 Live from Las Vegas, it's theCUBE! Covering AWS re-invent 2019. Brought to you by Amazon Web Services and Intel, along with its ecosystem partners. Welcome back here on theCUBE. We continue our coverage here. Day one at AWS re-invent 2019. We're on the show floor. You can probably see behind the scenes. Packed is exciting, great exhibits, great keynotes this morning. Her dad, a lot from Andy Jassy, Justin Warren, John Walls. We're joined by Jaspreet Singh, who is the founder and CEO of Druva. Jaspreet, good to have you here on theCUBE. Thank you very much for having me. And Isaiah Weiner, who's a principal technologist at AWS. And Isaiah, good to see you this morning. Thanks very much. Yeah, thanks for being here. First off, tell me a little bit about Druva for folks at home who might not be familiar. And then we're going to get into your relationship with AWS and why the two of you are sitting here. For first, just a little thumbnail about Druva. Sure, as we all know, data is growing by leaps and bounds. And data management protection has been a big challenge for all enterprises. Druva is a SaaS platform built on AWS, which helps you manage data end to end from data center to data in the cloud to at the edge locations. A simple console to manage protection, governance, management, all in a single pane of glass. All right, so the two of you together, we were talking before the interview, a little bit about maybe some of these common attributes or shared values, which make your partnership, I wouldn't say unique, but certainly make it work. So go over that a little bit about maybe where that synergy exists, where you see that overlap in your mission and why you think it's working so well for the two of you and your partnership. Wants to, Jaspreet, why don't you jump on that and then Isaiah. I think we saw a big change in the enterprise landscape in 2013. And I personally met one of Ogil back then and we understood that there's going to be a big change in enterprise buying when it comes to public cloud. We felt data belongs to public cloud the way it's growing and the way it should be managed. And we built the entire architecture around the whole notion of a centralized sort of a data lake to protect and manage data built on AWS. We thought about AWS and public cloud as a completely different operating system. And it's not just not about a technology change, public cloud is a business change as well. People want to buy an SLA across the globe at a consistent price point. So to deliver that, you have to understand how do you build differently, operate differently from security point of view, cost point of view and also sell differently, right? You go to markets, partnerships, you're selling motion, procurement, all changes. So we redesigned, re-architected an entire Drava experience around public cloud and Amazon has been a great partner all throughout to build a story on top of their platform to not just to base technology on but operating model on, selling motion on and co-signal used to customer benefits on. So one of the things that customers tell us is that when they come to the cloud they want less stuff to manage. And it can be difficult sometimes to deal with a new set of primitives, the way things worked in your data center, understanding locality, these sorts of things. A lot of this stuff gets abstracted in the cloud. And so Drava helps sort of take away all of that and create a simple solution for customers. They've been doing this for a long time actually, offering a full SaaS solution to customers not only who want to protect data in the cloud but also on-prem to the cloud. And the way that AWS goes about, and Amazon in general, goes about creating things for customers is we have what we call a working backwards process and it all ties back to our first of 14 leadership principles, customer obsession. And so one of the things that's really nice about working with Drava is that they also have a working backwards process. And so we get to do a lot of that stuff together. They're also a customer, so it's not just a partnership. They're also a customer because they operate this SaaS platform. And so for quite a long time, for example, they've been one of the larger DynamoDB customers. They've developed tight relationships with our service teams. Our field knows them. If you ask the field, name a backup provider. Chances are pretty good. They are going to know Drava, right? And because they're all in on AWS, it gives us an opportunity to launch things together. So when we have new storage classes in the past and new devices, new offerings, Drava's been a launch partner on multiple occasions. Yeah, I was going to ask about that all in on AWS. It's like as a customer, if I'm buying some cloud, so it's like I want to buy an SLA as you mentioned just for it. So do I really care which cloud you've picked as a customer? The customer, you really care about an SLA for a data recovery, which you need a guarantee across the globe, right? That's the simplest part. So in that context, they don't care. But it goes beyond that data and infrastructure is very connected tissue for the enterprise. They want the data not just to be recovered, but integrated with other services. For example, Kinesis or they have other value-added services, you want data to be part of the whole story. From that perspective, because data is so integral to their disk lessons strategy, they do care about where am I building this new epicenter for my data management. But data getting more and more fragmented in more centralized way to manage data. And in the most centralized way happens to be on the best technology provider, which happens to have all of the services to surround the data with, you do start to care about, you know, how that may transform the journey of data for the customer. Yeah, we know from the keynote this morning that I think it's only about 3% of total spend is on cloud, so there's room for cloud to grow here. But that also means that there's a lot of data that's sitting out there that isn't actually in the cloud. So a cloud-based backup service, how do customers who already have existing on-site data, how should they think about this? You mentioned that they need to think about it in a different way, change the way that you experience backup. So how do customers start to understand what they should be doing differently and how they should think about their data in a different way to start looking at something like Druva? Absolutely, so Druva's philosophy is what we call 3-plus-one. That typically customers have 3.1 backup solutions in their environment. They don't accept it, but they do have multiple softwares. They always add a new one to replace an old one, but they still keep their legacy on what they need to do, right? I used to work for Veritas before Druva, and we had turned in tons of legacy being managed in Veritas, and data was always very, very hard. You had to spend a lot of time to manage data all throughout. With Druva, our philosophy is that your next generation of workloads, your next generation of evolution towards cloud, needs to happen on Druva. For a legacy, you can still keep the legacy softwares, IBM, Veritas, and just keep on doing what you need to do with them. Your next iteration of architecture refresh, data refresh, should happen on Druva. Right, as an old backup admin who's gone through that process multiple times, managing tapers and nightmare, yes, I can absolutely attest that that is the process that enterprise tends to go through, is like you want to pick something that you want to put all the new stuff on. Do you see anyone actually bringing data from their old systems that they migrated across, sort of they just go, you know, we'll just wait for it to die? I think a lot of people do a mix of both, right? So they may have a cold data, but they may want to manually move to deep archive or glacier. From an active data management point of view, they want to see how do they change processes to impact data evolution from now on, first and foremost, before they start to look at old arcade data, which could be bought on as well. I think with the evolution of deep archive, evolution of other services are much cheaper than tapes, it's about time that people start to now look at older technologies and how the data may be encompassed as well. Yeah, to me, this stuff is kind of hard, all right? And that might be oversimplified, but you've got, like you said, you've got your warm data, you've got stuff that's cold that might sit there for years and then we're never going to worry about it again. But I have to decide what's warm and what's cold. If I've got legacy and I've got new, I've got to decide what I want to bring over and what I don't. And then I've got the edge, I've got IoT, I've got all this stuff, you know, exponential growth, data scale. So to me, it's a confounding problem of I'm an enterprise that's already got my stuff going as opposed to if I'm totally born on the cloud, right? That's a, how do you deal with, it's easy to do it from scratch. It's a lot harder to do it when I've got, I'm bringing all this baggage with me. And why do I want to bring on that headache? So the one way to think about this is that, you know, where would you want to innovate? And you start there first, right? As Andy just said this morning in Keynote that whenever someone tells you you have one tool to solve it all, you know, they're probably wrong about it, right? You solve for the best tool for the best problems. So you look at where you really want to innovate, you start there first, you bring it to cloud first, then you slowly and suddenly start to lower your workload by getting rid of legacy or by refactoring it over time. So you've been doing this for a little while, so I assume that this isn't something that only just a couple of people are dipping their toe in the water and trying out, Drew. You told us before that you've actually had quite a bit of success with this so far. I think whenever there's an interesting problem there's competition, so we do have some new age companies coming to what we do for a living. Driva is hitting scale now, we announced this morning we're $100 million revenue run rate as a business. So we have, it's just not about building it, right? But as Zia mentioned, it's about operating it at scale. We run about six million backups a week, right? With more than, with better than 0.001% efficiency in success rates, right? The amount of paranoia goes into security, house optimization, DevOps, the amount of hard work goes into building a go-to-market motion to buy from marketplace, to buy consumption models is very different from legacy. Technology for SaaS is only the first barrier. What Amazon has done for the industry which we are leading, with their leading and we are following the example of is how do you transform the buying behavior of customer with something radically simple than ever done before? You know, I say that's been really a topic. Andy's talked about it a lot, this transformation versus transition. It's kind of like being a little bit pregnant. Yo, yo, yo, you got to transform yourself, right? And maybe it's not dipping the toe but it's diving in that deep end. So from the AWS perspective and from what we've been hearing Jaspreet talk about put it in that context if you will about people who are, I guess, willing to make a full fledged commitment and jump in and go as opposed to dabbling a little bit and maybe being a little bit pregnant. So I mean something you mentioned earlier about do people just let stuff rot? Yes, there is some of that. Like don't get me wrong, I talk with customers all the time and they have three different backup providers. But the fact is is that when they go to the cloud they look at, okay, where can I cut and run, you know? And when they look at the things that not only matter in order for them to transition their operations into the cloud but then they look at the new rate of data creation that they've got going on in the cloud. A lot of customers, they look at the old models of enterprise backup suites and they say, okay, I know how to operate this, but do I want to? Or they look at some of the finer things, like am I doing all the right things from a security perspective in all of the right connection points across all of the right pieces of software? The answer may not be yes or maybe the answer is yes and they look at other things like, what is my RPO going to be? What is my RTO going to be? Can I abandon my AWS account because of a bad actor scenario and go to another account and do a restore without having to have infrastructure in there first? You can if it's in somebody else's infrastructure, in this case, Druva, right? So there's a hard way to do things and an easy way to do things and Druva's done things, arguably, I would say they've done things the hard way so that customers can do things the easy way. It's probably a good way to characterize it. Early on, Druva decided that they didn't want to be in the infrastructure business, so they built something on top of a platform that would allow them to stop having to worry about that stuff. And if you're trying to onboard a lot of customers concurrently, then that's something that you want to scale automatically, right? These kinds of things. When we talk to customers and customers ask us questions like, what are customers using to back up in AWS? They often ask qualifying questions like, I'm in a certain region or I'm in GovCloud or I have too much data on-prem for my bandwidth capabilities and I don't really want to get into a new three-year contract because I want to shut down this data center in October and maybe it's September. Maybe I don't have a lot of runway. And so they're looking for things like support for Snowball Edge, they're looking for things like not having to worry about, do I have to modify all of my traditional applications to take advantage of other storage tiers or for my cold data, how do I get it into something like Amazon S3 Glacier Deep Archive without having to really know how that works? And so when these folks look at the cloud, they think AWS, because of all of the things that AWS enables them to do without them having to have a massive learning curve. And when it comes to data protection, the cloud, Dhruva's doing the same thing. All right, all right. Well, the good news for Justin and me and Isaiah is, as Jasper said, you hit 100 million so dinner's on you tonight. This is great. That's right. Congratulations. Thank you. That is a big number. Thank you. I wish you all the best down the road and thank you both for being with us here on theCUBE. We appreciate that. Thanks very much. Thank you very much. Back with more live here in Las Vegas. You're watching theCUBE at AWS Reinvent 2019.