 Live from Las Vegas, it's theCUBE. Covering VMworld 2018. Brought to you by VMware and its ecosystem partners. Welcome back, this is VMworld 2018. You're watching theCUBE with Justin Warren. I'm Stu Miniman and we've got a nice presence here front of the VM Village right next to the Solutions Expo. We're over the three days. We've got about 95 guests and 75 interviews. Have a welcome back to the program. Lynn Lucas is the CMO of Cohesity. People were commenting a little bit about our presence here, but I don't know. I think Cohesity has a little bit of a bigger footprint and a few more people have been talking about you there. So first of all, welcome back to the program. Well, thanks very much for having us. Yeah, we've been so excited to be here at VMworld. It's obviously a core set of customers, a core part of our business. And yeah, we thought we'd make a little bit of noise the first night. Yeah, the booth is hopping, people are lining up. You usually have some games you're doing. I know I'd seen it at Cisco Live. Yeah, maybe give people just a little taste of what Cohesity's doing at the show. Well, sure. So, you know, we do have a great, amazing marketing team here and they've got some cool games going on in the booth. But what it's really about is bringing folks in and talking about how we can help them with their consolidating their data silos. And so we've also got eight demo stations in their live theater presentations. Adam Rassner, who was here on the program earlier. From AutoNation. AutoNation, CIO is speaking again today. And what we're here to do is really talk to customers about how we can help them really modernize their data center and move into a hybrid cloud world. Yeah, it's always interesting. At VMworld, there's, you know, customers, I want to spend a bunch of time understanding how to use even more the things that I've got. But then there's also the new stuff. So Cohesity, you have a mix of that, new product announcement, Helios. Maybe bring us through, you know, what customers are really digging into and bring us up to speed on Helios. Yeah, absolutely. Thank you for mentioning that. Well, there's a broader trend, which of course you guys have been covering, which is data's fueling business, but data is fragmented. It's in all these silos. Cohesity's been addressing that for the last several years with Cohesity data platform, hyper-converged secondary storage. Helios now adds to that offering and provides a single global unified view of all your secondary data and applications. It's a SaaS-based service, but it's not just a dashboard or a monitoring. It is active management, which is really going to bring about great efficiencies for the IT organization. I was speaking to your CEO, I think it was yesterday, we had a briefing and he walked me through some of that and I actually spoke with your customer at AutoNation last week as well and they gave me an update on things. And it became quite clear to me that something I'd misunderstood about Cohesity, that it wasn't just about data protection. That's just sort of the first thing that you do with it. AutoNation mentioned this as well, that they'd started using Cohesity for data protection, but then they realized that, well actually I could use this for secondary data storage and they'd already had the platform, they'd bought it a couple of years ago and these additional features just arrive on the platform. So is Helios another one of these features that just gets added to something that you've already made an investment in? So thanks for calling out those use cases. So Helios is actually available as a freemium offer right now and it's intended for customers that have multiple sites, whether those sites be LA, Tokyo, Dubai, but also in the cloud because Cohesity offers capabilities if you're in Azure, if you're in AWS and now Google Cloud as well. So our new freemium addition of Helios is going to give that global view, that ability for IT to at a glance see how all of their secondary data and apps are working, do they have any capacity needs coming up and the ability to roll out automated policies globally. And so this is where we hear a lot of interest from IT because infrastructure really frankly has been so primitive, right? When you think about it, most of it are protected in the last century and they spend so much time just trying to keep things up to date and keep the complexity down and Helios offers a single way to manage all of that and there's a lot more coming in Helios over time because it's got machine learning capability built into it. So I think you're going to see just the beginning right now and a long list of things that'll be coming out over time that will really help IT advance their operational efficiency. Yeah, Lynn, definitely. Multicloud is one of the top things we've been seeing at this show and it's matured VMware's position, their partnership with AWS and some of the other providers. Help us understand how Cohesity lives in this multicloud world and the things like the VMC and all those, how do those tie together? Yeah, great, great question. So, you know, customers, as you said, they're in a multicloud world and what most organizations are understanding is that two things, one, they've got to choose the cloud for the right set of workloads, right? It's not a panacea, it can be more expensive if it's not thought about in terms of the use cases that they're looking for. It obviously has a massive advantage in terms of elastic scalability, compute power and the other thing I think that now is becoming more to the forefront is that the cloud is created for IT just as many silos and if you're a multicloud organization which most are, well now you've got silos of different types between the two clouds. So Cohesity is creating with Helios a single operating model across any environment whether that be cloud, core or edge and that is really what we aim to do is create that invisible kind of layer so that IT can focus more on helping the business. I was talking to a prospect here just a couple of days ago and because we're so today instant gratification oriented the CEO just says, hey I need that file or I need this deleted maybe because of GDPR and the IT teams are obviously struggling with how does this happen when I have such complex infrastructure silos? Helios is the first step in helping to solve that. Yeah, Lynn I'm wondering there's so many players that want to be that platform across the multicloud world. VMware put their case forward as to how they do this. Microsoft has pretty good positioning when we talk about hybrid cloud. Can you speak to how Cohesity can be across these environments, how partnerships, alliances, ecosystem help put this together because no single company can do it all. Totally agree with you. I mean I don't think any vendor today could operate on their own. It is an ecosystem. So first and foremost, VMware is our partner and the cloud providers are our partners along with many other companies that are here, Nutanix, Pure. We operate in the secondary world, right? The secondary realm first and foremost and that's the 80% of the enterprise data and infrastructure that hasn't had a lot of innovation. You pointed out it started with data protection. There's a little bit of pain points there but it extends to file, to test dev, to analytics and we really provide that compliment to VMware for customers that are looking for a way to modernize their data center where Cohesity can back up, instantly restore VMs in the case of a disaster, also move them up to the cloud for test dev then spin them back when they're ready to come back into production. So we're a real compliment to the primary environment. I'd like to dig into that a little bit, Lynn. So one of the things that when I'm talking to vendors and particularly with customers, they sometimes take a solution to remove some pain points but then once they've actually got something in place, there's all of these new possibilities that it opens up for them and particularly around the silo aspect, could you maybe give us an example of a customer who's been able to realize a new opportunity once they use Cohesity to remove some of that siloing and now they can build things on this platform that they've purchased? Great question. So one of our customers, you've talked about AutoNation, but let me bring up another one, a Manhattan Associates, large organization, software organization also started with Cohesity with data protection and then realized we can use the same platform for consolidating file services. It allowed them to instead of adding OPEX in the form of additional teams to manage their very massively growing environment to reinvest those teams in actually a new model for the business which is to bring out more capability for the business in a faster time than they would have otherwise. So a lot of what we talk about is the operational simplicity that we bring. For every business, what they invest that in or reinvest those resources in is going to be different but it enables them in that case to do more in their core business which is serving their manufacturing supply chain customers in a more efficient way. And that's quite important I think for IT teams to be able to join with the business and to show that they're actually providing new value rather than being seen as just a cost center which we hear that from IT teams all the time, they're quite sick of being, well you just cost, you're not involved in strategic decisions that are important to the business. So having a platform something like this means that you can be part of those conversations, you can get a seat at the table and be involved in creating new value for the business. Yeah, absolutely. I mean, the analyst community's been talking about this for a long time. I know right that most of IT unfortunately has been investing, I think it's 80%, maybe 80% plus in just keeping everything running and the business gets so frustrated and creates shadow IT. Another customer of ours of Verizon subsidiary, XO communications, another example where instead of having to, I believe, invest in seven more folks just to manage their data protection and their file storages, once they were able to invest in Cohesity because of the simplicity, not having so many vendors, not having the complexity of managing silos of infrastructure, they took that same budget and were able to invest it in doing more for their government clients. Impressive. Lynn, I wonder if you could give us some of the company update, number of customers. We talked a little bit about the product, but just kind of step it back at a corporate level. Yeah, so the solution's really resonating. We had the good fortune to put out some news about our fiscal year. We grew 300% year over year in revenue, which is, I think, fantastic growth for any company. We're certainly super pleased with the confidence our customers having us. We saw a 76% growth in new customers, Q4 over Q3. And this is primarily folks that, I think, are seeing the benefit of moving to a modern, scale out platform for data protection. As you mentioned, there are others now starting to discover file services. We feel that we haven't even tapped that. And these are, we've mentioned some customers, but others like Hyatt, US Air Force, so there's some very large enterprise and government customers that have seen the benefits in the secondary world of adopting the new scale out hyper-converged platform. That's great. Lynn, last thing, we were talking about multi-cloud. I think you added some news you wanted to share about where else we might be seeing Cohesity and theCUBE. That's right. So let's break the news here. So we are super pleased to have theCUBE at Microsoft Ignite in the Cohesity booth. We are very excited about that opportunity, Microsoft, and as you're obviously being very strong partners with Cohesity, we do a lot of work with them. And we're excited to bring theCUBE to the Microsoft customer set and your global audience watching worldwide in about a month's time, I think. Yeah, Lynn, absolutely. We really appreciate the partnership. Yeah, for those that don't know, look, we'd love to cover all the shows. We do over 110 shows. Microsoft shows have been on the top of our list and we've talked with Microsoft. We have lots of guests on the program from Microsoft of the years. We've had Satya Nadella on. We've had Brad Anderson on. But it threw the partnership with Cohesity. We're there. We're going to have lots of editorial guests from Microsoft, from the ecosystem, our independent coverage, but with Cohesity as our host. So thanks again. I'm happy to have you guys there and make the opportunity. Microsoft, obviously a massive player in the IT ecosystem. It's important that you guys cover what's going on at that show. Okay, great. So, of course, you can always check out the Cohesity website. All the places there to find where we'll be, check out theCUBE.net. For Justin Warren, I'm Stu Miniman. Always great to catch up with you, Lynn Lucas. Thank you so much. Thank you. And we'll be back with lots more. Thank you for watching theCUBE.