>> From around the globe, it's theCUBE, with digital coverage of VeeamON 2020, brought to you by Veeam. >> Hi, everybody, welcome back to theCUBE's ongoing coverage of VeeamON 2020, it's Veeam online 2020. I'm Dave Vellante. And Rick Vanover's here, he's the senior director of product strategy at Veeam. Rick, it's always a great pleasure to see you. I wish we could see each other face-to-face. >> Yeah, you know it's different this year, but yeah, it is always great to be on theCUBE. I think in 2018, it had a eight-year gap and a couple of times we've been back since, and yeah, happy to be back on theCUBE. >> So how's it going with you guys with the online format? Breakouts are big for you 'cause you're profiling some new products that we're going to get into. How's it all working for you? Well, it's been different. It's a good way to explain it in one word, different. But the reality is, I have a, pardon the language, a side hustle here where at Veeam, I've worked with the event team to bring the best content, and for the breakouts, it's an area that I've been working a lot with our speakers and some of our partners and external experts, users, and people who have beaten ransomware and stuff like that. But I've worked really hard to aggregate the content and get the best blend of content. And we kind of have taken an interesting approach where the breakouts are that library of content that we think organizations and the people who attend the event really take away the most. So, we've got this full spectrum from R&D deep level stuff to just getting started type of stuff, and really all types of levels in between. We want the breakouts to focus on generally available products, right? So I've worked pretty diligently to bring a good spread across the different products. And then a little secret trick we're doing is that into the summer, we're going to open up new content. So there's this broadcast agenda that we've got publicized, but then beyond that we're going to sneak in some new content into the summer. >> Well, I'm glad you're thinking that way, because what a lot of people are doing, they're just trying to take their physical events and mirror it to the digital or the virtual, and I think so often with physical events, people forget about the afterglow, so I'm glad you guys are thinking about it upfront. >> Yeah, it has to be a mechanism, that we've used it a couple of different ways. One to match how things are going to be released, right? 'Cause Veeam, we're always releasing products across the different set. We have one flagship product, but then the other products have their own cycles. So if something works well for that, we'll put it into the summer library. And then it's also a great opportunity for us to reach deep and get some content from people that we might not have been able to get before. In fact, we had one of our engineers who's based in Australia, and great resource, great region, strong market for us, but if we were to have the in-person at that, I can't bring somebody from Australia for one session. But this was a great way to bring her expertise to the event without having the travel burden and different variety of speakers and different varieties of content. So there's ways that we've been able to build on it, but again, the top level word is definitely different. But I feel like it's working for sure. >> So, Rick, give us the helicopter view of some of the product areas that we should really be aware of as it relates to what you guys are doing at VeeamON 2020, and then we'll drill in. Give us the high level though. >> So for people attending the event online, my advice really is that we're spread across about 75 to 80% of the content is for technical people. 20% of the content in the breakouts is going to be for decision-makers or executives, that type. And then within the context of the technical content, we want to have probably 10 to 15% be presenters from our R&D group, so very technical low-level type discussions, highest level architect type stuff after that. Generic use case is a nice in-the-middle area, because we have a lot of people that are getting started with our products, so like maybe they're new to the Office 365 backup or they're new to backing up natively in the cloud. We have a lot of context around the virtual machine backup and storage integration and all those other great things, but when the platform is kind of spread out at Veeam, there's a lot to take in. So the thought is wherever anyone is on their journey with any of the products, and that's a hard task to do with a certain number of slots, we want to provide something for everyone at every level. So that's the helicopter view. >> So let me ask you a couple of followups on that. So let's start with Office 365. Now, you guys have shared data at this event, talking about most customers just say, "Oh, yeah, well, I trust Microsoft to do my backup." Well, of course, as we well know, backup is one thing (chuckles) but recovery is everything. Explain the value that you guys bring. Why can't I just rely on the SaaS vendor to do my backup and recovery? >> Well, there's a lot to that question, Dave. The number one thing I'll say is that at Veeam, we have partnerships with Microsoft, VMware, HPE, all the household brands of IT, and in many of these situations, we've always come into the market with the platform itself providing a basic backup. I'll give Windows, for example, anti-backup. It's there, but there's always a market for more capabilities, more functionality, more portability. So we've taken Office 365 as a different angle for backup, and we lead with the shared responsibility model. Microsoft as well as the other clouds make it very clear that data classification and that responsibility of data, that actually sits 100% with the customer. And so, yes, you can add things to the platform, but if we have organizations where we have things like, I need to retain my content forever, or I need a discovery use case, and then if you think about broader use cases, like OneDrive for business data, especially with the rapid shift of work from home, organizations may now be not so much using the file server, but using things like OneDrive for Business for file exchanges. So, having the control plane open that data is very important, so we really base it on the shared responsibility. And Microsoft is one of our strongest partners, so they are very keen for us to provide solutions that are going to consume and move data around to meet customer needs in the cloud and in the SaaS environment for sure. So, it's been a very easy conversation for our customers and it's our fastest growing product as well. So this product is doing great. I don't have the quarterly numbers but we just released in the mid part or the Q4, we just released the newest release, which implemented object storage support, so that's been the big ask for customers, right? So that product's doing great. >> Yeah, so that notion of shared responsibility, you hear that a lot in cloud security. You're applying it to cloud data protection, which you know security and data protection are now, there's a lot of gray area between them now. And I think security or data protection is a fundamental part of your security strategy. But that notion of shared responsibility is very important and one that's oftentimes misunderstood because people hear, oh, it's in the cloud, okay, my cloud vendor's got it covered. But what does that shared responsibility mean? Ultimately, isn't it up to the customer to own the end result? >> It is, and I look at especially Microsoft. They classify their software four different ways, on-prem software, software as a service, infrastructure as a service, and I forget whatever the third one is, but they have so many different ways that you can package their software, but in all of them, they put the data classification for the customer. And it's the same for other clouds as well. And if I'm an organization today, if I'm running data in a SaaS platform, if I am running systems in IAS platforms, in the hyperscale public clouds, that is an opportunity for me to really think about that control plane of the data, and the backup and restore responsibility, because it has to be easy to use. It has to be very consumable so that customers can avoid that data loss or be in a situation where the complexity to do a restore is so miserable that they may not even want to go do it. I've actually had conversations with organizations as they come to Veeam, that was their alternative. Oh, it's just too painful to do, like, why would you even do that? So that shared responsibility model across the different data types in the cloud and on-prem as well and SaaS models, that's really where we find the conversations go pretty nicely. >> Right, and if it's too complicated, you won't even bother testing it. So, I want to ask you something about cloud data. You mentioned cloud native capabilities, and I'm inferring from that, that you basically are not just taking your on-prem stack and shoving it into the cloud. You're actually taking advantage of the native cloud services. Can you explain what's going on there, and maybe some product specifics? >> Sure, so Veeam has this reputation of number one VM backup. I'm here in my office, I have posters from all over the years, and somewhere down here is number one VM backup. And that's where we cut our teeth and got our name out there. But now if you're in Azure, if you're in Amazon, we have cloud native backup products available. In fact, the last time you and I spoke was at Amazon re:Invent where we launched the Amazon product. And then last month, we launched the Azure product, which provides cloud native backup for Azure, and so now we have this cloud feature parody, and those products are going to move very quickly. As well, we've had this software as a service product for Office 365 where we keep adding services. And we saw in the general session, we're going to add protection for a new service in Office 365. So we're going to continue to innovate around these different areas, and there's also another cloud that we announced a capability for as well. So the platform at Veeam, it's growing, and it's amazing to see this happen, 'cause customers are making cloud investments and there's no cloud for all. So some organizations like this cloud, that cloud, or a little bit of these two clouds combined. So we have to really go into the cloud with customer needs in mind, because there's no one size fits all approach to the cloud, but the data, everybody knows how important that is. >> To that end though, each cloud is going to have a set of native services, and you've got to develop specific to that cloud, right, so that you can have the highest performance, the most efficient, the lowest cost data protection solution backup and recovery possible. Taking advantage of those native cloud services is going to be unique for each cloud, right? 'Cause AWS' cloud and Azure cloud, those are different technically underneath. Is that right? >> You're absolutely right, and the cost models have different behaviors across the clouds. In fact, the breakout that I did here at the event with Melissa Palmer, those who are interested in the economics of the cloud should check that out, because the cloud is all about consuming those resources. When I look at backup, I don't want backup to be a cost-prohibitive insurance policy, basically. I want backup to be a cost-effective, yet resilient technology that when we're using the cloud, we can kind of balance all these needs. And one of the ways that Veeam's done that is we've put in cost estimators, which it's not that big of a flashy part of the user interface, but it's so powerful to customers. The thought is if I want to consume infrastructure as a service in the cloud, and I want to back up via API call snapshots to EC2 instances only, nice and high performance, nice and fast, but the cost profile of that if I kept them for a year is completely different than if I used object storage. And what we're doing with the Veeam backup for Azure and Amazon products is we're putting those numbers right there in the wizard. So you could say, "Hey, I want to keep two years of data, "and I have snapshots and I have object storage," totally different cost profiles, and I'll put those cost estimates in there. You could make egregious examples where it'll be like 10 and 20 x the price, but it really allows customers to get it fast, to get it cost-efficient, and more importantly at the end of the day, have that protection that they need. And that's something I've been trying to evangelize that this cost estimator is a really big deal. >> It provides transparency so that you're going to let the business drive sort of what the data protection level is, as opposed to sort of whether it's a one-size-fit-all or you're under-protected or over-protected and spending too much. I ask Anton, "How do you prioritize?" Basically his answer was we look at the economics. And then ultimately you're giving tools to allow the customer to decide. >> Yeah, you don't want to have that surprise cloud bill at the end of the month. You don't want to have waste in the cloud, and Anton's right, the economics are very important. The modeling process that we use is interesting. I had a chat with one of the product managers who is basically in charge of our cloud economic modeling, and to the organizations out there, this is a really practical bit, is think about modeling, think about cloud economics, because here's the very important part. If you've already implemented something, it's too late. And what I mean by that, the economics, if they're not right when you implement it so you're not modeling it ahead of time, once you implement, you can monitor it all you want, but you're just going to monitor it off the model. So the thought is this is all a backwards process. You have to go backwards with the economics, with the model, and then that will lead you to no surprises down the road. >> I want to ask you about the COVID impact generally, but specifically as it relates to ransomware, we've had a lot more inquiries regarding ransomware. There's certainly a lot more talk about it in the press. What have you seen specifically with respect to ransomware since the pandemic and since the lockdown? >> So that's something that's near and dear to my heart. On the technology team here at product strategy, everyone has a little specialization, industry specialization. ransomware is mine, so good ask. Whew, so the one thing that sticks out to me a lot is identifying where ransomware comes in, and I have one data point that indicated around 58 or so percent of ransomware comes in through remote desktop. And the thought here is if we have shifted to remote access and new working models, what really worries me, Dave, is when people hustle, when people hurry. And the thought here is you can have it right or you can have it right now. In mid-March, we needed to make a move right now. So, I worry about incomplete security models, people hurrying to implement and maybe not taking their security right, especially when you think about most ransomware can come in through remote desktop. I though phish attacks were the main attack vector, but I had some data points that told me this. So I have been, and I just completed a great white paper that those watching this can go to veeam.com and download, but the thought here is I just completed a great white paper on tips to beat ransomware, and yes, Veeam has capabilities, but here's the logic, Dave. I like to explain it this way. Beating ransomware, and we had a breakout that I recorded here at the event and encourage everyone to watch that, I had two users share their story of how they beat ransomware with Veeam, two very different ways, too. Any product is or is not necessarily ransomware-resilient. It's like going through an audit. What I mean by that is people ask me all the time, is Veeam compliant to this standard or that standard? It's 100% dictated how the product's implemented, how the product's audited. Same with ransomware. It's 100% dictated on how Veeam is implemented and then what's the nature of the exploit. And so I break it down into three simple things. We have to educate. We have to know what threats are out there, we have to know who is accessing what data, and then the big part of it is the implementation. How have we implemented Veeam? Are we keeping data in immutable buckets in the cloud? Are we keeping data with an air gap? And then three, the remediation. When something does happen, how do we go about solving that problem? I talked to our tech support team who deals with it every day, and they have very good insights, very good feedback on this phenomena, and that they've helped me shape some of the recommendations I put in the paper. But yeah, it's a 30-page paper. I don't know if I can summarize it here. It's a long one for me, but the threat's real, and this is something we'll never be done with, right? I've done two other papers on it, and I'm going to have another one soon after that. But we're building stuff into the product, we're educating the market, and we're winning. We're seeing like I had the two customers beat ransomware, great stories. I think I learn so much hearing from someone who's gone through it, and that you can find that in the VeeamON broadcast for those attending here. >> Well, you touched on a couple. Take advantage of the cloud guys who have these immutable buckets that you can leverage. A lot of people don't even know about that. And then, like you say, create an air gap, and presumably there's best practice around how often you write to that bucket and how often you create that air gap. You maybe change up the patterns, I don't know, other thoughts on that. >> Well, I collectively put, I've created a term, and nobody's questioning me on it yet, so that's good, but I'm calling it ultra-resilient storage. And what I'm referring to is that immutable backup in the cloud. It becomes a math calculation. If you have one data point in there, that's good, but if you had a week's worth of data points, that's better. If you had a month's worth of data points, that's even better. But of course, those cost profiles are going to change. Same thing with tape, tape's an air gap, removable media, and I go back and forth on this, but some of the more resilient storage snapshot engines can do ultra-resilient techniques as well, such as like Pure Storage SafeMode and NetApp SnapVault. And then the last thing is actually a Veeam technology that's been out for, I don't know, three or four years now, insider protection, it's a completely out-of-band copy of backup data that Veeam Cloud Connect offers. So my thought here is that these ultra-resilient types, those are the best defense in these situations. It becomes a calculated risk of how much of it do I want to keep, because I want to have the most restore options available, I want to have no data loss. But I also don't want it old. There's a huge decline in value of taking your business back a year ago, because that's the last tape you had, for example. I want today's or yesterday's backup if I'm in that type of situation. So, I go through a lot of those points in my paper, but I hope that those out there fighting the war on ransomware have the tools. I know they have the tools to win with Veeam. >> Well, it's like we were talking about before, and ransomware is a really good example of the blurring lines between security and backup and recovery, of course. What role do analytics play in terms of providing transparency and identifying anomalous behavior in the whole ransomware equation? >> Well, the analytics are very important, and I have to be really kind of, be completely transparent. Veeam is a backup company. We're not a security tool. But it's getting awfully close. I don't want to say, the long form historical definition of IT security was something around this thing called a CIA triad, maintaining confidentiality, integrity, and availability of data. So, security tools are really big on the confidentiality and integrity side of it, but on the availability side, that's where Veeam can come in. So the analytics come in to our play pretty naturally. Veeam has had for years now an alarm that detects abnormal behavior in regards to CPU usage and disk write IO. If there's both of those are abnormally high, that is what we call possible ransomware activity. Or if we have a incremental backup that is like 100% change rate, that's a bad sign, things like that. And then the other angle is, even on PC's desktops, like this computer I'm talking to you now on, we have just simple logic of once you take a backup, eject the drive so it's offline, right? So analyzing where the threats come from, what kind of behavior they're going to have, when we apply it to backup, Veeam can have these builtin analytic engines that are just transparently there for our customers. There's no deep re-education necessary to use these, but the thought is we want a very flexible model that's just going to provide simple ease of use and then allow that protection with the threatscape to help the customers where we can, because no two ransomware threats are the same. That's the other thing. They are so varied in what they do, everything from application specific to files, and now there's these new ones that upload data. The ransom is actually a data leak. They're not encrypting the data, the ransom is take down potentially huge amounts of data leakage. So all kinds of threat actors out there, for sure. >> You know, the last line of questioning here, Rick, is I've said a number of times, it's ironic that we're entering this new decade and this pandemic hits. Everybody talks about the acceleration of certain trends, but if you think about the trends, last decade, it's always performance and cost, we talked a lot of granularity, we talked about simplicity, you guys expanded your number of use cases, the support, the compatibility matrix if you will. All those things are sort of things that you've executed on. As you look forward to this coming decade, we talked about cloud. I mean, we were talking about cloud back in 2008, 2009 timeframe, but it was a relatively small portion of the business. Now everybody's talking cloud, so cloud, cloud native, the whole discussion on ransomware, and being broad, our business resiliency. Digital transformation, we've been given lip service in a lot of cases to digital transformation. All of a sudden, that's changed. So as you pull out the telescope and look forward to the trends that are going to drive your thinking and Veeam's decision making, what do you look toward? >> Well, I think that Veeam is laser-focused on four things. Backup solutions for cloud, workloads, and there's incredible opportunity there, right? So yes, we have a great Azure story, great Amazon story, and in the keynote we indicated the next cloud capability, but there's still more, there's more services in the cloud that we need to go after. There's also the SaaS market. We have a great Office 365 story, but there's other SaaS products that we could provide a story for. And then the physical and virtual platforms, I mean, I feel really confident there. We've got really good capabilities, but there's always the 1% and what's in the corner, and what's the 1% of the 1%? And those are workloads we can continue to go after. But my thought is, as long as we attack those four areas, we're going to be on a good trajectory to deliver on that promise of being that most trusted provider of cloud data management for backup solutions. So, my thought here is that we're going to just keep adding projects, and it's very important to make it sometimes a new product. We don't want to just bolt it on to Backup and Replication V11 or V10 for that matter, because it'll slow it down. The cloud native products are going to have to have their own cadence, their own independent development cycles, and they're going to move faster, 'cause they'll need to. So you'll see us continue to add new products, new capabilities, and sometimes it'll intermix, and that's the whole definition of a platform, when one product is talking to another, from a management side, a control plane, giving customer portability, all that stuff. So we're just going to go after cloud virtual/physical SaaS and new products and new capabilities to do it. >> Well, Rick, it's always a pleasure talking to you. Your home studio looks great, you look good, but nonetheless, hopefully we'll be able to see each other face-to-face here shortly. Thanks for coming on. >> Thank you, Dave. >> All right, and thank you for watching, everybody. It's Dave Vellante and our continuous coverage of VeeamON 2020, the online version. We'll be right back right after this short break. (upbeat music)

>> Announcer: Live from San Diego, California, it's theCUBE covering Cisco Live U.S. 2019. Brought to you by Cisco and its ecosystem partners. >> Welcome back to Cisco Live 2019 in San Diego everybody. You're watching theCUBE, the leader in live tech coverage and my name is Dave Vellante and I'm with my co-host Stu Miniman and Lisa Martin is also in the house. This is day three of our coverage, Danny Allan is here. He's the Vice President of Product Strategy at Veeam and one of the key thought leaders at the company, one of the main figures at VeeamON, which we were just doing three weeks ago. Danny, great to see you again. >> Wonderful to be here with you. >> That was a really fun show VeeamON, it always is. You guys got a cool vibe. >> You chose the Fontainebleau Hotel this year in Miami, in Miami Beach which is just a great location. Many thousands of customers and you guys hit some milestones recently. You talked about a billion dollars in revenue, it's been something you're going after for a while, you've seen that happen. Of course things change, right? All the subscription stuff started to happen. That slowed you down a little bit but that's awesome that you guys finally hit that, so congratulations. Raised a big pile of dough and you just keep moving that ball forward. Give us the update on Veeam. >> So as you said, Veeam has a great culture, right? There's a passionate green army out there that loves us and we're thankful for that. We hit one billion in bookings for the trailing 12 months, we have 350,000 customers and the business is going well. One of the interesting things about Veeam is because we're private, we actually have the opportunity to decide when and how we do things like switch from perpetual to subscription type bookings. But business is doing great, we love it, we're glad to be here. >> One of the things that you talked about at VeeamON was kind of getting back to the basics. You talked a lot about look, it starts with backup. There's a lot of noise in the market today. You hear a lot about, you know, data management. We talk a lot about date assurance but at the end of the day, it starts with backup. That's something that you gave a lot of thought to. I mentioned that you were one of the thought leaders at Veeam. Double click on that, add some color. What were you thinking in terms of that being the starting point and that really driving a lot of your messaging at VeeamON? >> Yeah, I always say it's three things, right? This is a journey that we're on and I get excited about the end stages of that journey. But how many people actually have a budget for machine learning or blockchain or artificial intelligence? No one has a budget for that. What they have a budget for is backup and so we believe A, it's a journey, B, it does start with backup. There's a budget for that and the key thing is choose a partner for this journey and we believe Veeam is the right partner obviously to choose for that but we really wanted to go back to who is spending money to buy the products and for that, it's the technical decision maker who has the budget for backup today. >> Yeah, all right. So Danny, we talk about the Cisco relationship and budgets like you were talking about there. Cisco UCS was from day one a heavily virtualized environment and therefore had strong affinity with Veeam there. But you've got some great visibility into where UCS is going, what CI and HCI solutions are really starting to gain traction. So talk a little bit about that partnership and which ones of those Cisco solutions are really starting to, you know, kick in the market. >> We have a great partnership with Cisco, first of all and really in two areas, if you're talking infrastructure. So on the HyperFlex, the Converged Infrastructure but also on just the S3260 for example, a storage dense system and we have a target this year, this is public information, we have a target, a joint target of $100 million. We're actually at 80% of that right now. Business has been doing really well. In fact, we've been on the Global Price List now for 18 months and in 18 months, we've actually closed over 350 transactions. Like it's been going really, really well and here's what's exciting about that. Those customers that are spending money on Cisco gear with Veeam software, they might start in the drag, these are quantifiable numbers, it's about five to one. So every dollar they spend on Veeam, it's about $5 on Cisco. But over 35% of those customers within twelve months come back and buy more Cisco gear and actually if you look at the actual drag, quantifiable drag that we're bring for Cisco, it's 11 to one. So for every dollar they spend with Veeam, they're spending $11 in Cisco HyperFlex or S3260. So it's been a great partnership both for us obviously because we're on their resell list but also for them. >> And you said you're 80% of the way there. We're talking a calendar year or is that a fiscal year? >> That is their fiscal year, so that's ending in August or July. I should know the date but I know we're 80%. We're on track to hit that $100 million. >> What do you think is driving that? I mean obviously this is a partnership, which takes time. >> Yes. >> This is not just a press release partnership. What else have you done to really facilitate this? >> Well I would say two things. One is their infrastructure is great. In fact we have one of our Veeam cloud service providers that is protecting over a million VMs right now. So these are massive scale, are using S3260s in the backend as a repository, so their hardware actually works. But I would say the other thing that really resonates is, so they have this Hyper FEX Solution and on top of that they have Intersite and that concept of a cloud management plain that can roll out the hardware, can update it not only at the infrastructure but also the Veeam software is really critical and that resonates with customers. It's again, good for them but it's also good for us. >> Let's see. The last couple years you guys have had a big emphasis on the enterprise and then again we're hearing this theme of kind of back to basics. I mean you heard at VeeamON, it starts with backup. You talk to people at VeeamON, the customers. It's the, you know, a lot of medium sized customers, a lot of smaller customers. Do you feel like you over-rotated to the enterprise or do you feel like hey, we could get there just by slow and steady and still putting the accelerator on our core business? Can you just add some color to that and explain? >> Yeah, so if you back three years, our focus was very much on the small and medium enterprise where we said we wanted to capture the major enterprise and that by the way has worked. If you look, since January of 2017 we've done over a billion just in enterprise, enterprise being 1,000 employees or above. So focusing on the enterprise for a few years was the right thing to do. However, that was all on the messaging side and we had this core constituent that has been with us for over decade now and we didn't want to pivot away from them. So in the last six months, nine months, what you've seen is pivoting back towards the center. So we do a third of our business with SMB, a third with commercial and a third with enterprise. So we believe we're right there on the fairway now and it's a perfect alignment of that messaging. >> Well I mean history would show that the disruptors oftentimes come from, you know, down below and move up. I mean you certainly saw that with Microsoft in the 80s and there are many other examples. Is that part of the philosophy, that you guys just can keep adding value that will appeal to the enterprise customers? It sounds like with a 30 year business, you're actually already there in terms of functionality. Is there a functionality gap though still that you need to close in your opinion? >> I don't think so. We announced as you know probably v10 a few years ago and what we've done is we've introduced that over the years and so the final check box if you will for v10 is coming in our next release later this year. But that really covers off the gambit of everything that needs to be done and that's been resonating really strongly. We believe we have a portfolio that addresses everything from the smallest customer to the largest customer. >> Yeah and you don't live and die, we heard this from Radmere, you don't live and die by your long term product development roadmap. You tend to be very tactical and listen to customers and-- >> We're very agile, so we keep a backlog of all the things that we want to do but we will pivot on a dime if we believe hey, this is really strategic for our customer base. We'll change something that, you know, we had planned for year out and do something else in the interim. >> Dave: Pretty judicious about how you decide there. >> Yeah so Danny, bring us inside some of the customer conversations you're having here to show, you know, when I watch the keynotes, many of the messages about multi-cloud sound like the same kind of things that I've been hearing at VeeamON for the last couple of years. What are you hearing from the customers at this? >> Well, definitely cloud date management is top of mind. I ate dinner last night with an enterprise customer. They're rolling this out across about 100 different locations around the world and they very much wanted a local repository of data but they also wanted to tier that data into the HyperScale public cloud, so that is clearly an enterprise-centric message. But that same capability goes down to the SMB. But if you asked me what is the conversation on everyone's, on the tip of their tongue, it is cloud. How are you addressing cloud? And we've done that a number of ways. One is we take the backup data, we'll tier it into cloud. We'll recover workloads in cloud. It's not so much a lift and shift. You know what's interesting is the cloud is not a charity. If you just take what you had on premises and move it into the cloud, there's merge-in layered in there, right? But for some use cases, disaster recovery, business continuity, you want to be able to turn it on in cloud and then after it's in cloud of course, then you need to protect it. And so we've been addressing all of those capabilities within the Veeam portfolio. >> Do you think there's going to be a backlash? I mean you don't see it in the numbers. You see, you know, AWS's growth and I'm not talking about repatriation but the cloud as a target is just another piece of infrastructure, even though it's kind of virtual, that I have to manage. I mean it does add complexity in that sense. So do you think there'll be, there's maybe somewhat over-enthusiasm now or do you see this as an unstoppable trend? >> I believe that cloud is a tool in the toolbox and it's both the smallest, most precise tool and also the largest tool and everything in between. What I mean by that is this isn't just a lift and shift and move it over to the cloud. It's how do I leverage the cloud to extend my data center? I actually, a lot of people talk about multi-cloud, I actually think that the era is really hybrid cloud. It's how do I extend what I have on premises into the cloud? And we're only now really being pragmatic about how to leverage it. The people that jumped in, all in and said, "I'm going all to cloud," those are the ones that you're seeing a bit of buyers remorse but those that are a lot more pragmatic, they're now saying, "How do I deliver business outcomes?" Because it's not about cloud, it's actually about business outcomes, right? Focus on the services. How do I deliver business outcomes that are improved by leveraging aspects of the cloud? >> Yes. So Danny, I know you've talked to our team. You know, we look at the environment and customers today, they have multi-cloud. But the strategy has been well, I've got some stuff here and I use that service here and wait, I need to spin that stuff over here. We've almost remade multi-vendor into multi-cloud. >> Yes. >> So the goal we've been looking for is the solution should be more than just the sum of the parts. Veeam sits in an interesting layer to help customers leverage that and get value out of their data across all of those environments. So you know, do we see that as a viable future that is not just the state that we're in but be able to get more value out of those pieces in the near future? >> Yeah, so I'm obviously biased 'cause I work for Veeam but I think we sit at the intersection of all of this because what we do is we take services, we take workloads and we make them portable. I can take something from on premises, I can put it in cloud A, I can put it in cloud B, I can take it back on premises, I can move it to a private cloud provider. So we have the ability to be completely flexible and agnostic as to where it lands and the reason why that's important, people don't go out and say "I'm going to put 50% "of my workload in this cloud or this cloud." They say, "I need a data center in this geography" or "I need a data center that has this kind of service." So the reason they end up in multi-cloud is not because of a multi-cloud strategy but because they have a business need that is met by that infrastructure and we allow the portability, the flexibility to move the workloads as the business needs. >> So we have some data here. I want to dig into it a little bit. Can you share with us some of the fun facts? Like when, maybe the timeline of your relationship with Cisco, some of the things you've done. Walk us through that, Danny. >> So, we partnered with, we've had a longstanding relationship with Cisco. Officially we went on their Global Price List like I said, 18 months ago. Since then, 300 and, earlier this week, 359 transactions. But almost a transact, two transactions every three days and we have a great go-to-market program with them right now, so we do a lot of joint activities, both in the channel as well as between. We fund heads with them and vice versa. >> Who's your favorite partner? No, you don't have to answer that. >> We have, we have a lot of partners. They're all of my favorite children. >> So we're hearing kind of this land and expand strategy. We've heard that from many other companies. But it's actually happening inside of or within the Veeam ecosystem and what I heard here was you're selling with Cisco and then people are coming back and buying more Cisco. So that's part of land and expand but another dimension of land and expand is you sell it to an organization. Not only do they buy more but other parts of the organization, you sort of fan out horizontally. How much of that is happening? >> It's happening quite a bit. I would say the most significant expansion right now is actually at a line of business level and so you'll have multiple lines of business and then they will begin to coalesce together and say "Okay, let's supply a central policy to that." So that's what we're seeing. What we do know is that 35% of Cisco customers that are joint Veeam and Cisco customers, they'll come back within the next 12 months and they'll buy more Veeam and more Cisco gear. >> Okay last question, why Veeam? You got a lot of competitors obviously in this market. You and I have talked about that a lot. You got, Cisco has made an investment in one of them. Why Veeam? >> So, simple, reliable, flexible and the flexible is probably the key to all of this because we don't lock people in. We don't lock them into our hardware, we don't lock them into a specific cloud, we don't lock them into any one of our children if you will, we love them all equally and that flexibility, future proofing the organization is a huge deciding point for the organizations. Because they don't know what the landscape's going to look like two, three years from now. Is this still going to be your partner or is it not? So having an organization that will partner with you, that will be flexible in, and this isn't just flexibility at a technology level, it's also at a business level. Licensing, for example. Flexibility to move licenses from physical systems to virtual systems to cloud systems to back again. They want to partner with someone that has that flexibility. >> Danny, great to see you again. Thanks so much for coming to theCUBE, always a pleasure. >> Yes, likewise. >> Okay, Stu Miniman, Dave Vellante, Lisa Martin from Cisco Live in San Diego 2019. You're watching theCUBE, we'll be right back. (upbeat electronic tones)

>> Narrator: Live from New Orleans, it's theCube, covering VeeamON 2017. Brought to you by Veeam. >> We're back at VeeamON 2017 in New Orleans. Andrew Christensen is here. He's a senior systems engineer with the Global Data Centres Study Group, higher ed organization. Andrew, welcome to theCube, thanks for coming on. >> Thank you very much for having me. >> You're welcome. So interesting name, tell us about the organization. >> Study Group, Study Group began life as a small education college in the UK, about 15 years ago. Over the time, we've grown to a global organization. We take on about 85,000 students a year, from close on 160 countries. We have 85 sites around the world, very much a global footprint, very thin corporate terms and in IT terms. >> Okay, is this your first VeeamOn? >> No, it's not. I came to the previous one in Las Vegas, and that experience meant that I had to come back to this one in New Orleans. >> Really, why? Tell us about that. >> It's a great experience. They know how to do their events very well. The information is first class, and as a Veeam product user the information and the experience, in the room available to you is wonderful. >> How long have you been a Veeam customer? How did you... Tell us about your journey. >> Well, our journey, we were very much in the legacy ballpark of backups. We had some unnamed products that we were using, which were very old school in their thinking and how they did things. We realized quickly that the amount of data that we took on was growing and it was going to outpace our capacity for backup, and the simplicity and complexity was growing too fast for us, couldn't manage it. It wasn't going to be feasible, went to market to start looking for a better solution, and Veeam was top of the list. >> So, you mentioned data growth as one of the catalysts for, which created more problems, obviously for your backup, made it harder meet, maybe it was backup windows at the time, or RPO and RTO. Did your decision to change your backup also coincide with an increase in virtualization? And did that have a ripple effect? Can you explain, we've been talking about that all week, but I'd like to validate it with a practitioner. >> No, spot on there. We virtualized quite early on in the grand scheme of things. We went to VMware very quickly, we're now running Hypervisor with a vShpere 5.5 environment. Now that was a well good, I don't think the practices that we took in and a lot of the infrastructure alongside that kept up with that, backups is one of those things. And when we started looking at what we needed, to really work with our environment, get the most out of our virtualization project, we needed to do something very quickly and backups is a key feature. >> Andrew, as a global organization, how does Cloud fit into your architecture, what you're doing, maybe you can kind of sketch out a little bit for... So we know where Cloud fits. >> Our solution, although quite simple in principle, it's never simple, let's face it, anything IT, especially in the engineering scope guide, never simple. >> Dave: This keeps getting more complicated. >> Exactly right, and you know for better or worse, that's how we do these things, especially when it comes to a Cloud scenario. You add a little bit of complexity, but often it pans out to be worthwhile, especially in dollar value. Our solution takes local backups in a hub and spoke concept, our data center as being the hub, and our branch starts being the spoke, consolidate the data from all the sites, hold a decent amount of data as backup onsite, and then everything else will actually ship out to the Cloud, and that being AWS in Glacier storage. Now that came about mostly because our core data center is in Las Vegas, that we have no hands on site. So we didn't really have the option of a manual tape service, a paid for service, very expensive. So we needed to shift away from your old school, typical tape service environment. Having good bandwidth in Las Vegas, and availability to get to the AWS readings, made it a good solution for us. Our tool to do that, already in place with Veeam, made it very simple. >> So what are you... So your target is Glacier? >> Correct, yes. So long term retention, and legal retention especially, we push everything out to Glacier to fill that need for us. >> And okay, so that's the last thing, maybe I missed it, there's something in between obviously, if you need to do a recovery right? >> Correct, so we keep some local storage as well, depending on the environment and the data itself, we'll keep it locally on site in our racks for a certain amount of time, maybe a year, maybe two years depending on some of the data. Everything else has a duplicate and a long term, goes out to AWS. >> Alright, there were a couple of announcements this week about AWS and also about Glacier. What did you hear? What interests you? >> Well, I mean the V10 announcement and its interaction with AWS, hooking in your AWS accounts to s3 Glacier and what not, very promising, very promising, very excited. I'm going to hit up my account manager for a trial on that very soon, cuz that could simplify our process, and I imagine a lot of other people with hybrid cloud scenarios will leverage it as well. For those people that have work loads in AWS, the agentless backup function, very promising. It's a logical step I think, in the partnership that's built that is very logical as well, it's going to help a lot of people. >> What is driving, in your industry, the availability needs and how has that evolved over the last couple of years? >> Well, it's a catch 22, for us data security is paramount, a student come to us, they sign up for a course, in a lot of cases it'll be an international student. Now that's a well and good, but when we look at the data that we take from that student to get them into a course, it's essentially a how to kit for data theft and identity theft. So we need to protect our data very well, you know, we've got a lot of personal information, we've got passport photos, we've got visa replications, the whole shabang. So being able to make sure that A, it's available to the people that need it, so that they can get them into their courses, get them learning stuff, which is what our ideal is, and making sure it's secure, no matter where we put it, backups, availability, all that sort of stuff, needs to be secure. So a solution then at all has to incorporate that as easily as possible. >> Bill Philbin was asking the audience this morning, have you ever had to do a recovery? He said about a third of the audience's hands went up, presuming your hand was up. >> Yes we have. We've both tested, and we actually had incidents where we've had malware come to the business in certain aspects and having a good recovery point on site, and a quick easy interface, the single pane of glass, to coin a pro word of the moment, was very useful. You know, stops the heart a little bit when it does happen, but after you go through the hoops, and you understand what you're doing with the product, it really does give you a sense of security. >> You know, large organizations, big banks and the money business for example, they have very explicit disaster recovery plans, they might have three site data centers, they get gobs of money they can throw at this stuff. Higher education tends to be, a little tighter with the budget, fair to say, but also a lot of smaller and mid size organizations, I think it's fair to put you in that category, oftentimes had very little, if any, sometimes data... Disaster recovery, and what they've done is when they re-architected the backup, they said, you know we can kill two birds with one stone. And so to bring those two worlds together. Is that what you did? And how would you describe it? >> I'd call our solution a bit of a hybrid, in line with the backup scenario that we do have, both offsite and hybrid cloud scenario, we also do a DR solution internally. So we have a data center in Las Vegas, we also have one in Sydney. So we do take some DR concepts down to Sydney to hold on to that, very limited. Your bang for buck with DR, it's very hard to justify when you go to manage it and say, well you know, the cost of failure needs to be calculated here. It's very difficult to make that argument successfully. So having a tool, that we already used, that could also do that, very helpful in the first place. You're right in that we are an SMB in the traditional sense and the feature set that does come with Veeam, is quite good for that I think. We're quite OPIC shy, as a tradition, so being able to put a little bit of infrastructure in place, and sort of pre-purchase these things, get the cost out of the way, with CapEx, helped us a lot. So, no more licensing involved, Veeam took care of it in house already, and a little bit of expenditure took that solution very well for us. >> Enter one of the interesting discussions we've seen in the last few years when we talk in the education realm is the importance of data and how can you leverage that data? Of course, we talked about some of the security aspects. How has the role of data changed in your world? >> It's a bit of a catch 22. It's recognized that we do take on a lot of data. How we use that, it's an ongoing question. I mean people have put a lot of BA type roles in place to try and leverage that a bit further, get some use out of it. We have this data, it should be an asset to us. It's very difficult to do successfully I think. People don't really know the questions to ask, of their data. You know, maybe there's a bit of thought leadership or some extra disruptive technology that should come along and help that out a little bit. I think in the near future, it will be a very big question there to be answered and a lot of demands can be met by that. >> How about your students? You know, there's got to be, from all the devices, what kind of pressures does that put on the IT role? >> Well, it's substantial, I mean in our particular role, especially in the UK and Europe, we actually house our students. So, everything from living aspects to education whatnot, everything is handled by us. So their safekeeping, or their lifestyle, their quality of life and such. Now, in today's modern age, you now have two iPads, you have a Chromebook, you have an iPhone and whatnot, all that needs to be handled by us in a secure fashion. The data that comes from that, the content that gets delivered to the students, both privately and during their education, it needs to be both readily available and useful. Making it available to the students, as well as protecting them I suppose, in a secure fashion, making sure that the data that they hand out over these networks and use is safe. That's a big concern to us. >> So a lot of talk this week about ransomware of course. A guy in your position, talk about make the heart stop a little bit. How do you look at that problem? What solutions do you have? And what would you like to see the industry do? >> It's a difficult question. There's no easy answer to that at all. Recently we've heard a lot about machine learning and predictive analytics and whatnot. We use some products that do real time assessment of file stores, file usage, and whatnot, and predict excess usage I suppose. All of a sudden you can start seeing if there are extra files being encrypted very quickly. You can take action based on that, so these are a clear sign of ransomware. That said, we educate a lot of young people, we educate a lot of young people in IT as well. We have identified that a key threat is often going to be from internal. How we protect against that has really shifted our mindset a fair bit. A lot more legislation is coming in, in the UK especially, starting to come in in the US and Austral-Asia, and the requirement for that is only going to grow. It's a challenge that I can't really say in the future how we're going to predict it and act on it, but it is always going to be in front of mind. >> Do you think you could use your backup data, because essentially you're pushing change data over the network, you know, constantly, or at least multiple times per day I presume, right. Do you have the tooling to monitor that activity and identify anomalous behavior, where maybe you're pushing more data, or you're seeing more encrypted data going at a particular time. Do the tools exist to do that today? >> To an extent yes, getting them all together, to be viewable and visible data for your technician, your engineers and whatnot is a bit of a challenge I think. Anti-virus and security software is out there that can do this for you. Also, the data analytics tools, they're out there at the moment. VeeamONE is actually a useful tool on that front, can help us out a lot there. Making sure that the person responsible or looking for that trend knows where to go and has a good single pane of glass per say to actually identify issues. I think that's the key. >> Could you... Another, I've been thinking about sort of how to solve this problem. Could you put like phantom files out there in the network? Phantom high value files like, student credit card list. >> Andrew: You mean the honey pot scenario? >> Yeah use it as a honeypot, yeah. >> Absolutely, I mean a lot of the more enterprise size corporations are doing this, and you can actually leverage that, take them on as a service if you need to. There are companies out there that will offer this service to you. It is quite expensive for what it is, and yet when we calculate the cost of failure, I think the expense might be justified. >> Well like you said, it's hard. Your CapEx, CapEx phobic, I forget what you said, but I'll say CapEx phobic, challenged. Okay, we're out of time so the last question. Takeaways from VeeamON 2017, things that you're excited about? >> Once again, the AWS announcements in v10 and the partnerships coming from that, very exciting, very exciting. Looking forward to that, to being able to test it a little bit. The feature set that keeps growing. When we started out in 8.5, then 8.5 went on to 9.5, and the growth from 8.5 to 995 and now 10 on the horizon, it's massive. If they continue this growth it's going to be one of the best products out there. I'm very happy about that. >> Alright Andrew, thanks very much. Appreciate it. >> Thanks very much for having me. >> You're welcome. Alright keep it right there everybody, Stu and I will be back with our next guest, right after this short break. This is theCUBE, we're live from VeeamON in New Orleans.

>> Narrator: Live from New Orleans, it's theCUBE. Covering VeeamON 2017. Brought to you by Veeam. >> We're back, this is theCUBE, the leader in live tech coverage. Covering VeeamON, two days of wall to wall coverage. Dave Vellante with Stu Miniman. One of the key things that we look at in a company is how fast can they go from R&D to actual product that they can sell to customers. We use events like this to understand that pace of innovation. John Metzger is here, the Vice President of Product Marketing at Veeam. John, good to see you. >> Good to see you, thanks for having me. >> You're welcome. So, lots of announcements. You got the yesterday announcements. You got the today announcements, you got the tomorrow announcements that we won't talk about but, to the point that I was making at the open, you guys have been very busy, rapid fire innovation going from R&D out to products. Give us the high level on some of the announcements that you've made this week. >> Yeah, that innovation is something that we pride ourselves on in terms of being able to deliver functionality to the market very quickly. We rabbled some of them off on main stage earlier but the customers think of us in terms of driving that innovation. Things like snapshot integration, instant VM recovery, Veeam Cloud connect. The services that we're delivering is part of those in past announcements. With v10 and the wider platform, what we're announcing this week are some key innovations around what we call always on business continuity. Delivering that digital transformation agility. We deliver that in a couple ways in the announcements that we've supported earlier today. So it's things like native object storage support, which will allow customers to be able to free up where they're putting... Give them more agility into where they're putting their archives. Today if they're putting them into that primary storage through this object storage, we're giving them the ability to store them wherever. It could be less cost storage, could be in the cloud, it could be wherever they want to put that. Giving them some agility there. We're supporting new workloads which we hadn't supported before. Most customers probably think of us in terms of delivering that virtualization backup and recovery services primarily on Prim. We've been moving towards that multi-cloud environment which you heard a lot about today for the last several years but with this announcement today, we're doing things like supporting physical servers, endpoints and those Linux and Windows workloads in the cloud. >> John can I-- >> Yeah. >> Really important point there, cause right, most people, I think Veeam, you think the name of the company, VM is right in the name. Customers are figuring out that multi-cloud hybrid world. A key piece is right, I've got my bare metal physical stuff whether it's Windows, Linux, I've virtualized environments, I've got cloud... How do I wrap my arms around the management of all those pieces and maybe you could speak a little to how Veeam makes sure you get a similar environment, can I just manage 'em all together? >> You can. >> Okay. >> So there's a couple things we announced this week. One is in v10, we are going to have that centralized agent management. So when we talked about that that's both the virtualized machines as well as the agents for Windows and Linux. So whether there's an endpoint or a server, one console being able to manage those in a single pane of glass so to speak. We also announced the Veeam availability console, so we've actually announced this previously, but what we did announce, is that we have our release candidate. This is really targeting those service providers so they can deliver the same theme hosted services, Veeam cloud-connect offerings through this Veeam availability console. Two pieces there that we announced from a management standpoint because we're hearing from our customers obviously they're looking for, and Veeam's known for this, that simplified, easy to use solutions. That centralized management is critical to that. >> Okay and then back to the other announcement that has really caught a lot of attention, is the CDP piece. >> Yes. >> So let's spend some time on that. Understand that a little bit better. >> So this is something that we've positioned ourselves as saying we deliver availability for any application and data for 15 minutes or less. That's really based off of that backup and recovery instant VM recovery is one where we can even say, within seconds or minutes. But what we're looking to do here is for those most critical workloads, those tier one applications, it could be website, it could be point of sale applications. Whatever it is, but those most important applications, to be able to deliver that RPOs of seconds. In the demo we gave earlier, you saw the default as 15 seconds, can go even lower, but we're looking to drive that RPOs with replication very quickly to drive to deliver that solution in the market in addition to our backup and recovery. Now that high-speed replication that is competing with delivering solutions that other legacy vendors aren't. >> Well, okay, so let's talk about this for a second. So one of the problems in the world of data protection has always been, it's kind of a one-size fits all. You don't have the ability to say, okay, these apps, they don't need as much protection as these. They don't have the granularity and the ability, because it's too complex and it's too expensive to say okay, put this level of data protection on these workloads and tighten it up for these. The concepts generally used are RPO and RTO. RPO is recovery point objective which is essentially how much data you're going to lose. So if you're taking snapshots in 15 minute increments, you have the potential to lose that data that's not snapped. Okay fine. And then RTO is the speed of recovery. Okay so those are the basics, the really basics. So you're announcing the ability to have very granular levels of RPO, right? >> Correct, yup. >> And you're doing that, if I understand it correctly, through the V sphere API for iO filtering. That's the key ingredient, an enabler, for you guys. >> Absolutely. Because we're leveraging that API for us to be able to deliver in a way that's supported fully by VMware. Be able to get access to information, that enables us to deliver that faster and many of the others in the space aren't leveraging that same API. It gives us opportunities to differentiate and show results. >> Alright, so we got to ask you the elephant in the room question. We've been asking this question of CEOs at NetApp and Dell prior to them buying VMware for years. You got VMware which is owned by Dell and obviously EMC is part of that. EMC's a competitor. Do you get the same treatment as a VMware partner, as say the insiders at Dell EMC. How do you answer that question when customers ask you? >> Good question. It's one that in the past has been a concern. But more and more, we actually had Sanjay on stage today, had similar level folks on stage at the previous VM ONs. We have a very good relationship with VMware. We actually share where we're headed in particular areas and obviously have access to their API in this case for replication. We are building that relationship. We've actually done some research with VMware to show the value that Veeam brings to VMware in terms of driving more and more virtualization with the environment. Some research we did with IDC for example, showed that while we may not, Veeam may not drive that initial purchase of VMware, we're driving higher adoption on VMware. So VMware sees that, we have that relationship with them and we're very open to driving those joint go to market opportunities. That's why you end up with a Sanjay and such-- >> One quick thing. So the CDP, that snapshotless environment uses the APIs. Does that mean that it's only for VMware environment today or-- >> Yes. >> Is there any discussion of future how CDP goes beyond-- >> Definitely for future opportunities but for today, this really is that we're talking about with v10 is VMware. >> So the key is that you get the SDK. You do the integration and all the testing and that's a heavy lift is it not? >> Yes. >> Okay and so, can you give us the timeline as to when we can actually see this product in the field. >> With v10, all the announcements that we made with Veeam availbility suite version 10, we're targeting by end of year to have version 10 out in the market. >> Excellent, okay. Then the other thing that you guys announced is some integrations. You mentioned three companies. Lenovo, IBM and Infinidat, which is kind of interesting. Emerging array company started by Moshe Yanai. Talk about those integrations and exactly what they are. >> This builds on some of the current integrations that we have in the market. We've done integration with vendors such as HPE, EMC, Dell, Dell EMC, NetApp and Cisco. We've done it in a couple key areas. One is integration with their snapshots for backup, for recovery and some efficiencies that we're doing with Dedupe and other pieces. What we're doing here with Lenovo, IBM, and Infinidat, is that we're doing that same level of integration. Through the API, they're able to develop backup from storage snapshots, recovery from storage snapshots, functionaility that we've developed with the other vendors in supporting those throughout these-- >> So these are space efficient snapshots and the key is you're getting application consistency and that whole lifecycle. >> Yes, in driving the benefit for the end user is they're seeing better RPOs, better RTOs, faster backups as a result. By leveraging that integration. >> So John, we've talked a bunch about VMware and the relationship there. One of the other announcements was the Veeam availability for AWS. How much of that is customers coming to Veeam asking for it? How is the partnership with Amazon themselves? What can you share with about that? >> We made actually a couple announcements relative to integrations with third party vendors to help get more to Amazon. Definitely a need. No doubt, Amazon's the leader in the public cloud space. We have a lot of customers that have workloads in the cloud. That are looking for us to help them deliver that availbility solution for those workloads. In addition to the partnerships which you'll hear more about tomorrow with Asher, AWS is definitely a key focus for us. This availbility for AWS is one of our, while we can do agent backup and recovery with our Windows and Linux agents, this is giving us an agentless solution within AWS to help mitigate that risk of lost data. It's definitely a key focus of us. We also announced through Star Wen's leveraging AWS for virtual tape libraries. We talked about object storage which we're now able to leverage several Amazon properties for that. We're looking to deliver more support for Amazon and other public clouds in terms of that greater availbility. >> Let's talk use cases a little bit. There are four that I wanted to talk about and then maybe even some others. So obviously, on Prim, data protection has been doing that for a while. To get on Prim going up to the cloud and that's something I think you guys support. Cloud coming back on Prim and then cloud to cloud. Are those four viable use cases that your customers are pushing you to? >> Definitely. You summarized it very well. I think those are the four use cases that we are building. Whether that cloud is public, managed or private, we're looking to be able to get workloads to wherever they need to be across those clouds. Whether it's from Prim to cloud, cloud down to Prim, across cloud. So definitely use cases that we're hearing from customers. They want that flexibility to be able to get the workloads to wherever they feel they need them. IT is being asked to deliver or get several of those use cases and how can I, as an IT manager, deliver against whatever's best for that person at the line of business, or that CEO, or whatever we're trying to achieve for the business. Give me that agility, that flexibility to be able to do that. >> Then, beyond those four, is there an affinity... There's obviously an affinity to DevOps. If I can integration my data protection strategy and schema directly into my build and my deploy, that's going to give me more agility. Can you talk about the DevOps use case and put some meat on that bone. >> In terms of what they're looking for from a-- >> Yes. >> We actually look at it from a couple different perspectives. We talked about DevOps, we talked about the IT manager, we also look at it from the line of business perspective. That agility goes to various folks within the organization. We know more and more, particularly in the cloud scenario, that you might have somebody who has very little DevOps background or IT background, they know they've got a problem they need to solve. They think that public cloud or some solution is the best way to go. IT is there, DevOps is there to try to understand what their real needs are and how I can help solve those concerns. We're trying to give them that flexibility to manage the requirements based off what the customers' asking for. >> Excellent. So what's the reaction been to the announcements, what are people asking you, what kind of questions, enthusiasm? >> Yeah, it was interesting. We made the announcements this morning, I think the press release is about to hit the wire here very soon if it hasn't already. We did some pre-briefing of them. We're seeing, I would say Veeam CDP definitely is a lot of interest there. We are physical server support, is one that, while we traditionally have not delivered that, as you know, it's an area that obviously customers have physical servers, they have endpoints. In some of the reaction that we've seen on Twitter and elsewhere is, "finally." Veeam's delivering that. We focused on being best of breed at what we've been doing for eight years, but now in the last couple years, enable to deliver that full coverage of wherever those workloads would be, we recognize that that's an area we need to go. Those are some key interests. Of course the AWS announcement that we talked about is driving a lot of interest as well. Good reaction so far. Thrilled to see the feedback. >> Alright John, well listen, thanks very much for coming on theCUBE, it's great to see you. >> Thank you. >> Appreciate the rundown. You're welcome. Alright, keep it right there buddy, we'll be back with our next guest. He's a CUBE-er live from VeeamOn in New Orleans. We'll be right back.