 From around the globe, it's theCUBE. Covering HPE Discover Virtual Experience, brought to you by HPE. Hi, and welcome back. I'm Stu Miniman, and this is the CUBE's coverage of HPE Discover 2020, the virtual experience. Happy to welcome back to the program. Just turn them on and beam on the CUBE's coverage there. David Harvey, he is the vice president of strategic alliances at Veeam. David, welcome to our coverage of HPE Discover. Thank you, I appreciate the invitation and great to see you again. All right, so when I talk to you at Veeamon, of course, you talk about lots of partners and you love all of them, but now we get to hear the truth. HPE, which one of your partners do you love the best? But yeah, talk to us a little bit about the HPE relationship. Sure, yeah, absolutely. And really great to be part of Discover this year. And I think it's a fantastic setup in a way that HPE is running this event. So yeah, as we've talked about with you guys before as well, HPE has always been a really special relationship for us. It was really the first relationship that we sort of established over eight years ago. And so from our point of view, it's got a long rich heritage. That level of trust and desire for growth has been fantastic. And in the recent years as well, as both of us have really continued to lean in, it's just continued to grow in a fantastic rate. I mean, you would have seen some of the recent results that, you know, Veeam's grown over 20% in the second half of 2019 with IDC. And I'm really happy to say that the HPE Alliance is growing well in excess of that. And so we're really pleased on how things have continued to evolve. Well, congratulations on that growth. Yeah, you know, boy, eight years, you know, so much has changed. So, you know, of course, you know, I think about, you know, HPE and VMware and, you know, one of the earliest partners for server virtualization, but, you know, HPE's got a broad portfolio. Bring us through, you know, where Veeam sits. You know, you got solutions like GreenLake out there, of course, you know, traditional virtualization. So give us a little bit of kind of the breadth and depth of engineering work and partnership that you have. Yeah, great questions, dude. I think the interesting part of this is when you look at sort of the ecosystem that's out there now and the evolution of HPE's gone for an embracing partners, the focus on the portfolio development and engagement between the two companies has reflected that. There are so many different areas that we can work with HPE on, but when we sat down together and we said, where can we really provide the best value to our customers? We focused on a few key parts of the portfolio. Storage obviously is key. Three-part, Primera, Nimble, StoreOnce, Apollo, areas where we've done really strong work over the years and continue to provide great solutions to the customers. Really pleased with how we've increased into Simplivity. That's a really big push area for us over the last 12 months. And we're starting to see some great success together with that, providing, you know, a really unique solution to extend the value of Simplivity into new use cases, complimenting what they already have. And then obviously it discovered a couple of years ago when we did a big push with GreenLake. And we're really pleased how that's moving forwards as well because that's not really as much of a technology type of play but that's a philosophy play about how we're satisfying the economic and service needs of the customers. So we're really pleased how that's been moving forwards and that's another really big push for us for this year. Well, excellent. Maybe it would help to illustrate this. Do you have some customer examples, you know, understand sometimes if you can share, you know, who the logo is that's great, otherwise it needs to be a little more anonymized, you know, I think it's a great question. And the reason why we like talking about these types of things is we do thousands of orders a year with HPE. It's a really rich partnership on a global basis. If I remember correctly, last count, we had over a hundred countries where we've done deals together. So it's really nice to see that the appeal is on a global basis. A couple of easy ones that come to mind, certainly as White River Health Services, big medical system solutions serving over a half a million customers that are out there. And those guys had a massive growth rate of data, 30% growth year over year and really needed to make sure that that availability of data was there so that they provided solid solutions to their customers. We partnered up with a solution with StoreOnce and provided them with a fantastic amount of savings per year on their overall solution, but also gave them that business continuity that they were looking at. And so I think that's a great example. If we move over to Europe though is another good market for us where we're seeing really great success together. The Metropolitan Thames Valley is a very large housing authority. So a very different vertical but shows the wide applicability of the solution where they were having trouble looking at the ability to put a full disaster recovery plan into place. And obviously contingencies is a key topic right now. So we worked with HBE and them and we really put in a great solution that not only reduced the ability to recover from seven days to less than 30 minutes but we also managed to be more efficient with the amount of rack utilization that was in place for them as well. So economic support, very critical business continuity support and obviously a unified solution that allowed them to be in a scenario where they knew that the IT partners they were working with were fully in unison so there was never any service question if they needed any support. So a couple of really good examples from around the world. I wonder if we can touch a little bit on the competitive dynamics here. So eight years ago HP had its own data protection when HP split, that piece went over to micro focus so it kind of cleaned the swim lanes a little bit but HP has also has been increasing their partnership so Veeam you're a good partner but there are other partners out there so how do you help differentiate and how do you make sure you've got clean engagements through HPE's channel and with their field? Yeah, that's a really good question and there's a number of different facets to that but I think that one of the things that will support what I'm about to touch on is that we're really proud that we just got awarded the Global Technology Partner Award again this year it's a second year running from HPE. Last year was the first time a software and application partner was provided and now two years in a row we've demonstrated that the partnership is really valuable to HPE and I think to your points, it comes down to a couple of different areas. The first is just the overall attitude approach and relationship, partnerships work when you can turn your back on each other they work on the assumption that you really have the same vested interest for success and you can roll through some tough times as well as the good times with good dialogue with focus on the objectives you're trying to achieve but also more importantly that you're excited and you enjoy working together and so it's a pleasure to spend hours and hours together to come up with something that satisfies the customer pains that you're solving. Now combined with that attitude because to me that attitude is a core foundation. Technology is hugely important but if you can't have a business relationship you can't actually execute that technology position. Now we're fortunate enough as well that you combine that attitude of partnership together with the investments and technology that we've done and that's why we feel like we continue to differentiate. I think it's great that HPE has such a rich ecosystem. I think it's helpful to get focus on what is a huge topic for customers and frankly the technology world is a complex ecosystem nowadays but I think you stand out from the rest by focusing on being the most successful, being the best, having the right attitude making the right investments together to move forwards and that's where we've demonstrated historically on our engineering commitment and our future roadmap commitment which we're working on right now together heavily combining with a big marketing and sales investment so all of the facets of the organization come together in a nice seamless manner. So to us I think it's great that they have the depth of ecosystem that's out there we're just really proud that we continue to be the preferred partner in this space and that we keep getting recognized for the investment that we have with HPE as well. Excellent, yeah you brought up it is such a complex ecosystem out there. One of the themes that we heard at your show as well as HPE Discover, we're talking about customers going through that digital information. Maybe you gave us a couple of customer examples but maybe some big themes, what are you hearing? How do the joint go to markets align between Veeam and HPE? Yeah, great question, great question and I think that this is another great example where when you use the topic of data transformation it's a really broad discussion. What we've tried to do is focus on the areas that we provide the most value to customers right now and I think that focuses us down in data protection powered by intelligent storage which is a really key topic for a lot of our joint customers that are out there. We really want to make sure we can extend your data management from on-premise to the cloud. That's a really key area we're working with the SimpliVity team on. And then finally the consumption-based data management working very closely with GreenLake and the interlock of all of those different solutions satisfy the plethora of needs that the customers have on storage and data availability. And I think that from that point of view that's where keeping that focus on what is solving pains today is why we're having such great success together. So I think from that basis we found that that helps the sales teams identify and satisfy the needs of the customer. It helps us get clarity on execution and more importantly keeps us in a scenario where we've got really clear bars for success to make sure that this partnership is not just a I call it a website partnership but a real partnership that's driving key revenues, key thought leadership and frankly key solutions for the customers. Yeah, if you talk about where your data lives and how Veeam can support across multiple environments there's the technical pieces which Veeam has done a good job on and I think people understand pretty well. I wonder if you could talk a little bit about the financial piece of things. How do you make sure, especially with a deep partner like HPE that you make it seamless as companies are trying to move more towards the SaaS and OPEX model and that it's not getting understanding full control of what my billing is and how these things go together. Yeah, it's a really good point and I think there's sort of a couple of facets to that. The first part is on a global basis across all of the segments that we work together on especially when you look at the success we have at the high-end enterprise together and the high-end commercial, you have to be in a situation where you can support the financial structure that they have as a business and that's looking at it whether or not it's a traditional CAPEX deployment related to more the traditional HPE solutions or looking at the flexibility of the Veeam licensing combined with that so that they can have the choice that they desire as well as moving down that path that if they decide they wanna move through a more consumption-based type of position by having that seamless integration with GreenLake as well you get to a scenario where you can find the right solution for their needs and then the economic structure is really a choice for them taking away a lot of that pain and position. Now what we're seeing overall to that point to do which I think is also interesting is customers are going through evolution. If you go back a number of years every conversation and topic was related to public cloud and there's still a huge area of focus but we're also seeing a lot of organizations especially at the higher end really start to look at how they can take a lot of the consumption-based economics and bring it on premise because they want to make sure that the reaction position they've got for getting their data back is within their premise as well and so that's why we're really enjoying a lot of success together because we can synergize the flexibility of the HPE offerings with the commercial offerings of Veeam and being a scenario where it's almost a perfect fit for most customers and we try not to force them down a specific path because I think those days have gone but customers want to look at the economic or the budget constraints they've got today and find the best fit but they want that best fit without compromising on the overall support they get and they want the scenario like we have with HPE where it's fully on their price books single supplier, single throw to choke making sure we're in unison and they've got continued investment moving forwards in the portfolio so we're for each briefing. Excellent, well final question I have for you is in the general marketplace people often get stuck in their heads how they think about a company. Veeam is such a close partner to HPE you have as you said thousands of customers with them I wonder give our viewers a little bit of how should people be thinking about HPE in 2020 and then also give us the final takeaway for Veeam and HPE. Yeah, great question, I mean I've been working with HPE now in a multitude of roles for over six years now and the evolution that we're seeing is fantastic I think that my view on how you should see HPE is a trusted advisor related to talking about the transformation you're going through with your data and also a clear solidified portfolio especially in the storage realm related to the control of the data following the data from the origination point of the application all the way through and so I think from that point of view there's clarity of portfolio there's a comprehensive interlock of the portfolio and so from that point of view I think there's calmness in the discussion. What I would say is that dovetails further and how to look at the HPE and Veeam relationship is that continued investment on future proofing and hopefully some exciting announcements as we move through the year will demonstrate that we are constantly making sure that we're differentiating at the front end in the paint for the customers and you can see that in the growth of our enterprise business together you can see that in the growth of our high-end commercial business together and you can also see the fact that our customers are growing every single year together so when we put these solutions in place they're loving them and they're growing them year over year and very quickly as well so we're seeing a very high percentage of our customers reordered within the first year because they're really enjoying the unification of the solution and so hopefully the HPE customer should look at that feel confidence, feel calmness and be really pleased that the market leader on growth within data protection, IE Veeam and their primary thought leader when it comes to technology with HPE together provide them a really powerful solution and we're really pleased on the customer satisfaction results we're getting from this work. All right, well David Harvey thank you so much for the updates looking forward to some of those, you know innovations that you talked about coming later this year. Thanks so much for joining us. Thanks so much, I really appreciate the time and enjoying Discover and I hope everybody's having a great event. All right, stay tuned for lots more of the cubes coverage HPE Discover 2020 the virtual experience, I'm Spoon Miniman thanks as always for watching.