 Hi everybody, this is Dave Vellante, this is theCUBE. We're here at HP Discover on the floor with Nick Vandersweep, who's the vice president of products and strategy and Cloud Cruiser, a relatively new company. Nick, welcome to theCUBE. It's great to be here. Yeah, so we first started talking, I think it was like 2010, 2011 at VMworld, you left HP to go to Cloud Cruiser. Tell us about Cloud Cruiser. Well, Cloud Cruiser is all about financial management, primarily focused at the cloud. And what we do is we keep track of all the costs that go into building out a cloud environment. And then we also build tenants for it. So we do the end revenue collection. So with a cloud, if you're a service provider, if you're not collecting usage-based revenue, you're setting up a VM and selling it at a dollar a day or a dollar an hour, we're doing all of the financial collections, the calculations of the rates. And then we also calculate the costs of all the, putting the service together, the facilities, the labor. And then we show the cloud provider the margin that they're getting on a per-tenant basis as well. They know where they're profitability on a per-tenant basis. We're all about intelligent financial management for cloud. Okay, so you can do this for a public cloud, for a private cloud, for an on-premise cloud, for cloud service providers. Yeah, so with a private cloud, it's a little bit different, right? What I've found in my history of working with cloud is if you install a private cloud and you give the keys to end users and developers to deploy services at will, they will, but they'll never turn anything off. You're actually, you're costing at least double compared to traditional IT, if you don't have a financial regulatory mechanism to say, oh, it's costing you a dollar a day, five dollars a day. They'll turn things off because they don't want to, because they want to stop paying and they're just going to hit their budget. And so it's a kind of an automatic way of regulating usage and driving up utilization. Yeah, it's kind of the old adage, if you can't measure it, you can't manage it. Now, last time I looked at it, Nick, I would say maybe 15% of the on-premise customers that I talked to were actually doing the charge management. That was probably around the time we first met with Q. Has that changed? Yeah, definitely. We're seeing a strong upswing with large customers putting in full charge back, and that's because at first, when those first cloud deployments went into play, they were more automation tools for IT. The IT guys were, instead of setting up all this infrastructure, they would have an automation tool, a cloud deployment tool like HP Cloud System to deploy infrastructure for service. The end users didn't get the self-service portal yet, it's still IT people. So the regulation was the IT people were taking care of it. Now, what's happening now is those cloud, those self-service portals, the IT people are handing it to developers, they're handing it to the end users. That's when you have to have charge back for your possible exponential. So can you talk about some of the customers that you have, whether it's on-premise or cloud? Sure. We've got customers, service providers like SHI and Exponential E and CMock, CMock's a Netherlands-based service provider, providing cloud services to customers in the Netherlands. We are their full billing engine for them to use space pricing, selling their services. They also, like I described for CMock, calculate costs, calculate revenue, and they can manage their business with specific target margins on a per-customer basis. Yeah, so SHI, we know SHI has been on the Cube, and so what do they typically do? If they don't use your product, they just build their own, is that... You know what's the most common competitor? Excel. People, especially service providers, they've been in this world of outsourcing or dedicated those things. They put a contract in place with an end customer and it's $5,000 a week, it's $10,000 a week, and they're moving into this usage-based pricing and they're doing their best that they can. One service provider that we worked with, we found, we come to them and they were taking 30 days from the end of the month before they could get an invoice into customers' hands. So that meant 30 days of delayed revenue, they installed Cloud Cruiser, we give them the invoice one second after midnight on the end of the month, and it's in the hands of the customer immediately. They get their money three days early. Cash flow, baby. It's about that. What also happened with them, and I've got multiple that happened this way, is they put the invoice in front of the customer, the customer disputes it, and they say, no, I don't think I use that capacity on that day, and the answer, would you take a 20% discount to a rule of trying to prove to you that you did that, and that's the normal way of resolving disputes, give you a 20% discount. And so again, with Cloud Cruiser, instant invoicing, and if there's any dispute, there's an online multi-tenant portal with our product, the customers log in. They can see their invoice, double click on the numbers, and it expands everything out. They can see what capacity they used on each day down to the minute, so there's no disputes going into it, it's like tracked all the way back to minute by minute. Awesome. We're sitting in the market at the right time, Nick, and Cloud is exploding, we've got a very strong value proposition for feeding against Excel, taking 30 days to get the billing if you're lucky, and so congratulations on getting the company going, it sounds like it's going really well. Doing very well, very, very well, and we've just been honored as being declared a cloud system-ready partner for HB, so we just integrate right into the HB cloud system environment, just push the button, and get it installed in less than any in the HB system. Hang on for the ride. All right, Nick, hey, great to see you again. Thanks very much for coming to the Cube, and thanks for watching everybody. We'll see you next time.