 Hey, welcome everybody, Jefferyc here with theCUBE. We're having a CUBE conversation in our Palo Alto studio with Chris Cook. He's the president and CEO of Delphix. Chris, great to see you. Awesome to be here. Absolutely, great studio. Thank you. Well, I just saw one of your associates at data platforms last week in Phoenix, so Delphix seems to be the topic de jour this week. We're taking over the world, get ready. So you guys are all about a different twist that we don't hear a lot about, which is data virtualization. So what exactly is data virtualization? Well, essentially what we're providing is the ability for our customers to accelerate their business velocity. And we do that by giving the ability to transform the way they manage and consume their data. And so expanding on that a little bit, the whole goal is to allow them to push more products out into the marketplace, faster, higher quality, and at a lower cost. And so that's essentially what we deliver to our customers. So how's that different than kind of historical kind of data words that we hear all about like replication and mirroring and federation and backup and all these things at EMC and a lot of big storage companies have been doing for many, many years protecting data. What's different about data virtualization? Well, what's different about what we do is we're giving a holistic platform for managing your data, particularly in the application development lifecycle, because right now in the digital economy, you have to move amazingly fast and you have to be really nimble as a business. But what we find is that people need to be able to have their data move at the speed of everything else in their environment. Right now, replication and things like that don't really solve the problem. You have to be able to have a holistic and full approach to having the copies of the data that you want, the right access to the data. It has to be secure. You want to be able to make as many copies as you want without physical limitations. All of these things are what are really causing data to be the big bottleneck today. And it's kind of been this forgotten aspect of the whole stack. People spending years on DevOps and figuring out how to virtualize environments, infrastructure and going to the cloud and different development techniques. But what they haven't solved and kind of the forgotten child is data. And getting that data in the format to work in that environment, it's still just incredibly slow. It's kind of been forgotten. Right. It's interesting because you brought in the DevOps angle because DevOps has been so big and a big part of DevOps is having more people do more development more frequently. And so I guess the data, getting the data to do your development is another one of these kind of old historic legacy, painful processes, not to mention the fact that you can't get the whole thing or you get some subset to do your development on. So you're really supporting DevOps directly by giving more data faster to more developers. Well, and you're exactly right. I mean, why are people doing DevOps? They're doing it because they want to go faster, right? And so, and I don't know if people realize, but it's been tens of billions of dollars get spent every year on DevOps. I mean, if you think about the Bay Bridge cost 6.4 billion over 25 years, people are spending 10 times that in DevOps every year. And the problem is you can only go as fast as your weakest link and the weakest link right now is getting that right data into the right environment so you can actually get the benefit out of DevOps. So I would say we're actually unleashing the power of DevOps that's right now being held back. Now, was it held back before because of lack of focus? Is there a technology change that happened? Is it just, you know, what is it now that enables you guys to do what you're doing that wasn't possible before? Well, first of all, it's a really hard problem to solve and we're the only people who solve this problem. And so it's taken us really years to build this out and to build out the solution. But what makes it a challenge is data in and of itself is just heavy. It's hard to manipulate, it's hard to move. There's lots of concerns about the privacy of that data and making sure it stays secure. And so we've solved all those problems from the automation of how you take these heavily manual tasks that people do with their data today and automating that so you can really get massive amounts of speed out of this process, but to do it very safely with very high quality. Right. You said speed like three or four times, which is great. And one of the things that triggers in my mind that we've been tracking here, faster fears, faster fears here is the impact of flash. Right. And flash becoming much more ubiquitous, being not just for the super high value application, but in kind of the secondary and third kind of tier benefits that you get from putting more flash. Has that been a piece of the puzzle? Well, I think flash is great and it's certainly a part of the picture, but if you're somebody like a JPMC and you want to have hundreds of copies of your data for your developers to work on, you're not going to have hundreds of copies of your production data on flash storage. I mean, it would crush you for a financial perspective. So being able to have that type of performance and that type of availability, it really opens up an environment where you can test and move in a parallel fashion much more quickly than you could in a flash environment because with flash you're going to be limited to a certain number of copies. Right. So it really unleashes the ability for those developers to move at much more rapid pace. Okay, so that's all fine and handy from technology point of view, but from a customer point of view. So on your website doing some homework before you came in, you guys have 30% of the Fortune 100, which is great accomplishment, congratulations. So I wonder if you can share some of the stories, you know, you've been in the company a little over a year. I'm sure you spent a lot of time out with customers getting acclimated. What are some of the stories you can tell of the impact and how this changes their world? Because really it's really about business impact. So one of my favorite stories really is one with a company that we've all probably used. We were talking about the Warriors earlier. The people in the Warriors stadium tonight, probably 20% of them will have bought their ticket through StubHub. And StubHub is a customer of ours and what we really allowed StubHub to do was to accelerate their release cycle for their application from about once a month to 2,500 times a year. Let me just- Once a month to 2,500, so. About 200 times more releases a year than they were prior. And if you're a company that's touching customers constantly and you're looking for that competitive edge, it's a really important thing for them to be able to try new things and to develop at that speed. And Marty Booz, the CIO there told me, and it was just a great story, he says, Chris, it's not just about speed. It changes the way our developers think about the way they create. Because they no longer have to think about weeks or a month before they can test their idea. They can create it tonight, they can test it today, and they can present it to the team tomorrow as a new idea. So their ability to move quickly has been greatly enhanced. It's so interesting. You just hold democratization idea, right? Democrization of tools, democratization of the data. AWS democratized cloud enablement with the swipe of a credit card so that you can get the creativity from your whole team and give them access. And it's no longer the gate through the data scientist that I want to do something, go out and get it, wait for it to come back. That's an interesting story. Because you have to get into a flow, I think. Like creativity doesn't work on a schedule. Great innovation, great ideas. You have to, you can't have barriers to that. And that's why people are going to places like AWS. They want to be able to move quickly, but once they get there and they're building things and they want to test things out, they really also want to have that data there. And so when we work with AWS, one of the primary benefits is, has to do with the way we secure our data. Because we will mask the data and we will obfuscate any of the sensitive and private data. So one of the main concerns for people moving their production data into the cloud is the privacy and the protection of that data. And so we take care of that by securing it before you migrate it over. We compress it so you're moving a much smaller amount of data. You move it into the cloud and as you're moving it, we're constantly collecting the updates. So when it gets there, without us, it's out of date already. But with us, you get a fresh copy of your data that's up to date and current. How up to date can you keep at it? Or is it? To a second. To a second, because once it's up, then you're just putting the deltas in. You're not obviously replicating. It's interesting at the data platforms conference, they talked about the concept of, the data platform managed by the data team, which is a service provider to the various business units, but to change that model completely, to put the data itself in the middle, the data team becomes really a provider of the platform. Really a platform and ablement vehicle for everyone to be able to interact with the data directly. And Kellan had an interesting quote when we talked to her. You know, she says, move the DBAs from a bottleneck to an enabler. Same kind of a theme where you're now opening up the access and ability to manipulate, play, experiment, trial, to a much broader group of people within the organization. Totally, and DBAs can be really strategic, a part of any organization. And the types of automation that we provide are replacing a lot of the manual things that they would do as they provision databases and make copies and try to synchronize and refresh and all these things that are really important and have to get done for you to push your applications out to the market. But they take, in complicated environments, that could take weeks for one database. And we can do that typically in minutes or an hour, depending on how complex the environment is. So that DBA is free to do very strategic work. So some details, you obviously work in the cloud. So are you partnering with the public cloud providers, the private cloud providers? Where, you know, how do people deploy your solution? We work in public clouds, private clouds, hybrid clouds. And, you know, we support AWS, we support IBM's cloud. We work in HP's cloud. We support KVM. The one that we don't support yet is Azure, but that is coming soon. It's actually that capabilities in beta for us as of yesterday. And so that's an exciting new announcement for us. And so, you know, our goal is to really have the ability to be wherever your data is, whether it's in the cloud environment or in a non-premise environment. And the beauty of the hybrid cloud is for a lot of people, they want to have that data continue to be synchronized between the two, and we provide that capability as well. Interesting. And then, so what are some, you guys been at it for a little, when was the company founded? 2008. 2008, so almost 10 years. So what's next, again, you've been there about a year, got to talk to all the customers, get settled in. Where are you guys going next as a company? Are there some big hurdles to take down? Are you just expanding your cloud footprint? What are some of your top priorities for 2017? So, can't believe we're halfway through 2017, so yeah, yeah. Yeah, so for us, there's a couple of things. I would say you talked about the 30% of the Fortune 100. You know, we're penetrating those big brands as quickly as possible. And we have and manage the data for some of the most valuable brands in the world. Usually those are the ones that don't allow us to use their name, but if you think of some of the biggest, most valuable brands in the world, we manage most of those environments. But beyond that, from a product perspective, what we're really doing is we're expanding the footprint to make sure that we're more ubiquitous into the cloud. And then as we look at the different types of databases we want to support more and more of those databases as well. So that's kind of, in the short term, that's the focus for us. Okay, and just as you just took the thought in terms of your market penetration, you know, it's funny, everybody will have to have their great logo slide when we do as much as anyone, right? Everybody loves a great NASCAR slide. When you go into an account because you're working with this bucket of data as your core value prop, are you going in at kind of a business unit level? What kind of size or type of data are you guys getting as your entree into a big account? Is it department level? Kind of how does that work? And then do you land and expand? Or how do you find yourself working inside your successful customers? It depends on the organization, but because what we're looking for is people who have an initiative or a requirement to move with speed and to push things into the marketplace faster. So that could be oftentimes that's a CIO level initiative. I've got some accounts I'm working with where it's a CEO level initiative. I've got a large bank in Australia that I'll be visiting next week. That's a customer of ours. It is a CEO level initiative to be driving business velocity through release velocity of their applications. Sometimes that's a department level initiative. So it depends where that initiative is being driven from and that's where we want to be entering. Yeah, it's interesting at that data platforms the hot buzzword that they were throwing around which I hadn't heard maybe it's been around as data ops which you know kind of next in from dev ops really thinking of dev and dev development as a way to drive forward momentum. But now thinking of it from a data perspective that really you know if you're not using automation, software and data to drive your decision making and your processes, you're going to get left behind. So clearly you're a big part of that movement and that's the right place to be. I've certainly heard of the term and like for us we think of it in terms of just the operational aspects of data. Because if you think of changing the development methodologies to from like waterfall to agile development methodologies that's all being driven by the development team. If you think of like all the changes in the agility of the infrastructure like virtual machines and cloud and all that being driven by ops typically and then you get the two combined and it's dev ops. But who owns the data, right? And there's all kinds of operational elements of the data that have to be taken into account as well. And so you know anything operationally regarding the data we feel very attentive. I'm not going to let you leave until they tip off the game because that triggers a whole nother conversation. We're covering all these cheap data officer events. MIT has them, IBM has them. So there's this whole kind of concept now of this chief data officer. So there is some kind of central ownership and command of the management of this increasingly valuable asset. Yeah, I love the chief data officer and the fact that it's an emerging role. I think it's still defined very differently in many different organizations. It can be from a compliance thing to a data quality thing to the operational aspects of the data. I think it's a role that would become really, really prominent and important. And interestingly, it's often a role that's reporting up into either a CEO or somebody on the business side, not somebody on the IT side. All right, Chris, we could keep going, but I'm going to let you go because we've got to get back to watch a Warrior game today. Warriors. So thanks for taking a minute. Very exciting technology. I'm sure we're going to see more and more of you guys in the paper and really thanks for sharing the story with us. It's a pleasure to meet you. Thank you. It's Chris Cook. I'm Jeff Frick. You're watching theCUBE from the Palo Alto studios. Thanks for watching. We'll see you next time.