 Live from Las Vegas, it's theCUBE, covering Dell EMC World 2017, brought to you by Dell EMC. Okay, welcome back everyone. We're here live in Las Vegas at the Sands Convention Center. This is theCUBE's coverage of Dell EMC World 2017, our eighth year covering EMC World, first year coverings, Dell EMC World's show transitions. This is theCUBE, SiliconANGLE's flagship program, where we go out to the events, and expect to see two cubes here, getting all the data, and sharing that with you. I'm John Furrier with my co-host, Keith Townsend. Our next guest is Jeff Ritzing, who's the founder and CEO of Druva. Druva Inc. is the Twitter handle. Welcome to theCUBE. Thank you very much. Thanks for having me guys here. Looking for this interview, because you guys are a hot startup, very entrepreneurial, started grass roots, now fully funded, Sequoia Capital, a lot of big time investors. And now the hottest startup space, which is like data protection, and back all this stuff that, we thought the game was over. No one's funding pure storage stuff anymore, as all this stuff is kind of done. Congratulations. Thank you very much, appreciate that. 300% year-in-year growth in your Phoenix line. What's your perspective? I mean, because you guys are out there with a clearly an unmet need. Cloud has been very active on public for developers, but as people start to innovate, they go, they look to the cloud because it's fast. Your thoughts on that dynamic and how that's helped your business success? Absolutely. I think cloud for us is not so much technology, but a business model, chip and business model. Someone figured out how to apply retail economics to IT, and sort of buying on demand and consuming on demand. So if we look at data protection, right? People really care about delivering a core piece of SLA across the globe on a predictable cost, right? And that's what truly the power of cloud is. Economy of scale, you can deliver the same quality of service, no hardware needed, anywhere in need. And there's a real depth in the problem, given the diversity and dispersity of data. Customers are trying to figure out what does my data management landscape look like? I'm deploying AWS, I'm deploying Office 365 and deploying VMware. How do I make sure not my data is protected, but also fully managed from a governance and compliance standpoint? And Drova comes in to build a bridge between the whole protection and management part delivered purely from a cloud standpoint. From a customer standpoint, I can imagine that you guys were innovative, but yet a lot of IT shops have not invested over the past 20 years in really skill development. Now certainly there's a lot of pressures, all that's out there. So now I got to learn cloud. I got to do the backup, I can't screw that up. So you guys are coming in, what are some of those engagements look like? Take us through a day in the life of how you guys got engaged with customers, and where it clicks for them. Was it speed of the deployment? Was it the costs? Take us through the engagement that you have with customers. The great point, it's a whole experience of delivering a true SaaS service, a predictable SLA and a predictable cost. I think a conversation starts from, it's a risk mitigation project and the whole ras aspect of it, resiliency, availability, scalability of a solution. Are you Mr. Kashmir going to risk by putting a DDOS virtual edition on 100 terabyte AWS EBS storage? And not sure about 200 security resiliency part of it? Or you're just going to buy a SaaS service where productivity and cost are fully managed and you can pay as you go. You don't have to pre-purchase and buy. So the whole understanding that I have to now use my OPEX budget to buy a predictable SLA, I can simply have a fully managed service basis, is incredible for customers. And that's what they look for us to deliver a complete end to an experience and not just cloud wash things and deliver the same old box, just pre-packaged. So let's talk a little bit about the challenges that you guys address specifically. When I'm looking at cloud, I get really frustrated with the ability to, it's nice to be able to throw data into S3. It's really cheap to get it there. But backup becomes a really unique challenge. When I need to back it up and then I need to get it back. How do you guys help with that, backing it up, getting it back at a cost factor that makes sense? It's a great question. So any disruption, right? Change is a few things exceptionally well. And then it's going to have a few linchpin discussions to be solved for a good parity discussion, right? So cloud is a very strong discussion around TCO and SLA. The customer always thinks about my security, my cost, and also my RTORP to your point, right? So in cloud, we really solve the hard problem of building a global DDo, a global single scalable index. So moving a data to and fro between your on-prem to cloud became 10x faster. Think of DDoS but delivered a service throughout the world through an AWS interface, right? And then comes a part about how do I make sure the predictability of SLA is true? So for any larger data movements, we integrate with stuff like snowball or green grass to make sure that the edge computing part of the world is taking care of really, really well by integrating with the transport layer like a snowball. So take us through the digital transformation phase. You know, buzzword, where's the business value at the end of the day when I'm able to, you talked about edge. I have a weather snowball to AWS or using your global DDo and I'm able to now, what's the use cases? What can I do with that? Awesome. So digital transformation, as I said, is actually truly a data transformation. People are really thinking the entire data landscape and architecture. Are they going to be deploying more unstructured, structured, no SQL on-prem at the edge in the cloud? And the more dispersed the data gets, the more centralized it has to be the data management team. Over the last 10 years, people build different strategies to manage information from backup and recovery to archival to DR. Because this innovation happened over different periods of time, they build different architectures. In today's world, you want a consolidation where you don't have a single pane of glass to be able to manage dispersed information more centrally. And the epicenter, because the directional shift is more towards cloud, the epicenter for data management happens between the cloud. So what are the big problem people really want to solve? It starts with backup and recovery, but people are really challenged with e-discovery and governance. How do I know what I got and where? Where do I know the next order of incident is going to happen from? Then they challenge with compliance monitoring or disaster recovery or business continuity. So when we put the Drova landscapes and Mr. Customer Cloud can solve a lot of things, but let's figure out what it can solve today versus with Drova, what's the journey with Drova? So we really, really simplify your data prediction landscape today exceptionally well, no hardware needed. And from that we go to build your optimizer strategy for data governance. And then from there, a transformation use case of our higher value analytics classification of data or even applying AI to your information. So let's talk about data mobility when it comes to, as it relates to workload mobility. So with this secondary data capability in the cloud, am I now able to move workloads basically between AWS on premises or what capability does it give me from a workload mobility? From a workload mobility perspective, you can do two things. First of all, if you build your data management in the cloud, you can leverage that to obviously backup and then do a DR or a mobility orchestration in the cloud. But you can also ensure that future when you move your data to the cloud, the data prediction goes with it. When you eventually do a transition over, you don't have to remap your entire data management strategy. You can map those cloud workloads from a data prediction standpoint, the same cloud data prediction strategy you have today. So it makes the data more mobile from be able to boot in the cloud, but also data prediction more versatile for predicting a cloud workloads. So a little bit, a little word on the analytics that you guys provide. What analytics capability you provide on top of that data? I think the possibility analytics is amazing, right? I think we live in a world that data is a new oil economy, right? So there's a rudimentary stuff that you do really well today which is like, show me what's dormant, what's active, what's passive, what's consumed, and how do I build my data prediction strategy, e-discovery strategy based on what's being consumed and delivered and how? That's a starting point. And we do that very well today. The cloud gives a nice layer of visibility on the entire data. Then comes, can you build a partnership to go inside data to make it searchable? Can you search patterns of data which are not visible like PII, GDPR, to partner with access data, or so forth to build deep search analytics into data? And then the last part is the transformational stuff, right? What can AI do for me, right? Are there any problems I couldn't solve historically because of lack of historical data or lack of availability of compute to solve it? So one of our key customers that were competing with ransomware issues and we went to them and said, what if we apply AI to your backup logs and show you that we could predict ransomware much more, much ahead of your security consultancy phone? And voila, we could show them the change in data pattern. And they said, yeah, of course, yeah, that's a yes. Exactly. So applying Google Tensor to the data pattern, what could it show you? Can you predict a document being 60% MNA versus 40% HR? Right? That's a problem. So you're doing TensorFlow on the logs? We don't do as a paid offering today, but we've done this experiment with customers and show them the value. It's a change in mindset, probably, right? It's TBD. It's showing the power of what a holistic data management could look like was the point solution. And whether we do it or we bring a third-party partner is TBD, right? So, Jaspreet, I got to ask you. I mean, this is just big, it's a question. I mean, you must go into customers. I mean, if you're doing some little machine learning demos to get them excited, they got to have their mind blown, but then they also freak out like, I just bought this huge data warehouse. So there's a lot of folks who have that pre-existing information management systems. So the question is, what do you see disrupting their environment? I mean, obviously your model points to the cloud and using the data the way you're doing it, but what's the life of the customer? What's that, because they might have fully baked out, installed, may not be optimized for the new cloud-native world we're living in to get that kind of data and all that searchability. What's their world like? What do they need to do to change? Should they change? When should they change? When should they call you? Take us through that. Absolutely. So there's a plunder I'm springing between completely managed or a self-build, right? And customers, some customers want experience and they're willing to pay for it and say, you got it all, show me the best you can or bring the best of beat partners with you. And some customers think that they've built the best of the breed data platform and how do you enrich it? So we have to do both, right? We ultimately are data fabric, the secondary data fabric. So can we feed the data we have collected into and enrich their existing Splung repository or existing loop repository to make sure that they get the insights from us they can process and correlate with other partners in the enterprise and do that as well. But then the other part is that is it a fully integrated build by Drova or a partner offering? So we have 38 ecosystem partners, we partner with four different e-discovery providers or six different log management players or four different purchasing vehicles to fully integrate and manage the whole cloud experience. And as a player, we have to be a bit typically ready for the customer to say, however they want to engage with you, you bring the ecosystem to the table or you can come in and do the self-service and the cloud. Exactly. Great, what's the biggest challenge you've had as an entrepreneur? I'll see what a journey it's been. It's a big time venture capitalist, but where'd you get the idea from and how did you get it all started? I think I got started because the fundamental belief that you want to do something different with your aspirations you have and the life you have and you think you have an idea of what could change the world and obviously that idea changes over time, many times over. But the truth you know, the world doesn't believe in yet. That's the thing which keeps on motivating you and pushing you forward and what's the best of all I've seen of you, right? Still keeps on pushing you on the human side of things to sort of push forward and then you know, how much brothers can you really take? That's a fun part of it, right? Like you treat life as a life, you treat life as a war and how do you want to live it? When did it click for you? When you go, wow, this is actually, we're onto something here. I think it's a journey, not a milestone, right? So there've been many such moments where you think like, you know what, this is the best thing I've ever done, I'm going to go live and there's moments you say, you know what, get a different CEO, I'm not built for it. It's a journey, you have to evolve and you have to fight for it. Well certainly you woke up one day and the VCs were writing big fat checks, I mean. It's a sales job every single day and we have to sell to your employees, sell to the VCs, sell to customers and sell to you guys. Final question for you. Take a minute to talk to the folks who are watching and explain why they should call you and when they should call you and what's the best time to engage you guys in variety of different areas? What's the, give them the one minute update on when to call you, when to engage and the value you provide. I think customers are considering a cloud, how does cloud impact their data strategy? How does cloud impact their data availability, data governance part of it, right? Draw as a partner to call because we're not cloud washing everything and giving a storage array ultimately. We are truly building an architecture built for the future to deliver value and protection, management, governance and intelligence. Great, just for you, thanks for coming on theCUBE. Just for you seeing, founders here of Drew, but here inside theCUBE at Dell EMC World, he's prepared for it all, bring the ecosystem to the table or straight up use the cloud product, cloud data protection, it's theCUBE, bringing you the action here from Dell EMC World. I'm John Furrier with Keith Townsend, more live coverage, stay with us after this short break.