, and automation which are the fundamental, >> John: It's called bionics? >> Bionics. And internally we call it platform DXC upon which all of our offerings and services are brought to market. >> John: Well there's disruption going on in your business. So, I want to talk about, double-down on that for a second. I'm seeing a trend, certainly in the public sector market where the use cases are well enough defined. So you're seeing automatic code generation becoming a real part of the delivery process. Now, what that's going to do is essentially, think of provisioning and configuration management in cloud. If you could apply actual process code that you've done before in the commonalities, this is going to change the delivery timeframe. So you're looking at essentially auto-provisioning software. Not just like, configuration management resources. No, I'm saying here's a value chain, here's a block chain, here's some AI, just configure it like a LEGO block, push. That could take months to deliver the old way. >> Bala: Right. >> Your thoughts to that? Are you guys on that? Do you guys see that as something that's going to be an opportunity for you? Some companies, I've seen, Global system integrator, is being disrupted by this, cause they don't have this. New SI's, new system integrators, are thinking this way and that's a DevOps mindset. Are you prepared for that, do you see it coming? And what's your answer to that? >> So we saw that coming about 3 and a half plus years ago. And our shift away from being a pure SI began then. And so we are an SI, but we are a service integrator rather than a systems integrator. And we began that trend in our journey, 3 plus years ago. And the reason we began that trend was what you pointed out. Today, infrastructure is delivered as a code. So not even as a service but as a code, and so imagine provisioning infrastructure and all the capabilities that ride on it, just as code. And that's where this is headed. In that model, we become provider and provisioner of services, rather than just a system. >> John: And the cost structure is completely changed because the services, Amazon has proven, and now IBM is following suit with their power platform and other things, that you can actually have the kind of compute but it's a catalog of services. So this is going to change the price competitiveness. So you know, big bids, that used to be billions of dollars, you guys can compete. I mean, am I seeing it right? >> Brian: That transition's already, that ship's sailed, so to speak, in terms of the large outsourcing deals the large, where there's apps or infrastructure, it's all moving to digital transformation consumption based commercial models. And it's really bionics that Bala mentioned a minute ago, that is our answer to the threat you described a minute ago. It's really about automating and digitizing and building intelligence into the entire, if you will, build, deliver, operate value chain of our business. >> John: Talk about the multi-vendor, multi-choice, technology-choice, as your customers and people in general on this journey of digital transformation. They have to make, they used to make technology decisions. Now they're making business logic decisions around how to reconfigure their value chains to optimize for new efficiencies and extract away inefficiencies. Blockchain is a great example, AI is another, automation is in the middle, all the cloud. So you have now business logic as the risk, technology not so much because infrastructure as code has proven that you can have server-less, you can have all kinds of coolness that can be managed in an agile way. So the business model aspect is key. How are you guys dealing with that, cause I know you're here at the IBM Think Show, their partner. I see you at the Amazon shows. We see you guys everywhere. So you're horizontally scaling. By design, is that what customers want? What is the DXC view on this? >> So our value proposition has always had partners as the key element of what we do. And so if you look at what we do, you can look at it from two perspectives. One, proprietary ways of thinking, proprietary systems are long since gone. >> And waterfall methodologies, gone, dead. >> Yes, those are all long since gone. >> If you're still doing that, note to self: you're going to be out of business. >> Exactly, so we've actually hinged a lot of what we do on our offerings, our capabilities, and so on around openness, around open source, and so forth. So that's number one. Number Two: In this world, it's no longer about just DXC or just IBM or just somebody, one person bringing everything to our clients. It's about how do you engage proactively and build co-innovation and co-services with our partners and bring that to our clients. >> I mean, IBM just announced that a deal with Google. They've got tensorflow and their deal. So you have all kinds of melting pot. Okay, let's talk about blockchain again. Go back to my favorite topic. So, if you look up that stack, you've got blockchain, you've got cryptocurrency, protocols, and what-not, mentioned securitization, you've got security tokens, you've got utility tokens. You can almost see where this is going. And then you've got on top of that, what's coming, is a mass in-migration of decentralized application developers. Okay, kind of cloud plus. You know, they know cloud, they know DevOps, infrastructure as code, but they're looking at it from a decentralization standpoint, different makeup. And you see, ICOs, initial coin offerings, I think this is an application of you know, inefficiencies around capital markets but that's, you know, put that aside for a second. But blockchain, crypto currency, and decentralized applications, how do you guys see that trend? What are you guys doing? Are you integrating it in? You mentioned token economics, you're in the banking field. Your thoughts on that? >> Bala: Sure, on the blockchain front, as I mentioned to you, there are a number of platforms that are out there. There is the R3 Corda platform. There's a platform that JPMorgan initiated that we're leveraging as well. >> John: Yeah, so they pooh-poohed Bitcoin but then they're back in the game again. (laughter) >> Bala: Yes, that's right. And then there is the Hyperledger Fabric as well. So these platforms are going to take their course of evolution and we are working across all of those platforms. Now, the more interesting thing that you mentioned is people and skills. What we've find today in the marketplace is with our clients is a dramatic shortage of skills in these areas. And so internally, what we have done at DXC is actually open our own service delivery to a vast pool of developers that you talked about earlier as being freelance, independent folks. We open our entire service delivery to them as well. And we look at that global talent pool for our own service delivery. >> Using community as a way to scale. >> Bala: Using communities, yes. And that's exactly what we're doing in our talent process. It's not just about our people, our employees, but our partners as well as what exists in the open marketplace. >> Brian, talk about the insurance area as a way to tease out other trends. Specifically, the question is What is the biggest things that people know they're walking into? What's the tail-wind that they see, that's going to give them hope? And then, What's the head-winds? What are the blockers? And what should they be aware of? What are some of the marketplace dynamics that translate into other industries? >> Brian: Well, let's start with the obvious blocker is legacy debt, right? So you talked about the risk of all that business knowledge, that domain expertise, that's all today encapsulated in existing, what you may call legacy systems, right? So that's the head-wind by far. The tail-wind is that unlike, say 15 years ago, and we were in the last sort of, dot-com boom, when it was all about the front office and customer experience, the customer is way ahead of us. So culturally, the customer is challenging industry to catch up. So that's the tail-wind in my mind. And the real opportunity is to think about it in terms of a dual agenda. So think about it in terms as progressively, simultaneously building new digital capability, whilst ultimately beginning to unbundle and tackle that legacy debt. And I think customers now are starting to see a path forward. We're in the market in both banking and insurance with digital platforms, with industry resource models, API fabrics that can go back in, modernize legacy systems. So there's a real fast time to market. >> And it changes your engagement with clients. It's not a one and done, you're sticking through the service layer. >> Brian: Oh it's a journey, but the difference, I think, between DXC and a lot of other people is that we are in the market, in production, with real assets. And you can show that journey. So it just becomes a conversation around what's your pain point? Where are you starting from? Where do you want to go? >> And you're bringing the community in to help on the delivery side, everyone wins. >> Brian: And that community is a combination of three things. That's our own employees, obviously within the industry, and within our offerings that know banking, that know insurance. It's all of the DXC people in the horizontals. Because we're bringing everything now. These platforms encapsulate infrastructure, security, service management, analytics, mobility, all of that is built into these platforms. And then, it's going out into our partner community. And then, it's going out into the open community. And we're tapping into all of those. >> John: Brian and Bala, thanks so much. 2 power CTOs here on the Cube, having a CTO conversation around how scale, cloud, AI, blockchain, new technologies are enabling new business models at a faster pace of change, with a lower cost structure, and more time to value. Again, it's all about the value creation. The killer app is money and marketplaces and community. Guys, thanks so much for sharing. I'm John Furrier here at IBM Think 2018 Cube Studios. More after this short break. (electronic music)

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

you live from Miami Beach Florida 2019 brought to you by V we're back this is the cube the leader in live tech coverage we're here in Miami this is a wrap of v-mon 2019 two days of coverage I'm Dave Volante with my co-host Peterborough's our third year covering v-mon we started in New Orleans we've seen you know veeam go from what they called at this show act one to act two and we talked two years ago about you know to the our first V Mon about the ascendancy of Veeam being so tightly tied to the rise of virtualization and now we heard this year act to being cloud multi cloud and we heard a number of announcements that are in support of that we're going to talk about that but Peter there were three key announcements this week one was the the billion dollar you know milestone they actually you know they finally hit a billion dollars I've been talking about it for a while it's now official billion dollars on a trailing 12-month basis they're a profitable company veem and a focused billion dollar yeah I think that's really a very focused I mean they do some M&A but not a lot of M&A and that's because of NIH I mean you know these guys they trust themselves to write code it's also it's also sustained that simple value proposition right and that's a in a fundamental Dogma I think I think it's fair to say we we heard the announcement of the the the with Veeam a API infrastructure which which is key we're going to talk about that we I think there were two companies they announced partnerships with Nutanix with mine and exa grid both taking advantage of that there will be others can ring doll just told us you know maybe 10 to 12 it's not going to be an enormous number at least for secondary storage yeah but and but that'll knock down a large portion of the infrastructure market and then a Veeam availability Orchestrator version 2 which allows you to do if fast backups recover from from backups without having to go to a replicated you know off-site and some other capabilities they call the dynamic documentation and automating testing and some DevOps capabilities so you know the people seem pretty excited about that it wasn't a sea of announcements like you see it some of these things which I think Peter talks to the degree of focus that you were just mentioning you know they're not about your bragging rights and the number of announcements that they can make you know it's really all about extending that platform a lot of incremental announcements ratmir told us not a big roadmap company even though he did show a roadmap today but the roadmap he showed was a lot of near-term functional improvement so very function rich you know the the tagline of it just works but um let's see I think there's the first time you and I have done v-mon together I've been here your impressions look I love wandering the halls and talked into the actual attendees and seeing what they have to say so I spent about an hour hour and a half just doing some work in one of the hallways here and one of the reasons I do that is because it's an opportunity here with the attendees and the customers are talking about and what's important to them you've got a lot of these shows and everybody's buzzing about one or another product announcement you go here and everybody's talking about the problems that they're solving and I think that one of the reasons why we didn't have this frenzy of product announcements like we have in so many other places because the focus is though because a lot of companies want the focus to be on them I think what we heard here or what I heard here somewhat different was again customers trying to solve the problems and Veeam creating an opportunity for them to talk in terms of some of the new directions and some of the new products that being are being introduced but the focus stayed on the customer and the problems of trying to solve and that's that's what to my mind that's what successful companies focus on yeah and I come back to this notion of the with Veeam the whole API integration cloud hybrid cloud the edge V wants to be and they've laid they laid this vision out you know certainly last year and even started the year before of of essentially being that that that backup capability data protection capability across wherever your data lives you know on from in cloud now they really are focused on on backup and data protection they even say backups where it starts a lot of other companies like don't even use the term backup no it's not about backup it's about data management and data protection so it's interesting that veem is really focused on on backup and when you do what you did and talk to the customers what do you use the V for backup backup backup backup and so so they're not over rotating to that vision now they're many of their competitors are going hard after that and doing some great great marketing so the competitive dynamics are very interesting now you got cohesive e you got rubric doing really well with positioning as a modern architecture in veeam definitely not a legacy company their business is growing you've got you've got CommVault you've got Dell EMC Veritas IBM you know trying to hit single-digit growth trying not to decline I mean IBM in particular declined and then and really had to do a deal with CAD illogic to stop veem from eating its market share that's really what that deal was all about you saw Dell EMC kind of take its eye off the ball when it merged with with Dell EMC you know it was the leader in in purpose-built backup appliances it's made some announcements recently to try to get you know it's got some really good start back in the game right so you know you don't ever count those guys out Comicon vaults approached it differently they've got a large install base you know Veritas went through private equity and so they had some some other challenges but again they're investing and so it's a big market you know people are gonna go fight hard for it and then and then with with the outside funding that's come in it's really up the game now a lot of that funding is gonna go to promotion which again comes back to your point about focused R&D really really important to focus R&D on things that customers want that you're gonna solve a business problem so if you go back and just just to take your segmentation and we can kind of look at it in a couple of perhaps simple ways you've got you've got you've got veem and companies like beam who saw the hole virtualization and the need to do a better job of supporting and protecting and and replicating and backing up virtualized resources all hitting the market pretty hard and then you have the Delhi MCS and a lot of the other companies that you mentioned trying to sustain or keep pace with those guys and then you have the new guys the Dhruv is and what not are we talking about just cross cloud multi cloud backup on top of that you have and something we talked about with a couple of guests the security guys are looking at this and saying wait a minute you know data is data and protection and security are going to be increasingly difficult to separate because data is going to move and I have to be able to move security with the data it's going to be an inevitability it's we're talking about a cloud that allows us to more do more distribution of data because we're gonna do more distribution of work and the security is gonna have to move for the data so the security guys are gonna get in this the networking guys are gonna be asked some questions about the opportunity you got the old guard who is more focused on devices and managing and backing up devices trying to get back in you got the new guys you're saying let's let's lead the the the act to before you know the veins get there it's gonna be an extremely complex market but all of its gonna boil down to this simple fact I'm gonna distribute data in response to the work that needs to be performed and how am I going to manage the digital assets that I have to make that easy so that it doesn't explode and all of these companies at some point kind of the next phase of this is going to be on protecting data but can I turn it into a digital asset so here's what I saw I saw them talking about the idea of you know what we're gonna protect locally I'll suggest it over the course the next couple of years it's going to be we're gonna do you know data asset management with protection with where the actual act of protecting it is similar to the act of defining it as an asset so being able to you know use a a snapshot for a lot of different uses already happening now but adding services you know a consistent set of services on top of that through with veem and other resources allow them to do that and then move more of that what's today regarded as replication function into that protection side of things a lot more support for locally because that's where the services are going to become having the services are not having the services it's really going to be an essential question because we're gonna move more of this data out to where the work is going to be profound we often talk about customers having to place bets but but the the the vendors are having to place bets as well they're obviously betting on multi-cloud but but juxtapose for example what themes doing it was interesting to hear ken ring doll he answered your question about whether it was em through M&A and he answered in an M&A context but or maybe organic development around more security functions and he kind of said Never Say Never but really focused the team the engineering team is really focused on backup and data protection and what they call data management juxtapose that now with way say for instance what a daydream is doing X data domain guys built their own file system trying to bring both primary and secondary stores together yeah and which I like and I think it's really powerful themes taking a different approach they're saying and with with VM api's we're gonna partner with pure we're gonna partner with with Cisco we're gonna partner with Nutanix so different approach and they're gonna obviously you know claim the same capability hey we can do that too you know date tree I'm saying well we can do that too with just one mousetrap you know the integration points etc so it's gonna really be interesting to see how that all shakes out that that word seamless you know I said it sometimes triggers me if it really is seamless you know theme has a go to market advantage relative to you know the the Swiss Army knife approach if it's not seamless then you know ad atrium approach will have an event it's from a product standpoint you and I both know there's so much more to success than just having a great product absolutely you know and mentioned it but but here's you know it's interesting one of the thought about what will the roadmap the practical roadmap because FEMA's altered its roadmap in response to customer demand quite frankly very successfully and and and and you know you got to applaud him for doing so but one of the things we heard was it look we don't want we don't want to over promise on the engineering front because you've got a certain number of Engineers and a certain engineering capacity focus them on things that are creating value to the problems you're trying to solve the same things true within a lot of user shops you don't want to throw a whole bunch of new function to new requirements and a bunch of guys who are still themselves trying to evolve from backing up devices to now actually protecting data and and so there's a there's a natural evolution that's going to take place and I and I think veeam that's done a pretty good job of keeping their finger on what that pulse is it's it's what can be invented but also what can be innovated if we think of innovation as the customer adopting and applying it and betting it and changing their activities around it and I think themes done a pretty good job of navigating you know that what can customers really do right now not getting too far ahead so a lot of these guys that the natural tendency that you come from a product perspective and you say put more into the product and you know get the better check marks and you know have the better it's better statute is better factsheet and I think Veeam is taking a simpler approach almost an apple like approach is an enterprise sense and saying look give them what they can a candle give them what they can use give them what's going to generate value and as they master that give them a little bit more it reminds me of is you said Apple it reminds me of early EMC days when EMC brought out you know it's symmetric it was it would connect you know AIX solaris unisys obviously the IBM mainframe it had all the optionality all the connectivity and that's kind of what would be and then the features that it announced were really practical they clearly solved the problem now since then you know MCS evolved into the checkbox so we have more features than anybody that's what happens when you everybody wants right you have the customer base everybody wants and they say check we have that thin provisioning we have that too and you know we're gonna freeze the market that's the you know much more mature company in their defense it's also in response to an increasingly specialized and complex customer base they're trying to cover all the base and you know competitive guys eating that they're absolutely absolutely and the sales guys saying hey we need something and they've done a great job of doing that but but Veeam is very very focused on the optionality in four years they they wouldn't talk about bare metal and a couple of years ago would beam on the big thing was hey we said for years that were only virtualization well guess what now we do bare metal that was sort of the one the big announcement one year so they're they're very judicious about how they allocate their R&D you know capital and in you're seeing that you know translate into function that actually gets used actually give yeah I think it's a key point I think your analogy with EMC is actually really good Dave because if you go back thirty years when the EMC first started getting going what was the problem controllers on mainframes and mini-computers were getting incredibly complex it's you know the Daddy controllers and the amount of processing that was being put into that in the microcode was just overwhelming most people's ability to deal with it and so MC came along and said well if that's the problem can we fix it we put cash in that'll just make this whole system simpler and then they stayed true to that for a number of years and they turn into a beer mark and it's interesting I think it is a good analogy because what is the problem the problem is data's going to be more distributed it's going to be more central to a company's mission it's gonna be used by more functions and repurposed into more applications that have a greater diversity of RTO and RPO and as a consequence they're saying they seem to be saying we're going to do our best to pose much function to that protect side of things local as we possibly can so that people who aren't PhDs in computer science to perform a real business service by making all that stuff work and then will at the same time work very closely with third parties who can bring specialization of that secondary storage to bear as the specialization increases because it's going to increase and the other the other you know China MB a case study example that I would point to is the early days of Veritas when Jim when Jeremy Burton was running Merrick marketing it Veritas II sort of coined the language Jeremy calling the no hardware agenda a pure software a lot of function and they you know rose to a couple of billion dollar you know in revenue you know very very successful now have the big install base that everybody wants to eat it's just again reminiscent the pure software company they're not shipping boxes they're not shipping appliances they're they're not selling direct their pure channel play there's a big tamp to just continue to do virtualization like the big question is are they going to will their focus on what they're currently doing translate into focus on multi cloud and here at this conference they're claiming yes we've heard nothing that suggests that they won't be able to but there's a lot of new players out there who are looking at that space and saying you know what I can do that too and there's gonna be a lot of invention a lot of investment and you know there's good reasons to suspect it beans gonna be able to evolve successfully but there are a few areas where I think they're gonna have to focus more time in the big part of a CEOs job is Tam expansion and you know right now there are you know a billion out of fifteen let's call it so there's a long way to go but as you point out that multi-cloud appears like it's gonna be lucrative and there's a lot of different companies coming at it from from different angles you guys tell me we look at it is this big blob yeah this is gonna be incredibly specialized very fragmented I mean you got Cisco coming at it from a networking perspective RedHat coming from a past perspective Google you know partnering everybody Amazon right now ignoring it but you guarantee they're gonna be awesome and Microsoft has to be in it because of the huge estate of on-prem you know software and there's a dozen security guys are gonna be looking at this and saying oh look data in motion that's my service now is going to get its pieces so very interesting how that's all gonna shake out it's okay so wrap it up Peter you know kind of summarize your thoughts on the space v-mon so first beam on for me a lot of customers that we're talking about solving complex problems during their digital business transformation that's always good to hear got to a billion dollars that's a great milestone for any software company good reasons is the fact that beam is going to evolve into a company like Veritas like one of the big guys this is a company that's got legs and I think that the final one that I'd say not got legs but that they've got what it takes to be able to affect this transition they probably got the execution chops look we had a user on here who effectively said if you're not using if you're CIO and you're not using veem you're not competent and you know he said that that's not that's not a bad testimonial when you come down to it yeah and then the one thing that we have not talked about which is it shines through is culture yeah you know this company has a culture that is a winning culture it's a fun culture there's an accountability associated with it and and very customer orientation solutely up so that's the winning formulas have been fun sort of watching these guys grow and interacting with a number of their customers and you saw you saw a couple years ago Veeam saying okay we're going Enterprise so I ain't so easy there's just say we're going enterprise but in interestingly even though they've somewhat retrenched from that messaging they're having success in the enterprise clearly with their partnerships with guys like HPE at Cisco and NetApp and and others and so they're just gonna let it bake a little bit and go from there position of strength which is that you know kind of s in an MB do more simply with your protection environment is not a bad story a company of any size right right and okay Peter hey you spent great working with you thank you and thank you for watching guys great job awesome go to Silicon angle comm you'll see all the news the cube net is where we host all these videos and you'll see wiki bond comm has all the research Peter recently wrote a great piece on on data protection and how that markets involving check out our Twitter at the cube and at the cube 365 Twitter handles you'll see all kinds of clips coming out of this show and other shows let's see where we got a lot coming up good for you and what do you think so I think you're seeing as I said before a very practical approach to gaining foothold and in maintaining and growing in a market I like the business model this this company has been somewhat opaque you know european-based you know the Russian founders but and and most of us businesses outside of the US and and I think they're really coming into the mainstream now and Cube helps make it more transparent yeah absolutely and right because you can ask the questions of people and you know you get you get all kinds of different answers so and we're able to have you know independence on you know guys like Justin the firm's like the four five one guys that you know Gartner coming on and and it's fun to have those guys so so it's been great thank you for watching the cube go to the cube dotnet check out the events that are coming up we got a huge huge season May and June or our busiest months take a slight break in July although you know we'll be cranking this summer as well so thank you for watching everybody we're out Dave a lot day for Peterborough's we'll see you next time

you live from Miami Beach Florida Biman 2019 brought to you by beam welcome back to Miami everybody this is the cube the leader in live tech coverage I'm Dave Volante with my co-host Peter burst we're wrapping up day two of v-mon 2019 and so we've been talking about cloud hybrid cloud data protection backup evolving to more of an automated data management environment can bring dollars here and he is in charge of really building out the VM ecosystem that he's the vice president of global alliance architecture at VM Kent great to see you again thanks for coming on yeah thanks Dave preciate so the ecosystem is evolving you know you're in a competitive marketplace but one of the things that differentiates Veeam is you know billion dollar company and people want to do business with your customers and so the ecosystem keeps growing and growing and you guys have some you know blue chip names at the top of your sponsor list we do a good job but you're not done yet so not at all and I think Dave you know it's it's really great to see how v-mon has evolved and you know in our partner ecosystem you know we have you know you talked about us hitting a billion dollars you know we rat marinelle's we hit 350,000 customers that customer number is a huge asset for us when we talked to our partners you know that is something that they're all trying to tap into right they love you know and our customers are really passionate and we have partners that come to us and they say hey look you know and that you know the bigger partners than us and they're saying hey will you please work with us will you please you know we want to do deeper integration because our customers you know are saying we're Veeam customers and and you you know you know mister partner you have to go work with teams so that so that our solutions will work better together so it's a it's a great asset to us yeah and it's it's evolved since you know it's just certainly just the first Vemma and I was at the very first one I think was we were talking was at the Aria whatever it was five years ago so so you know ecosystem is I think Jason Buffington was quoting Archimedes today and you know livre and and that ecosystem is is you know a huge opportunity for growth ok so let's get into it well first of all I want to ask you if time was interesting global alliance architecture yes so we're not talking technical architecture necessarily we're talking about what the architecture of the ecosystem or both yeah so some money you know my role my responsibilities and what my team looks after is everything technical related to our partners so veem we're a hundred percent is fee and you know ratmir and aundrea to co-founders and leaders to the company you know that that's something that they take to heart and it's something that's actually really valuable when we talk to our partners is we don't really overlap very much especially with the infrastructure partners that we have and so you know my job is to take the great products we have and make it work really well and go deep with our partners so create value with these partners there's sometimes their product integrations storage snapshot integrations we announced the width beam program two weeks ago we are together at that next with the rest of your team talking about Nutanix mine with theme which is a secondary storage integrated solution so all of those that's all part of my roles so solution architecture and product integrations you know through our partner ecosystem which which is very broad it stretches from storage partners to platform partners to other is feeds like Oracle SAT even healthcare partners yeah Peter we were excited about the width Eames stuff dat who is with Fein yours with Vemma yeah so my team is responsible for the overall architecture with Vemma it's it's really a joint collaboration within within Veeam so we have an R&D investment that's building the intellectual property that powers the you know the system under the covers my team's responsible for the broader architecture how we bring it together how we bring it to market through the channel right and and and how we bring it to our customers and that whole experience so my team is is intimately involved in that so a lot of people talk about inflection points in the industry and clearly were in the middle one way of describing it is that the first 50 years were known process unknown technology we never gonna do accounting we knew are going to do HR where you were going to do blah blah blah blah blah and there was mainframe client-server with a lot of other stuff but the whole notion of backup and restore and data protection grew up out of the complexity in the infrastructure as we move forward it's interesting because it's known technology it's gonna be cloud relatively known yes but what's interesting is we don't know what the processes are gonna be we don't know what we're gonna automate we don't know how we're going to change the business it's all going to be data driven which places an enormous burden on IT and specifically how they use data within the business so I'm gonna ask your question it's a long preamble but I'm asking the question I asked you out in there too and this is not the test but the question is look as we move forward as data is used to differentiate a business it suggests that there's going to be greater specialization in how data use is used which could and should lead to greater specialization in the role that veem and related technologies will play within the business and the question then is is the with veem approach a way to let allow innovation to bloom so that specialization can be accommodated and supported within the VM ecosystem yeah so yeah Peter good question and so I tell you that the short answer is yes the longer answer is I wasn't shorter than the short answer is yes the longer answer is it doesn't have to be with Veeam but really our goal and and what we want to empower our partners and so really the goal of with Veeam is hey we're already working across our partner ecosystem and we you know we work with with the likes of NetApp and HP and pure and Nutanix and you know and all the platform providers as well public clouds you know our goal is is to make VM ubiquitous and drive better value to our customers and through our partners right we need partners no matter what when we're working with a customer there's always there's always a workload we're protecting and we need a place to land our backup so no matter what we're always working with one or two partners in a deal and sometimes it's multiple because then you TR out to cloud storage and in other places you know with with veem what we're trying to do is is really simplify that process for customers and so make that process from the buying experience all the way through the delivery and the deployment and the management and the ongoing management day 1 and day 2 operations we want to make that all seamless and give them higher value now one thing we're looking to enable and by adding api's with veeam is we want to leverage the strengths of the partners we have and so you know I often end up in these discussions because we have a broad partner ecosystem we've already announced - with VM solutions we have a third that you know we did last year with Cisco that's in the market that's sort of similar in nature and we're gonna add more and you know the question our partners even ask us is you know you already got three of them why are you gonna add another one you know how am I going to differentiate and the answer is you know they differentiate with their own technology and and the idea is we have these open API so that they can they can build their own solutions they fit different markets and fit different use cases some are small small customer solutions some are enterprise but our goal is to enable them to be creative and how they build on top of eeeem but but have you know Veen be a core part of that solution rather so so it is a core part of solution yes apply to specific customer absolutely okay so the term seamless always you know triggers me in a way because seamless is like open right it's evolved over time and so what was seamless you know 10 years ago wasn't really seamless in today's terms so when you talk about seamless we're talking about if I understand it deep engineering right getting access to primitives through api's and creating solutions that are differentiable as a function of your partner's core value proposition and obviously integrating with meme with 350,000 customers so you're now in the ball game with with Veen customers so so so talk about the importance of api's and how that actually gets done yeah and seamless to whom to the partners to the customer to ultimately it's to the customer boom but but but there's got to be an ease of integration as well with the partners and I'd like to understand that better yeah absolutely so I'll give you an example of something we've done in the past that's that we're trying to model this with veem program after so but a year and a half as part of our 9.5 update 3 we introduced what we call universal storage API and we've talked about our version 10 there were five core features of version 10 when we announced that two years ago in New Orleans you're the first time you were you were with us at a v-mon and one of those was Universal storage API and what that means is you know we help we help our partners we help our customers ultimately by way of our partners on the primary side of integrating storage snapshots with vmware vsphere and so when we when we go to backup a vm we take a snapshot of that vm and with this with our storage snapshot integration we then take a storage snapshot of the volume that vm is on and we can release that VM where a snapshot very quickly so it's very low touch and low impact on the environment well we we introduced this API so that we could scale we had we had done our own storage snapshot and integration with you know call it 5 or 6 storage vendors over the previous seven years eight years right in the last year and a half we've added seven right and that's the scale we're talking about and allowing our partners to build the storage snapshot plug-in together right so we have a program we invite them into that program we collaborate on it they develop the plug-in we jointly test it and we release it and so we're trying to sort of take and that's been very successful as I said eight years five or six storage snapshot vendors year and a half we've done like another seven or eight so it's been very successful and we have more that are in queue so we'll be talking about more of these as time goes on in the very near future with the width beam program we're looking to do something very similar it's gonna be an invite-only program realistically the secondary storage partner is this the universe is probably 20 the logical universe for us is probably 10 to 12 so it's not going to be huge but it's gonna be impactful for our partners and so we'll invite them into the program we'll have an agreement of us working together we'll jointly develop and test it and we'll bring it to market together at the end of the day you know both our partner and veem we have our name on it and I'm sure you heard from rat mayor and Danny and others right we have our NPS score which we really really value and it's really high it's best in the industry and if we're putting our name on a solution in the market we also want to make sure that we're working on it together in it you know it really goes through the rigor of what it takes to bring a Vemma solution tomorrow actually you know what nobody's talked this week this week about the NPS core if they maybe they have in the keynote so that it might have missed it but well I was in the keynotes what is it today well yeah so so an NPS score is basically you know from from 0 to 100 it's it's you know we'll a customer reference you or recommend you right right and so ours is 73 ok the industry the the general average in in in our space is about 28 to 30 so we're about 2 and a half times that that's core you know and that's in Frank Zubin said to me one time it's easy to have a high NPS core if you're a one product company but you're not a one product company no no we've we've evolved substantially I mean you know we've we've added agents to cover physical workload we've we've added cloud support we've added other applications we've added veem availability Orchestrator we've added beam backup for office 365 we have VA C which is the availability console for our service providers which has cloud connected it's a very broad portfolio everything comes back to beam backup and replication as the flagship foundation but we have all these other products that that now help our customers solve their problems the reason we were so excited about this with wid theme is this notion of cloud and hybrid cloud and you talk about programmable infrastructure you really have been pushing just bringing the cloud experience to your data talking about that for a while and part of that has to be infrastructure as code and it can't really do that without open api's and this sort of seamless integration well the cloud is testing us with you as well the cloud is a really an architecture for how you're going to distribute work as opposed to how you can centralize Handicap I think for a long time we got it wrong it's all presumed and it's all gonna go to the center we're in fact when you get that level of standardization and common conventions and the technologies are built to make a tea that much easier it allows you to distribute the work a lot more effectively get the data closer to where the works going to be done and that is enormous implications for how we think about things but it also means that we when we talk about bringing the cloud to the data that the data has to be there the data services that make that data part of a broader fabric have to be there and it all has to be assured so that the system knows something about where the data is and what services can be applied to it in advance of actually moving the workloads that suggests ultimately that the technology set that veem is offering is going to evolve relatively rapidly so the whole notion of you know with V today for secondary storage but I could see that becoming something that you guys take two new classes of data service providers pretty quickly I don't want you to pre-announce anything but what do you think yeah Peter I think I think you're really on to something and when we when we sort of look at the worlds right the infrastructure world were in you know and and certainly some of our partners would draw a slightly different picture but we see Veen as as the common thread in the middle right because at the end of the day and I think you mentioned it as you were just talking there you know when we talk about hybrid cloud right we see now our customers especially commercial and enterprise and large enterprise customers it is it is a very heterogeneous environment it's multiple hypervisors different storage platforms it's multiple cloud providers because they're picking best to breed for the workload and so they need a platform that's got really breadth in depth of coverage and so the the one common thread we weave between there is Veeam right so if if we are that data protection layer as I mentioned before you know we're in the middle we're protecting a primary workload and we're writing our data to a secondary workload but in the middle is Veeam and so that workload we're protecting on Prem cloud secondary data centers theme is the thread in between there you can move that data around and wherever that is we can make use for now I'll give you a good example today you know let's say we're protecting a visa or workload on Prem right we back that up to it to assist them locally so we can have fast restore but ultimately we tear that out bean cloud tier capacity tear tear that's AWS so we can we can actually recover workloads in Atos one or two we have directory store which would take a backup from on-prem and directly move it there for DRAM migration purposes or we can simply consume that that backup that's now up in the cloud because Veen backups are self-describing we can lose the system on Prem and recover it so your point about making the data close to your workload with with veeam in the middle we enable that for our customers regardless of where they want to go yeah so we think that that's going to change the mindset from protection to assurance so assure your data is local and then it's the right data it's Integris and all the other things and then ultimately you know move it and back it up to some other site so it's but it's a subtle switch it's gonna be interesting to see how it plays out this is obviously well and as we talked about as you need to begin to protect things like containers like functions that come and go super quickly assurance has more meaning because there's the security threats and if you can help solve those problems through your partners through automation spinning containers up and down making it harder for the bad guys to you know a target a specific container raising essentially the cost so lowers their ROI that is a new game yeah and and I'll call out one thing a rat mayor I thought did a really good job on stage yesterday in his keynote he popped the slide which talked about the universal storage API and with theme and it had all our partners sort of around that you know that that I think he Illustrated our strategy which is hey we're focusing on the core parts of backup and replication and helping the core parts the data protection we're gonna partner with everything else that's adjacent to that we're not going to go solve maybe some of the security problems ourselves we're gonna enable some hooks secure restore maybe as an example we've announced you know in the technology keynote yesterday we announced a new API that allows partners to come in and crack open Veen backups and take a look at them one of the things could be deep inspection so you know our strategy and our goal is really to be open to our partners so that they can come in and add value and again our our goal for our customers is give them choice so give them choice of to choose best-of-breed solutions don't go do it and say hey you got to go use partner a you know hey we're gonna we're gonna have an API that others can build to and you go choose your best debris partner or your platform technology choice well and with 350,000 customers you've got a big observation space so guys have always been customer driven can give you the last word on vivant 2019 you're our last guest then we're gonna wrap with a little analysis on our end but give us the bumper sticker yeah I think the bumper sticker is hey you know we've you know from a business perspective you know we hit a billion dollars in bookings we have hit 350,000 customers the Innovation Train is really moving our Veen clouds here that we announced with update four earlier this year has gone way beyond our expectations and and we're looking to continue to build on that momentum so we're just super excited you know we if I'm the closer I'll say thanks to all of our sponsors we have a lot of great sponsors and on the cloud side on the on the Alliance partners side the channel side you know it's just it's it's a testament to where we are as a companies yeah and you're building out a great ecosystem congratulations on that and and good luck going forward and we'll see you around at the shows it's great it's great to have you guys right thank you all right you're welcome all right keep it right there everybody Peter and I went back to wrap right after this short break and watching the cube live from V Mon 2019 from Miami we'll be right back

>> live from Miami Beach, Florida It's the que covering demon 2019. Brought to you, by the way. >> Welcome back to Miami. Everybody watching the Cube, The leader in live tech coverage. This is Day two of the mon 2019 3 cubes. Third year at V mon, We did New Orleans. We did Chicago last year. Course here at the Fountain Blue in Miami. Great venue for an event like this. I'm Dave a lot. It was my co host, Peter Burroughs. Abba Dabbas. Eye is Adi is here. He's the head of a Charles Russell speech. Liza London based law firm. How about great. Great to see you. Thanks for coming on. Thankyou. So you tell us about this judge. Interesting name. Charles Russell. Speech lease. It was a merger of two firms, Right. Tell us how it all came about. >> Back in 2,014 Charles, loss of species performed for a merger between two different companies. Charles docile and speaks Lee Burcham from a 90 perspective. That was very interesting for the two departments coming together s So we have a limited time period where we had to merge these two companies Two different systems different data centers, different data sets. So it was formed by emerging back in 2,014 for five years on way here today >> that we see this a lot, you know, Emanate goes down. The acquiring company of this sounds like it was a merger. You know, they sort of battle. Okay, who's going toe? Really? Which framework is going to win? Because I'm sure had that conversation. But so to take us through that merger, what it entailed what? What the scenario looked like and how you plan for it. Sure. >> So I was part of the Charles. Also legacy Charles Russell team on, then obviously speaks about. Some had their own team as well. So initially, when we first found out about the merger, it was essential for the two teams to get together to work out. Okay, What systems? You have free mail. What systems you have for document management system playing trump cards. Which is who's got the best system and which way do we wantto move forward? A little. >> Ah, >> so but being a law firm, most law firms around the world and in the UK especially used the same types of software so essentially that from that perspective it was It was it was quite simple. But then way had to work out. How do we How do we go forward with this? Because two different headquarters in the London area. Which office do we move into? Sort of logistics around that. Can we fit in pre merger? It was six. Charles Lawson had sickle. Roughly 600 people, especially birds, had roughly 500 people. So pretty comparable. Yeah, yeah. So working out space logistics was was an issues >> making that even even more complicated, right? Yeah. >> One of the things that's interesting about a law firm, like versus a traditional manufacturer or AW financial services firm that has a lot of very fast right writing systems and have to scale on those lines is a law firms feature very complex dogs, very complex in from out of files, a lot of files that are written. But at the same time, you have to be repurposed to a lot of different work flows very sensitive to external contingent regulatory change. And so you have all of that happening, especially, I mean, two years ago from now on MySpace steak, and it was you're getting into brexit stuff, too, so that also had to be a source of uncertainty. So how has it been combining external regulatory issues the way that technology is being used in law firms and some of the new work clothes that you guys trying to support? And then adding, On top of that, the complexity of bringing these two firm GPR >> GPO itself was It was a year old project for us on. Obviously, we've got offices. The Middle East, but obviously is in the Far East on DH in Central Europe has well, so data logistics or where it sits, is an issue for us as well. So GDP, ours being a big project for us in terms of the merger itself. It was it was very, very difficult for the two I T departments to come together on actually work out. How how do we go to one unified systems? Essentially one doctor man, just in one email system. All of that took a lot of plan in law project management on essentially within the legal press itself. We got doubted in the time frames that we had that we can achieve it on within. I think It was 18 month period. We had merged order, different systems and various offices because speech the Bertram and Time is what I had. Offices in Zurich and Geneva were to merge with different offices together as well. So it was. It was a big, big task for the i T department on the firm itself. >> They're very tight migration deadlines. And and as you started to approach those deadlines you had to worry about, Okay, When we're going to cut over, how do we avoid downtime? How do we make sure that we don't? You know, I have bad data, data, corruption and the like. So how did you plan for that? And how did it go? >> So wait, we're here. C'mon on DH. Veen was It was it was a big part of our migration process. So where we had two different parts of the business Different storage systems, Different actualization system's way used to mean a CZ. The middleman basically, to my great data, from one day to center to another, using swink it. So where there was a large amount of terabytes and terabytes, amount of data way had swing kit available to us using team were able to be to be essentially a love the environments into the swing care and then bring them over to the other side of the business. And vain was essentially part on on top of that, making sure that the data that we were coming that will bring in a cross is true and not corrupt on DH, that using some of their technology is sure backups and stuff like that really, really was essential to, you know, do migration going well >> And was was Wien installed and both organizations at the time? Or was that something that you had to sort of redeploy? >> And yeah, So Legacy Charles also had way was actually myself going back probably eight years ago. Version For a time, I think team had 20,000 customers. So to here >> there were version 10 now 33 150 >> 1,001,000, 4,000 month. >> That makes me proud that we invested in vain when we did good car. So yeah, it was It was a good call from us, and essentially three other side of the business did not have. But then we just wait. Expanded our Venus State to look at both sides and then bring him across on. And then, ever since then, we've grown our vamos state across the world, across all of officers. So >> So how did you do that? So that was that was another migration that had to occur. And did you? You kind of do those simultaneously. Did you do the theme of migration first, and then bring the two systems together? >> Do you seem to do Stouffer special sauce in the migration? >> Yeah. So Veen was essentially a tool that we used to my great data sensors from one data center to another using their backup technology using their replication technology, we were able to replicate all of one side's virtual machines to the other. And then that gave us that gave us the flexibility as well. When when we had the limited down time periods that we've had, they give us the flexibility to actually Circe the business is during these particular ours. We're not gonna be able to You're not gonna have access to these systems because we're going to bring up systems from point A to point B. So veen was essential to them if >> you had to do it over again. If he had a mulligan, what would you have done differently? What what advice might you give to somebody who's trying to go through a similar migration? >> I would say Give your partners and lawyers more realistic time. Pray the time frame that we would get. >> Or don't let them give you an unrealistic time for him. >> Exactly. Yeah, so says ensured that the amount of work it's it's not just day to itself. You know, we're talking network and we're talking security. We're talking, you know, to to similar sized companies coming together. We were very, very limited time frame, consolidating all of their systems into one which is essential for the two parts of the business to collaborate together because, you know, way could have taken our time. We could have got to take this free four years a CE, far as we're concerned. But the fact that we did do it in such a quick time for him and that business to parts of the business from Day one can collaborate much better with each other. So >> we talked a lot about digital business transformation and you know, our approach or our observations on the digital business transformations, the process by which you altar and change your firm to re institutionalize the work. Change your game. Tomato Grover. All governments model as you use data as an asset, so that's affecting every firm everywhere. How's it affecting a law firm and you know your law from specifically on? How is that going to change your stance in your approach to data protection >> Data is incredibly important to unlawful. A zit is to most most organizations, but in terms of, you know, one of one of the things that's quite important in terms of law firms. We work with the financial institutions, so we held information by that. We hold personal data way hold all times of information. Charles Oscar speech leads works with Aware is of law apart from Kunal. So the areas of law that they worked with his vast in terms of the amount of data that we hold and essentially I mean, for us data is the most important thing that runs the firm and having visibility tow our data. How do we How do we work that data? How do we then market based on the data that we have? How do we market ourselves from that data. You know, there might be one area the business that's dealing with a family issue, family law. But then, you know that that could correspond with the litigation issue. You know, how do we work that data? To be to be an advancing to our businesses is extremely important. For >> what? What do you think of the announcements this week? I'm kind of curious. I was liketo ask the practitioners of what they think about. You know what was announced. You had, uh, well, you had the ve made $1,000,000,000. That's kind of fun and cool, but But you had the with the program, which was kind of interesting. The whole ap I look the beam availability orchestrator, where they're really talking about recovering from backups as a host that needed to recover from, you know, a replicated instance. You know, some of the automated testing stuff was kind of interesting. They talked about dynamic documentation, things you saw this week that you'll actually go back and say, Hey, I can apply that to solve a problem. Sure. >> So, essentially, I think I've been a really good question is very relevant to us many of not just ourselves law firm but many of the other law firms around the world are now looking at cloud based services now for us. I mean, this was a big thing five years ago way you know, everyone was talking about public clouds. Us. We're now we're now looking clouds and where basically, we've bean pushed by the vendors themselves to go towards cloudlike Citrix, for example. Their licensing model was based around their services. So is Microsoft in Mike's off? You don't you don't really have, you know, exchange anymore. Within premises you have off 365 A lot of the SAS applications are moving toward the cloud on DH. What wrote me? I had to say doing the keynote in regards to act, too. And how team are trying to be the visionaries in terms of look at that cloud is their next big thing for the next 10 years, offering often a crucial and for businesses like ours who have limited exposure to cloud technologies limited understanding, essentially having a tool that could migrate from one cloud to another. It's fantastic, you know, we've offered, you know I've spoken to, obviously are United directors around the other law firms where I wanted to have gone to the public cloud. But they don't know how to come back in and having a tall that essentially gives you that flexibility to bring it back in house to go form a ws to zoo. Or if there's a particular assess application, for example, that piers better with a W s. But you've got your other application that piers with that particular application is your Why would you want to have in the door? You'll probably want to move into a W eso for us, I think. What? The message coming out of'em on this year has bean really, really helpful for us. >> So So when you started with theme, they had it said 20,000 custom You like the 20001st customer on DIT was coincided with the virtual ization, you know, craze. Do you feel like the team knowing what you know about them, you have a lot of experience with them Consort of Replicate that success in this town intendant and in Act two, >> I think when I first looked at them, Wow, this is really, really simple. It's a bit like an iPhone. You know you given iPhone to your grandmother or to your children, and they have to play with it. And I see the beam as an intuitive piece of software that easy fighting professionals to get on with it, as their slogan said a few years ago. It just works. It does just work. Wear were great advocates of him. It's worked wonders for us. We've acquired smaller businesses using we've managed companies using and when I see you know, when you go to the sessions and you see the intelligence behind their thinking, I think going back to your question I think Wei si oui, si, vamos a strategic partner for us when we see their vision and we believe in their vision, and I think what they're doing in terms of what they working on next few years, I think we're well favor there, and I think, you know, essentially, that's where the most of their business is going to come from, >> where you sit down with, you know, rat mayor over over vodka and he says, Tell me the one thing I could do to make your life you know, easier, better you can't say cut prices s a hellhole. But what would you advise him to >> make my life better >> other than Jim instead of >> yeah, eyes that >> would make you crazy. >> So in terms of a zoo, a technology, >> your business relationship or something, she'd like to see them do that would. I >> think in terms of mergers and acquiring companies, seen license rentals will be a good thing. I know, I know. They give you a valuation license keys, and that's something that you can use. So, for example, if we were to acquire a company that has hundreds of servers and PM's having license rentals for a period of time, able >> to spin it up and spin it down actually allowed >> Exactly. Yeah, that would be an advantage. I think in terms of what you know what they're doing in the marketplace, and a lot of law firms use him. I feel I can't do any more than they are doing now. And in all the years that we've used to be my fingers on eight years now, but we've only had one serious problem, and the way they got that problem, you know the way, the way they communicated to reverse the way they a lot of different teams across the the Europe and the US go involved. I think, you know, in terms of service, in terms of software, in terms of what they what they do for us. I don't think there's anything more to add. Teoh. Right? Maia's vision. >> That's great for their custom of it. Well, thanks so much for coming on. The Cube is not heavy. Really? Thank you very much. You're welcome to keep it right there, buddy Peter, and I'll be back with our next guests right after this short break. We're live from Miami at the front of Blue Hotel. You're watching the Cube from Vienna on 2019 right back.

live from Miami Beach Florida it's the queue covering beam on 2019 brought to you by V hello everyone welcome back to Miami this is the cubed a leader and live tech covers is day two of our coverage of v-mon 2019 at the Fontainebleau Hotel in sunny Miami Dave Volante with Peter Burroughs Trevor stars is here is the director of systems engineering for pure storage Trevor great to see you again yeah thanks for having me yeah well we've been following pure since the did the early days I remember interviewing Scott Dietzen it's a snw way back when and seeing the ascendency and the rise fewer hits escape velocity he goes public just been an awesome ride you guys have really kind of transformed the industry started out as you know the flash play but now really getting much deeper into sort of data and data strategies and data protection is one of those so we're here at v-mon what are your impressions so far this week the conference has been great a lot of great interactions theme has been an incredibly strong alliance partner for us the synergies are just incredible because you know as we've evolved as you mentioned from a singular product in all flash array and disrupting the market there back in the early 2010's evolving into more of a data platform company and data protections actually turned out to be a great business for us it's growing incredibly fast and you know like I said a lot of great synergies with beam so the systems engineering role has always been a critical part of the the sales process right this right the SC's is like I need an se you know and then you guys will go in help the sales team really understand what the customer needs you'll help solve problems but how was that roll it to find a pure and how was it evolving in the industry yeah absolutely and I think similar to our products in the early days we we hired a lot of folks who were storage specialists and and we've evolved into having to go far beyond that right into the different realms around things like AI machine learning data protection you know virtualization containers and so it it's definitely evolving it's challenge to us as a company and we're certainly trying to not maintain a status quo we want to continue to disrupt and do that in adjacent markets so how do you work with veem just in terms of taking your platform and their software and making a solution that's kind of simple for customers it's not you know stove-piped you know single throat to choke describe that whole process yeah yeah so we recently earlier this year maybe it was late last year we we developed some integration with beam to where we we actually integrate with their universal storage API so beam can control pure storage snapshots which you're which are probably familiar with pure snapshots on flash are incredibly powerful it's a it's a very powerful metadata engine in purity and which means we can take thousands of snapshots with no performance impact in their near instantaneous with veeam we can instantly integrate that into Veen backup and data protection workflows and vm can completely control pure storage snapshots both honoré and offer a which we'll talk about without having to have a storage administrator log into pure at all okay and so talk more about how the system plays with your customers I mean when you're when you're in with the customer and you're sort of scoping it out how is that conversation changing is just in terms of as you say you went from okay here's an array and flash now there's all the spectrum of other things that you're doing that's what's the data protection conversation like how does it relate to their digital transformation their digital business where do you guys fit there well operationally we've seen a huge trend from customers that a decade or so ago you saw the trend of going from disk to disk to tape tape for long term archive what we're actually here at the conference really promoting is this idea of the next big wave of evolution there which is we see customers going from flash to flash for the first step in backup and then instead of off-site tape going to the cloud so that's been an incredibly successful message for us early on and so that actually started with you know I mentioned the pure flash or a snapshot integration but actually moving those snapshots off of flash array to our second product which is flash blade flash blades a really unique product it was originally designed with the next big wave of innovation in mind around things like containers and deep learning where high amounts of bandwidth and parallelism are just absolutely critical billions of small files it just so happens that actually caters really well to backup performant and restore performance so backing up to disk was a big success for a lot of customers but what they're seeing now and what we're seeing as workloads continue to get more diverse is that there's a restore challenge so we have customers that are backing up to disk but they're seeing massive challenges around getting their data back and getting back online the recovery time objective pressures from the business are becoming more and more important this actually started for us in the SAS industry where one of the world's largest SAS providers out in Silicon Valley had to do an increasing amount of restore and they've they actually started using flash blade as what we call a rapid restore platform so they're able to nearly instantaneously restore these databases and what we found is nearly across the board and in all other industries that there's a large number of customers that have that challenge more so then we find you know going to market with flash played for like AI for example there's not as many people doing that quite yet we've been successful in the ones that are but across the board healthcare legal high-tech you name it it there's a restore problem and with flash played we've seen people go you know for example one of our really other customers outside of the SAS world is in the healthcare space the industry's number one cancer center in the in the world is actually leveraging it for rapid restore for databases but they're also doing some other neat things because flash blades not a purpose-built backup appliance it can be used for other things anything file an object works great so what you can do is you can combine the use cases and that's been really powerful from a TCO perspective you might say customers might say well you know flash is too expensive but if there's a restore problem that may not matter and then if you combine it with other use cases we call that our data hub story it's even more powerful in the TCO becomes you know really attractive so the healthcare using it for PACs and rapid restore you know there's other industries like you know my gaming industry like I mentioned high tech so that data hub message has been really powerful that's return on asset and asset leverage oh absolutely and and and one of the things I'd like to talk about Trevor is relating to that is there are a lot of ways of describing some of those fundamentals some of those really contingent and essential changes that are taking place in the industry today but one of them clearly is flash allows us to move from a data storage orientation of record and you know save the data to one of deliver the data to new applications pure has been at the vanguard of that and has seen a lot of these new use cases as we think about no return on data assets and whatnot how is your visibility into those new use cases changing Pure's perspective and pure customers perspective on data protection because it seems like the notion of data protection which has been around for a long time is starting to fray as these new use cases say it's not just protecting about what's happened it's setting me up for doing new types of work in the future so how is that how is pure seeing that how does that conversation about data protection changing because of some of the drive that purus got in them in the marketplace yeah and I think the first step is hey I can backup my data but if I can't use it it's kind of worthless right so being able to use that data and much much more rapidly but also repurposing that this idea of data silos has been around IT for years and with flash blade and that data hub story we're really breaking down those silos to be able to say hey the same the same platform that you're storing your data protection data as well as other data it's the same platform that I might be able to spin that data up so beams got a great story with data labs where you can actually spin up these virtual environments and run and on a purposeful backup device you know you it's it's questionable if that actually works right and having to pull that back over the network to another silo with Flash blade and the data hub it makes that realistic and and getting so much more out of the data delivering that back to the business and actually be able to deliver these key insights into what my data is actually doing and be able to make better business decisions as what the output you see kind of an analogy of a relationship between previous to now where storage was about persisting data and therefore was about protecting what has happened to flash being about delivering data to new applications and therefore there's some new concept our customers pushing you guys towards something that goes that's bigger than data protection I mean it's something that we're struggling with and one of the customers we have is struggling with how do I talk about what these services are when I'm spitting up kubernetes clusters like that that's right so is it is there some new conversation that you're starting to see you guys are one of the first to have a conversation about data you know flash data for AI are you starting to have conversations about you know deliver data something more than protection yeah near real-time ability to spin up development environments see ICD pipelines all of those things we actually have a product that as a pure customer you get as inclusive of maintenance contract called pure source service Orchestrator which can actually help provision end-to-end container environments and being able to repurpose that data for like I said test dev development pipelines and those kind of things and we're also as you've probably heard we're tying that into a cloud strategy as well so there's there's products we've announced cloud block storage side as well as object engine which is a product we haven't talked about yet which enables customers to truly see the benefit of a hybrid cloud scenario so they may be developing an application on Prem and pushing the cloud or vice versa and we're actually going to give them that back capability to do that talk more about object engines specifically what it is that means been inferring object yes store and object engine you know you hear the name it could mean a number of things but clearly it has to do with object storage so object engine was actually a technology that was born in the cloud so it was a cloud native application that was really designed around data reduction for cloud workloads what we've done as part of that product it folded into peers we've actually ironically it is not what we used it for first we'd developed an appliance and we call that our object engine appliance that's just phase one so what object engine delivers is a highly scalable highly performant data reduction platform we're starting with backup and data protection workloads so vemma obviously does their in-line data reduction technology if the customer finds that they need something more scalable they can actually leverage object engine to do that and then flash blade on the back end as the initial tier and then the future vision for object engine is that it's going to give you the cloud connectivity to be able to say okay I want to automatically push my backup workloads from an archive perspective out to the cloud we're starting in AWS we're gonna do Azure and others as well so the next big wave of that that you'll see is actually running object engine in the cloud in a hybrid scenario and be able to move those work clothes back and forth so kind of envision you know the the near-term backup and restore most of the resource happen within a week or two on Prem and then 100% also stored in the cloud for more long-term archives so that really it really completes the flash to flash the cloud story but we're not gonna stop with backup workloads either and where's your sort of value added in that equation and where's VM and how do you sort of what's the connection points there good question good question so I you know I think again I mentioned via obviously has their in line data reduction technology where we insert object engine is really one of two reasons one if if our data reduction offsets the cost of the whole solution without using it with just using beams data reduction because it is it's a hardware offload essentially and then the second one is if you need a you know a large amount of data that you want to push out to the cloud as our kind of phase two of that product right okay I want to ask you about the partnership from the terms from the standpoint of values sure the values of pure are you guys are fun company I love orange you go to pure accelerate everybody's wearing orange to come here everybody's wearing green so these seem to be kind of birds of a feather but but we just talked about value add what about the values of your company and sort of how you guys getting along yeah we're getting along great I like I said there's a lot of synergies from a solution standpoint but just from a go-to market standpoint trying to be you know a disruptive company it just technology disruptive solutions what is that next thing right not being a me-too player in the market and so I think we share a lot of those those same values but also customer success we really focus on the outcomes and a happiness of the customer and that that's down in the core of our engineering same thing with beam where I think we can really help each other is Veeam has a big push right now to move up market into the enterprise and we feel like we can help beam in that respect we've been very successful in enterprise and likewise veem obviously has a major presence in amia and that's a market that is is is growing for us substantially but we've got a lot of upside so we really think we can help each other there and I actually failed to mention the very first object engine flash Blade sale we did was with him so you know it was it was it was just natural in that perspective and I think pre object engine and before this whole idea of rapid restore really took off with flash blade it was it was just the flashier a protection and even that's still pretty new but now it's much more comprehensive so we've got common common competitors as well and pure accelerates coming up in September it's in Austin you're your hometown I'm town in Austin Texas so yeah we'll be there September 15th to 18th and we're going to be talking about a ton of stuff obviously flash to flash the cloud but well beyond storage as well so even if you know don't think of it as just a storage conference it's always fun event we've covered now I think twice this will be our third year so in Austin is a great great town and looking forward to that Trevor thanks so much for coming on the cube love that loved it thanks for having me feel very welcome all right keep it right to everybody we'll be back with our next guest right after this short break I'm Dave Volante with Peterborough's v-mon 28 2019 from Miami right back

live from Miami Beach Florida Biman 2019 brought to you by beam hi everybody welcome back to Miami I'm Dave Volante and this is day two of veeam on 2019 we're here at the Fontainebleau Hotel in beautiful sunny Miami a lot of swanky people a lot of big boats parties going on last night of course it's v-mon so you know there's a lot of fun this is the cube the leader in live tech coverage Allen Stern is here he's that technical solutions architect at Cisco really what that means is he's an evangelist the cube alam al and good to see you again great to see you again david coming on so yeah this is quite a venue as always Vemma action going on a lot of customers here 2,000 plus people so let's get into it hey Cisco we're gonna be at Cisco live in a couple weeks really excited about that it's gonna be a great show in San Diego absolutely another awesome venue we were in Barcelona earlier this year to do Cisco so we you know we love the circuit it's a great customer show I want to start with something that we talked about in Barcelona which is Cisco really as it evolves into the multi cloud world is is making the case that it's networks are more secure higher performance and more cost effective than anybody out there and it's in a good position to do that now we're gonna talk deep about infrastructure but I want to start there and just get your take on that sort of overall challenge to Cisco well it's not really a challenge it's an opportunity for us because we look at the cloud is this great opportunity you still have to have networking within your cloud provider you've still got to do all the things you do on your on-prem datacenter you just have to do it in somebody else's data center and what we've done is we wanted to simplify that operation so the way you deploy Cisco ACI on Prem you deploy it the same way in the cloud provider you're using the same interface and yeah on the backend we're doing different things because we're interfacing with their networking api's but to the end-user they don't have to know each cloud providers interface they just have to know Cisco and they know that it'll be configured correctly and if we think about what happens with a lot of the threats and attacks that occur in networks what's one of the easiest ways to get attacked it's a misconfigured network a firewall port that's left open but if you're doing it the same way every time regardless of where you're doing it that makes it a lot easier and reduces the the chance that you're going to make a mistake yeah and you guys can do the deep packet inspection you've got a lot of experience around that you're driving a lot of analytics and obviously machine intelligence is going to come into play and so but you've been able to go back to what you just said so give me an example so you guys have announced a multi cloud strategy is support basically you're essentially describing what we talked about on the cube all the time is bringing the cloud experience to your data wherever it is so whether it's on Prem in the public cloud supporting hybrid so you're saying for example if you've got a customer who's running on AWS and using you know heavily using AWS primitives and api's you make that transparent to the user is that correct absolutely okay and so it sounds like magic but it's a lot of hard work I'm sure a lot of software it is a lot of hard work from a lot of really smart people inside of Cisco that are we have some amazing developers now your your sweet spot is the infrastructure side of the business so UCS and and and obviously the partnership with Vemma which we'll get into but what's your swimlane so my swimlane really is our software-defined storage partners and our data protection partners and when when I started on this role a few years ago they seemed very very much separate and now what we're seeing is they're coming very much together because what are we what are customers looking to get away from tape what do they need large amounts of storage because we've seen this explosion of data we talked about it last year and we're seeing terms like yottabyte and branagh byte and I remember when I first saw branagh byte I was like is this something you know somebody watched too many episodes of The Flintstones but no it's it's a real term a yottabyte is a thousand exabytes and a branagh byte is a thousand yottabytes so data is growing at multiple orders of magnitude on a regular basis and we've got to store it differently than we have in the past if somebody sent me a stat and no just would you just reminded me of it Allen a couple months ago and I got to go back and research it but if anybody out there knows the stat it was astounding to me it said by by like 2025 or 2022 there's gonna be more bytes of data created or stored than there are stars in the universe now that just blew my mind and we could do the math and figure that out but I gotta go back and check out the link but to your point the the growth curve it's it's nonlinear you know used to be Moore's law and now their curve is is reshaping so when everybody talks about digital transformation they're what they're really talking about is making their business digital which is all about data and you talk about getting away from tape you can't have a bit digital business that runs on tape you could save tape you know for deep archive and stick it in the iron mountain or whatever but you can't recover yeah right now keep your business running 24/7 so to your point about those worlds coming together that really underscores it so what's your role in supporting digital business strategies and keeping businesses up and doing fast recovery and your partnership with Veen so we provide great platforms for folks like beam and the object storage vendor so beam now has fantastic integration with the s3 interface that many of these object providers allow cisco has very deep platforms you know we've got a 4u box that can hold 768 terabytes of data and if you think about how much data that is you know two of these units it's a petabyte and a half of data I mean that's a fantastic amount of data it's online it's available to them if they need to restore it they can do it quickly because each of those nodes has 160 gigabits per second of network connectivity but more importantly if they want to use some of this data it's available to them right on the platform they don't have to pull back the tape restore from tape and hope they got the right one it's about data management really yeah you're talking about all these fights and yottabytes and exabytes and and the growth of storage are you seeing a really a big a big wave a trend toward the petabyte data center yeah absolutely I mean it used to be petabytes where the purview of only the fortune 500 maybe and now we're seeing it really across the board as companies yeah we're digital hoarders and you look at my laptop I've got emails from 10 years ago I've got pictures of everything from forever companies are no different because we're there looking at data and saying I've got this data I'm not sure if it's valuable today but it may be worth something tomorrow let me hold on to it but their ability to access it and use it that's going to be the critical piece because you know it's like an oversized storage unit you stuff it full of stuff you're not really sure what's in there and if you have to find that one little widget that's in there forget it as the tools get better to go find the data within the bit bucket I mean that's where the real value is coming so we could go a little journey down memory lane and talk about the Cisco strategy and how its evolved I remember when you started you know it would ucs and I was like wow that's Cisco's getting into servers and kind of didn't really understand it until I dug into it and you guys obviously we're trying to change the game with converged infrastructure and you had some partnerships to do that but I remember one of my first questions was you had like a zillion VMs that you can run on on this this block yep and I said how do you protect that and they're really at the time it was like 2009 it was like well we could kind of bolt on and that's the way backup was back then fast forward to 2019 it seems like data protection is much more of an integrated component of people's digital strategy so one of you could talk about that a little bit and how your strategy has evolved yeah and and it absolutely is because we're not just talking about data protection anymore if you look at the capabilities of folks like beam it's really about data management it's not just hey back it up put it over in the vault and forget about it never use it again it's back it up put it in the vault and if you need it I can bring it back really quickly I can use it to test data with I can use it to scan for malware so I'm not reintroducing an infection after I've cleaned it out so a lot of ways to use it and in Cisco's providing the platforms to do that the days of the old monolithic storage arrays they're still going to be here but the world for them is shrinking because you think about what do they do they're the last bastion of vertically integrated systems we saw storage you know the mainframe still here but the world for it shrunk as we had x86 systems with the operating system of choice so we're seeing the same thing happening with storage customers are just they want to be able to use all this data that's out there and in my career I've observed it's always been about recovery like when something goes wrong how do you recover that that's always the killer question right and and so but now it's even more complicated because of Eames messaging this week has been fast recovery they announced a bunch of stuff that you could recover you know directly from backup don't have to go to a replicated you know set of data and so the compression that the time to recover has really compressed so have you seen that how are you guys responding to that you know both technically and just from a business standpoint it's a great question you and I have enough gray hair to remember the days of planned downtime that's going on yeah so now it's how do we build a platform they're going to enable the software side of the recovery but if the platform isn't capable of keeping up with the software then you've got a disconnect so you've got to have disk systems disk up systems that are capable of keeping up you've got to have networking you've got to have a completely integrated system that not only do we look at it and go okay well this software should work here we know that it does and we do cisco validated designs with folks like beam to make sure that the customers don't have to turn all the different nerd knobs to make sure they're going to get the optimal performance because at the end of the day they don't have time for that that's not their area of expertise and we want to make sure that they've got the always-on enterprise so I'd love to talk about the the horses on the track of the competitive landscape and I especially want to explore a little bit with you Alan the multi cloud you know some people don't like that term III think it's fine a hybrid you know to me is different than multi cloud I've argued that multi cloud has largely been a system of multi bender where people just line a business shadow IT and then all of a sudden you have these multiple clouds and Sasa's and but increasingly now organizations organizations saying ok CIOs get a handle on this okay so multi-cloud strategies have started to come into play Cisco announced in February I believe at Cisco live Barcelona a big push into multi-cloud you certainly see Dell EMC talking about it Google announced you know certainly Microsoft is there you guys have partnerships you were onstage David Koechner was at Google next cloud next so it's at Red Hat IBM's acquisition of Red Hat so you you have all these interesting you know cooperative to a petition and and and and people companies going after this multi cloud so question how do you see the multi cloud opportunity what's Cisco's strategy with regard to that obviously you're coming at it from a standpoint of network and infrastructure strength but I wonder if you could talk about that a little bit and sort of summarize the opportunity and what your strategy is sure so I want to go back to a quote a famous quote by John Chambers he said we were plumbers for the network and being a plumber is an honorable profession and I think while we've certainly expanded beyond that we still do that whether you know you're talking about multi cloud strategies well you still got to connect to all of these different clouds whether it's you know infrastructure or as a service you've still got to connect to it so that it works efficiently for your enterprise we want to make sure that we enable that technology that we're giving the customers what they need from that technology and there's still room for for on-prem it's not like any of this is going away it's select whatever feature is best for that particular customer so you know if there's an as a service provider that does customer CRM better than anybody else by all means go use them and we'll help you connect to them help you secure it and with partners we may help you back up if it's email you know without saying who it is we know who it is but you've still got to back that up where are you going to back it up how are you going to have the networking how are you going to have security so Cisco provides all of that enabling technology to make sure that you've got the enterprise that's secure and you can connect all of them so it operates seamlessly for you as as your multi virtualized enterprise well and so cisco has always been a a partner friendly organization you've stressed optionality every one of those companies I mentioned is a partner of yours as well and you know it's like Joe Tucci said hey sometimes we compete sometimes we partner at the end of the day it's the customers going to decide right so if I understand you correctly just from a from a control playing standpoint you've got software technology that that your customers can use if a customer wants to use a VMware control plane you'll you'll play there or some other you know third party that's the strategy correct and but at the same time you're investing in your own IP to build the best control plane and other I guess you know network capabilities data playing infrastructure as possible yeah we wanted we're gonna leverage you know their infrastructure because in some ways they're ubiquitous but there's things that they don't do you know network analytics we do that better than anybody else with you know products like tetration also performs some security functions we have stealth watch you know at the branch you want to make sure that nefarious things aren't happening on your network that without you knowing it so we want to enable that visibility and allow the customers to take action so it's not just enabling the technologies it's protecting the technologies as well so I think a lot of it is things that these other infrastructure providers aren't doing or they're not doing well we can do well because of our history because of our continued investment in all of these areas you know Cisco we have a lot of money to spend on R&D and we spend it well to other areas I want to absolutely you get great engineers and also you do you do acquisitions pretty well but to other areas you want to cover that we haven't touched upon that much hyper-converged you know you said you guys kind of started the converged infrastructure or at least the modern era and then hyper-converged comes in you've got to play there and I want to talk about the edge but let's start with HCI so HCI we've got a fantastic platform in Cisco hyperflex we've continued to evolve it you know we have spinning disks we have all flash we have nvme we've got hybrid so whatever the customers performance needs are we're there with them and if as we look at it this is about simplifying and collapsing the infrastructure that's what converged infrastructure did we went out partnered with some leading companies in the storage space at the time and said how do we make this easier for customers consume we reel it into the data center they turn it on they move their workloads to it well now we've seen this cost model in in technology shift towards hyper-converged where it's x86 servers running the storage and the compute together and you wheel it in you move your workloads to it and you grow it in very nice easy to consume increments and it just it just works and that's coupled with our management plan and and I can never overemphasize that when you look at how we manage hyperflex how it plugs into our new inter-site product which is a cloud offering to let you manage the the infrastructure anywhere inter-site will help you deploy the hyper-converged infrastructure so we continue to focus on making this easy to consume well so now that leads me to your tagline the anywhere data center which which I want to ask you about the edge IOT I know it's not your area of expertise but I love what what the dev net group has done with infrastructure is code I see all these CC II's gettin retrained and and coming up with really some amazing use cases I mean I saw one at Cisco live in Barcelona you know basically an edge case in a police vehicle with some with some cisco HCI infrastructure it was unreal and just collecting data at the edge which is critical but so what's your strategy with the edge what do you see as the opportunity there so we've got you the hard part is always defining the edge is the edge the branch is it my home office is it a telephone pole but well where the answer is yes yes and yes right absolutely so at some of the edge we've got the Cisco hyper flex edge device which is a two node hyper flex cluster we've got small servers that fit into our routers for collecting edge data there so really the idea is meet the data where it is and to the degree that we can let's help process it there because you can't always bring all the data back yeah and what I like about Cisco strategies to sort of set the context there's many infrastructure providers I would observe are trying to take a top-down approach to say okay we've got this box we're gonna go put it on the edge and you guys do that too but what I really like about of your approach is that your box is programmable so I can develop applications at the edge I can do that with a cloud provider if I want to I can do that directly using you know Cisco api's and so I think that gives you guys an advantage and obviously your networking estate you know helps as well Alan great to have you back in the cube thanks so much and give you the last word on v-mon 2019 you know it's a great show we love being here beam is a fantastic partner we're doing some really innovative things and you know it's just it's wonderful to be here I'm almost speechless yeah so the cube is here all day today we got keynotes now coming up so we're going to come back after those keynotes of course Veeam has its big customer party tonight the bean parties are renowned always a lot of fun always great food and then always some kind of interesting twist so Alan thanks again for coming on the cube great to see you pleasure I keep it right there buddy we'll be back right after this short break I'm Dave Volante you're watching the cube from v-mon 2019

welcome to the Windy City everybody you're watching the cube the leader in live tech coverage my name is Dave Volante I'm here with my co-host Stuart men immense dude this is our second year of covering v-mon you've painted the town in green we certainly have we've been talking about for I can't even now tell you how long data is at the center of it all companies are taking a new look at what does it really mean to ensure that I know where all my data is that I ensure it's protected and that it's in compliance all this challenges are much bigger part of them not just the day that backup remedy company's overall data management pirate market which is much bigger and more and more companies are digitizing their organization and for us we're kind of the ones that keep that up and running and I think it was important for us to make sure that message gets out but some years we've been saying women's VMware only the most right there be only we will never do physical crappier would always say we're just gonna do virtual virtual well in the enterprise that can't be there's ten fifteen twenty percent of all these enterprises that are gonna stay physical so last year we introduced a comprehensive m2m platform now we can do virtual physical and cloud for our enterprise customers for everybody but we see it more in the entry box allowing workloads to move seamlessly across multi clouds Rob I they soon go play on glass to manage all your data it grows the cloud there's a dichotomy between what the businesses expect in terms of the levels of data protection the levels of orchestration and automation that exist and what IT can deliver and it seems like beam is trying to fill that gap they did what most of the big companies do they start off with a partner day beams all about their partner you cannot be a platform provider without an ecosystem that's embracing and extending the value merging that value proposition together with these companies and brought about a tremendous impact on just a customer success they are experienced in in leveraging our technology they want to make sure that if I'm buying something from you it'll integrate into my existing environment so I don't have to do a complete rip and replace that's a very expensive proposition this is a company that has grown from you know very small to quite large it's gonna be probably close to a billion dollars in bookings this year we're not losing kind of what made us great which get in the door just get in the door to any of these companies go into coca-cola just get in the door and then do a really good job and expand from there which is really what we've been doing since the beginning but they've taken over Chicago VM is famous for its parties part vmworld and other big events work hard way card them so VM is known for having the best parties pleasure seeing you and congratulations on all your success thank you very much this day Volante with stew minimun you're watching the cube live from Chicago v-mon 2018 [Music]