HPE Discover 2024 | Building resilience and mitigating risk with HPE and Zerto

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Chris Schin

Vice-President, SaaS Infrastructure

HPE

Matt Boris

Vice-President, Worldwide Go-to-Market

Zerto

Navigating hybrid cloud: Zerto’s integration with HPE’s virtualization platforms

When Hewlett Packard Enterprise Co. acquired Zerto Ltd. for $374 million in 2021, the expectation was that the venture-backed startup would help enterprise customers implement speedy data recovery solutions and protect workloads against lengthy outages in a data-driven world.Chris Schin, VP at HPE, and Matt Boris, VP at Zerto, talk about data recovery with theCUBE.“Where we really fit is in the resume and recoverability,” said Matt Boris (pictured, right), vice president of go-to-market global sales at Zerto, a Hewlett Packard Enterprise company. “What we’re seeing is that most of the customers out there rely on traditional backup technology

play_circle_outline Data protection market fragmentation due to hypervisor player diversification and cybersecurity threats.

play_circle_outline Zerto's Cost-Effective Data Recovery, EU Regulations, HPE's Data Protection Compliance in Various Sectors

play_circle_outline Zerto's ability to work alongside partners in the ecosystem for DR and data protection.

play_circle_outline Zerto's integration into HPE's portfolio, enabling flexibility for customers in hybrid multi-cloud environments.

Info

Building resilience and mitigating risk with HPE and Zerto

Chris Schin

Vice-President, SaaS Infrastructure HPE

Matt Boris

Vice-President, Worldwide Go-to-Market Zerto

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Rebecca Knight

>> Hello everyone, and welcome back to the Cube's live coverage of HPE Discover 2024. I'm your host, Rebecca Knight. Also here with Dave Vellante, my co-host, co-panelist, co-founder of the Cube. John Furrier is also with us this week. We have two guests for this next segment. We have Chris Schin, he is the VP and GM, Data Protection at HPE. Thank you so much for coming on the show, Chris.

Chris Schin

>> Thanks for having me.

Rebecca Knight

>> And Matt Boris, VP Go-to-Market Global Sales, Zerto, HPE. Thank you both so much.

Matt Boris

>> Thank you, . I'm glad to be here.

Rebecca Knight

>> So I want to start by having you both talk a little bit in broad terms about what you're seeing in the market right now. We just had a guest on who was talking about how data protection, the landscape has changed so dramatically even in the last couple of years. It used to be this sort of mundane box check and now, because of the way the ways in which threats have evolved and the need for cyber resiliency, customers think about it differently. What are your thoughts? Why don't we start with you, Chris?

Chris Schin

>> Sure. So I actually did a breakout earlier today on this and we talked about two specific phenomenon that we're seeing in the data protection market that are really dictating what all of the participants in the market are doing. The first one is we had the luxury for several decades of having sort of a single incumbent monopolizing hypervisor player in the market with VMware. They were basically in every organization. You could build your entire product suite around the expectation that VMware was going to be there. Increasingly, as we talk to customers for a variety of reasons, they're looking to spread that risk, be able to go on multi-different platforms, some in the cloud, some locally, some different hypervisors, some going to containers. What once was a very consolidated industry is fragmenting rapidly and so we as a data protection vendor have to adopt and adapt to that reality and that's what we're doing in the market today. We already, with Zerto, have the ability to go from and to in any combination, VMware, Hyper-V, AWS Cloud and Azure Cloud. So we already have a fair number of the options covered, but we're going to continue doubling down on that. The second thing that I'm sure you've heard from other people is despite the fact that AI is kind of the prettiest girl at the dance today, nobody's forgotten about cyber and ransomware and the threat landscape there. So whereas when I first got into the data protection market, the protection was against more natural disasters or power outages or floods, now by a long shot, everybody's looking at protecting themselves against cyber threats. I mean, that was always there, but it's gotten much more acute and we're seeing survey after survey that suggests that people are just paying the ransom to get out of that problem. So we're adapting to both realities in Zerto today.

Rebecca Knight

>> That's interesting. Great perspectives. I hadn't really thought about the VMware dispersal. And then, of course, COVID sort of shone a light on the fact that our business resilience strategies were really DR-focused. So many CIOs have told us that. Then you add in ransomware, security threats, everything, it's all come together and now you've become a fundamental component of cybersecurity strategies. So where do you all fit in that value equation?

Matt Boris

>> So I think you hit it well, which is the market's changed. Chris mentioned it. It used to be just, "I have to recover. It's okay if it takes me minutes, hours, or days," with the exception of some rare applications. The world has completely changed. No one's willing to not be able to click on an app and use it after a couple seconds. Where we really fit is the resume and recoverability and what we're seeing is most of the customers out there rely on traditional backup technology. Nothing wrong with it. They're great partners of ours, there are great companies out there. But when you rely on that technology, the analysts and that the real world data says people are down for anywhere from six to eight weeks. Six to eight weeks, you're going to lose me as a customer. We're all probably going to go to a different way if that happens. The solutions we're offering today are talking about recovering in seconds or minutes, and that is the true answer to the problem that exists. And if you can't recover in seconds or minutes, you get the data back in seconds or minutes to see what the problem is versus taking weeks and saying, "Oh, I got a problem with the data. Let me take weeks longer. I got a problem with the data." That's what we're seeing happen. And when you add in all the bad actors, you add in the compliance issues that are out there, we're trying to streamline all of that for our customers. Because as I said, I mean downtime, it's just not acceptable in today's world. We all move away from it.

Rebecca Knight

>> I remember when I first got into this business, I was an analyst at IDC and somebody said to me, "You got to speak in business terms on this topic. You got to talk about RTO and RPO." And I was like, "That's business terms? I don't know what business person would know what was recovery time objective." Okay, so recovery time objective, time it takes to get back, I guess, online, RPO, recovery point objective, how much data you lose.

Matt Boris

>> A hundred percent.

>> And then when you ask people... So I said, "If you want to talk in business terms, speak like this, 'How much data are you willing to lose?'" And the business person goes, "None. "

Matt Boris

>> None.

>> And then you say, "How big is the check you're willing to write?" That's business terms. Now what I'm inferring from what you're saying is that the technology has progressed so that you can get very fine granularity of RPO and RTO, fast recovery times and low RPOs, the RPO zero probably doesn't exist, at a much more cost-effective financial equation. Explain that.

Matt Boris

>> So it's funny you went there because it's like, to me, I agree with you. RTO and RPO, I'd know, it's the industry, it's where I live, but I usually don't talk to the CFOs and CEOs about it. You're spot on. We're at the point today where most industries are unwilling to have downtime, and if they're unwilling to have it, how can they afford it? It has transformed to the point where it is affordable to protect your environment because the alternative is just not feasible in today's world. So it's all about simplicity. It's all about flexibility, meaning we don't, as Chris said, it doesn't matter whether you're using VMware or you want to go to the public cloud or some hybrid cloud. The Zerto technology, the HP technology is built on the idea that we don't care what you use, where you want to go, where you want to go from, and we'll work with you to figure out a cost-effective solution.

Rebecca Knight

>> So it's about simplicity and cost-effectiveness, but it's also about abiding by the law because we know that there are regulations, certainly in Europe, that will likely make their way to the US very soon. Talk a little bit about what you're seeing in terms of what governments are doing in terms of this moment.

Chris Schin

>> Well, first, I'm going to actually start with a use case that speaks directly to that. We have a customer, a big financial institution in Europe, a fairly large VM farm, and they were trying to come up with a cyber recovery solution that would conform to the latest regulations over there and using a backup-based technology. They had windows of vulnerability data loss, 12 to 24 hours long, and the time it took them to get back up and running was roughly 30 days. No matter what they did, that was their reality. They switched to the Zerto cyber recovery solution that we launched a couple months back, and they were able to bring that down to a window of vulnerability of seconds and tested over and over again their recovery in a matter of hours. So they went from being completely out of compliance to completely in compliance by changing to using our CDP-based solution, which makes sure that every change that happens in the primary environment is committed to the secondary environment and ready for you to fail over to.

>> One of the key things you said is you can test it.

Chris Schin

>> Yes.

>> For years, people wouldn't test their resiliency or disaster recovery and because it was too risky to test.

Matt Boris

>> It's true.

>> They said, "Well, we fail over. We can't really test it in full, but we think we're okay." Right?

Matt Boris

>> Well, that was incredibly true. I mean, I'm old enough for that. I was one of the guys that was my job when I came out of college. It never worked. I mean, we'd all try, but it would never work. Different technology and different time. The regulations make it really clear, and they are more European-focused today, but they're really clear that customers have to pay fines if they can't actually do certain things. I mean, one of them is if you go to an ATM and you can't check your balance, you can be fined for that. So imagine like a bank being down for seconds and that happens. So the overall answer is these regulations are driving change in Europe, but if you're a US company that wants to do any business in Europe, you're affected by it now and it will naturally head into the United States and other pieces. And so they have to be able to prove, "I have a runbook, this is how it works, and I can actually do a test." Because it used to be you want to do a test, but I can't, but no one really knows. As a business, I know what my risk is, but I don't have to publicly tell people. Now you have to publicly tell people, which is a little scary for these when you-

Chris Schin

>> If I could add one thing to that, the other thing to remember is that HPE as a broad organization does a tremendous amount of business in various government sectors. So these regulations that are coming out in the public realm, we've actually had to comply with most of them for many years because they were requirements of one or the other governments around the globe. So we've got a little bit of a headstart, I think, on some of that adaptation.

Matt Boris

>> I agree.

Chris Schin

>> Yeah.

Matt Boris

>> I want to ask you about the transformation of HP, then HPE, the split. There were data protection, backup assets, backup software assets inside of HP at the time. Those got sold off, the security business, much of the security business got sold off, and that opened up a whole new world. Two things, broadly happened. One is it exploded the partner ecosystem-

Matt Boris

>> Correct....

>> which there's an adjacency, I guess the overlap between you and some of the big partners. HP is not like super high, but there's overlap there. And it enabled M&A. Zerto comes in an M&A. Help us understand from the customer standpoint like where you guys fit, how you fit relative to some of the partners in the ecosystem. What's the right strategic fit?

Matt Boris

>> You want to take it? You want me?

Chris Schin

>> You start.

Matt Boris

>> Okay. I mean, for me, when I think about Zerto and the broader use cases for Zerto, to me, it's about cloud mobility, it's about mobility in general, on-prem or off-prem. It's about data recovery and resuming as quick as possible, which to me is the cyber world. That's really where it is. The partners out there, compliance, long-term retention, things that are super important to businesses. But for us, if a customer needs to recover quick and they need to resume their operations, I don't believe there's anything that's more reliable and faster on the planet. We've got 11,000 customers. We've been around for almost 15 years. All the other partners play parts into this and we work every day with them. But it's just, like you said, it's an adjacency.

Chris Schin

>> We sell alongside them. That's the simplest way to put it. We sell alongside them every day. Matt does. That's where I thought you were going to go to. I wanted you to start. But we do, honestly. There's a use case for DR for the most important workloads that you want zero downtime, and then there's a whole big underneath of the iceberg, which needs to be backed up and protected, but may not need to be recovered like that. So at the core, they're very different use cases. Obviously, as these waves like cyber and different things hit the shores, sometimes the messaging starts to get overlappy, but at the end of the day, the solutions are quite different.

>> But the follow-up question then is it's kind of that, is it a market or is it a feature question, but it's part of an integrated strategy inside of HPE. So where do you fit with respect to the announcements that were made this week? What's in there that excites you? You got a shout-out on the stage. Help us understand that.

Matt Boris

>> Why don't you start with the announcement you gave? Yeah.

Chris Schin

>> Okay. So obviously we talked about a lot of things today. We talked about private cloud for AI, we talked about a lot of the NVIDIA partnerships, talked about the training, talked about private cloud for AI. Maybe I already said that, but... Oh, we talked about the hypervisor project that we're working on. So from our realm here in the Zerto sphere, we sit alongside a lot of those other technologies. And as our technologies begin to adopt, for example, our KVM-based hypervisor, it's incumbent on Zerto to make sure that we can DR that hypervisor. So one of the important things to remember as we move, as I said earlier, from a very VMware-centric world to a much broader world, is that the ability to migrate from one platform to another and be multi-homed is going to be more important than ever. And if you think about the way Zerto protects, if you can go from VMware to AWS, that suggests that you can re-platform into an AWS world from a VMware world. So as we begin to build on this and add our own support for KVM, we have the ability to help people, not just DR, but move their workloads around and, immediately and instantaneously, transparently re-platform them from one location to another in a hybrid multi-cloud world.

Rebecca Knight

>> And what does that unlock for the customers?

Matt Boris

>> So you go on right to where I wanted to go-

Rebecca Knight

>> You're welcome....

Matt Boris

>> and we didn't even try that, to put that together. One of the big features of Zerto before we were acquired was the flexibility, was we used to say it really didn't matter what your hardware solution is. Well, that changed. We become part of HPE. I'm an HPE shareholder. We want to be part of the vision, the strategy. We care about that. This announcement's super important for us because it continues to show that we as a company, yeah, we have a lot of solutions we're trying to sell, but if you want to go to AWS as a customer, we're here to help you and support you. You want to go to another technology, we're here to support you. So the vision for us is the idea that we are still very flexible. We're still putting the research and development into what the market is dictating. The market, for the first time, with Broadcom's announcements is saying, "Maybe I'm going to go away from VMware, maybe I'm going to do other things." Well, if you're going to do other things, we're going to be here for you on that. So that's a big piece for our strategy. And the second point is the vaulting technology, which is a newer thing in the market, relatively newer, the idea that people need an actual cyber vault. Now, the term is out there, it's fluid. A lot of people use it different ways. For us, it's the concept that you need to be able to have something you know can recover from. It's air-gapped, it's immutable. Zerto fits into that with an all-inclusive appliance built on all HPE hardware and software. Super important for everything that we just talked about, everything that's happening in the market.

Chris Schin

>> So I would rephrase my question. I said, is it a feature or a market? It's a capability that's now integrated into the portfolio. Whether it's compute, the storage, the networking, it's there. And obviously, it's a for-pay service, and you can dial it up and dial it down depending on your RPO and RTO. So it's all coming together. It makes a lot of sense now. The acquisition going to make sense where it fits and that's good. Thank you for that, helping us understand that.

Chris Schin

>> Thank you.

>> It's a good show good. This is the biggest Discover I've been to. I love this tech talk. You can't really see in the camera . I was just watching, we didn't talk much about AI, but I was watching Dr. Lim Goh, who's all about AI, laying. I'm like, "Wow, I got to go back and watch that talk on demand. It's some really good stuff."

Chris Schin

>> Exactly, exactly.

>> So thank you guys. Appreciate it.

Chris Schin

>> Thank you.

Matt Boris

>> Thanks for having us.

Rebecca Knight

>> Chris, Matt, thanks so much for coming on the show.

Chris Schin

>> Thanks for having us.

Matt Boris

>> No problem.

Rebecca Knight

>> I'm Rebecca Knight for Dave Vellante and John Furrier. Stay tuned for more of the Cube's live coverage of HPE Discover 2024. You're watching the Cube, the leader in enterprise tech news and analysis.

Building resilience and mitigating risk with HPE and Zerto

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Rebecca Knight

>> Hello everyone, and welcome back to the Cube's live coverage of HPE Discover 2024. I'm your host, Rebecca Knight. Also here with Dave Vellante, my co-host, co-panelist, co-founder of the Cube. John Furrier is also with us this week. We have two guests for this next segment. We have Chris Schin, he is the VP and GM, Data Protection at HPE. Thank you so much for coming on the show, Chris.

Chris Schin

>> Thanks for having me.

Rebecca Knight

>> And Matt Boris, VP Go-to-Market Global Sales, Zerto, HPE. Thank you both so much.

Matt Boris

>> Thank you, . I'm glad to be here.

Rebecca Knight

>> So I want to start by having you both talk a little bit in broad terms about what you're seeing in the market right now. We just had a guest on who was talking about how data protection, the landscape has changed so dramatically even in the last couple of years. It used to be this sort of mundane box check and now, because of the way the ways in which threats have evolved and the need for cyber resiliency, customers think about it differently. What are your thoughts? Why don't we start with you, Chris?

Chris Schin

>> Sure. So I actually did a breakout earlier today on this and we talked about two specific phenomenon that we're seeing in the data protection market that are really dictating what all of the participants in the market are doing. The first one is we had the luxury for several decades of having sort of a single incumbent monopolizing hypervisor player in the market with VMware. They were basically in every organization. You could build your entire product suite around the expectation that VMware was going to be there. Increasingly, as we talk to customers for a variety of reasons, they're looking to spread that risk, be able to go on multi-different platforms, some in the cloud, some locally, some different hypervisors, some going to containers. What once was a very consolidated industry is fragmenting rapidly and so we as a data protection vendor have to adopt and adapt to that reality and that's what we're doing in the market today. We already, with Zerto, have the ability to go from and to in any combination, VMware, Hyper-V, AWS Cloud and Azure Cloud. So we already have a fair number of the options covered, but we're going to continue doubling down on that. The second thing that I'm sure you've heard from other people is despite the fact that AI is kind of the prettiest girl at the dance today, nobody's forgotten about cyber and ransomware and the threat landscape there. So whereas when I first got into the data protection market, the protection was against more natural disasters or power outages or floods, now by a long shot, everybody's looking at protecting themselves against cyber threats. I mean, that was always there, but it's gotten much more acute and we're seeing survey after survey that suggests that people are just paying the ransom to get out of that problem. So we're adapting to both realities in Zerto today.

Rebecca Knight

>> That's interesting. Great perspectives. I hadn't really thought about the VMware dispersal. And then, of course, COVID sort of shone a light on the fact that our business resilience strategies were really DR-focused. So many CIOs have told us that. Then you add in ransomware, security threats, everything, it's all come together and now you've become a fundamental component of cybersecurity strategies. So where do you all fit in that value equation?

Matt Boris

>> So I think you hit it well, which is the market's changed. Chris mentioned it. It used to be just, "I have to recover. It's okay if it takes me minutes, hours, or days," with the exception of some rare applications. The world has completely changed. No one's willing to not be able to click on an app and use it after a couple seconds. Where we really fit is the resume and recoverability and what we're seeing is most of the customers out there rely on traditional backup technology. Nothing wrong with it. They're great partners of ours, there are great companies out there. But when you rely on that technology, the analysts and that the real world data says people are down for anywhere from six to eight weeks. Six to eight weeks, you're going to lose me as a customer. We're all probably going to go to a different way if that happens. The solutions we're offering today are talking about recovering in seconds or minutes, and that is the true answer to the problem that exists. And if you can't recover in seconds or minutes, you get the data back in seconds or minutes to see what the problem is versus taking weeks and saying, "Oh, I got a problem with the data. Let me take weeks longer. I got a problem with the data." That's what we're seeing happen. And when you add in all the bad actors, you add in the compliance issues that are out there, we're trying to streamline all of that for our customers. Because as I said, I mean downtime, it's just not acceptable in today's world. We all move away from it.

Rebecca Knight

>> I remember when I first got into this business, I was an analyst at IDC and somebody said to me, "You got to speak in business terms on this topic. You got to talk about RTO and RPO." And I was like, "That's business terms? I don't know what business person would know what was recovery time objective." Okay, so recovery time objective, time it takes to get back, I guess, online, RPO, recovery point objective, how much data you lose.

Matt Boris

>> A hundred percent.

>> And then when you ask people... So I said, "If you want to talk in business terms, speak like this, 'How much data are you willing to lose?'" And the business person goes, "None. "

Matt Boris

>> None.

>> And then you say, "How big is the check you're willing to write?" That's business terms. Now what I'm inferring from what you're saying is that the technology has progressed so that you can get very fine granularity of RPO and RTO, fast recovery times and low RPOs, the RPO zero probably doesn't exist, at a much more cost-effective financial equation. Explain that.

Matt Boris

>> So it's funny you went there because it's like, to me, I agree with you. RTO and RPO, I'd know, it's the industry, it's where I live, but I usually don't talk to the CFOs and CEOs about it. You're spot on. We're at the point today where most industries are unwilling to have downtime, and if they're unwilling to have it, how can they afford it? It has transformed to the point where it is affordable to protect your environment because the alternative is just not feasible in today's world. So it's all about simplicity. It's all about flexibility, meaning we don't, as Chris said, it doesn't matter whether you're using VMware or you want to go to the public cloud or some hybrid cloud. The Zerto technology, the HP technology is built on the idea that we don't care what you use, where you want to go, where you want to go from, and we'll work with you to figure out a cost-effective solution.

Rebecca Knight

>> So it's about simplicity and cost-effectiveness, but it's also about abiding by the law because we know that there are regulations, certainly in Europe, that will likely make their way to the US very soon. Talk a little bit about what you're seeing in terms of what governments are doing in terms of this moment.

Chris Schin

>> Well, first, I'm going to actually start with a use case that speaks directly to that. We have a customer, a big financial institution in Europe, a fairly large VM farm, and they were trying to come up with a cyber recovery solution that would conform to the latest regulations over there and using a backup-based technology. They had windows of vulnerability data loss, 12 to 24 hours long, and the time it took them to get back up and running was roughly 30 days. No matter what they did, that was their reality. They switched to the Zerto cyber recovery solution that we launched a couple months back, and they were able to bring that down to a window of vulnerability of seconds and tested over and over again their recovery in a matter of hours. So they went from being completely out of compliance to completely in compliance by changing to using our CDP-based solution, which makes sure that every change that happens in the primary environment is committed to the secondary environment and ready for you to fail over to.

>> One of the key things you said is you can test it.

Chris Schin

>> Yes.

>> For years, people wouldn't test their resiliency or disaster recovery and because it was too risky to test.

Matt Boris

>> It's true.

>> They said, "Well, we fail over. We can't really test it in full, but we think we're okay." Right?

Matt Boris

>> Well, that was incredibly true. I mean, I'm old enough for that. I was one of the guys that was my job when I came out of college. It never worked. I mean, we'd all try, but it would never work. Different technology and different time. The regulations make it really clear, and they are more European-focused today, but they're really clear that customers have to pay fines if they can't actually do certain things. I mean, one of them is if you go to an ATM and you can't check your balance, you can be fined for that. So imagine like a bank being down for seconds and that happens. So the overall answer is these regulations are driving change in Europe, but if you're a US company that wants to do any business in Europe, you're affected by it now and it will naturally head into the United States and other pieces. And so they have to be able to prove, "I have a runbook, this is how it works, and I can actually do a test." Because it used to be you want to do a test, but I can't, but no one really knows. As a business, I know what my risk is, but I don't have to publicly tell people. Now you have to publicly tell people, which is a little scary for these when you-

Chris Schin

>> If I could add one thing to that, the other thing to remember is that HPE as a broad organization does a tremendous amount of business in various government sectors. So these regulations that are coming out in the public realm, we've actually had to comply with most of them for many years because they were requirements of one or the other governments around the globe. So we've got a little bit of a headstart, I think, on some of that adaptation.

Matt Boris

>> I agree.

Chris Schin

>> Yeah.

Matt Boris

>> I want to ask you about the transformation of HP, then HPE, the split. There were data protection, backup assets, backup software assets inside of HP at the time. Those got sold off, the security business, much of the security business got sold off, and that opened up a whole new world. Two things, broadly happened. One is it exploded the partner ecosystem-

Matt Boris

>> Correct....

>> which there's an adjacency, I guess the overlap between you and some of the big partners. HP is not like super high, but there's overlap there. And it enabled M&A. Zerto comes in an M&A. Help us understand from the customer standpoint like where you guys fit, how you fit relative to some of the partners in the ecosystem. What's the right strategic fit?

Matt Boris

>> You want to take it? You want me?

Chris Schin

>> You start.

Matt Boris

>> Okay. I mean, for me, when I think about Zerto and the broader use cases for Zerto, to me, it's about cloud mobility, it's about mobility in general, on-prem or off-prem. It's about data recovery and resuming as quick as possible, which to me is the cyber world. That's really where it is. The partners out there, compliance, long-term retention, things that are super important to businesses. But for us, if a customer needs to recover quick and they need to resume their operations, I don't believe there's anything that's more reliable and faster on the planet. We've got 11,000 customers. We've been around for almost 15 years. All the other partners play parts into this and we work every day with them. But it's just, like you said, it's an adjacency.

Chris Schin

>> We sell alongside them. That's the simplest way to put it. We sell alongside them every day. Matt does. That's where I thought you were going to go to. I wanted you to start. But we do, honestly. There's a use case for DR for the most important workloads that you want zero downtime, and then there's a whole big underneath of the iceberg, which needs to be backed up and protected, but may not need to be recovered like that. So at the core, they're very different use cases. Obviously, as these waves like cyber and different things hit the shores, sometimes the messaging starts to get overlappy, but at the end of the day, the solutions are quite different.

>> But the follow-up question then is it's kind of that, is it a market or is it a feature question, but it's part of an integrated strategy inside of HPE. So where do you fit with respect to the announcements that were made this week? What's in there that excites you? You got a shout-out on the stage. Help us understand that.

Matt Boris

>> Why don't you start with the announcement you gave? Yeah.

Chris Schin

>> Okay. So obviously we talked about a lot of things today. We talked about private cloud for AI, we talked about a lot of the NVIDIA partnerships, talked about the training, talked about private cloud for AI. Maybe I already said that, but... Oh, we talked about the hypervisor project that we're working on. So from our realm here in the Zerto sphere, we sit alongside a lot of those other technologies. And as our technologies begin to adopt, for example, our KVM-based hypervisor, it's incumbent on Zerto to make sure that we can DR that hypervisor. So one of the important things to remember as we move, as I said earlier, from a very VMware-centric world to a much broader world, is that the ability to migrate from one platform to another and be multi-homed is going to be more important than ever. And if you think about the way Zerto protects, if you can go from VMware to AWS, that suggests that you can re-platform into an AWS world from a VMware world. So as we begin to build on this and add our own support for KVM, we have the ability to help people, not just DR, but move their workloads around and, immediately and instantaneously, transparently re-platform them from one location to another in a hybrid multi-cloud world.

Rebecca Knight

>> And what does that unlock for the customers?

Matt Boris

>> So you go on right to where I wanted to go-

Rebecca Knight

>> You're welcome....

Matt Boris

>> and we didn't even try that, to put that together. One of the big features of Zerto before we were acquired was the flexibility, was we used to say it really didn't matter what your hardware solution is. Well, that changed. We become part of HPE. I'm an HPE shareholder. We want to be part of the vision, the strategy. We care about that. This announcement's super important for us because it continues to show that we as a company, yeah, we have a lot of solutions we're trying to sell, but if you want to go to AWS as a customer, we're here to help you and support you. You want to go to another technology, we're here to support you. So the vision for us is the idea that we are still very flexible. We're still putting the research and development into what the market is dictating. The market, for the first time, with Broadcom's announcements is saying, "Maybe I'm going to go away from VMware, maybe I'm going to do other things." Well, if you're going to do other things, we're going to be here for you on that. So that's a big piece for our strategy. And the second point is the vaulting technology, which is a newer thing in the market, relatively newer, the idea that people need an actual cyber vault. Now, the term is out there, it's fluid. A lot of people use it different ways. For us, it's the concept that you need to be able to have something you know can recover from. It's air-gapped, it's immutable. Zerto fits into that with an all-inclusive appliance built on all HPE hardware and software. Super important for everything that we just talked about, everything that's happening in the market.

Chris Schin

>> So I would rephrase my question. I said, is it a feature or a market? It's a capability that's now integrated into the portfolio. Whether it's compute, the storage, the networking, it's there. And obviously, it's a for-pay service, and you can dial it up and dial it down depending on your RPO and RTO. So it's all coming together. It makes a lot of sense now. The acquisition going to make sense where it fits and that's good. Thank you for that, helping us understand that.

Chris Schin

>> Thank you.

>> It's a good show good. This is the biggest Discover I've been to. I love this tech talk. You can't really see in the camera . I was just watching, we didn't talk much about AI, but I was watching Dr. Lim Goh, who's all about AI, laying. I'm like, "Wow, I got to go back and watch that talk on demand. It's some really good stuff."

Chris Schin

>> Exactly, exactly.

>> So thank you guys. Appreciate it.

Chris Schin

>> Thank you.

Matt Boris

>> Thanks for having us.

Rebecca Knight

>> Chris, Matt, thanks so much for coming on the show.

Chris Schin

>> Thanks for having us.

Matt Boris

>> No problem.

Rebecca Knight

>> I'm Rebecca Knight for Dave Vellante and John Furrier. Stay tuned for more of the Cube's live coverage of HPE Discover 2024. You're watching the Cube, the leader in enterprise tech news and analysis.