 From Austin, Texas, it's theCUBE, covering Pure Storage Accelerate 2019, brought to you by Pure Storage. Welcome back to theCUBE, y'all, the leader in live tech coverage. I'm Lisa Martin with Dave Vellante, a couple of gents back on theCUBE. We have Vaughn Stewart, the VP of Technology for Pure, Vaughn, welcome back. Hey, it's great to be here. Thanks for being at Accelerate. We're excited to be here. And we've got Carrie Stanton, VP of Global BizDev, and Corporate Development from Veeam. Carrie, welcome back. Thank you very much. Great to be here as well. Great to be here as well. I love it. Planned, of course. Thank you very much. Big branding here. Lots going on with Veeam and Pure. Yes? Carrie, let's go ahead and start with you. Talk to us about the nature of the Veeam Pure partnership, I'm assuming better together, but give us the breakdown. Sure, we've had a relationship for many years, but over the past three years, we've seen it this year, counting this year, the scale out is just unbelievable. We're growing at triple digits on our co-sale wins in the field. All of it's predominantly being driven from the FlashBlade success that we've had in the marketplace. Our customers are buying into the performance that they have. Our relationship is growing through joint innovation and joint development. And so what we've seen is raising them to a global partner and having dedicated resources on it has only amplified our success we have had. So yeah, it's fantastic. And then Von, from your perspective, what are some of the things that you're hearing? Are you guys being brought in more from Veeam customers? Is Veeam being brought in more from Pure side? What's that mix like? Yeah, so we've had a strong set of channel partners that are, I think, promoting our joint solution and our products kind of at top of their line card. Of course, there's always the customer request to get pulled in. And I think customers who have experienced either one of our products look at their satisfaction, and they look externally at like NPS scores, right? And say, hey, if I'm a Pure customer, there's a data protection company that's got a NPS very similar to yours. Tell us more about what you're doing with Veeam. If you look at kind of our common ethos, right? Simplicity in the model, right? Co-innovation help drive scale, whether it's been through joint API integration with the universal adapter, or trying to lean into next generation architectures like flash to flash to cloud. It's just been a very easy, progressive partnership to drive and bring into market. Yeah. Let's talk more about that joint development. There's a start in the field, engineering resources. I'd love to have you add some color to that. I think it's a combination of, so we'll start with the universal adapter. That was Veeam's initiative to help add scale to the backup process to as you're putting virtual machines into backup mode, allowing you to leverage the storage controller snapshot so that you can come in and out of that backup mode very quick, be invisible to production operations, offload a bunch of data processing and time out of the equation. That just helps scale, right? Back up more virtual machines faster. That's a program that they initiated, that we were one of the founding partners on one of the first partners to publish a universal adapter or our API for it. The results have been. The results are pure as by far the number one partner for downloads, for our customer downloads that we have across our partner ecosystems. So we have about 15 partner ecosystems that have written to the universal API. And so just last week, over 3,000 downloads surpassed over 3,000 downloads. Pure has 6,500 customers. I'll let you do the math, all right? So it's great that we see such strong adaption from their customer base, almost 50% of their customers are Veeam customers. And then that continues. That's high. It's very high. So give me your favorite customer example that really articulates the value that Pure brings, the value that Veeam brings. Well, we've got a lot going on in the financial space, in the healthcare space. Butler Health is a joint customer that we have a customer reference win that they've published and that we've published. And obviously many, many more, but especially in the people, customers in the financial healthcare that are looking for performance and looking to that flash blade as a landing zone that's going to give them more than just a backup target. It's going to give them the ability to leverage it for AI and ML and many other factors, which is again, one of the reasons why we've seen such strong adaption. You talk about healthcare, we're talking about patient data, lives at stake. Give me some of the meat about what this customer, for example, is achieving at the business level and the human lives level. Well, I think what they're seeing is what they were using. It's not so much the exact stats that I can give you down to how many they're getting per second, but it's what they were using before, which is one of the legacy competitors that we have, which we call some of these donors that they give to Market Share that we take away day in and day out without saying names. But there was a rip and replace that we came in and taking a second generation solution from a legacy hardware appliance that was being used previously in a secondary storage. Yeah, so allow me to elaborate a bit, right? So you asked about the technology, we kind of talked about the universal adapter for the offload, where we've really seen growth has been in this notion of flash to flash to cloud and Pure's introduced this notion of rapid restore. So again, how do we grow our businesses together, grow into more mission critical or patient critical deployments has been this notion of not just backing up the data faster, that's kind of the daily repetitive task that no organization wants to deal with. Where the rubber meets the road is, can you put the data back? And we've seen this explosion in the increase of the capacity of data set sizes and the pressure they put on restoring that data when you happen to have a hardware failure or a data center go offline or a power issue. And this goes, so you go back to patient records got to be online, when everything fails and there's an issue with HA or whatever it may be, how quickly can we get that data? And we're orders of magnitude faster than the legacy platform. So having an integrated appliance is part of that key and some co-engineering, is that right? I mean, you guys pure software, no pun intended, right? You don't want to be... No, no, it's taking the, they rode to our API, right? So the work that they did on the API and then continue to innovate and iterate against it, right? And coming out with the next version that they just came out with it is just differentiating themselves in the marketplace. And that's really what we're seeing. And we're seeing that success at the enterprise today from what we have without even looking forward to our upcoming V10, which is going to have some, you know, some high-end enterprise feature sets. And we want to get into that but something that Vaughn that you were just saying, it's almost as if data protection is no longer just an insurance policy, it's an asset. You have to be able to get it back. Absolutely, we believe if you look at the legacy backup appliances, they were designed and optimized for short backup windows and are proving to be a challenge at restoring your data, which is actually where the value in the architecture is. We've talked about rapid restore and bringing flash to that space. We worked with Veeam Engineering on V10 to actually double that performance so that customers as they upgrade their code line can again bring those mission critical workloads back online even faster than in the past. In addition to that, we've worked through some of the Veeam integrations for customers who want to mine that data, who want to clone those workloads and bring them up online and add more analytics or searching the metadata of that data. So there's a lot going on besides just your backup and recovery. So you guys are saying, chuck the appliance, don't need the appliance, you've got a better model. Is that what I'm hearing or? We win against appliances day in and day out, so absolutely, software, best of breed software, best of breed storage hardware. What should we expect for V10 adoption, Gary? You guys announced in the spring. Yes, and it will ship in Q4, Dave, honestly. This is going to be, Anton is going to ship, yeah. You guys got a good track record there. Yeah, I know, I'm going to go up there. But we have some key features that will differentiate us in the marketplace, especially as we go to the enterprise with pure storage, such as immutability, right? So that's a feature that we've talked about. We've been hyping because we believe in it that what it's going to bring for the protection of ransomware, malware, and it's going to be a game changer we believe in the marketplace. And our famous NAS that we're finally going to support NAS support for their enterprise customer base. So I mean, those two key features in and of itself. So again, I talk about the scale that we're having today in the marketplace without these key enterprise features and then having those chip in the next 90 days. Again, we believe just going to continue to elevate our business. We were talking to Charlie earlier today about just, as part of his job is TAM expansion and data protection is an obvious area for that. You could have chosen to go buy a small software company. You certainly have the cash on your balance sheet and compete, but you've chosen to partner. Talk about the opportunity that you guys jointly see in terms of the market you can penetrate. I think it is such a, our ecosystem is so comprised today of partnerships that are based on on one hand you're partnering and on the other hand you're competing that it is really refreshing to find a partnership like Veeam where we've got very clear lines of what our product offerings are, where they come together and no competitive obstacles. It makes partnering in the field the easiest, right? We've got great partnerships across the board, somewhere appliance vendors. Sometimes those partnerships work fast, sometimes they run into hurdles. We never run into a hurdle together. So it's worked very well. I think our partners, our channel partners have preferences around the server side that they like to go to market with. We give them the freedom together to pick and choose. So they're putting investment class software with best in class storage to meet the needs. They put the rest together based on what fits their business model or their current agreements and they go forward. So clear swim lanes, big market. I think you guys showed some data at Veeam on. I want to say Danny's data, maybe $15 billion, Tim, maybe even somewhat larger. You guys get a piece of that? You get a piece of that. Yeah, and as Vaughn said, it's just there's no friction in the marketplace. It's going out and doing the work we need to do to win but we never get it that oh, we can't introduce this because it's going to compete with even if it's only 2% of what they have. There's literally no, they do not have data protection and we don't do as you know, we don't do hardware and storage. So again, investor breeds. And I think those numbers may be even conservative because as you were pointing out, the traditional backup products were designed to deal with the biggest problem which was backup window. Which by the way, 60% of the times the backup didn't work anyway. But you had to get inside of a window. Yeah, we backed it up, check. But backup is one thing, as my friend Fred Morris said, recovery is everything. So things are shifting and in the digital business, recovery is tantamount. You can't ever not be without your data. So it's an imperative. Yeah, it's when pure and that the Flash Play Business Unit first came up with the construct of a rapid restore. I mean, admittedly, I was sitting in the corner and just saying, there's no way. There's no way that a customer would look to pay a premium for Flash for their backup. And then you meet the customers and it's just one after the other. And there's these stories around, we had to stop production, we couldn't get an ERP back online. We couldn't take transactions because the processing database or the purchasing database was offline. And you're just sitting there going, these are real world issues that impact revenue for organizations. And so we are going through an evolution about rethinking around data protection and what it means in today's day and age. And security's such top of mind, Kerry, today on the CIO's mind. And data protection's part of that. Backup is a key part of that. You think about ransomware, right? You guys got solutions there. I mean, it all fits together, right? It's not these sort of bespoke ideas anymore. It's really one big mosaic so that people can drive their digital transformations. I mean, that's really what they care about. I think the, you know, Veeam's old slogan, it just works, right? It continues to evolve in that, right? You talked about the backup not working in this first place, right? So we have our core fundamental foundations that Veeam has, right? It will, the trust that the customer will know that it will be online. We have the shortest RPO, RTOs, right, in the marketplace. Then you take that and these enterprise class features, again, that's why marrying it with peers route to market and their go-to-market strategy is having the success we're having in the marketplace. So you're hearing a lot from customers, flash-to-flash-to-cloud. There is a very strong need for this. Some of the things that were announced today in terms of some more firsts that peers deliver into the market, what are some of the things that you guys are hearing? Maybe, Carrie, we'll start with you from Veeam's partnership perspective, like the Flasher AC, for example, or starting to be able to deliver, I saw that smile, to be able to bring the costs down so that customers can look at putting a spectrum of workloads, even backups, on flash. What is Veeam's reaction? Well, smiles, which I tend to do, Lisa, but I mean, to be honest with you, we sit back and love everything that peer is doing from innovation. And so if they are going to come out with a broader set of target solutions for secondary storage, then we are going to be their partner there as we are with FlashBlade. So we're sitting back and loving the innovation that they're bringing to the marketplace and to their customers. And I saw that Cheshire Cat grin, Vaughn. Yeah, so for the audience who may be missed, we had a number of product announcements this morning, taking the Flash array from a single product line into a portfolio, going to that tier zero workload with the direct memory cash acceleration powered by Intel's Optane products. As we go into a tier two economic space, but still keeping all the tier one features and availability, we announced FlashArray C, which is leveraging QLC as a storage medium. While we have a design to expand our TAM and to find new workloads, we have not looked at backup for the FlashArray C at this point. The Flash to Flash to Cloud powered by the data hub and the rapid restore is going strong. So you want to kind of keep the team focused on that. And we've got other markets that we've yet to penetrate that have been more price sensitive where we think the FlashArray C is a better alignment. Now, again, maybe over time I'll be found wrong and we'll change our tune. But you know, I'll give you an example. Go back to ransomware. Ransomware is a top three question in terms of any storage conversation when you deal with a financial institution today to the point where not only are they asking about what are you doing in your product? What are you doing across your partner ecosystem? Some of the modern proof of concepts require you to go through a ransomware recovery procedure because these financial institutions, they're worried about getting not just locked out but locked out on your HA site because you just replicated the ransomware over. So this ability to have an immutable image to be able to bring it back online fast to rapid restore it somewhere, it's you can see where these technologies start to line up in a comprehensive solution for the customers. And so FlashArray C is great and it has nowhere to band with the FlashBlade. So we're going to try to keep those as separate products in different markets at the time, at least for time being. Got it, thanks for clarifying. Yeah. And cloud, I got to ask the cloud question. I mean, it's interesting. You guys have both embraced cloud. You're seeing it. In the old days, I was saying to, I think I was saying to Charlie again, you know, the executives would be like, no, don't do that. It's going to kill us. But now it's like, hey, it's not a zero sum game. The trend is your friend. You got to embrace it. How are you making cloud, each of you, a tailwind versus the, you know, what all the analysts expect? It's a headwind. Oh, it's going to zero sum game. It's going to steal from A to B. Well, I mean, Dave, you can imagine from my vantage point, it's easy to say that we're looking at cloud as just, you know, expanding the TAM, expanding the ecosystem, the features we have today or at the archive tier, the success we're having with both Microsoft Azure and AWS are phenomenal, growing 40% month over month, right, the adoption of all the new innovations that Danny and Anton and as I've talked on the show that we're coming out with in V10 are only going to amplify that. But it all starts back with, you know, our partnerships today that we have on private clouds and that as customers are looking to evolve to the cloud. So we work with our partners like Pure to ensure that we're working with them today. And as customers want to embrace the cloud they can, but predominantly those primary workloads are still remaining on-prem. And they're looking on how they're going to support the cloud and we're doing that today and we'll be doing that more as we go forward. The block storage announcement you guys made today was quite interesting. You guys are spinning up EC2s and S3s and end up like what? So this morning we announced general availability for Pure's cloud block store on AWS and plans as we are currently in beta and development for other clouds. But the folks today is AWS. And when you pair cloud block store which is basically the software of a flash array architected for the hardware inside of AWS so that you have the same functionality and service that you have on-prem. And you pair that with Pure as a service which is our OPEX model, right? It could pay as you consume and the flexibility of sign a 12 month contract. You want 90% on-prem today and 10% in the cloud. Two months from now you want it 50-50. Like use the utility model to consume wherever you want so that you can meet the requirements of your infrastructure whether it's on-prem in the cloud or some hybrid combination. But the interesting thing to me was you're doing a lot of the heavy lifting for the customers with regard to the architecture, what you architected in the cloud. And I wonder, is there an opportunity to do something like that with backup? Or is that just, you know, not economical, deep archive, things like that? I mean. I'm pretty sure we're told not to make any news right now because we've had to pay you this morning. Stay tuned. Yeah. Okay. I've already said too much. So I'm probably out. Okay. It's a good thing we weren't live. You're always in big trouble. Wow guys. So the first 10 years of pure tremendous amount of innovation as Charlie said and overnight success in 10 years. So much more coming down. We've already heard about a tremendous amount of innovation and evolution today. So we can't wait to have you guys back on at the next event and here, you know, get our neck braces on for the whiplash of news that's going to be coming at us. Thanks guys. Looking forward to it. All right. Thanks you guys. Thanks Lisa. Thanks Lisa. Thank you. You're watching theCUBE. Sorry. Sorry. And Bruce. Carrie and I were crazy sportsmen. Let's just be very PC. Go everybody. Everybody gets participation trophies. Just kidding. Anyway, you're watching theCUBE. Lisa Martin for Dave Vellante. Thanks for watching.