David Noy, Dell Technologies & Rob Emsley, Dell Technologies | Dell Technologies World 2023

foreign hey guys and girls welcome back to thecube's coverage of Dell Technologies World 2023 Lisa Martin here with Dave vellante this is our second day of coverage our first full day we were here last night as well a lot of news to unpack a lot of hot topics one of those hot topics is cyber resiliency we've got two of our alumni back to talk about that what it actually means how they're delivering it for customers from a Dell perspective Rob emsley is back with us director of product marketing at Dell Technologies and David doyersville VP of product management guys great to have you back thank you for joining us today thank you thanks for having us Lisa yeah great to be back it is it is so I've been hearing so much about cyber resiliency the last year particular particularly and I always Wonder to different companies fees and customers what does it mean to actually be cyber resilient as we know in today's age ransomware is no longer a is it going to happen it's when the supply chain obviously the risks there that we've all experienced how do you David and maybe Rob commentary from you how do you define how does Dell Define Cyber resiliency well it's a number of different things but you know holistically we kind of talked about the three eyes a lot which is immutability isolation and intelligence and you know really immutability is kind of like your first line of defense that's making sure that you can't delete your uh good copies of data that you can keep snapshots and make sure that nobody's tampered with them and get back from them which is great but you know that's where a lot of uh the products that provide cyber resilience stop is around immutability really what we believe is that not only that if you've got to compromise there's potential that something's been compromised for quite some time and by the way someone's got key east of the Kingdom could potentially cause even more damage and so we talk about isolation as the next step which means taking your data and putting it in another location that's air gapped where the bad guys can't get at it because it's not open all the time and basically it's not a pathway for them to get there and then intelligence is the last part which is more than just looking at hey is my data changing frequently but actually being able to look at the data and go based on the signatures of what we know attacks look like we believe that attack occurred and here's what the impact was so you can get back as quickly as possible that recovery is table Stakes absolutely absolutely yeah I think the reason why that's so important is if you just take one of those yeah you know I can do isolation Okay I got an air gap but like when I talk to practitioners they say yeah but the other thing that I I worry about is that sometimes Ransom you got to go through a process it's too hard and so the bad guys are like let's just threaten to release their data and so and if they do that then you're screwed okay so you have to have that third piece which is the intelligence do my question is do customers how well do customers understand that how comprehensive are they taking this approach kind of pre-pandemic post-pandemic I think you know the attack the number of attacks has just gone up and up and up the volumes have gone up and people realize now that you need a clean room environment to bring your data back into you can't just bring it back into production because your names your DNS could have been compromised your active directory could have been compromised and so those compromises could be so prevalent within your environment that if you don't come back into an air gapped clean room environment there's a chance that you bring your data back and you're hacked all over again so customers are starting to understand that and then the second part is you know you may have had an attack that's been latent in your environment for a very long time we talked to customers who maybe they've gone 30 days and the data has already been compromised you know the days of malware going in and just randomly encrypting everything that's over now it's much more sophisticated attack it's like flip a few bits you can't bring the files back online but if we know what kind of signatures to look for then we can identify that that happened where it happened and that makes that recovery process that we discussed so much faster if I have to bring back a few hundred files versus millions and billions of files that's a much faster recovery process and talked about ransomware being a this is it's happening all over the place customers have to have to be able to be resilient can you comment on how Dell is working to incorporate some of the design principles that David talked about talk about that from Adele Technologies perspective yeah for sure I mean certainly you know one of the biggest misconceptions that customers have is that it's not going to happen to me you know my my industry is is not a big enough Focus for cyber criminals and that is really just proving to not be the case I mean we've seen customers ranging in every industry segment whether it be education to health care to certainly to finance which everybody thinks that's where people go first but really the Cyber criminals are looking to disrupt you know every customer across every segment and then um you know look to them for financial benefit so certainly from our perspective um this is where backup and Recovery over the last few years has become a central element of the discussion around how to become more cyber secure and certainly the the element of cyber resiliency backup and Recovery is not there to prevent bad things from happening to you it's there to get you to be able to recover when the inevitable happens you know and that's I think why you're seeing in the backup and Recovery market so much focus is on cyber security and and certainly we've been finding that that our cyber Recovery Solution has become almost like one of the first discussions that we have with our clients certainly our existing clients that been with us for a long time are extending their environments with cyber recovery vaults that provide isolation and intelligence but also we're finding that completely new customers that maybe their uh previous environment has failed them are coming to US based on our our expanded story what what's the profile slash persona you know titles of the customers that you're engaging with who is it is it is it secops is it the sort of admin team the storage team but it's interesting I think that you know in Years Gone by there was always the uh the joke that when you went to sell back at you would take the stairs down to the basement but really now when you're selling back in recovery in the modern world you're taking the elevator to the top floor to the boardroom you're talking to the CSO you're talking about risk you're talking about it's not a case of if but when it's a case of you will be hacked you need to embrace that and be ready for the time to bring the business back online so definitely the level of customer that we're talking to is definitely increased you only have to look at the the examples around the world of customers that have been impacted around the level of of people in those companies that are having to talk to the media having to go public and it's not the the IT director it's the CEO you know it's the the CSO that are having to get on the phone get on on the on the news channel to explain what they've done and how they've recovered nobody wants to be the next headline right but to your point it's those Folks at the top that have to answer to uh brand reputation damage customer churn the the you know the failure of the business David talk a little bit about in addition to cyber resiliency some of the other expected outcomes as Rob pointed out there is no industry that is safe from the sophistication of these of hackers but in terms of some of the other expected outcomes what can customers expect Dell to deliver for them well I think there's a couple of things I mean we talk about um our security but we also talk about being more modern and also talk about resilience so look you're talking to Dell let's just talk about resilience for a minute we have a great heritage in our data protection portfolio our purpose-built backup array the power protect DD previously known as data domain has just a long history and Heritage of being just bulletproof in terms of extremely stable highly resilient can't lose data no matter what and that makes its way into all of the products in our next Generation products we've launched a recently an integrated Appliance called DM 5500 which has that DNA in it second one we talked about is simplicity so what could you expect from Dell we understand customers pain points and one way of avoiding errors and you know loss of data in the environment is not just building a cyber Vault but making sure that the environment is wrapped up and simple and what I mean by wrapped up and simple is you can't make any mistakes we want to make it easy to deploy we want to make it easy to use and we also want to prevent you from creating situations where you put yourself In Harm's Way so the whole goal of the products that we're putting out now is to make sure that it's easy to use as possible and make sure that they're basically uh don't let you shoot yourself in the foot now security plays itself plays through all of that uh in a number of different ways as well so because you're buying from Dell we own the product top to bottom the software all the way through the hardware stack so it's not just about you know immutability and detecting that a Cyber attack has occurred but we can actually secure the entire box to make sure that the BIOS is secure that someone can't go in and just because you used immutability instead of retention lock that said hey this data has to be retained for seven years I can't go in as a hacker and push the clock forward to 2033 and all of a sudden all my data is now deletable whoops and now I don't delete it all I can actually lock the whole thing down because I own that operating environment doesn't mean we're not Building software-defined Solutions we want to be able to pick those same Solutions up and run them in the cloud run them anywhere but when we ship as a Dell solution top to bottom that vertical integration gives us a lot more control to keep the bad guys out how are customers wanting to consume this capability yeah it's um you know one of the realities is is uh it's it's many ways it's it's multiple consumption models you still have people interested in uh in capital expenditure uh uh Opex and subscription is certainly On The Rise uh we still have many customers that look to deploy backup and recovery on premises but we're definitely seeing uh more and more customers look to deploy backup and Recovery in the cloud certainly if their workloads move to the cloud then they want the ability to use the same backup Recovery Solutions that they've relied on on premises in the public clouds so if you think about yesterday's uh announcement around Apex storage for the public Cloud a key element of that that we've been doing for several years is Apex protection story which started really and that has been where we have literally almost 2 000 customers around the world old and over the last three years you know were were proud to say that we're protecting over 17 exabytes of data across all of the three major public Cloud providers and the great thing is is that it's the same DNA as as uh as David mentioned that they've been relying on within their physical appliances we lift and shift it and we provide it as a complementary solution to object storage within the public Cloud so if you think about object storage people always think well that's a very cost effective architecture but when you when you marry that with uh industry-leading deduplication the cost to serve for them because cloud is not free so efficiency in the cloud becomes a very key element and we and we've sort of looked to all of the solutions across public Cloud environments and we're up to 80 percent more cost effective when you deploy King Dell data protection Solutions in the public Cloud so it's both the protection and then expanded to cyber recovery because one of the things that we've talked to you about in the past is cyber recovery on premises but also cyber recovery with Apex protection storage in all of the public Cloud providers if I may like uh Rob brings up a really good point about people wanting to get those cost advantages of protecting data in the cloud I was talking to some customers at deltec World here who are getting 80 to 1 reduction in their particular environment so if you think about reducing your Cloud cost by 80 to one it's just phenomenal in terms of driving down the actual cost of infrastructure that's just that's a big deal so you mentioned some great stats Rob Caitlin Gordon actually mentioned the same was it 17 exabytes yes of data protected in the cloud uh you talked about thousands of customers yet the the global data protection index survey that's something that Dell sponsors every year showed that from over a thousand decision makers still uh two-thirds are of organizations are still concerned we don't have the right existing measures in place here two-thirds of them also believe that ah this future of work this remote work from anywhere is a risk so obviously the value prop is there The Tam is there what do you say to prospective customers who come to you in this two-thirds bucket saying we don't have the confidence yeah they'll help us get there it's interesting and and you bring up an interesting stat because I think some of it is because until you've been impacted you have a a kind of a lack of confidence that the tooling that you have is going to get the job done you know one of the things that um you know has often been written about is that customers need to think about how they can become cyber resilient organizations and one of the ways to do that is to hire for failure hire people that have actually experienced the Cyber attack because then they're not afraid to understand what is needed so some of it is they're not they're concerned that they're technology but often that's a a shorthand that they're just concerned that the technology and the organization is just not prepared to go through the steps that are necessary and that's where Dell can help them because we've certainly been talking about technology but the other side of the coin is people yeah and Dell has a lot of people working in Global Services and it's amazing and David knows this even customers that haven't implemented our cyber recovery vaults but are using our our Dell backup and Recovery products when they have issues people are only a phone call away incident response and the ability to put people boots on the ground immediately and to man like 24x7 help desks for them become so important and then one of the big differentiators is remember is Dell is an end-to-end infrastructure company so it's not just backup and Recovery that needs to be looked after we're able to to bring equipment quickly and urgently in order to bring back production environments because remember when your production environment is impacted it's often a crime scene you can't get back to it the authorities are investigating what happened so you need a supplier that can not only look after your day there but can give you a place to put it back and that's one thing that Dell is fantastic at doing you know that Dynamic that you mentioned about a lot of customers you know to the nature of data protection you know back up as if if you've been snake bitten then you right you go out and get your stuff protected even down to the PC level that's the way it you know sort of used to be I think there's much more awareness of it now do you think that people are beginning I mean it's still a Fear Factor I get that but there is a business case in terms of you know if I can use Insurance terms reduction in expected loss you know there's a probability that in within the 10-year period you're going to take a loss of X and that the insurance company will you know bet their business on that is there a more of a mathematical business case approach to this Beyond hay board you know your reputation is going to go down the toilet are people beginning to quantify the business case in new ways well I mean I think they are and I think that they're they're recognizing that they need to invest more and that's why that is those Investments are happening and you see it you know throughout the data protection industries that people are investing more um but not just in terms of buying infrastructure but also in terms of bringing in those expert people who can make sure that yes not only is there going to be a cost incurred if we actually experience one of these things but let's bring in people who are experienced who've done this a thousand times at Del Tech World here we announced something called Product success accelerators we talked about backup but there's a product success accelerator specifically for data protection and if you were to be able to pay for that additional service you're going to bring in people who have a run book of how they've done this at a thousand different customers and they're going to basically do it using well-known try it and true tested techniques to make sure that you have consistent policies that are set up in the right way that you can get back your data and they'll be with you the whole way um so it is an additional investment and we see people making that investment and they're making that business case and that's why we're taking that elevator to the CSO because they understand that even when budgets are tightening and you're in kind of this economic terms that we're in right now that this is not the kind of thing that you can basically skimp on so but they have to make a choice like with your data how far do you want to go you can go as far as just doing immutability which we talked about earlier and that's kind of the the least that you want to probably the least investment you can do to protect your data you can go all the way to that cyber Vault that we talked about that's the most and customers have to make that choice as hey for what portion of my data just requires immutability and what portion requires that extra investment because it's so Mission critical this set of applications run my business and without them that's the lifeblood I need to be able to get them back quickly and they're willing to make that investment and if I don't have the talent you're saying you can provide me with a service that can close those gaps and I can do that through Partners you can well they're looking to expand that to Partners later right now it's a Dell driven service that will expand over time okay but basically there's three levels which is one is we're going to help you get set up and we're going to train your people so that you have the expertise in-house to go and do that you'll teach me how to fish teach you how to fish the next one is we'll come in and pure periodically make sure that everything's okay we'll check okay you're all and you're in compliance everything looks good all of the bits that you have to set are all set you're at the right code levels and so on and so forth and then there's kind of a third level which is not quite a fully managed service but it's like a eight by five level of service which means that we're going to be with you every step of the day uh every step of the way during the work day we're going to make sure that if you have a question as you're doing things worse you've got a buddy standing right next to you who's well versed in cyber security and they're going to actually help you and make sure that you're successful and if you're willing to make those Investments depending on where you land and where you're where your business case that you make to your executive staff lands you can choose one of those services and get the outcome that you're Desiring a lot of flexibility in what Dell's delivering which doesn't surprise me guys thank you so much for joining us on thecube today talking about modern simple resilient data protection how you're delivering it and what the outcomes are the customers can expect we really appreciate you guys joining us on the program today I'm Lisa Martin up next JJ Davis is back on thecube we're going to be talking about Dell's ESG priorities and some of the progress probably a lot they've made on their moonshot goals we talked about last year stick around foreign [Music] foreign

2023-05-30 06:13

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