Speaker:
00:00:02
This week on no hardware required.
Speaker:
00:00:04
We're talking about Druva's MSP program with me as always
Speaker:
00:00:07
is my co-host Stephen Manley.
Speaker:
00:00:09
Our CTO.
Speaker:
00:00:10
Thanks for joining.
W. Curtis Preston:
00:00:13
hi, and welcome to Druva's No Hardware required podcast.
W. Curtis Preston:
00:00:17
I'm your host, w Curtis Preston, aka Mr.
W. Curtis Preston:
00:00:19
Backup.
W. Curtis Preston:
00:00:20
With me, I have the guy that, um, appears to have moved to the Netherlands,
W. Curtis Preston:
00:00:26
uh, since the last time I saw him
Stephen Manley:
00:00:29
Or Florida.
W. Curtis Preston:
00:00:31
or Florida.
Stephen Manley:
00:00:32
it.
Stephen Manley:
00:00:32
It's oranges behind me.
Stephen Manley:
00:00:33
No, no.
Stephen Manley:
00:00:33
Hey, hey.
W. Curtis Preston:
00:00:34
look like you're at the World Cup with,
W. Curtis Preston:
00:00:36
uh, with the, the Netherlands.
Stephen Manley:
00:00:39
Uh, well, the, I I, if I recall correctly, they didn't even make
Stephen Manley:
00:00:42
it through the group stage, did they?
Stephen Manley:
00:00:44
Or no?
Stephen Manley:
00:00:44
Wait, they wait.
Stephen Manley:
00:00:46
Did they beat the
W. Curtis Preston:
00:00:46
wasn't a good World Cup for the Netherlands, but
Stephen Manley:
00:00:49
Yeah, that's all right.
Stephen Manley:
00:00:50
That's all right.
Stephen Manley:
00:00:51
The important thing is that England finally, oh wait.
Stephen Manley:
00:00:54
No, they didn't.
W. Curtis Preston:
00:00:59
That's just, that's just not nice.
W. Curtis Preston:
00:01:01
That's not nice.
W. Curtis Preston:
00:01:02
Well, we have a couple of guests.
W. Curtis Preston:
00:01:04
we're gonna talk about some stuff we don't normally talk about here on the podcast.
W. Curtis Preston:
00:01:08
And, uh, so I want to introduce our guests.
W. Curtis Preston:
00:01:11
We have Andy, Abbey, and Hiran Perera.
W. Curtis Preston:
00:01:14
How's it going guys?
Andy Abbey:
00:01:16
Very well, thank you.
Andy Abbey:
00:01:16
Thanks, Curtis.
Hiran Perera:
00:01:17
Yeah, going great.
Hiran Perera:
00:01:18
Thanks for having us.
W. Curtis Preston:
00:01:20
uh, Hiran looks ready to do.
W. Curtis Preston:
00:01:23
Some sort of sport behind him with that.
Hiran Perera:
00:01:26
My wife's bike, I don't
W. Curtis Preston:
00:01:28
Oh, that's your wife's bike?
Hiran Perera:
00:01:29
Yeah, mine is off to the side.
Hiran Perera:
00:01:31
It's uh, it's also a nice bike, but, um, yeah.
W. Curtis Preston:
00:01:35
Gotcha.
W. Curtis Preston:
00:01:36
It just happens to be your wife's bike in view.
W. Curtis Preston:
00:01:38
I like it.
W. Curtis Preston:
00:01:38
I
Hiran Perera:
00:01:39
It's, it's prettier than mine.
Hiran Perera:
00:01:40
So hence it gets the center of stage
W. Curtis Preston:
00:01:43
So you know, we're gonna talk about Druva's MSP program
W. Curtis Preston:
00:01:47
and there may be listeners or viewers.
W. Curtis Preston:
00:01:52
That are unaware that we have a, uh, an M S P program.
W. Curtis Preston:
00:01:56
So who wants to jump in and just sort of describe what the program is?
Hiran Perera:
00:02:00
Yeah, I can do that.
Hiran Perera:
00:02:01
So, um, Druva's MSP program is essentially a program for MSPs, meaning there's
Hiran Perera:
00:02:08
different commercials and so on, extra assistance from us, uh, as, as a partner,
Hiran Perera:
00:02:13
as a software vendor that our typical partners don't get as well as a product.
Hiran Perera:
00:02:18
So we've got multi-tenant capabilities, you know, manage
Hiran Perera:
00:02:22
multiple customers from a single view.
Hiran Perera:
00:02:23
All of that.
Hiran Perera:
00:02:25
And you know, the reason that, uh, we exist as a team is, uh, we want to
Hiran Perera:
00:02:30
help our MSPs differentiate, right?
Hiran Perera:
00:02:32
We want to help them do good business because, you know, there's, there's a
Hiran Perera:
00:02:35
bunch of things that we get from MSPs, you know, every time we sign up a partner that
Hiran Perera:
00:02:39
they asked, you know, questions like the topic of this, uh, uh, episode, you know,
Hiran Perera:
00:02:45
how do we price and package these things?
Hiran Perera:
00:02:47
How do we make sure that we're profitable?
Hiran Perera:
00:02:49
How do we stand out from the crowd?
Hiran Perera:
00:02:51
And that's why we exist.
Stephen Manley:
00:02:53
So, so, so I gotta ask you Hiran, cuz you know, I've been
Stephen Manley:
00:02:56
to Druva for a while and you know, Curtis and I, are you always talking?
Stephen Manley:
00:03:00
There's no hardware required.
Stephen Manley:
00:03:02
You know, we do the job for you.
Stephen Manley:
00:03:04
You know, this product runs itself.
Stephen Manley:
00:03:07
So if I'm a customer, I'm looking at this and I'm saying, so why do I
Stephen Manley:
00:03:10
need an MSP for a product like Druva?
Stephen Manley:
00:03:12
I see why I need it for one of those legacy Lego put it
Stephen Manley:
00:03:15
together yourself products.
Stephen Manley:
00:03:16
But why, why, why would a Druva customer need, need an mss?
Hiran Perera:
00:03:20
Yeah.
Hiran Perera:
00:03:21
Yeah, good question.
Hiran Perera:
00:03:22
So you know what the, what the customer's doing by going to an ms.
Hiran Perera:
00:03:27
doing a few things.
Hiran Perera:
00:03:27
Number one, they're, they're buying an outcome, right?
Hiran Perera:
00:03:31
So what they're getting is all that really good technology, but they're
Hiran Perera:
00:03:34
getting guaranteed, or, you know, an SLA on a success rate, right?
Hiran Perera:
00:03:39
So you get the product and you get a success rate of 98% from the, uh, you
Hiran Perera:
00:03:44
know, backup success from the msp.
Hiran Perera:
00:03:46
And you've also gotta think about you.
Hiran Perera:
00:03:49
MSPs, they're, they're, you know, a bunch of, uh, tech nerds that get together and
Hiran Perera:
00:03:55
they, you know, uh, they are, you know, experienced in just technology, right?
Hiran Perera:
00:04:01
So their job, they've got, you know, uh, two or three backup
Hiran Perera:
00:04:05
administrators watching stuff, improving stuff day to day.
Hiran Perera:
00:04:09
So it's that expertise for the front end implementation, but
Hiran Perera:
00:04:13
also the eyes on the product, making sure things are successful.
Hiran Perera:
00:04:18
continue to be so right.
Hiran Perera:
00:04:20
So
Andy Abbey:
00:04:20
And I think just to, just to add to that, I think MSPs are really
Andy Abbey:
00:04:23
good at creating service ecosystems.
Andy Abbey:
00:04:26
Um, they have backup as a services, maybe one line item in their
Andy Abbey:
00:04:29
service catalog, but they might also offer security services as well.
Andy Abbey:
00:04:33
And they tend to bundle services together to create a general outcome.
Andy Abbey:
00:04:37
And generally, you know, if, if a, if a, if an MSP's working, um,
Andy Abbey:
00:04:41
you know, one of their customers is a law firm that law firm's.
Andy Abbey:
00:04:45
Core competency isn't backup.
Andy Abbey:
00:04:47
It, isn't it?
Andy Abbey:
00:04:48
So to offload that off to an MSP is, is, you know, that's giving them a
Andy Abbey:
00:04:52
benefit, their interest in the outcome, not necessarily product features.
Andy Abbey:
00:04:57
And it is always seen as a cost center in, in organizations like that.
Andy Abbey:
00:05:01
So partnering with an MSP opens a door to outcome focused, um, services
Andy Abbey:
00:05:07
rather than product features and hiring a bunch of technical staff
Andy Abbey:
00:05:10
in the background, which quite frankly could be used for, for other.
W. Curtis Preston:
00:05:15
So with an M S P, they're not, it's not
W. Curtis Preston:
00:05:18
like, it's not just a VAR.
W. Curtis Preston:
00:05:20
The, the M S P can actually run the Druva console for them, basically
W. Curtis Preston:
00:05:25
monitoring their backups, making sure that the backups that are supposed
W. Curtis Preston:
00:05:29
to be happening are happening.
Andy Abbey:
00:05:32
exactly that.
Andy Abbey:
00:05:32
So with the Druva.
Andy Abbey:
00:05:34
MSP program, what Druva built is, um, um, a managed service center,
Andy Abbey:
00:05:38
which offers, uh, the ability for the MSP to provision their own tenants.
Andy Abbey:
00:05:43
Um, Once them tenants are provisioned, um, the MSP then can add their own value
Andy Abbey:
00:05:49
on top of that, they can manage those tenants on behalf of their customers.
Andy Abbey:
00:05:52
They could even, um, you know, delegate access to the end
Andy Abbey:
00:05:56
customer, so they, so you can have a co-managed, um, offering as well.
Andy Abbey:
00:06:00
Uh, so it just gives them that flexibility to offer a range of different services.
Andy Abbey:
00:06:04
So from a very basic offering where, you know, the customer might do some
Andy Abbey:
00:06:08
management themselves, um, Hey, the MSP might look after the backups on a
Andy Abbey:
00:06:13
weekend because they don't want employ staff to look at stuff on the weekend.
Andy Abbey:
00:06:16
So there's different, uh, ways.
Andy Abbey:
00:06:18
Means an M S P can construct a service using Druva's managed service center.
Andy Abbey:
00:06:24
Um, as well as that they get intuitive reports.
Andy Abbey:
00:06:27
Uh, the ability to do, uh, billing.
Andy Abbey:
00:06:28
We've got really good API integration into the managed service center as well.
Andy Abbey:
00:06:32
So it gives the MSP the ability to do a lot of customization, and I think that
Andy Abbey:
00:06:36
to Hiran's point, differentiate just, just from the regular Druva products.
Stephen Manley:
00:06:42
So, so, so I'm curious.
Stephen Manley:
00:06:43
I mean, because, because Hiran, uh, I think, uh, just lovingly
Stephen Manley:
00:06:47
described the MSPs as a bunch of tech nerds, which is awesome.
Stephen Manley:
00:06:50
Uh, and, and you mentioned the APIs, so, so I guess how, how many of these
Stephen Manley:
00:06:54
MSPs are they, are they building things on top of our APIs, whether it's
Stephen Manley:
00:06:58
the billing or other kind of stuff?
Stephen Manley:
00:07:00
Is that, is that a core piece of what they're trying to.
Andy Abbey:
00:07:03
Yeah, absolutely.
Andy Abbey:
00:07:04
I've got a couple of examples.
Andy Abbey:
00:07:05
Uh, with, with MSPs in EMEA, which is my kind of area responsibility, they
Andy Abbey:
00:07:10
often surprise me when we go onto a call, what they've done with our
Andy Abbey:
00:07:13
APIs, that they're moving data into a, into a centralized data warehouse.
Andy Abbey:
00:07:18
They're, they're reacting to their clients' and customers needs.
Andy Abbey:
00:07:22
The ability to produce reports necessarily, which we haven't
Andy Abbey:
00:07:25
constructed out of the box.
Andy Abbey:
00:07:27
MSPs are doing that in the background.
Andy Abbey:
00:07:28
They're building reports that are useful for their customers and like I said, that
Andy Abbey:
00:07:32
might be moving data into data warehouse and then querying that and running reports
Andy Abbey:
00:07:36
that frankly we don't have because, you know, we haven't developed them so often.
Andy Abbey:
00:07:41
Surprising us with, with what they've been able to do with the.
Hiran Perera:
00:07:44
The other thing, think about the things that
Hiran Perera:
00:07:46
we have API integration for.
Hiran Perera:
00:07:48
Maybe the smaller and mid-market customers don't, uh, necessarily have the tools
Hiran Perera:
00:07:52
for like XDR and stuff like that.
Hiran Perera:
00:07:54
So they sort of, MSPs can unleash the more advanced capabilities and, you know,
Hiran Perera:
00:08:00
really get the value outta the product.
W. Curtis Preston:
00:08:01
So you committed the, uh, using an
W. Curtis Preston:
00:08:05
acronym without defining its sin
Hiran Perera:
00:08:07
Oh yes, xdr, it's those systems that, uh, pull in all the logs,
Hiran Perera:
00:08:13
make sense of it and spit something back out and say, Hey, there is a, you
Hiran Perera:
00:08:16
know, an event to, to look out for here.
Hiran Perera:
00:08:19
What do we do?
Hiran Perera:
00:08:19
And then, you know, Druva says This event has happened.
Hiran Perera:
00:08:23
Those systems, XDR seams come back to Druva and say, you need to quarantine
Hiran Perera:
00:08:27
that file because it's a threat.
Hiran Perera:
00:08:30
and then Druva will come back and say it's quarantined.
Hiran Perera:
00:08:33
We're never gonna recover that back into the um, the
Hiran Perera:
00:08:36
environment.
Stephen Manley:
00:08:37
And Curtis, just for your benefit, xdr, is, is stands for,
Stephen Manley:
00:08:41
uh, extended detection and Response.
Stephen Manley:
00:08:43
And so, so these, this is sort of the more modern security tools that
Stephen Manley:
00:08:47
where, again, it's not just about.
Stephen Manley:
00:08:48
Let's build a perimeter.
Stephen Manley:
00:08:49
Cause we all know that's gonna get compromised.
Stephen Manley:
00:08:51
It's, it's that extended detection and response that you're trying to do
Stephen Manley:
00:08:54
internally to keep on top of things.
Stephen Manley:
00:08:57
And, and, and Hiran has a good point, is that because that's newer tech,
Stephen Manley:
00:09:00
because it's a newer approach, a lot of times companies don't have
Stephen Manley:
00:09:04
that kind of expertise themselves.
Stephen Manley:
00:09:06
So being able to plug in Druva with some of those tools.
Stephen Manley:
00:09:09
Uh, again, I think where Andy was going is, is, is getting that end-to-end bundle.
Stephen Manley:
00:09:13
So it's like the goodness of Druva, which is, we do the job for you,
Stephen Manley:
00:09:16
but now it's a broader job that the MSP's doing for the customer.
W. Curtis Preston:
00:09:20
Right, right.
W. Curtis Preston:
00:09:21
So I know that you guys, when we first said we wanted to have this
W. Curtis Preston:
00:09:26
chat, you wanted to talk about bundling and, you know, because I
W. Curtis Preston:
00:09:30
don't live that world, I was like, wow, that sounds really exciting.
W. Curtis Preston:
00:09:35
Um, what , why, why are we talking about bundling?
W. Curtis Preston:
00:09:40
That's what I, that's what I want to.
Hiran Perera:
00:09:42
Yeah.
Hiran Perera:
00:09:43
Yeah.
Hiran Perera:
00:09:43
Uh, good question.
Hiran Perera:
00:09:44
So, you know, when we, when we, uh, speak with MSPs that sort of, you know, join
Hiran Perera:
00:09:51
up for our program and so on, they're always asking things like, all right,
Hiran Perera:
00:09:54
now that I've got these tool sets at my fingertips, how do I get these in
Hiran Perera:
00:10:00
the hands of my customers, uh, easier.
Hiran Perera:
00:10:02
And so bundling is one of those approaches where we.
Hiran Perera:
00:10:06
If you've got a customer that's buying M 365 from you, bundle back up with that.
Hiran Perera:
00:10:10
Right?
Hiran Perera:
00:10:11
So there are a few ways that they can do that.
Hiran Perera:
00:10:14
You know, they can just, um, you know, uh, have it as an opt-in by default, right?
Hiran Perera:
00:10:20
And so they say We sell M 365 secured, protected, and all this stuff, and you
Hiran Perera:
00:10:27
know, it might be X dollars per user.
Hiran Perera:
00:10:30
and included in that is the backup, right?
Hiran Perera:
00:10:32
So that's like the easiest approach for number one.
Hiran Perera:
00:10:35
An MSP wants to make sure they're giving, you know, a top end solution
Hiran Perera:
00:10:38
to customers and differentiating it.
Hiran Perera:
00:10:40
So their version of M 365 versus, you know, a typical reseller that's
Hiran Perera:
00:10:46
just doing M 365 is a lot better.
Hiran Perera:
00:10:49
There's more value in, it's everything the customer wants
Hiran Perera:
00:10:51
in one package, in one bundle.
Hiran Perera:
00:10:53
Customer doesn't have to think about it.
Hiran Perera:
00:10:55
And so that's, you know, bundling our product in with existing, uh, products
Hiran Perera:
00:11:01
that they're already selling, and it's also bundling their value added services.
Hiran Perera:
00:11:07
Right?
Hiran Perera:
00:11:07
So Andy was talking a lot about, you know, the, the value that an MSP brings that,
Hiran Perera:
00:11:12
you know, frankly Druva, uh, doesn't, you know, we're not, we're not built
Hiran Perera:
00:11:16
for, you know, eyes on the backups every single day and, and testing those for the.
Hiran Perera:
00:11:22
Whereas the MSP can bundle in their, say, advanced or premium packages, uh,
Hiran Perera:
00:11:27
quarterly disaster recovery tests, right?
Hiran Perera:
00:11:30
Where they leverage, say our capability to, uh, do disaster recovery
Hiran Perera:
00:11:36
from, uh, VMware to aws, right?
Hiran Perera:
00:11:39
And there's orchestration that we have in that platform.
Hiran Perera:
00:11:42
The MSP can then leverage that and bundle in recovery testing that happens every.
Hiran Perera:
00:11:48
And the value of that to the customer is, you know, catching
Hiran Perera:
00:11:51
configuration drift, right?
Hiran Perera:
00:11:52
We've all seen this where, you know something, you know,
Hiran Perera:
00:11:55
we did a DR test a year ago.
Hiran Perera:
00:11:57
Uh, we do it a year later when there's an actual event and nothing works, right?
Hiran Perera:
00:12:02
So to catch that it's, you know, an application change, there's another
Hiran Perera:
00:12:06
server added, there's a, you know, a different kind of architecture
Hiran Perera:
00:12:10
that we have to make sure the backup system captures and orchestrates
Hiran Perera:
00:12:15
back in the disaster recovery.
Hiran Perera:
00:12:17
So they're the sorts of things that you want to sort of the MSP bundles in and
Hiran Perera:
00:12:22
they make it easy for the customer, you know, basic versus the premium option.
Hiran Perera:
00:12:28
Um, you know, uh, all of this stuff gets bundled in together.
Hiran Perera:
00:12:31
The customer doesn't have to go and, you know, check a million boxes for, uh, a
Hiran Perera:
00:12:35
million different things that they want.
Andy Abbey:
00:12:38
think just to add to that as well, I mean, the title of
Andy Abbey:
00:12:40
the podcast is No Hardware Required.
Andy Abbey:
00:12:42
Now for an MSP to build a DR as a service offering is incredibly expensive.
Andy Abbey:
00:12:48
With all the hardware, software, and the management and the
Andy Abbey:
00:12:51
complexity around that, just for.
Andy Abbey:
00:12:53
One service line item is incredibly costly.
Andy Abbey:
00:12:56
With Druva, they can actually add that service line item pretty easily
Andy Abbey:
00:13:00
with no upfront cost in hardware.
Andy Abbey:
00:13:02
You know, they're not taking out long-term leases and things like that and like, you
Andy Abbey:
00:13:07
know, to, to Hiran's point as well, um, you know, a lot of customers just don't
Andy Abbey:
00:13:11
build DR platforms like they used to.
Andy Abbey:
00:13:14
They don't have multiple data centers, et cetera.
Andy Abbey:
00:13:17
You know, an MSP partnering with Druva get that out of the box, essentially
Andy Abbey:
00:13:21
they can go to market with a DR service.
Andy Abbey:
00:13:24
Not only that, we also talk about AWS as well and how they can potentially
Andy Abbey:
00:13:28
have service management for aws.
Andy Abbey:
00:13:30
They can manage, um, aspects of AWS for the customer.
Andy Abbey:
00:13:33
That also adds another service line item that's additional
Andy Abbey:
00:13:36
revenue for the MSP as well.
Andy Abbey:
00:13:38
So that's other things that we like to introduce.
W. Curtis Preston:
00:13:41
You know, Steven, uh, when, when Hiran was talking about
W. Curtis Preston:
00:13:44
the idea of, I like this idea of selling a secured, like secure Microsoft 365,
W. Curtis Preston:
00:13:50
you know, I've been around a while.
W. Curtis Preston:
00:13:51
You, you remember fast and wide SCSI, right?
W. Curtis Preston:
00:13:54
Remember fast wide SCSI?
Stephen Manley:
00:13:55
Yeah.
W. Curtis Preston:
00:13:56
when they came out with fast wide SCSI, we
W. Curtis Preston:
00:13:58
immediately started calling the other products slow and skinny SCSI.
W. Curtis Preston:
00:14:04
So like I could see them selling the Secure 365 and then next to it
W. Curtis Preston:
00:14:08
they say, you know, insecure 365.
Stephen Manley:
00:14:11
Yeah.
W. Curtis Preston:
00:14:11
I like that.
W. Curtis Preston:
00:14:12
Anyway, I didn't, you were gonna make a question, an actual question probably.
Stephen Manley:
00:14:15
Well, well, more, more a point, I guess.
Stephen Manley:
00:14:18
But, but it is interesting as, as you know, because, because I think,
Stephen Manley:
00:14:21
you know, both you and I, you know, were not as, as versed in, in the
Stephen Manley:
00:14:25
MSP world as, as Hiran and Andy are.
Stephen Manley:
00:14:27
But I, but I thought one, one of the interesting things,
Stephen Manley:
00:14:29
because go on in, right.
Stephen Manley:
00:14:30
First question, why do you need an msp?
Stephen Manley:
00:14:32
Druva's awesome.
Stephen Manley:
00:14:33
You don't need anything else.
Stephen Manley:
00:14:34
And the, the bundling piece is interesting.
Stephen Manley:
00:14:36
I, I think the other piece that's interesting is, you know, because we
Stephen Manley:
00:14:40
are sort of cloud native, because we're API-centric, it, it allows these MSPs, it
Stephen Manley:
00:14:47
sounds like, to, to be able to do more.
Stephen Manley:
00:14:49
than, than what they could do with, again, sort of traditional box server,
Stephen Manley:
00:14:53
you know, software kind of architecture.
Stephen Manley:
00:14:55
And so, so it starts to open my mind and, and I guess this, this maybe this
Stephen Manley:
00:14:59
broader world of a cloud ecosystem, right?
Stephen Manley:
00:15:01
So it's secure 365, it's, it's potentially what you could do with cloud native apps.
Stephen Manley:
00:15:06
And, and I guess that's the part that starts to become interesting to me.
Stephen Manley:
00:15:10
Um, more so over time.
Stephen Manley:
00:15:12
And, and, and I'm curious, Andy and Hiran your, your guys view of.
Stephen Manley:
00:15:16
Do we see MSPs evolving to, to, to maybe offering more and more
Stephen Manley:
00:15:20
of sort of a, almost a secure VPC in AWS or a secure protected vpc?
Stephen Manley:
00:15:27
Do we see them sort of layering more and more that way?
Stephen Manley:
00:15:29
Is that where they're heading?
Hiran Perera:
00:15:32
Yeah, uh, for sure.
Hiran Perera:
00:15:33
So, you know, one of the things that we're seeing.
Hiran Perera:
00:15:35
is, uh, the, the whole move to cloud.
Hiran Perera:
00:15:40
It's, you know, for customers when they see things, they're
Hiran Perera:
00:15:43
like, oh, it's low hanging fruit.
Hiran Perera:
00:15:45
Things cost less in the cloud.
Hiran Perera:
00:15:47
I'd like to get there.
Hiran Perera:
00:15:48
When they get there, they realize they don't know what they don't know,
Hiran Perera:
00:15:52
and that's where the MSP comes in and says, Hey, this is how you do.
Hiran Perera:
00:15:56
You know, what we used to do with firewall appliances and stuff on?
Hiran Perera:
00:16:00
, this is how we do it in the cloud world.
Hiran Perera:
00:16:03
Right.
Hiran Perera:
00:16:03
And so they do sell, you know, the secure vpc like you were saying, Stephen, you
Hiran Perera:
00:16:08
know, the, uh, the, um, environment.
Hiran Perera:
00:16:11
So that, to Andy's point earlier about, we don't do deal the way we
Hiran Perera:
00:16:16
used to with data centers and stuff.
Hiran Perera:
00:16:18
They do it in cloud, but they have to have all that security and stuff in place.
Hiran Perera:
00:16:23
Right?
Hiran Perera:
00:16:23
And one of the, one of the things that we allow, you know,
Hiran Perera:
00:16:27
we enable our MSPs to evolve.
Hiran Perera:
00:16:30
Their services.
Hiran Perera:
00:16:32
Right?
Hiran Perera:
00:16:32
Um, so let's just take plain old backup, right?
Hiran Perera:
00:16:36
If you're doing backup as a, a service, you have recovery, right?
Hiran Perera:
00:16:41
What we will enable an MSP to do with the advanced Druva capabilities
Hiran Perera:
00:16:46
is know a lot of my MSPs and I cover, um, America's, APAC.
Hiran Perera:
00:16:53
Andy's covering more the EMEA.
Hiran Perera:
00:16:55
They're doing a lot of these, like, uh, it's now a ransomware
Hiran Perera:
00:16:59
recovery service, right?
Hiran Perera:
00:17:00
So it's not just, Hey, we'll do backup and recovery as a service.
Hiran Perera:
00:17:05
It's a, we are gonna help you in a time of a crisis, right?
Hiran Perera:
00:17:08
So if you think about when it hits, they're like, okay, what do we do?
Hiran Perera:
00:17:13
We assess the damage, all these sorts of bits and pieces.
Hiran Perera:
00:17:17
and then we respond, right?
Hiran Perera:
00:17:20
How do we respond?
Hiran Perera:
00:17:21
Do we, you know, uh, wipe out this data center cuz we don't
Hiran Perera:
00:17:24
know that it's safe to recover in?
Hiran Perera:
00:17:26
Do we just recover somewhere else in the vpc, for instance, in aws?
Hiran Perera:
00:17:31
And when we're doing that, you know, uh, or if we're recovering
Hiran Perera:
00:17:35
back to the same place.
Hiran Perera:
00:17:37
Let's do recovery, make sure there are no, um, no threats in, in the system.
Hiran Perera:
00:17:43
And that's where features like, you know, the advanced ransomware recovery
Hiran Perera:
00:17:46
that Druva has comes into play.
Hiran Perera:
00:17:48
So an MSP takes that feature set, um, and builds a service around it, right?
Hiran Perera:
00:17:55
And, and really sort of amplifies the value back to the customer, right?
Hiran Perera:
00:17:59
So it's, it's no longer just recovery, it's a ransomware recovery service.
W. Curtis Preston:
00:18:05
So when I think about this, I know that, you know,
W. Curtis Preston:
00:18:09
thinking about the way that MSP can package things and you know, with Druva.
W. Curtis Preston:
00:18:15
You know, first off, it's typically the customer that's gonna be
W. Curtis Preston:
00:18:17
running the backups, right?
W. Curtis Preston:
00:18:19
But with an MSP it's gonna be the MSP running.
W. Curtis Preston:
00:18:21
Uh, Druva also typically has kind of one way to price, uh, the services can,
W. Curtis Preston:
00:18:27
using an M S P, can they be more, uh, flexible with, uh, pricing than Druva can.
Hiran Perera:
00:18:38
Yeah.
Hiran Perera:
00:18:39
So, um, I'll touch on one point and then maybe Andy, you can touch on
Hiran Perera:
00:18:43
the, you know, the, the metering.
Hiran Perera:
00:18:45
So there's, there's a number of different ways, right?
Hiran Perera:
00:18:47
So Druva, for instance, you buy an upfront subscription, it's a year.
Hiran Perera:
00:18:51
Our MSPs typically offer more flexibility, such as they'll offer monthly, uh,
Hiran Perera:
00:18:59
billing to the customer, right?
Hiran Perera:
00:19:01
So what an MSP could do there, there's two distinct scenarios.
Hiran Perera:
00:19:05
They can have an agreed amount of product that is equally split into
Hiran Perera:
00:19:10
12 chunks and it's very predictable.
Hiran Perera:
00:19:13
You know, uh, it'd just be like taking, you know, what Driven
Hiran Perera:
00:19:15
does and break it down into 12.
Hiran Perera:
00:19:17
Cuz that's what they do.
Hiran Perera:
00:19:18
Think about their, their locally connected local currency, you know, uh,
Hiran Perera:
00:19:24
well trusted, uh, partner in the region.
Hiran Perera:
00:19:27
and they can do that stuff, whereas a Druva can't, right?
Hiran Perera:
00:19:30
Uh, in, in terms of process, monthly bills for a customer, and the second way that
Hiran Perera:
00:19:35
they can go about it is, uh, post usage.
Hiran Perera:
00:19:39
They can say, Hey, Mr.
Hiran Perera:
00:19:40
Customer, for this month you used 393 users next month, you know, 412.
Hiran Perera:
00:19:47
. And so they can do that measurement and uh, you know, bill it back to the customer
Hiran Perera:
00:19:52
and they can also, you know, um, be more flexible or, or simplify things, right?
Hiran Perera:
00:19:58
So a lot of our MSPs just say unlimited storage, unlimited everything.
Hiran Perera:
00:20:03
And, uh, this is your price per user might be a, a different price point than
Hiran Perera:
00:20:07
us, but they take away that, that pain.
Hiran Perera:
00:20:10
Um, and Andy, maybe the, you know, the stuff that we were talking about
Hiran Perera:
00:20:13
earlier, you were talking about how.
Hiran Perera:
00:20:16
, you know, uh, one of Andy's MSPs was moving across from a specific server
Hiran Perera:
00:20:21
plus storage model, right, Andy?
Hiran Perera:
00:20:23
And yeah.
Andy Abbey:
00:20:25
yeah, exactly that.
Andy Abbey:
00:20:26
So, I mean, one of the anxieties with an msp, um, when they're introducing
Andy Abbey:
00:20:31
a new vendor, um, to deliver a, a service line item like backup is they've
Andy Abbey:
00:20:36
been used to, um, you know, sizing pricing, configuring a certain way.
Andy Abbey:
00:20:42
And then they look at a SaaS platform and they think it's completely different.
Andy Abbey:
00:20:45
It isn't a lot of respects, but actually they have the flexibility
Andy Abbey:
00:20:48
to use their existing pricing models and just adapt them accordingly.
Andy Abbey:
00:20:53
So, you know, we charge, uh, per backend terabyte.
Andy Abbey:
00:20:56
That's how we charge, uh, for, for hybrid.
Andy Abbey:
00:20:59
Um, . But if the, if the MSP wants to charge per server, they still
Andy Abbey:
00:21:03
have the ability to do that and they can do it in many different ways.
Andy Abbey:
00:21:07
Um, uh, their, their wish.
Andy Abbey:
00:21:08
I mean, if you say for example, the average server size on disk is 120
Andy Abbey:
00:21:13
gig, you know, they can, they can easily, uh, have a cost per gig model.
Andy Abbey:
00:21:17
Um, or a cost per server model, whichever way they want to do it.
Andy Abbey:
00:21:20
And, you know, they, they have the flexibility to do it.
Andy Abbey:
00:21:22
And I think as MSP consultants, um, it's about sort of laying those
Andy Abbey:
00:21:26
fears that initially MSPs have is, how do I take this to my sales team?
Andy Abbey:
00:21:30
How do I take it to my ses?
Andy Abbey:
00:21:31
How do they go out and price this in the marketplace?
Andy Abbey:
00:21:34
Um, and you know, what we help them do is, is, is come up with that pricing
Andy Abbey:
00:21:38
structure, that pricing model, um, you know, allay those anxieties so
Andy Abbey:
00:21:42
they can go to market confidently.
Andy Abbey:
00:21:44
Um, and start winning those customers on whatever price structure they
Andy Abbey:
00:21:47
choose, and it, it has to fit their, their model ultimately.
Andy Abbey:
00:21:51
Um, you know, and we, on a 12 month commitment, we want
Andy Abbey:
00:21:54
'em to get to market quickly.
Andy Abbey:
00:21:55
We want to get 'em consuming.
Andy Abbey:
00:21:56
And yeah, sometimes that is taking the path of lease resistance with the sales
Andy Abbey:
00:22:01
team, not changing too many things, um, and giving a pricing structure, a pricing
Andy Abbey:
00:22:06
model, um, that they can work with.
Stephen Manley:
00:22:10
I can't let this drop where Hiran
Stephen Manley:
00:22:12
mentioned, I think, what was it?
Stephen Manley:
00:22:13
Uh, uh, basic old backup.
Stephen Manley:
00:22:16
First thing I thought of was Curtis, but, um, the, uh, But the, but the fancy
Stephen Manley:
00:22:23
ransomware recovery backup, that's me.
Stephen Manley:
00:22:25
No.
Stephen Manley:
00:22:26
Uh, the, uh, but, but, but it is, it is interesting, I think that
Stephen Manley:
00:22:30
ability to offer that service.
Stephen Manley:
00:22:31
Right.
Stephen Manley:
00:22:32
Because Curtis, I know you and I have spent a lot of podcasts talking about
Stephen Manley:
00:22:35
ransomware recovery is different and ransomware protection, it's different
Stephen Manley:
00:22:39
than, than what you've done traditionally.
Stephen Manley:
00:22:42
And so I think being able to work with an msp, uh, I think
Stephen Manley:
00:22:46
that could be really interesting for customers who do feel a bit.
Stephen Manley:
00:22:49
Right.
Stephen Manley:
00:22:50
That, that they, they look at this ransomware challenge and they
Stephen Manley:
00:22:52
go, I don't know where to start.
Stephen Manley:
00:22:54
Druva's is a great product, but there's still a lot of stuff they have to do.
Stephen Manley:
00:22:58
Uh, I could see the MSPs being a really interesting space for that.
Stephen Manley:
00:23:02
Um, as you guys see the MSPs working, so things like Dr.
Stephen Manley:
00:23:06
Ransomware recovery, I mean, is that the bigger, is that the more common,
Stephen Manley:
00:23:11
I guess, bundle that they're trying to sell to their customers at this point?
Stephen Manley:
00:23:15
You know, how do I tell a good MSP from a bad one?
Stephen Manley:
00:23:18
What are the kind of questions I might wanna ask to see
Stephen Manley:
00:23:20
if this MSP's right for me?
Andy Abbey:
00:23:22
Uh, I think, um, ultimately when, you know, as an end customer looking
Andy Abbey:
00:23:26
at an msp, um, it has to be on value and.
Andy Abbey:
00:23:31
You are looking as a customer, an outcome If you want ransomware protection,
Andy Abbey:
00:23:35
that's, if you look at it from a 360 perspective, it's not just backing up your
Andy Abbey:
00:23:38
data and being immutable and all those good things that we can do with Druva,
Andy Abbey:
00:23:42
it's only add on components with it.
Andy Abbey:
00:23:44
They might have a security operation center where they can monitor threats
Andy Abbey:
00:23:48
that are inbound, uh, to the customer.
Andy Abbey:
00:23:50
They can tie those and correlate events together.
Andy Abbey:
00:23:54
So having, you know, a good backup product, um, that delivers all the things
Andy Abbey:
00:24:00
that you need it to from a ransomware pers perspective, you know, Druva can do that.
Andy Abbey:
00:24:04
The MSP can add extra value on top of that, and then they can bundle
Andy Abbey:
00:24:08
that as a service and offer it.
Andy Abbey:
00:24:10
Um, you know, add a, add a at a price point, which is cheaper than what
Andy Abbey:
00:24:14
the customer can do themselves if the customer has to employ a bunch
Andy Abbey:
00:24:18
of SOC guys, uh, to sit in a, in a, in an operation center to monitor.
Andy Abbey:
00:24:23
Firewall traffic, et cetera.
Andy Abbey:
00:24:24
That's not a, a great use of a company's budget dollars.
Andy Abbey:
00:24:28
If you offload that into an msp, you know, they can be monitoring 10
Andy Abbey:
00:24:32
customers with the same amount of people.
Andy Abbey:
00:24:34
So it makes more sense from, from that perspective.
Andy Abbey:
00:24:37
Um, and as you said, when we work with MSPs, some MSPs have, um, very
Andy Abbey:
00:24:42
mature offerings in the security space.
Andy Abbey:
00:24:45
They're, they're delivering security services and this really is.
Andy Abbey:
00:24:48
The, you know, the, the icing on the cake, so to speak.
Andy Abbey:
00:24:51
Other MSPs are just starting out.
Andy Abbey:
00:24:53
They're starting to build a security service and, and ultimately, you
Andy Abbey:
00:24:56
know, Druva is a great place for them to start doing that because of all
Andy Abbey:
00:25:00
the other components that we have.
Andy Abbey:
00:25:01
You know, they might have had what I would class as a, a 2D backup
Andy Abbey:
00:25:05
service, backup and recovery great.
Andy Abbey:
00:25:07
We, we've been doing that for years, but then when you tie in all of the,
Andy Abbey:
00:25:11
um, other capabilities that Druva our offer, on top of that, we're backing up
Andy Abbey:
00:25:14
your data because we've got your data.
Andy Abbey:
00:25:16
We have insights.
Andy Abbey:
00:25:18
We can do anomaly detection, you know, we've got curated snapshots.
Andy Abbey:
00:25:21
When you bundle all those things together, it's a compelling
Andy Abbey:
00:25:23
offer for an end customer.
Andy Abbey:
00:25:25
Um, and then couple that with, you know, seam as a service, for
Andy Abbey:
00:25:29
example, which a lot of MSPs do now.
Andy Abbey:
00:25:31
It's, it's a 360 ransomware protection view that MSP can.
Andy Abbey:
00:25:36
and the differentiating from, from just what Druva can offer in the background.
W. Curtis Preston:
00:25:40
I like it.
W. Curtis Preston:
00:25:42
Well, we, I think we've kind of reached the end of our time.
W. Curtis Preston:
00:25:45
Uh, I, I think this was very inter in, you know, interesting discussion.
W. Curtis Preston:
00:25:49
I, I like the idea of.
W. Curtis Preston:
00:25:51
That an end user?
W. Curtis Preston:
00:25:52
I think the biggest, you know, the, the two biggest things I see an end user
W. Curtis Preston:
00:25:56
get out of the, the MS using an M S P would be, you know, flexibility in,
W. Curtis Preston:
00:26:02
in the way they pay for the product.
W. Curtis Preston:
00:26:04
But this idea of actually having somebody.
W. Curtis Preston:
00:26:07
Monitoring your backups, um, you know, making sure that they're doing
W. Curtis Preston:
00:26:12
what they're supposed to be doing.
W. Curtis Preston:
00:26:13
Honestly, uh, there's a lot of companies that wish they had that , right?
Andy Abbey:
00:26:19
They can't afford to have that.
Andy Abbey:
00:26:20
So an MSP is usually the only route they can have that level of protection.
Andy Abbey:
00:26:24
So,
W. Curtis Preston:
00:26:24
Yeah.
W. Curtis Preston:
00:26:24
And, and also you have that, the longstanding problem of no one wants
W. Curtis Preston:
00:26:29
to be that person at a company.
W. Curtis Preston:
00:26:31
No one wants to be responsible for the backup system.
W. Curtis Preston:
00:26:33
Here you have a company that will do that for you.
W. Curtis Preston:
00:26:36
Right.
W. Curtis Preston:
00:26:37
I really like that idea.
W. Curtis Preston:
00:26:38
Um, and, uh, I think that it, it helps MSPs, it helps them differentiate against
W. Curtis Preston:
00:26:44
their competitors because they could just bundle in the backup and recovery service.
W. Curtis Preston:
00:26:48
Um, and I liked your, I liked.
W. Curtis Preston:
00:26:50
The 2D backup.
W. Curtis Preston:
00:26:51
So like you, you know, backup and recovery, and then now we have 3D
W. Curtis Preston:
00:26:54
backup with, uh, all these other things.
W. Curtis Preston:
00:26:56
I like that.
W. Curtis Preston:
00:26:57
So, uh, thanks guys for, uh, for, for, I know that we're in d several
W. Curtis Preston:
00:27:02
different time zones here, so thanks for, uh, taking the time to do that.
Andy Abbey:
00:27:07
No, it's been an absolute pleasure.
Andy Abbey:
00:27:08
Thank you,
Hiran Perera:
00:27:09
Yeah.
Hiran Perera:
00:27:09
Been a pleasure guys.
Hiran Perera:
00:27:10
Thanks for having us.
Hiran Perera:
00:27:11
Yeah,
W. Curtis Preston:
00:27:11
And thanks for, you know, picking on me, Stephen
Stephen Manley:
00:27:15
Hey, at least they didn't say old and tired
Stephen Manley:
00:27:18
back up because then you know,
W. Curtis Preston:
00:27:23
We can always count on you.
W. Curtis Preston:
00:27:24
All right.
W. Curtis Preston:
00:27:24
And we can count on the, uh, listeners as well.
W. Curtis Preston:
00:27:27
Thanks for listening.
W. Curtis Preston:
00:27:28
And, uh, remember to subscribe so that you don't miss an episode.
W. Curtis Preston:
00:27:32
And as always, here at Druva, there's no hardware required.
00:00:02
This week on no hardware required.
Speaker:
00:00:04
We're talking about Druva's MSP program with me as always
Speaker:
00:00:07
is my co-host Stephen Manley.
Speaker:
00:00:09
Our CTO.
Speaker:
00:00:10
Thanks for joining.
W. Curtis Preston:
00:00:13
hi, and welcome to Druva's No Hardware required podcast.
W. Curtis Preston:
00:00:17
I'm your host, w Curtis Preston, aka Mr.
W. Curtis Preston:
00:00:19
Backup.
W. Curtis Preston:
00:00:20
With me, I have the guy that, um, appears to have moved to the Netherlands,
W. Curtis Preston:
00:00:26
uh, since the last time I saw him
Stephen Manley:
00:00:29
Or Florida.
W. Curtis Preston:
00:00:31
or Florida.
Stephen Manley:
00:00:32
it.
Stephen Manley:
00:00:32
It's oranges behind me.
Stephen Manley:
00:00:33
No, no.
Stephen Manley:
00:00:33
Hey, hey.
W. Curtis Preston:
00:00:34
look like you're at the World Cup with,
W. Curtis Preston:
00:00:36
uh, with the, the Netherlands.
Stephen Manley:
00:00:39
Uh, well, the, I I, if I recall correctly, they didn't even make
Stephen Manley:
00:00:42
it through the group stage, did they?
Stephen Manley:
00:00:44
Or no?
Stephen Manley:
00:00:44
Wait, they wait.
Stephen Manley:
00:00:46
Did they beat the
W. Curtis Preston:
00:00:46
wasn't a good World Cup for the Netherlands, but
Stephen Manley:
00:00:49
Yeah, that's all right.
Stephen Manley:
00:00:50
That's all right.
Stephen Manley:
00:00:51
The important thing is that England finally, oh wait.
Stephen Manley:
00:00:54
No, they didn't.
W. Curtis Preston:
00:00:59
That's just, that's just not nice.
W. Curtis Preston:
00:01:01
That's not nice.
W. Curtis Preston:
00:01:02
Well, we have a couple of guests.
W. Curtis Preston:
00:01:04
we're gonna talk about some stuff we don't normally talk about here on the podcast.
W. Curtis Preston:
00:01:08
And, uh, so I want to introduce our guests.
W. Curtis Preston:
00:01:11
We have Andy, Abbey, and Hiran Perera.
W. Curtis Preston:
00:01:14
How's it going guys?
Andy Abbey:
00:01:16
Very well, thank you.
Andy Abbey:
00:01:16
Thanks, Curtis.
Hiran Perera:
00:01:17
Yeah, going great.
Hiran Perera:
00:01:18
Thanks for having us.
W. Curtis Preston:
00:01:20
uh, Hiran looks ready to do.
W. Curtis Preston:
00:01:23
Some sort of sport behind him with that.
Hiran Perera:
00:01:26
My wife's bike, I don't
W. Curtis Preston:
00:01:28
Oh, that's your wife's bike?
Hiran Perera:
00:01:29
Yeah, mine is off to the side.
Hiran Perera:
00:01:31
It's uh, it's also a nice bike, but, um, yeah.
W. Curtis Preston:
00:01:35
Gotcha.
W. Curtis Preston:
00:01:36
It just happens to be your wife's bike in view.
W. Curtis Preston:
00:01:38
I like it.
W. Curtis Preston:
00:01:38
I
Hiran Perera:
00:01:39
It's, it's prettier than mine.
Hiran Perera:
00:01:40
So hence it gets the center of stage
W. Curtis Preston:
00:01:43
So you know, we're gonna talk about Druva's MSP program
W. Curtis Preston:
00:01:47
and there may be listeners or viewers.
W. Curtis Preston:
00:01:52
That are unaware that we have a, uh, an M S P program.
W. Curtis Preston:
00:01:56
So who wants to jump in and just sort of describe what the program is?
Hiran Perera:
00:02:00
Yeah, I can do that.
Hiran Perera:
00:02:01
So, um, Druva's MSP program is essentially a program for MSPs, meaning there's
Hiran Perera:
00:02:08
different commercials and so on, extra assistance from us, uh, as, as a partner,
Hiran Perera:
00:02:13
as a software vendor that our typical partners don't get as well as a product.
Hiran Perera:
00:02:18
So we've got multi-tenant capabilities, you know, manage
Hiran Perera:
00:02:22
multiple customers from a single view.
Hiran Perera:
00:02:23
All of that.
Hiran Perera:
00:02:25
And you know, the reason that, uh, we exist as a team is, uh, we want to
Hiran Perera:
00:02:30
help our MSPs differentiate, right?
Hiran Perera:
00:02:32
We want to help them do good business because, you know, there's, there's a
Hiran Perera:
00:02:35
bunch of things that we get from MSPs, you know, every time we sign up a partner that
Hiran Perera:
00:02:39
they asked, you know, questions like the topic of this, uh, uh, episode, you know,
Hiran Perera:
00:02:45
how do we price and package these things?
Hiran Perera:
00:02:47
How do we make sure that we're profitable?
Hiran Perera:
00:02:49
How do we stand out from the crowd?
Hiran Perera:
00:02:51
And that's why we exist.
Stephen Manley:
00:02:53
So, so, so I gotta ask you Hiran, cuz you know, I've been
Stephen Manley:
00:02:56
to Druva for a while and you know, Curtis and I, are you always talking?
Stephen Manley:
00:03:00
There's no hardware required.
Stephen Manley:
00:03:02
You know, we do the job for you.
Stephen Manley:
00:03:04
You know, this product runs itself.
Stephen Manley:
00:03:07
So if I'm a customer, I'm looking at this and I'm saying, so why do I
Stephen Manley:
00:03:10
need an MSP for a product like Druva?
Stephen Manley:
00:03:12
I see why I need it for one of those legacy Lego put it
Stephen Manley:
00:03:15
together yourself products.
Stephen Manley:
00:03:16
But why, why, why would a Druva customer need, need an mss?
Hiran Perera:
00:03:20
Yeah.
Hiran Perera:
00:03:21
Yeah, good question.
Hiran Perera:
00:03:22
So you know what the, what the customer's doing by going to an ms.
Hiran Perera:
00:03:27
doing a few things.
Hiran Perera:
00:03:27
Number one, they're, they're buying an outcome, right?
Hiran Perera:
00:03:31
So what they're getting is all that really good technology, but they're
Hiran Perera:
00:03:34
getting guaranteed, or, you know, an SLA on a success rate, right?
Hiran Perera:
00:03:39
So you get the product and you get a success rate of 98% from the, uh, you
Hiran Perera:
00:03:44
know, backup success from the msp.
Hiran Perera:
00:03:46
And you've also gotta think about you.
Hiran Perera:
00:03:49
MSPs, they're, they're, you know, a bunch of, uh, tech nerds that get together and
Hiran Perera:
00:03:55
they, you know, uh, they are, you know, experienced in just technology, right?
Hiran Perera:
00:04:01
So their job, they've got, you know, uh, two or three backup
Hiran Perera:
00:04:05
administrators watching stuff, improving stuff day to day.
Hiran Perera:
00:04:09
So it's that expertise for the front end implementation, but
Hiran Perera:
00:04:13
also the eyes on the product, making sure things are successful.
Hiran Perera:
00:04:18
continue to be so right.
Hiran Perera:
00:04:20
So
Andy Abbey:
00:04:20
And I think just to, just to add to that, I think MSPs are really
Andy Abbey:
00:04:23
good at creating service ecosystems.
Andy Abbey:
00:04:26
Um, they have backup as a services, maybe one line item in their
Andy Abbey:
00:04:29
service catalog, but they might also offer security services as well.
Andy Abbey:
00:04:33
And they tend to bundle services together to create a general outcome.
Andy Abbey:
00:04:37
And generally, you know, if, if a, if a, if an MSP's working, um,
Andy Abbey:
00:04:41
you know, one of their customers is a law firm that law firm's.
Andy Abbey:
00:04:45
Core competency isn't backup.
Andy Abbey:
00:04:47
It, isn't it?
Andy Abbey:
00:04:48
So to offload that off to an MSP is, is, you know, that's giving them a
Andy Abbey:
00:04:52
benefit, their interest in the outcome, not necessarily product features.
Andy Abbey:
00:04:57
And it is always seen as a cost center in, in organizations like that.
Andy Abbey:
00:05:01
So partnering with an MSP opens a door to outcome focused, um, services
Andy Abbey:
00:05:07
rather than product features and hiring a bunch of technical staff
Andy Abbey:
00:05:10
in the background, which quite frankly could be used for, for other.
W. Curtis Preston:
00:05:15
So with an M S P, they're not, it's not
W. Curtis Preston:
00:05:18
like, it's not just a VAR.
W. Curtis Preston:
00:05:20
The, the M S P can actually run the Druva console for them, basically
W. Curtis Preston:
00:05:25
monitoring their backups, making sure that the backups that are supposed
W. Curtis Preston:
00:05:29
to be happening are happening.
Andy Abbey:
00:05:32
exactly that.
Andy Abbey:
00:05:32
So with the Druva.
Andy Abbey:
00:05:34
MSP program, what Druva built is, um, um, a managed service center,
Andy Abbey:
00:05:38
which offers, uh, the ability for the MSP to provision their own tenants.
Andy Abbey:
00:05:43
Um, Once them tenants are provisioned, um, the MSP then can add their own value
Andy Abbey:
00:05:49
on top of that, they can manage those tenants on behalf of their customers.
Andy Abbey:
00:05:52
They could even, um, you know, delegate access to the end
Andy Abbey:
00:05:56
customer, so they, so you can have a co-managed, um, offering as well.
Andy Abbey:
00:06:00
Uh, so it just gives them that flexibility to offer a range of different services.
Andy Abbey:
00:06:04
So from a very basic offering where, you know, the customer might do some
Andy Abbey:
00:06:08
management themselves, um, Hey, the MSP might look after the backups on a
Andy Abbey:
00:06:13
weekend because they don't want employ staff to look at stuff on the weekend.
Andy Abbey:
00:06:16
So there's different, uh, ways.
Andy Abbey:
00:06:18
Means an M S P can construct a service using Druva's managed service center.
Andy Abbey:
00:06:24
Um, as well as that they get intuitive reports.
Andy Abbey:
00:06:27
Uh, the ability to do, uh, billing.
Andy Abbey:
00:06:28
We've got really good API integration into the managed service center as well.
Andy Abbey:
00:06:32
So it gives the MSP the ability to do a lot of customization, and I think that
Andy Abbey:
00:06:36
to Hiran's point, differentiate just, just from the regular Druva products.
Stephen Manley:
00:06:42
So, so, so I'm curious.
Stephen Manley:
00:06:43
I mean, because, because Hiran, uh, I think, uh, just lovingly
Stephen Manley:
00:06:47
described the MSPs as a bunch of tech nerds, which is awesome.
Stephen Manley:
00:06:50
Uh, and, and you mentioned the APIs, so, so I guess how, how many of these
Stephen Manley:
00:06:54
MSPs are they, are they building things on top of our APIs, whether it's
Stephen Manley:
00:06:58
the billing or other kind of stuff?
Stephen Manley:
00:07:00
Is that, is that a core piece of what they're trying to.
Andy Abbey:
00:07:03
Yeah, absolutely.
Andy Abbey:
00:07:04
I've got a couple of examples.
Andy Abbey:
00:07:05
Uh, with, with MSPs in EMEA, which is my kind of area responsibility, they
Andy Abbey:
00:07:10
often surprise me when we go onto a call, what they've done with our
Andy Abbey:
00:07:13
APIs, that they're moving data into a, into a centralized data warehouse.
Andy Abbey:
00:07:18
They're, they're reacting to their clients' and customers needs.
Andy Abbey:
00:07:22
The ability to produce reports necessarily, which we haven't
Andy Abbey:
00:07:25
constructed out of the box.
Andy Abbey:
00:07:27
MSPs are doing that in the background.
Andy Abbey:
00:07:28
They're building reports that are useful for their customers and like I said, that
Andy Abbey:
00:07:32
might be moving data into data warehouse and then querying that and running reports
Andy Abbey:
00:07:36
that frankly we don't have because, you know, we haven't developed them so often.
Andy Abbey:
00:07:41
Surprising us with, with what they've been able to do with the.
Hiran Perera:
00:07:44
The other thing, think about the things that
Hiran Perera:
00:07:46
we have API integration for.
Hiran Perera:
00:07:48
Maybe the smaller and mid-market customers don't, uh, necessarily have the tools
Hiran Perera:
00:07:52
for like XDR and stuff like that.
Hiran Perera:
00:07:54
So they sort of, MSPs can unleash the more advanced capabilities and, you know,
Hiran Perera:
00:08:00
really get the value outta the product.
W. Curtis Preston:
00:08:01
So you committed the, uh, using an
W. Curtis Preston:
00:08:05
acronym without defining its sin
Hiran Perera:
00:08:07
Oh yes, xdr, it's those systems that, uh, pull in all the logs,
Hiran Perera:
00:08:13
make sense of it and spit something back out and say, Hey, there is a, you
Hiran Perera:
00:08:16
know, an event to, to look out for here.
Hiran Perera:
00:08:19
What do we do?
Hiran Perera:
00:08:19
And then, you know, Druva says This event has happened.
Hiran Perera:
00:08:23
Those systems, XDR seams come back to Druva and say, you need to quarantine
Hiran Perera:
00:08:27
that file because it's a threat.
Hiran Perera:
00:08:30
and then Druva will come back and say it's quarantined.
Hiran Perera:
00:08:33
We're never gonna recover that back into the um, the
Hiran Perera:
00:08:36
environment.
Stephen Manley:
00:08:37
And Curtis, just for your benefit, xdr, is, is stands for,
Stephen Manley:
00:08:41
uh, extended detection and Response.
Stephen Manley:
00:08:43
And so, so these, this is sort of the more modern security tools that
Stephen Manley:
00:08:47
where, again, it's not just about.
Stephen Manley:
00:08:48
Let's build a perimeter.
Stephen Manley:
00:08:49
Cause we all know that's gonna get compromised.
Stephen Manley:
00:08:51
It's, it's that extended detection and response that you're trying to do
Stephen Manley:
00:08:54
internally to keep on top of things.
Stephen Manley:
00:08:57
And, and, and Hiran has a good point, is that because that's newer tech,
Stephen Manley:
00:09:00
because it's a newer approach, a lot of times companies don't have
Stephen Manley:
00:09:04
that kind of expertise themselves.
Stephen Manley:
00:09:06
So being able to plug in Druva with some of those tools.
Stephen Manley:
00:09:09
Uh, again, I think where Andy was going is, is, is getting that end-to-end bundle.
Stephen Manley:
00:09:13
So it's like the goodness of Druva, which is, we do the job for you,
Stephen Manley:
00:09:16
but now it's a broader job that the MSP's doing for the customer.
W. Curtis Preston:
00:09:20
Right, right.
W. Curtis Preston:
00:09:21
So I know that you guys, when we first said we wanted to have this
W. Curtis Preston:
00:09:26
chat, you wanted to talk about bundling and, you know, because I
W. Curtis Preston:
00:09:30
don't live that world, I was like, wow, that sounds really exciting.
W. Curtis Preston:
00:09:35
Um, what , why, why are we talking about bundling?
W. Curtis Preston:
00:09:40
That's what I, that's what I want to.
Hiran Perera:
00:09:42
Yeah.
Hiran Perera:
00:09:43
Yeah.
Hiran Perera:
00:09:43
Uh, good question.
Hiran Perera:
00:09:44
So, you know, when we, when we, uh, speak with MSPs that sort of, you know, join
Hiran Perera:
00:09:51
up for our program and so on, they're always asking things like, all right,
Hiran Perera:
00:09:54
now that I've got these tool sets at my fingertips, how do I get these in
Hiran Perera:
00:10:00
the hands of my customers, uh, easier.
Hiran Perera:
00:10:02
And so bundling is one of those approaches where we.
Hiran Perera:
00:10:06
If you've got a customer that's buying M 365 from you, bundle back up with that.
Hiran Perera:
00:10:10
Right?
Hiran Perera:
00:10:11
So there are a few ways that they can do that.
Hiran Perera:
00:10:14
You know, they can just, um, you know, uh, have it as an opt-in by default, right?
Hiran Perera:
00:10:20
And so they say We sell M 365 secured, protected, and all this stuff, and you
Hiran Perera:
00:10:27
know, it might be X dollars per user.
Hiran Perera:
00:10:30
and included in that is the backup, right?
Hiran Perera:
00:10:32
So that's like the easiest approach for number one.
Hiran Perera:
00:10:35
An MSP wants to make sure they're giving, you know, a top end solution
Hiran Perera:
00:10:38
to customers and differentiating it.
Hiran Perera:
00:10:40
So their version of M 365 versus, you know, a typical reseller that's
Hiran Perera:
00:10:46
just doing M 365 is a lot better.
Hiran Perera:
00:10:49
There's more value in, it's everything the customer wants
Hiran Perera:
00:10:51
in one package, in one bundle.
Hiran Perera:
00:10:53
Customer doesn't have to think about it.
Hiran Perera:
00:10:55
And so that's, you know, bundling our product in with existing, uh, products
Hiran Perera:
00:11:01
that they're already selling, and it's also bundling their value added services.
Hiran Perera:
00:11:07
Right?
Hiran Perera:
00:11:07
So Andy was talking a lot about, you know, the, the value that an MSP brings that,
Hiran Perera:
00:11:12
you know, frankly Druva, uh, doesn't, you know, we're not, we're not built
Hiran Perera:
00:11:16
for, you know, eyes on the backups every single day and, and testing those for the.
Hiran Perera:
00:11:22
Whereas the MSP can bundle in their, say, advanced or premium packages, uh,
Hiran Perera:
00:11:27
quarterly disaster recovery tests, right?
Hiran Perera:
00:11:30
Where they leverage, say our capability to, uh, do disaster recovery
Hiran Perera:
00:11:36
from, uh, VMware to aws, right?
Hiran Perera:
00:11:39
And there's orchestration that we have in that platform.
Hiran Perera:
00:11:42
The MSP can then leverage that and bundle in recovery testing that happens every.
Hiran Perera:
00:11:48
And the value of that to the customer is, you know, catching
Hiran Perera:
00:11:51
configuration drift, right?
Hiran Perera:
00:11:52
We've all seen this where, you know something, you know,
Hiran Perera:
00:11:55
we did a DR test a year ago.
Hiran Perera:
00:11:57
Uh, we do it a year later when there's an actual event and nothing works, right?
Hiran Perera:
00:12:02
So to catch that it's, you know, an application change, there's another
Hiran Perera:
00:12:06
server added, there's a, you know, a different kind of architecture
Hiran Perera:
00:12:10
that we have to make sure the backup system captures and orchestrates
Hiran Perera:
00:12:15
back in the disaster recovery.
Hiran Perera:
00:12:17
So they're the sorts of things that you want to sort of the MSP bundles in and
Hiran Perera:
00:12:22
they make it easy for the customer, you know, basic versus the premium option.
Hiran Perera:
00:12:28
Um, you know, uh, all of this stuff gets bundled in together.
Hiran Perera:
00:12:31
The customer doesn't have to go and, you know, check a million boxes for, uh, a
Hiran Perera:
00:12:35
million different things that they want.
Andy Abbey:
00:12:38
think just to add to that as well, I mean, the title of
Andy Abbey:
00:12:40
the podcast is No Hardware Required.
Andy Abbey:
00:12:42
Now for an MSP to build a DR as a service offering is incredibly expensive.
Andy Abbey:
00:12:48
With all the hardware, software, and the management and the
Andy Abbey:
00:12:51
complexity around that, just for.
Andy Abbey:
00:12:53
One service line item is incredibly costly.
Andy Abbey:
00:12:56
With Druva, they can actually add that service line item pretty easily
Andy Abbey:
00:13:00
with no upfront cost in hardware.
Andy Abbey:
00:13:02
You know, they're not taking out long-term leases and things like that and like, you
Andy Abbey:
00:13:07
know, to, to Hiran's point as well, um, you know, a lot of customers just don't
Andy Abbey:
00:13:11
build DR platforms like they used to.
Andy Abbey:
00:13:14
They don't have multiple data centers, et cetera.
Andy Abbey:
00:13:17
You know, an MSP partnering with Druva get that out of the box, essentially
Andy Abbey:
00:13:21
they can go to market with a DR service.
Andy Abbey:
00:13:24
Not only that, we also talk about AWS as well and how they can potentially
Andy Abbey:
00:13:28
have service management for aws.
Andy Abbey:
00:13:30
They can manage, um, aspects of AWS for the customer.
Andy Abbey:
00:13:33
That also adds another service line item that's additional
Andy Abbey:
00:13:36
revenue for the MSP as well.
Andy Abbey:
00:13:38
So that's other things that we like to introduce.
W. Curtis Preston:
00:13:41
You know, Steven, uh, when, when Hiran was talking about
W. Curtis Preston:
00:13:44
the idea of, I like this idea of selling a secured, like secure Microsoft 365,
W. Curtis Preston:
00:13:50
you know, I've been around a while.
W. Curtis Preston:
00:13:51
You, you remember fast and wide SCSI, right?
W. Curtis Preston:
00:13:54
Remember fast wide SCSI?
Stephen Manley:
00:13:55
Yeah.
W. Curtis Preston:
00:13:56
when they came out with fast wide SCSI, we
W. Curtis Preston:
00:13:58
immediately started calling the other products slow and skinny SCSI.
W. Curtis Preston:
00:14:04
So like I could see them selling the Secure 365 and then next to it
W. Curtis Preston:
00:14:08
they say, you know, insecure 365.
Stephen Manley:
00:14:11
Yeah.
W. Curtis Preston:
00:14:11
I like that.
W. Curtis Preston:
00:14:12
Anyway, I didn't, you were gonna make a question, an actual question probably.
Stephen Manley:
00:14:15
Well, well, more, more a point, I guess.
Stephen Manley:
00:14:18
But, but it is interesting as, as you know, because, because I think,
Stephen Manley:
00:14:21
you know, both you and I, you know, were not as, as versed in, in the
Stephen Manley:
00:14:25
MSP world as, as Hiran and Andy are.
Stephen Manley:
00:14:27
But I, but I thought one, one of the interesting things,
Stephen Manley:
00:14:29
because go on in, right.
Stephen Manley:
00:14:30
First question, why do you need an msp?
Stephen Manley:
00:14:32
Druva's awesome.
Stephen Manley:
00:14:33
You don't need anything else.
Stephen Manley:
00:14:34
And the, the bundling piece is interesting.
Stephen Manley:
00:14:36
I, I think the other piece that's interesting is, you know, because we
Stephen Manley:
00:14:40
are sort of cloud native, because we're API-centric, it, it allows these MSPs, it
Stephen Manley:
00:14:47
sounds like, to, to be able to do more.
Stephen Manley:
00:14:49
than, than what they could do with, again, sort of traditional box server,
Stephen Manley:
00:14:53
you know, software kind of architecture.
Stephen Manley:
00:14:55
And so, so it starts to open my mind and, and I guess this, this maybe this
Stephen Manley:
00:14:59
broader world of a cloud ecosystem, right?
Stephen Manley:
00:15:01
So it's secure 365, it's, it's potentially what you could do with cloud native apps.
Stephen Manley:
00:15:06
And, and I guess that's the part that starts to become interesting to me.
Stephen Manley:
00:15:10
Um, more so over time.
Stephen Manley:
00:15:12
And, and, and I'm curious, Andy and Hiran your, your guys view of.
Stephen Manley:
00:15:16
Do we see MSPs evolving to, to, to maybe offering more and more
Stephen Manley:
00:15:20
of sort of a, almost a secure VPC in AWS or a secure protected vpc?
Stephen Manley:
00:15:27
Do we see them sort of layering more and more that way?
Stephen Manley:
00:15:29
Is that where they're heading?
Hiran Perera:
00:15:32
Yeah, uh, for sure.
Hiran Perera:
00:15:33
So, you know, one of the things that we're seeing.
Hiran Perera:
00:15:35
is, uh, the, the whole move to cloud.
Hiran Perera:
00:15:40
It's, you know, for customers when they see things, they're
Hiran Perera:
00:15:43
like, oh, it's low hanging fruit.
Hiran Perera:
00:15:45
Things cost less in the cloud.
Hiran Perera:
00:15:47
I'd like to get there.
Hiran Perera:
00:15:48
When they get there, they realize they don't know what they don't know,
Hiran Perera:
00:15:52
and that's where the MSP comes in and says, Hey, this is how you do.
Hiran Perera:
00:15:56
You know, what we used to do with firewall appliances and stuff on?
Hiran Perera:
00:16:00
, this is how we do it in the cloud world.
Hiran Perera:
00:16:03
Right.
Hiran Perera:
00:16:03
And so they do sell, you know, the secure vpc like you were saying, Stephen, you
Hiran Perera:
00:16:08
know, the, uh, the, um, environment.
Hiran Perera:
00:16:11
So that, to Andy's point earlier about, we don't do deal the way we
Hiran Perera:
00:16:16
used to with data centers and stuff.
Hiran Perera:
00:16:18
They do it in cloud, but they have to have all that security and stuff in place.
Hiran Perera:
00:16:23
Right?
Hiran Perera:
00:16:23
And one of the, one of the things that we allow, you know,
Hiran Perera:
00:16:27
we enable our MSPs to evolve.
Hiran Perera:
00:16:30
Their services.
Hiran Perera:
00:16:32
Right?
Hiran Perera:
00:16:32
Um, so let's just take plain old backup, right?
Hiran Perera:
00:16:36
If you're doing backup as a, a service, you have recovery, right?
Hiran Perera:
00:16:41
What we will enable an MSP to do with the advanced Druva capabilities
Hiran Perera:
00:16:46
is know a lot of my MSPs and I cover, um, America's, APAC.
Hiran Perera:
00:16:53
Andy's covering more the EMEA.
Hiran Perera:
00:16:55
They're doing a lot of these, like, uh, it's now a ransomware
Hiran Perera:
00:16:59
recovery service, right?
Hiran Perera:
00:17:00
So it's not just, Hey, we'll do backup and recovery as a service.
Hiran Perera:
00:17:05
It's a, we are gonna help you in a time of a crisis, right?
Hiran Perera:
00:17:08
So if you think about when it hits, they're like, okay, what do we do?
Hiran Perera:
00:17:13
We assess the damage, all these sorts of bits and pieces.
Hiran Perera:
00:17:17
and then we respond, right?
Hiran Perera:
00:17:20
How do we respond?
Hiran Perera:
00:17:21
Do we, you know, uh, wipe out this data center cuz we don't
Hiran Perera:
00:17:24
know that it's safe to recover in?
Hiran Perera:
00:17:26
Do we just recover somewhere else in the vpc, for instance, in aws?
Hiran Perera:
00:17:31
And when we're doing that, you know, uh, or if we're recovering
Hiran Perera:
00:17:35
back to the same place.
Hiran Perera:
00:17:37
Let's do recovery, make sure there are no, um, no threats in, in the system.
Hiran Perera:
00:17:43
And that's where features like, you know, the advanced ransomware recovery
Hiran Perera:
00:17:46
that Druva has comes into play.
Hiran Perera:
00:17:48
So an MSP takes that feature set, um, and builds a service around it, right?
Hiran Perera:
00:17:55
And, and really sort of amplifies the value back to the customer, right?
Hiran Perera:
00:17:59
So it's, it's no longer just recovery, it's a ransomware recovery service.
W. Curtis Preston:
00:18:05
So when I think about this, I know that, you know,
W. Curtis Preston:
00:18:09
thinking about the way that MSP can package things and you know, with Druva.
W. Curtis Preston:
00:18:15
You know, first off, it's typically the customer that's gonna be
W. Curtis Preston:
00:18:17
running the backups, right?
W. Curtis Preston:
00:18:19
But with an MSP it's gonna be the MSP running.
W. Curtis Preston:
00:18:21
Uh, Druva also typically has kind of one way to price, uh, the services can,
W. Curtis Preston:
00:18:27
using an M S P, can they be more, uh, flexible with, uh, pricing than Druva can.
Hiran Perera:
00:18:38
Yeah.
Hiran Perera:
00:18:39
So, um, I'll touch on one point and then maybe Andy, you can touch on
Hiran Perera:
00:18:43
the, you know, the, the metering.
Hiran Perera:
00:18:45
So there's, there's a number of different ways, right?
Hiran Perera:
00:18:47
So Druva, for instance, you buy an upfront subscription, it's a year.
Hiran Perera:
00:18:51
Our MSPs typically offer more flexibility, such as they'll offer monthly, uh,
Hiran Perera:
00:18:59
billing to the customer, right?
Hiran Perera:
00:19:01
So what an MSP could do there, there's two distinct scenarios.
Hiran Perera:
00:19:05
They can have an agreed amount of product that is equally split into
Hiran Perera:
00:19:10
12 chunks and it's very predictable.
Hiran Perera:
00:19:13
You know, uh, it'd just be like taking, you know, what Driven
Hiran Perera:
00:19:15
does and break it down into 12.
Hiran Perera:
00:19:17
Cuz that's what they do.
Hiran Perera:
00:19:18
Think about their, their locally connected local currency, you know, uh,
Hiran Perera:
00:19:24
well trusted, uh, partner in the region.
Hiran Perera:
00:19:27
and they can do that stuff, whereas a Druva can't, right?
Hiran Perera:
00:19:30
Uh, in, in terms of process, monthly bills for a customer, and the second way that
Hiran Perera:
00:19:35
they can go about it is, uh, post usage.
Hiran Perera:
00:19:39
They can say, Hey, Mr.
Hiran Perera:
00:19:40
Customer, for this month you used 393 users next month, you know, 412.
Hiran Perera:
00:19:47
. And so they can do that measurement and uh, you know, bill it back to the customer
Hiran Perera:
00:19:52
and they can also, you know, um, be more flexible or, or simplify things, right?
Hiran Perera:
00:19:58
So a lot of our MSPs just say unlimited storage, unlimited everything.
Hiran Perera:
00:20:03
And, uh, this is your price per user might be a, a different price point than
Hiran Perera:
00:20:07
us, but they take away that, that pain.
Hiran Perera:
00:20:10
Um, and Andy, maybe the, you know, the stuff that we were talking about
Hiran Perera:
00:20:13
earlier, you were talking about how.
Hiran Perera:
00:20:16
, you know, uh, one of Andy's MSPs was moving across from a specific server
Hiran Perera:
00:20:21
plus storage model, right, Andy?
Hiran Perera:
00:20:23
And yeah.
Andy Abbey:
00:20:25
yeah, exactly that.
Andy Abbey:
00:20:26
So, I mean, one of the anxieties with an msp, um, when they're introducing
Andy Abbey:
00:20:31
a new vendor, um, to deliver a, a service line item like backup is they've
Andy Abbey:
00:20:36
been used to, um, you know, sizing pricing, configuring a certain way.
Andy Abbey:
00:20:42
And then they look at a SaaS platform and they think it's completely different.
Andy Abbey:
00:20:45
It isn't a lot of respects, but actually they have the flexibility
Andy Abbey:
00:20:48
to use their existing pricing models and just adapt them accordingly.
Andy Abbey:
00:20:53
So, you know, we charge, uh, per backend terabyte.
Andy Abbey:
00:20:56
That's how we charge, uh, for, for hybrid.
Andy Abbey:
00:20:59
Um, . But if the, if the MSP wants to charge per server, they still
Andy Abbey:
00:21:03
have the ability to do that and they can do it in many different ways.
Andy Abbey:
00:21:07
Um, uh, their, their wish.
Andy Abbey:
00:21:08
I mean, if you say for example, the average server size on disk is 120
Andy Abbey:
00:21:13
gig, you know, they can, they can easily, uh, have a cost per gig model.
Andy Abbey:
00:21:17
Um, or a cost per server model, whichever way they want to do it.
Andy Abbey:
00:21:20
And, you know, they, they have the flexibility to do it.
Andy Abbey:
00:21:22
And I think as MSP consultants, um, it's about sort of laying those
Andy Abbey:
00:21:26
fears that initially MSPs have is, how do I take this to my sales team?
Andy Abbey:
00:21:30
How do I take it to my ses?
Andy Abbey:
00:21:31
How do they go out and price this in the marketplace?
Andy Abbey:
00:21:34
Um, and you know, what we help them do is, is, is come up with that pricing
Andy Abbey:
00:21:38
structure, that pricing model, um, you know, allay those anxieties so
Andy Abbey:
00:21:42
they can go to market confidently.
Andy Abbey:
00:21:44
Um, and start winning those customers on whatever price structure they
Andy Abbey:
00:21:47
choose, and it, it has to fit their, their model ultimately.
Andy Abbey:
00:21:51
Um, you know, and we, on a 12 month commitment, we want
Andy Abbey:
00:21:54
'em to get to market quickly.
Andy Abbey:
00:21:55
We want to get 'em consuming.
Andy Abbey:
00:21:56
And yeah, sometimes that is taking the path of lease resistance with the sales
Andy Abbey:
00:22:01
team, not changing too many things, um, and giving a pricing structure, a pricing
Andy Abbey:
00:22:06
model, um, that they can work with.
Stephen Manley:
00:22:10
I can't let this drop where Hiran
Stephen Manley:
00:22:12
mentioned, I think, what was it?
Stephen Manley:
00:22:13
Uh, uh, basic old backup.
Stephen Manley:
00:22:16
First thing I thought of was Curtis, but, um, the, uh, But the, but the fancy
Stephen Manley:
00:22:23
ransomware recovery backup, that's me.
Stephen Manley:
00:22:25
No.
Stephen Manley:
00:22:26
Uh, the, uh, but, but, but it is, it is interesting, I think that
Stephen Manley:
00:22:30
ability to offer that service.
Stephen Manley:
00:22:31
Right.
Stephen Manley:
00:22:32
Because Curtis, I know you and I have spent a lot of podcasts talking about
Stephen Manley:
00:22:35
ransomware recovery is different and ransomware protection, it's different
Stephen Manley:
00:22:39
than, than what you've done traditionally.
Stephen Manley:
00:22:42
And so I think being able to work with an msp, uh, I think
Stephen Manley:
00:22:46
that could be really interesting for customers who do feel a bit.
Stephen Manley:
00:22:49
Right.
Stephen Manley:
00:22:50
That, that they, they look at this ransomware challenge and they
Stephen Manley:
00:22:52
go, I don't know where to start.
Stephen Manley:
00:22:54
Druva's is a great product, but there's still a lot of stuff they have to do.
Stephen Manley:
00:22:58
Uh, I could see the MSPs being a really interesting space for that.
Stephen Manley:
00:23:02
Um, as you guys see the MSPs working, so things like Dr.
Stephen Manley:
00:23:06
Ransomware recovery, I mean, is that the bigger, is that the more common,
Stephen Manley:
00:23:11
I guess, bundle that they're trying to sell to their customers at this point?
Stephen Manley:
00:23:15
You know, how do I tell a good MSP from a bad one?
Stephen Manley:
00:23:18
What are the kind of questions I might wanna ask to see
Stephen Manley:
00:23:20
if this MSP's right for me?
Andy Abbey:
00:23:22
Uh, I think, um, ultimately when, you know, as an end customer looking
Andy Abbey:
00:23:26
at an msp, um, it has to be on value and.
Andy Abbey:
00:23:31
You are looking as a customer, an outcome If you want ransomware protection,
Andy Abbey:
00:23:35
that's, if you look at it from a 360 perspective, it's not just backing up your
Andy Abbey:
00:23:38
data and being immutable and all those good things that we can do with Druva,
Andy Abbey:
00:23:42
it's only add on components with it.
Andy Abbey:
00:23:44
They might have a security operation center where they can monitor threats
Andy Abbey:
00:23:48
that are inbound, uh, to the customer.
Andy Abbey:
00:23:50
They can tie those and correlate events together.
Andy Abbey:
00:23:54
So having, you know, a good backup product, um, that delivers all the things
Andy Abbey:
00:24:00
that you need it to from a ransomware pers perspective, you know, Druva can do that.
Andy Abbey:
00:24:04
The MSP can add extra value on top of that, and then they can bundle
Andy Abbey:
00:24:08
that as a service and offer it.
Andy Abbey:
00:24:10
Um, you know, add a, add a at a price point, which is cheaper than what
Andy Abbey:
00:24:14
the customer can do themselves if the customer has to employ a bunch
Andy Abbey:
00:24:18
of SOC guys, uh, to sit in a, in a, in an operation center to monitor.
Andy Abbey:
00:24:23
Firewall traffic, et cetera.
Andy Abbey:
00:24:24
That's not a, a great use of a company's budget dollars.
Andy Abbey:
00:24:28
If you offload that into an msp, you know, they can be monitoring 10
Andy Abbey:
00:24:32
customers with the same amount of people.
Andy Abbey:
00:24:34
So it makes more sense from, from that perspective.
Andy Abbey:
00:24:37
Um, and as you said, when we work with MSPs, some MSPs have, um, very
Andy Abbey:
00:24:42
mature offerings in the security space.
Andy Abbey:
00:24:45
They're, they're delivering security services and this really is.
Andy Abbey:
00:24:48
The, you know, the, the icing on the cake, so to speak.
Andy Abbey:
00:24:51
Other MSPs are just starting out.
Andy Abbey:
00:24:53
They're starting to build a security service and, and ultimately, you
Andy Abbey:
00:24:56
know, Druva is a great place for them to start doing that because of all
Andy Abbey:
00:25:00
the other components that we have.
Andy Abbey:
00:25:01
You know, they might have had what I would class as a, a 2D backup
Andy Abbey:
00:25:05
service, backup and recovery great.
Andy Abbey:
00:25:07
We, we've been doing that for years, but then when you tie in all of the,
Andy Abbey:
00:25:11
um, other capabilities that Druva our offer, on top of that, we're backing up
Andy Abbey:
00:25:14
your data because we've got your data.
Andy Abbey:
00:25:16
We have insights.
Andy Abbey:
00:25:18
We can do anomaly detection, you know, we've got curated snapshots.
Andy Abbey:
00:25:21
When you bundle all those things together, it's a compelling
Andy Abbey:
00:25:23
offer for an end customer.
Andy Abbey:
00:25:25
Um, and then couple that with, you know, seam as a service, for
Andy Abbey:
00:25:29
example, which a lot of MSPs do now.
Andy Abbey:
00:25:31
It's, it's a 360 ransomware protection view that MSP can.
Andy Abbey:
00:25:36
and the differentiating from, from just what Druva can offer in the background.
W. Curtis Preston:
00:25:40
I like it.
W. Curtis Preston:
00:25:42
Well, we, I think we've kind of reached the end of our time.
W. Curtis Preston:
00:25:45
Uh, I, I think this was very inter in, you know, interesting discussion.
W. Curtis Preston:
00:25:49
I, I like the idea of.
W. Curtis Preston:
00:25:51
That an end user?
W. Curtis Preston:
00:25:52
I think the biggest, you know, the, the two biggest things I see an end user
W. Curtis Preston:
00:25:56
get out of the, the MS using an M S P would be, you know, flexibility in,
W. Curtis Preston:
00:26:02
in the way they pay for the product.
W. Curtis Preston:
00:26:04
But this idea of actually having somebody.
W. Curtis Preston:
00:26:07
Monitoring your backups, um, you know, making sure that they're doing
W. Curtis Preston:
00:26:12
what they're supposed to be doing.
W. Curtis Preston:
00:26:13
Honestly, uh, there's a lot of companies that wish they had that , right?
Andy Abbey:
00:26:19
They can't afford to have that.
Andy Abbey:
00:26:20
So an MSP is usually the only route they can have that level of protection.
Andy Abbey:
00:26:24
So,
W. Curtis Preston:
00:26:24
Yeah.
W. Curtis Preston:
00:26:24
And, and also you have that, the longstanding problem of no one wants
W. Curtis Preston:
00:26:29
to be that person at a company.
W. Curtis Preston:
00:26:31
No one wants to be responsible for the backup system.
W. Curtis Preston:
00:26:33
Here you have a company that will do that for you.
W. Curtis Preston:
00:26:36
Right.
W. Curtis Preston:
00:26:37
I really like that idea.
W. Curtis Preston:
00:26:38
Um, and, uh, I think that it, it helps MSPs, it helps them differentiate against
W. Curtis Preston:
00:26:44
their competitors because they could just bundle in the backup and recovery service.
W. Curtis Preston:
00:26:48
Um, and I liked your, I liked.
W. Curtis Preston:
00:26:50
The 2D backup.
W. Curtis Preston:
00:26:51
So like you, you know, backup and recovery, and then now we have 3D
W. Curtis Preston:
00:26:54
backup with, uh, all these other things.
W. Curtis Preston:
00:26:56
I like that.
W. Curtis Preston:
00:26:57
So, uh, thanks guys for, uh, for, for, I know that we're in d several
W. Curtis Preston:
00:27:02
different time zones here, so thanks for, uh, taking the time to do that.
Andy Abbey:
00:27:07
No, it's been an absolute pleasure.
Andy Abbey:
00:27:08
Thank you,
Hiran Perera:
00:27:09
Yeah.
Hiran Perera:
00:27:09
Been a pleasure guys.
Hiran Perera:
00:27:10
Thanks for having us.
Hiran Perera:
00:27:11
Yeah,
W. Curtis Preston:
00:27:11
And thanks for, you know, picking on me, Stephen
Stephen Manley:
00:27:15
Hey, at least they didn't say old and tired
Stephen Manley:
00:27:18
back up because then you know,
W. Curtis Preston:
00:27:23
We can always count on you.
W. Curtis Preston:
00:27:24
All right.
W. Curtis Preston:
00:27:24
And we can count on the, uh, listeners as well.
W. Curtis Preston:
00:27:27
Thanks for listening.
W. Curtis Preston:
00:27:28
And, uh, remember to subscribe so that you don't miss an episode.
W. Curtis Preston:
00:27:32
And as always, here at Druva, there's no hardware required.
