 as well as internal departments, simplifying billing and charge backs. Veeam Availability Suite 9.5 includes all of this, plus much more. Read our what's new document for a complete list of new features and enhancements, and download 9.5 today. Live from New Orleans, it's theCUBE, covering Veeam on 2017, brought to you by Veeam. Welcome back to New Orleans everybody. I'm Dave Vellante with Stu Miniman. This is theCUBE, the leader in live tech coverage. This is day one of our continuous coverage of Veeam on, continuous coverage of continuous data protection. Big theme here today. Maria Olson is here, she's the Vice President of Global and Strategic Alliances at NetApp. Andy Vandeveld is back, he's the Vice President of Global Alliances at Veeam. Folks, welcome to theCUBE, good to see you again. Thank you. Nice to be here. So, first of all, let's start with Maria. So Veeam on, big show, a lot of action. How's it going? You know, the energy here is amazing here. You know, I remember being at Veeam on years before, and what I see here in terms of the number of customers and partners, and starting to see the big growth in the enterprise market, and all the announcements and innovation that they've made today is fantastic. It's like a groundswell, right? I mean, and so, we've been following NetApp for years, you guys have the best snapshot technology in the marketplace, the customers love it, and very efficient, and have always had sort of an interesting take on data protection. So, and data fabric obviously is a big theme of NetApps these days, so explain that to us and we can get into how you guys partner. Sure, absolutely. So, most companies think of us as a storage company, but we really have evolved from a storage company to a data management company. We have a full portfolio of products, including all of our all-flash-faz offerings. We did an acquisition, which was our largest acquisition with SolidFire as well. We also have backup to cloud offerings with our alt of alt offering that backs up to Azure and Amazon. We have storage grid, web scale, you know, we have a very full large portfolio. What all this allows customers to do, and where NetApp is heading, is in terms of being able to manage and move the data regardless of where it's at. So, I call this the gold opportunity. I just came back from Sapphire. You talked to Bill McDermott. He talks about how data's gold. You heard the same thing here with Peter McKay as well. And to me, the whole thing, it doesn't matter if the gold's there, you got to be able to manage it and monetize and do something with it. And that's what NetApp helps provide. So, Andy, that sounds very consistent with the strategy that Dean is putting forth that we heard certainly this morning and throughout this conference. So, what's the partnership? Where do you pick up and NetApp leave off at vice versa? So, you know, in the data protection space, it's the ability to manage the data to make sure that it's getting into a form that can be stored and accessed and available as quickly as possible is really what we're focusing on. And, you know, to do that, we need partners like NetApp who have the infrastructure assets that we can leverage. You know, particularly as we move more and more into the enterprise business with enterprise customers. Those customers are spitting off a lot of data. They need their data to be available as quickly as possible in the case of an outage or some other disruption to their business. And to do that, Veeam needs infrastructure partners that have robust portfolios that can handle that sort of requirement. And that's where the relationship with NetApp comes into play and has been very good for us over the years. I like this notion of data fabric. Has a connotation of fluidity and it sort of reminds me of the Veeam waves here a little bit. So, explain more, Maria, if you will, the data fabric. What is that concept? How are customers actually getting value out of it? Absolutely. So, data fabric is more of a framework, right? We don't have a SKU that you just go by, data fabric. It's really a framework and a portfolio of products integrated with our ecosystem of partners like Veeam to be able to manage and move the data, regardless if it's on-prem or where they want to go as part of their digital transformation. So, customers are all at different phases in terms of where they want to go, in terms of becoming more of a digitally-oriented business. And we help get them there through the journey because of the strength that we have on the on-premise side as well as the integrations that we've done with our partner ecosystem, specifically, you know, with Veeam and others so we could help move them in that direction. So, when you take that a little bit further in terms of, so the customer sees this vast portfolio, the end you were talking before, about the NetApp's infrastructure, it's pretty vast. I mean, it's the leader in its space. What are they asking you guys for? What are they challenging you to do, specifically in the context of data protection? So, customers are asking us, number one, make sure that it's simple, right? And that's one of the big value props that Veeam makes, right? Number one. And NetApp too. And NetApp too, right? That it's always on and available, right? That there is no disaster that occurs, that the data is there, that we know where it is, that we can manage it, we can back it up. Those are the big things. The third thing customers are asking for is help us in terms of how do we digitally transform our business, right? It's the business outcome that they're looking for, of which the products that NetApp and Veeam does is a subset of that that helps them on that journey so they can actually digitally migrate and become more of a digitally oriented business with our offerings helping in the whole backup and recovery and whole data management space. Yeah, and I would just sort of tag on to that. Customers' consumption models are changing, so they're on-prem, they're in a private cloud, they're in a public cloud. The way that they consume is changing and it's different, and no two look the same. And I think what customers are telling us is let us decide how we're going to consume, you just be able to accommodate that consumption. And that's really what we've been focusing on. So if it's in an on-prem environment, great. If it's in a public cloud, fantastic. If it's some hybrid model, that's great too. We can accommodate that, and that's really what customers are asking us, as well as making sure that we accommodate the various business models that exist. Whether it's purchasing licenses or some subscription-based models or whatever. They want that flexibility, and that's what they're asking us to provide. Brie, I'm wondering if you have any joint customers that you're highlighting here at the show or any specific examples you might be able to walk us through. So we have several joint customers. As a matter of fact, I mean, you heard Peter McKay talk about 210,000 customers of those 30% are net app, right? So it's a very big area, right? And now in terms of some of the announcement that they've made in terms of supporting NAS, in terms of the physical environment, NetApp is the leader in that space, so it's even going to become broader, right? So you saw today in terms of Peter McKay talking about the Denver Broncos, right? That's a big NetApp customer in terms of the solutions that they have there. Also, Telefonica was announced there, very large service provider. It's another big NetApp customer. So there's a lot of customers in the enterprise space. Veeam's more known in terms of the SMB space, but when you start to look at the momentum they've had in going up the stack, there's a lot of enterprise customers that we actually are jointly engaging with. What's, go ahead. And I would just say that the more that we penetrate the enterprise market and the service provider market, the more that we're going to need partnerships like we have with NetApp to come stronger because they're the trusted advisors, the ones that the customers are listening to. It's easier for us just to ride on their coattails into these opportunities than to try to create these relationships all ourselves. And that's what makes this such a great partnership for us. Cloud service customer channel base has come up a couple of times today, but we haven't really explored some of the fundamental assumptions behind it. And what I want to ask you guys is, everybody sees the ascendancy of Amazon, very impressive, amazing growth. Yet at the same time, your respective cloud service provider businesses are also growing very rapidly. So you've got the disruption to the traditional legacy enterprise business. We all have covered that very well. But there's not much been discussed about what's going to happen within the cloud business. So there's maybe some campuses, okay, everything's going to go to Amazon and I don't think many people believe that. But what's happening within the cloud service provider base? It seems to be quite fragmented, which is a good thing for you guys. It seems to be local in nature, very specialized services and ability to compete with Amazon and Azure because they're not competing necessarily with scale volume, they're competing in other ways. So I wonder if you could help us unpack that a little bit as to what's happening in your respective bases there. Yeah, so we're seeing a lot of momentum in the service provider space. So we've sold a lot of storage and data management over to, with the large new service providers of the world, right? The IBM softwares, right? The Azure's, Google Cloud Platform, all of them as well as the existing ones, the AT&T's and the Verizon's and Telefonica's of the world. And so we continue to see a fragmentation there, right? You kind of have the new world service providers, right? And the old world service providers. And they're all trying to figure out the business model so they can make sure that they're all going to be there over the next 20, 25 years to see how this whole game evolves, right? But we have a big footprint in both of those camps. And as a matter of fact, one of the things that I love about the relationship between NetApp and Veeam is we're companies that are embracing cloud. We're not fighting cloud, right? We're really trying to embrace it. So we have multiple offerings in terms of NetApp across our storage and data management across all the new emerging cloud players and the existing one. And Veeam also has pretty deep relationships. They just announced today in offerings, right? With AWS and with Microsoft Azure as well. Anything you'd add, Andy? Yeah, yeah, I think you're right about the market being a little bit more fragmented. There are smaller, more specialized cloud providers and customers, there's a set of customers that want that. So I think it kind of gets back to the point that I was making earlier, which is the consumption models are changing and who they consume from in terms of cloud is not 100% consistent. And so we need to be able to deliver the technology that can accommodate whatever that decision is that the customer makes. From a partnership perspective, how does something like this start? And what do you... I mean, obviously you say, okay, let's go to market together. That's a logical starting point. But then there's maybe some other integration that has to take place. What do you guys sort of set out to accomplish? What are the milestones, the metrics that you try to... How do you measure success on a partnership like this? How do you know when it's gonna work and is working? Yeah, that's a great question. Number one, you first have to have alignment in terms of what solutions you're gonna go out there and build. And I think part of the secret of the success of the relationship, if you think back in terms of NetApp made a big bet in virtualized environments in doing big differential offerings with VMware, even though they're owned by EMC, right? And we were extremely successful. 50,000 joint customers. You look at Veeam, they made a big bet with VMware. So our installed bases and the co-innovation and development that we've done already there is already paid off there in spades. So number one, you gotta have the co-innovation and solution that you're building. The second thing is an aligned go-to-market, right? In terms of what is our go-to-market plan? How are we doing that through the channel? Is it a comprehensive program? What does that look like? And then it comes down to people at the end of the day and the culture. Do the companies have really good cultures and people that really wanna go out and execute those plans? Yeah, and we have strong alignment at the executive levels as well, which helps because you need to have that sort of strategic vision. You're looking at 18 months, 24 months, are we in alignment? And I think that helps. I would say another strong metric for Veeam is our net promoter score, 73, it's off the charts, it's fantastic. That doesn't happen if you're not delivering the right solutions with the right set of partners. And to us, that's just another metric of how successful are these partnerships, particularly the one that we have with NetApp. And actually, I looked at NetApp's net promoter score and we're 64, so we're way up there as well. So that's another area that we're very aligned. You know, NPS is interesting. I mean, if you're not really one product company, but you're smaller, and so it's easier to have a high NPS when you're smaller. NetApp's, you know, now, of course, you've gone on tap. I wanted to be on that graph that's there on the keynote. That's pretty good. I was at service now last week and they have a very happy customer base and they were touting their, I think, 53 NPS. And that's those 60s for a company the size of NetApp. And you guys, like you say, off the charts, that's impressive. Go ahead, Stu. Yeah, to the last piece, you talked about some of the announcements that were made that impact, including in V10, there's going to be NAS. We look forward to anything that we should be looking to measure success of the partnerships and anything that your companies are working on together that you can speak to. Well, I think at the end of the day, it's customers and revenue, right? Ensuring that that continues to grow. I mean, you know, Veeam's on fire, right? I mean, they've got like 210,000 customers are growing at 445,000. 45,000 every day. They're adding 200 customers a day. Peter corrected me. Right, exactly. So I really think we measure it by, you know, customers and, you know, in revenue in terms of how we're driving and then new solution areas. Like I said, with cloud, you know, we're very aligned in both companies embracing cloud. Big opportunity to go after some of these service provider areas. Yeah, I mean, I think we're going to continue to focus on delivering joint solutions. That's really kind of, if I had to put my finger on one thing that, you know, watch this space, it's joint solutions that we want to put out to the marketplace that are going to benefit our customers. All right, we have to leave it there. Thanks very much for coming on theCUBE. It was great to see you. Thank you. You're welcome. All right, keep it right there, everybody. We'll be back rocking New Orleans with theCUBE Veeamon 2017.