Podcasts about Data domain

Josh Singh, sales director at Turning Point Technology Services Josh Singh didn’t arrive at Dell Technologies World simply as a partner – he arrived as someone who spent nearly eight years on the vendor side, in Dell sales roles, before crossing over to Turning Point as the company’s sales lead. That dual perspective shapes everything about how Turning Point operates. The Vancouver-based solution provider, founded in 2012, runs exclusively on Dell in the data center – a deliberate, all-in single-vendor bet that Josh frames not as a constraint but as a competitive advantage. Nearly half of the team is ex-Dell, which means when a customer needs an answer fast, Turning Point knows exactly who to call inside Dell’s notoriously complex internal matrix. That navigational fluency, Josh argues, is the kind of differentiation that doesn’t show up in a spec sheet but shows up every time there’s urgency. Turning Point recently formalized that depth by opening what Dell designates as its first official solution center in Canada, in their Vancouver office, giving the team and their clients hands-on access to the full portfolio – including the GB10 for deskside AI development. On AI, Josh’s read is that the “AI factory” framing was right directionally but too large a first step for most of the Canadian market. Dell’s move toward more modular, consumable AI infrastructure – starting at one or two servers, proving a use case, then scaling – is what actually unlocks adoption for SMB customers. Small wins first, then the appetite for something bigger. On security and resilience, Josh drew a clear line: backup is the last line of defense, and if that last line gets hit – or gets frozen by a ransomware insurance claim – you’re rebuilding from scratch. Dell’s Data Domain and its proprietary DDBoost protocol, alongside Veeam, form the core of what Turning Point puts in front of customers who need to actually recover, not just theoretically recover. And rounding it out: the supply chain disruption, compounded by Broadcom‘s reshaping of the virtualization market, is forcing Canadian organizations to plan differently – more external awareness, more budget flexibility, earlier commitment. That’s a challenge across the industry, Josh notes. But for partners who can guide customers through it, it’s also an opening. Read Full Transcript Robert Dutt: Hello and welcome to In The Channel from ChannelBuzz.ca, bringing news and information to the Canadian IT channel community for the last sixteen years. I’m Robert Dutt, editor of ChannelBuzz.ca, and your host for the show. We’re continuing our series from Dell Technologies World in Las Vegas. This week, we’re deep on the partner perspective. Today’s guest brings a point of view you don’t usually get. Nearly a decade inside Dell Technologies, followed by a move to the partner side – specifically to a partner that has made one of the most deliberate, all-in single-vendor bets you’ll find in the Canadian channel. Josh Singh leads the sales team at Turning Point Technology Services, a Vancouver-based solution provider founded in 2012 that operates exclusively on Dell in the data center. Not mostly Dell, not primarily Dell – exclusively. In a channel where diversification is almost reflexively treated as risk management, Turning Point went the other way, and they did it right at the beginning of Dell’s channel investment cycle, which turned out to be good timing. Josh brings to that an unusual lens. He spent almost eight years in Dell’s sales roles, where he learned early that the channel was the key to his success, and that knowing how to navigate Dell’s internal matrix is an advantage that translates directly into faster, better outcomes for customers. Roughly half of Turning Point’s team is ex-Dell. They recently opened what Dell designates as its first official solution center in Canada, right there in their Vancouver office. We talked about what it actually means to make the single-vendor bet and why it’s holding up. How the AI adoption conversation is changing for SMB customers who weren’t ready for the Dell AI Factory, but might be ready for something smaller. The security and data resilience story, and why backup shouldn’t be confused with business continuity. And what the supply chain situation, plus Broadcom’s disruption of the market, is doing to how customers have to plan. Let’s get right into it. My chat with Josh Singh. Josh, thanks for taking the time. I appreciate it. I’m sure it’s been a busy week. Josh Singh: It has been a busy week, and thanks for having me. Robert Dutt: I guess to open it up, I want to start with a question that frames the perspective that you have at an event like this. Turning Point made the explicit call to go all-in on Dell on the infrastructure side, as I understand. A lot of partners diversify, carry multiple vendors, pick and choose their spots. What’s the logic behind that bet? What does a week like this one – where Dell’s making a lot of big moves around AI and the direction of the partner program and all that – feel like for a shop that’s tied its future to the Dell story? Josh Singh: Very good question. I’ve been asked this numerous times, and it’s clear you’ve done your research on us. As you said, Robert, we are 100% Dell-exclusive in the data center. We do have other technologies that are complementary to Dell to give our clients an end-to-end ecosystem of technology, but we have doubled, tripled, and quadrupled down on Dell in the data center. Turning Point was formed in 2012. Three founders – Lee, Sean, and Lauren – they came from a value-added reseller that sold a multitude of technologies. What they found out at the time was Dell had a portfolio that covered the end-to-end, especially in the data center. They branched out, all three of them from [Seven Group – verify company name], and they formed Turning Point. They just realized that Dell was at the beginning of their partner program. You’ll see a legacy fabric still embedded in some aspects of Dell Technologies where they still are partial to selling direct, but they have put a large amount of emphasis and investment in the channel over the last fifteen years. Turning Point was formed at the very beginning of that cycle. Since then, we have had no regrets. Dell has really come to the table as a really solid partner for us, allowing us to offer our clients the end-to-end data center strategy with Dell Technologies. Robert Dutt: Your lens is unique too in that you have some time at Dell EMC – a viewpoint that a lot of partners don’t have in terms of having seen both sides of that fence, especially around the same vendor. What does that vendor-side time teach you about what Dell actually needs and wants from partners, and the reality of what Dell values in a partner? Josh Singh: Yeah, that’s a really good question. I spent almost eight years at Dell in various sales roles. I learned very quickly, and early on in my Dell sales career, that the channel was the key to my success. The core reason why is I’m one individual. I have a solutions engineer, I have some overlays, and we manage a pretty large territory. I found that if I could just introduce a channel partner into the mix, I could lob it over the fence, play quarterback a little bit, get enough updates from the channel partner so I can update my leadership – because that’s really important. But I was able to scale my business significantly when I started to work with the channel. Actually, Turning Point was one of those channel partners that I worked very closely with. So it’s a bit of a full circle moment for me to come back and I lead the sales team at Turning Point. Robert Dutt: I have to imagine the Dell team is happy to have you, because clearly you’ve got that lens for exactly what they are looking for from you as a partner. Josh Singh: Yeah, you know, every vendor has their own methodology and go-to-market culture. And so it does help. Actually, almost half of Turning Point’s team is ex-Dell Technologies employees. So that really gives us a unique perspective on how Dell wants to sell, how to update Dell, what’s important to them – what’s important to each level in the organization, from the sales rep to the manager, to the director, to the senior director, to the president. So we understand what is important to Dell Technologies. And also, for our customers, it’s really important to pick the right technologies. But as we all know, this world is moving so fast and our customers need answers, and they need us to be on their requests in a really time-sensitive way. And so, typically with most vendors, you know your account executive and that individual is the key to the organization. When you come from Dell, you all of a sudden know how to navigate the matrix of Dell. And so when a customer has a question, you know exactly who to call. You can pick up the phone and get that answer in a much more time-sensitive way than navigating the matrix of Dell, which can be large and daunting. Robert Dutt: So the secret sauce is as simple as spending more than half a decade inside the company itself. Josh Singh: Simple. Yeah, easy peasy. Robert Dutt: Big week for AI infrastructure here, and the Dell AI thesis – in so much as they’ve for a while been pulling on the idea of running AI models on-prem and on their infrastructure – was really amplified this week. Between that, desktop agentic AI, and the whole server and storage announcements underneath that, how does what was announced here resonate with what you guys are doing now and what your customers are asking for in terms of technology and how it’s delivered? Josh Singh: Yeah, no, that’s a really good question. So I’ve been at Dell Technologies World almost every year, and I’m finding a big difference in the talk tracks this year. AI was a concept, it was a lot of buzzwords, it was a lot of fluff, to be honest with you as well. Everyone’s trying to chase what AI means to them. But I think this year is the first year where I started to see concepts materialize into practicality, whether it comes to data locality or infrastructure, or really how to go to the next steps of adopting AI. The Canadian market is more pragmatic in their approach to adoption of technology – a little laggard, but not in a negative way, just a bit more conservative. And so what Dell Technologies World enables me and us to do is learn from people actually deploying AI in a much more meaningful and scalable way, for us to then be able to go back to Canada and start to talk about potential use cases, potential outcomes – because it is a very daunting topic, AI, sometimes it can be very overwhelming. So Dell Technologies World allows us to take some key facts about AI, bring them back into our local market, and then help them through that journey. And also, we’re meeting a lot of experts here as well. So it’s not just that we take these concepts and go back to Canada and try to do it ourselves – we’re really supported by the Dell channel ecosystem as well, to help our clients evolve in their AI journey. Robert Dutt: What are the ideas that you’re hearing that specifically are making you think, “All right, this is going to change something in how we do business internally, or this is something I have to take to customer X, customer Y, customer Z,” because it maps to what they’re thinking about or where they should be thinking? Josh Singh: Yeah. I think Dell, when they first wanted to address AI, they came out with the Dell AI Factory, and that was the message. So for a lot of Canadian organizations – which are largely SMB – adoption of an AI Factory is not consumable. It’s too large. They need to prove the model out. And then as soon as they get some small wins and successes, then they can scale out, because the smallest AI Factory was large for them. And this is what we noticed, actually, in the last twelve months. So what Dell is doing now is making it a bit more economical, a bit more consumable – in the AI data platform, starting at one server, maybe two servers, a little PowerScale, and then using that to prove out a use case. And then once we prove out a use case, our customers say, “Hey, there’s really something to this AI thing that everybody keeps talking about.” Now they can really start to invest in a much more scalable, larger way. So I think what Dell has released – very small products with the GB10 all the way up to that massive AI Factory – I mean, you saw when Michael Dell came out with Jensen, and he came out on stage and showed the entire portfolio of AI with a small little itty-bitty – not quite Raspberry Pi size, but not too far from that. Robert Dutt: Really, yeah. Josh Singh: And then having Jensen talk about the next model and how much more powerful that next model is – 100x, 100x, 100x, all the way up to that big AI Factory. So I think it just allows us to be a bit more practical in AI adoption rather than, “Mr. Customer, you have to adopt an AI Factory and that’s how you’re going to achieve AI.” So yeah. Robert Dutt: Has some of the stuff they’re talking about – deskside AI, and specifically deskside agents – when you talk about a GB10 and the lower end of that, and even for more casual users, they would make the case down to the AI-enabled PC – how does that kind of map with how your customers are approaching AI, given that they aren’t going to be going out and buying even a bottom-end, full-on AI Factory experience as a day-one thing? Josh Singh: Yeah. So at Turning Point, we have our data center – it’s actually a solution center. Dell has multiple across the world. There was none in Canada. So actually, with Dell leadership, we opened up Dell’s first solution center in Vancouver in our office. There was a big unveiling with the president of Dell Canada, all Dell leadership came out, and we stood up our solution center in conjunction with Dell. So in that solution center, we have every piece of technology that Dell has – from PowerStore to PowerScale to ObjectScale. And we recently adopted the GB10 so we’re able to actually learn it, use practical use cases that actually help Turning Point, and then we can actually know how to speak to our customers as an adopter ourselves of the GB10 and some of the use cases. So anything from OpenClaw to using different language models and trying to help business productivity in that manner. We serve customers in almost every single vertical. So we are working with healthcare – we’re doing some work right now with healthcare and looking at different use cases when it comes to X-rays and things like that. And then we also work with legal, looking at contractual ways to actually pull out data from thousands or millions of contracts to find commonalities to help an organization improve their operational efficiency. So we’ve got our system in our solution center and we’re actually going through those use cases ourselves so that we can better serve our customers. Robert Dutt: Given that you’ve got that data center and you’ve got that – choose your own analogy, eat your own dog food, drink your own champagne – approach to things, how have you guys approached AI internally, and what have you learned from how you’ve done that over the last year or two? Josh Singh: So it’s a good question. Admittedly, we are a little bit at the beginning of that journey as well. So at Turning Point, as well as many of our customers, we were a bit overwhelmed with what AI meant. And so we have a practice when it comes to consultation to navigate what AI means for them. We do specific workshops to get a client to understand what they want out of AI and to conceptualize what AI is capable of doing. Now we’re really getting into how product is going to help that. So this is the next iteration of our AI journey to help our customers – going over and beyond the consultative nature of how AI works and models and inferencing and all those buzzwords that customers understand but don’t really understand. And then we’ll take whatever is the output from that workshop, and now with our solution center, we’re looking to actually take the results of that and try to replicate it using product and technology and actual outcome. Robert Dutt: How often do you find that the outcome of the workshop – “this is what AI would do best for you” – maps with what they came in thinking AI would do best for them? Josh Singh: It’s fascinating to see, actually, because in a lot of SMB organizations, there is no AI data scientist, there is no AI leader. So it’s essentially decision by committee. And that committee could be a storage admin, a network admin, a compute admin, an application admin, all the way up to leadership, cybersecurity, of course, for governance and compliance. So seeing the different perspectives in these AI committees is really interesting – to watch the customer look at each other and each individual have their own expertise and go, “Oh, that’s interesting. Oh, that’s interesting. Why did I know you viewed the world through the lens of this?” And so coming in with these workshops, it’s typically not one outcome. It’s actually allowing a conversation between these committees at our customer organizations to really help push what AI means for each of those individuals. And then they branch out, actually not with Turning Point but internally, to foster more discussion. And then we come back in and help prod and push in certain areas with our AI knowledge. But really, it’s more contextual. It’s not really about language models and things like that. It’s more about blue sky – like, what do we want to do? And what’s success for you, and what’s success for you, and what’s success for you? You’ll notice that success for each of these individuals is very different. So it’s been fascinating for us to watch. Robert Dutt: It’s funny how often some of these things do – for all the technology behind it – come down to breaking down internal silos. Josh Singh: Yes, yes, yeah. It’s a big part of our job. We help bridge technology to business, to legal, to cybersecurity, all the way up to business goals. So it’s really – it’s an honor to work in this industry and see those conversations play out. Robert Dutt: We saw some fairly significant changes to the partner program and the rollout of the Modern Partner Platform – in terms of the agentic AI stuff that’s rolling into the partner portal and the partner experience, deal registration improvements, a whole bunch of things – especially where you guys are at as a boutique, exclusively Dell-focused operation on the data center side. What did you see in there that really caught your interest – “okay, that’s going to make my life better”? And in a more art-of-the-possible mode, what do you think AI appearing in partner platforms is going to mean in the long run in terms of what you can do, and what you can get from the overall experience you have with key vendors like Dell? Josh Singh: Yeah, good question. So they haven’t fully rolled out the One Dell Way platform yet – they’re chipping away at it. First is with CSG on the client side, and they’re starting that internally. So we haven’t actually seen the result of a lot of that change yet. But I do know theoretically what the plan is for that, and I think it’s going to be really advantageous for us. We are seeing a little bit of the benefits right now where human intervention – as vendors start to consolidate a bit more in sales and back office – the role of the sales rep is changing. There are a lot of tasks that that sales rep now has to do. And so they can sometimes be the bottleneck of operational efficiency. Let’s talk about deal registration, for example: they will get an email, and if they’re busy in meetings, by the time they get to that email and press OK, it could be twenty-four, it could be forty-eight hours, it could be seventy-two hours if that person’s out of town. So then you have to chase – and with how fast IT is moving with our customers, we can’t afford to wait that long. So we’re starting to see a bit more intelligence and automation in how deal registrations are approved. It is a bit of a complicated topic because the channel relies on Dell’s ability to recognize who our accounts are, who our loyal customers are. And so there have been some conflicts since then. But I do see that Dell is on it and they are working it out. And I do love the transparency and honesty from Dell in owning up where mistakes were made and correcting them in the field. So I am seeing some AI adoption when it comes to the partner program, but it’s not fully rolled out yet. So I am looking forward to seeing what they come out with. Robert Dutt: In terms of future state – whether it’s stuff that they’re already discussing or stuff that’s just possible but not yet on the roadmap – what would be the most impactful for you and your organization to move to a more automated, more agentic motion with a key vendor like Dell? Josh Singh: Yeah. I’m sure you’ve heard of Dell Sales Chat. It’s basically their version of GPT, but it references all of Dell’s information – presentations, documents, white papers, service briefs, and things like that. So the Dell rep just types in a query into Dell Sales Chat, and an answer comes out while referencing all Dell documentation. What I really want to see is Dell enabling that for the channel. And so I’ve talked to Dell leadership – specifically people that own this product – and that is the plan. And so I’m really, really excited for that, because especially when we respond to RFPs in public sector, it’s a very time-consuming endeavor. And so for us to be able to type in queries on very specific questions that public sector has about technology would be really valuable. And I do know that there are compliance and governance issues as well. The labeling of documentation has to be accurate – otherwise, the channel would get access to potentially confidential data from Dell Sales Chat. But that’s the biggest thing that I’m waiting for Dell to offer the channel. Robert Dutt: Cool. I wanted to talk a little bit about security and data resilience, because that was another theme here at the event – an area where you guys have a fair bit going on with vCISO and MDR, cyber recovery, all that kind of stuff. Basically, how does the Dell cyber resilience narrative from this week connect with what you’re already doing? Does it strengthen the story you’re telling clients? Does it give you new opportunities? How are you viewing the message here? Josh Singh: Yeah. So I actually come from the security and resilience team at Dell – that’s my most recent role there. So it’s near and dear to me and my heart, and I am seeing a lot of product updates when it comes to security. That’s really exciting for me to see, actually. So Dell has a security and data platform in Data Domain, and there are other partners in the ecosystem like Druva and others. There are some partnerships with CrowdStrike and other MDR companies. And that’s what I really appreciate about Dell – they did have Secureworks for a period of time, which got spun off, but I do appreciate Dell constantly looking at where their gaps are from a technology perspective and then partnering up with other vendors to complete the end-to-end strategy. As I mentioned, each individual product in the technology portfolio – they are releasing a lot of security updates and functionality embedded in PowerStore, more in Data Domain when it comes to immutability and things like that, and PowerScale anomaly detection in each of the different products, end-to-end encryption with secure [HPAs – unclear; possibly “HBAs” or “APIs” – verify]. So there’s a lot of attention right now when it comes to security. And to come back to AI – AI is really cool and it can create a lot of really cool outcomes. That’s if you’re wearing a white hat. If you’re wearing a black hat, it can be equally exciting for them as well. And so Dell has to keep up now with not just asking what are the positive outcomes that can drive more efficiency and unlock human progress, but what are the black hats going to be doing with AI, and how do we respond? Robert Dutt: I was sharing a detail this week that backup infrastructure is kind of a primary target for attacks. Curious – does that kind of match with what you’re seeing? And how do you, especially with customers who are newer to you or just going through the process, help them reconcile what they think they’re protecting with their backup versus what they actually have in terms of protection? Josh Singh: Yeah, this is – I mean, every backup vendor says the same thing. This becomes really difficult, actually, to undo a lot of the conditioning from a lot of the backup vendors. I joined DPS – which is now the SRP, the Security and Resiliency Platform, at Dell – for a very specific reason. I actually used to also work for Secureworks. And I realized that talking to people about managed security services was resonating at the time. But the answer was always, “Hey, we just go back to our backup target and we restore, we recover, we’re up and running within a couple of hours.” So I thought, I could spend the same amount of time with a different team and a different product and achieve much more success, because that’s what most organizations are relying on. So they really rely on backup. Now, backup should not be confused with business continuity. Backup is the last line of defense – and it really is the last line of defense. So when you have a last line of defense, you need to make sure that that is locked down. If you don’t trust your last line of defense, it doesn’t really matter what you do on top of that. You can spend millions of dollars per year operationally on subscriptions and monitoring and things like that. But if you don’t trust your last line of defense, you are hooked. And so Dell’s backup product, Data Domain, is the most secure, purpose-built backup appliance out there in the market – hands down. It’s not even a comparison, from my perspective – and it could be a biased perspective – against other competition and other vendors that also play in the same area. There are just so many features in Data Domain when it comes to immutability and governance and compliance and DDBoost, which is a proprietary protocol – it’s not CIFS, it’s not NFS. A bad actor can scan a CIFS or NFS directory so easily and then just encrypt it. So while we do work very well with PPDM – which is Dell’s backup software – we also use Veeam as well. And so the Veeam-to-Data Domain story is very powerful, and it’s really good for the SMB market as well. So we’re constantly looking at the market and seeing what’s compatible, what plays well with Dell products, and we’re introducing that into our ecosystem as well. Robert Dutt: All right. To wrap it up – sitting where you sit as a partner who’s made a pretty significant single-vendor bet on Dell, what’s the one thing from this week that you sit back and go, “Yeah, that validates the decision”? And also, was there anything that gives you pause – that makes you go, “Okay, I need to learn more about that before I’m sure that we’re aligned”? Josh Singh: Yeah. I mean, I can’t deny that we haven’t been forced to think about more vendor adoption. And as every company needs to iterate and evolve and stay on top of industry trends, we need to constantly be surveying other technologies. And we do. We look at NetApp all the time. We look at Pure. We look at HPE constantly. And what we’ve noticed is we don’t need to take on a different vendor. And especially – one thing I will say about Dell, and I’m not sure if this is an answer to your question, but I do have to mention this – Dell’s supply chain is second to none. So we’re in this world right now which is shifting aggressively to shortages and components and things like that. And that’s where Dell’s really shining right now – in their ability to go to different geographic areas and fast-track product from other areas. So that’s just one thing that I have to plug Dell for: very impressive about what they’re doing there. But from a Dell perspective, they’re constantly innovating. All the thought leaders of the world – in different companies and different partners and vendors – they’re all here. And so if we have that big bet on Dell and they’re constantly innovating and adding new partnerships and are at the forefront of innovation, then that means we are too. And if we are, then we don’t need to look anywhere else – and we’re going to double down on the bet. Robert Dutt: To go back to what you were saying about the supply chain situation – it’s no doubt wild times trying to get infrastructure for everyone on the planet right now. And we hear pretty clearly from Jeff Clarke the idea, the message to customers: put your hand up early – really early, if you can – because that’ll give you the best chances of getting what you want when you want it. If you’re thinking two years out or something, how are you approaching timelines and guidance to customers on – okay, so you want to be here at some point – speccing that out in light of the uncertainty of availability, the uncertainty of price, all the fun stuff that’s going on right now? Josh Singh: We’re living in that world right now and it’s changing the way customers have to respond to their stakeholders in their organizations. Back in the day – and by back in the day, I mean six months ago – a customer needed compute and they would buy compute and they would get it within three weeks, likely two. Now we’re looking at two months, three months, sometimes six-month delays, depending on if they need very specific components. So it is a little bit like the COVID days, where there was a big push to remote connectivity. Now customers are looking at public cloud again in a bigger way because they need immediate resources. So what we’re trying to do as an organization is say, “Yes, you could go to the cloud – that is an option. It always has been an option and always will be an option. But is that the right thing for your organization economically, from a security perspective, from a latency perspective?” There are so many more considerations, especially in the Canadian market with data sovereignty. And so the shift of parts shortages – and this wouldn’t be a current interview unless we talked about Broadcom and the changes they’ve made in the market as well. These two very big changes in our market are now affecting the way that organizations have to respond to their stakeholders and the immediacy of resources. So planning now is critically important. The way that customers are now trying to secure budget within their organizations is changing, because they need to be a bit more adaptable and flexible to what’s externally offered. Previously, it was internal operational methodologies on how they adopted technologies. Now they’re being affected by the external. So they have to be a bit more flexible and adaptable as to how they need to support their growing environment – by way of data, by way of compute resources, and especially AI. Now that I need GPUs and memory and CPUs, which are now in shortage, it is a very big challenge. But it’s not a Dell challenge, it’s a customer challenge. It’s happening across the entire industry. So that’s a good thing for us. If it was a Dell challenge, then we’d have a challenge ourselves and be in a bit of a corner. But it’s a global challenge right now that we are constantly seeing changes to. And I suspect we’ll continue to see changes for the rest of the year. Robert Dutt: It’s wild times when you hear folks who are very intelligent on these things saying this is going to be a multi-year kind of cycle. I guess AI giveth, AI taketh away. Josh Singh: Yes, yes. And geopolitics – we’ve got some leaders in the world right now that are making decisions that are affecting our geopolitical climate as well, which is then downstream affecting IT. So it’s interesting times. Exciting times. And I think we’ll look back on today just like we looked back on COVID – we’ll get through it. We’re all in it together. Robert Dutt: Here’s hoping the war stories end up good at the end of the day. Josh Singh: That’s right. Robert Dutt: Thanks for taking the time. I appreciate it. Josh Singh: Thanks very much, Rob. I appreciate it. Thank you. Robert Dutt: There you have it, Josh Singh from Turning Point Technology Services. I’d like to thank Josh for his time in Las Vegas. The full-circle element of his story – spending years inside Dell, working alongside Turning Point as a channel partner, and then joining the company he was selling through – comes through clearly in how he talks about the business. And I think that perspective showed throughout the conversation. A few things I’d like to take away from this one. First, the single-vendor bet argument. A lot of partners hedge on vendor relationships as a form of risk management, but Turning Point went the other way. And the case Josh makes is essentially that depth beats breadth – that knowing how to navigate a large vendor’s internal matrix quickly is itself a competitive advantage for customers. When someone needs an answer today, knowing exactly who to call inside Dell and getting it done in hours instead of days is a real differentiator. Doesn’t show up in a product spec, but it does show up in the relationship. Second, the AI adoption ladder. The AI Factory is the right concept, but maybe too large a bite for most of the Canadian market. What’s changing now – and what you heard Josh describe with the solution center and the GB10 pilots – is AI becoming consumable at the entry level. Small win, prove the model, scale it up. That’s how it actually gets adopted in the mid-market and SMB space, and the partners who figured out how to structure that journey are the ones who are going to win those accounts. And third, backup is the last line of defense, not the first. Josh put it plainly: if you don’t trust your last line of defense, it doesn’t really matter what you spend on top of it. And if your backup infrastructure gets hit with a ransomware attack – which is increasingly the whole point of the attack – and you’ve filed an insurance claim on top of that, you can’t touch it until the insurance company is done with their analysis. You’re building from scratch. That air gap, clean recovery point is the whole game. Not a nice-to-have. If you’re enjoying the show, please follow or subscribe wherever you listen. We’re on Apple Podcasts, Spotify, YouTube, the usual suspects. And if you have a moment to leave a rating or review, please do. Until next time, I’m Robert Dutt for ChannelBuzz.ca, and I’ll see you in the channel.

Rob Emsley, director of cyber resilience marketing at Dell Technologies For most of the history of managed services, backup has been foundational but frankly unremarkable. You back up the data. Customers sleep better. Everyone moves on. That model needs to evolve. In this episode of In The Channel, recorded at Dell Technologies World in Las Vegas, Rob Emsley, director of cyber resilience marketing at Dell Technologies, makes a compelling case for why MSPs need to reframe their entire backup practice around cyber resilience – and why the opportunity to do so has never been bigger or more urgent. The stat that sets the table: 97% of cyber attacks now involve targeting the backup infrastructure directly. Attackers know that if they can compromise the backup, the game is essentially over. An MSP whose backup practice is not built around isolated, immutable copies is not selling a last line of defense – it’s selling false assurance. Central to the conversation is the idea of the “minimum viable company”: a framework Emsley encourages MSPs to bring to their customers, ideally at the board level. The question is deceptively simple – if everything goes down, what are the absolute minimum systems and data sets required to bring the business back online? Building a resilience strategy around that answer changes how you architect backup, and how you price and position it. Emsley walks through Dell’s PowerProtect portfolio, including the Data Domain platform and its multi-tenant capabilities for MSP environments, the Workspace Protection endpoint play, and the new premium rebate incentives for cyber resilience solutions in Dell’s Modern Partner Platform. His most practical advice for the mid-market? Have an incident response plan – and print it out. Because when ransomware strikes, the runbook sitting on the encrypted server is not going to help anyone. Read Full Transcript Robert Dutt: Hello and welcome to In The Channel from ChannelBuzz.ca, bringing news and information to the Canadian IT channel community for the last 16 years. I’m Robert Dutt, editor of ChannelBuzz.ca, and your host for the show. We’re still coming to you from Dell Technologies World in Las Vegas this week, where AI Factory and agentic AI have understandably grabbed most of the headlines. But while I was on the show floor, I also wanted to bring you a conversation that I think is going to resonate long after the conference fades. The question of how MSPs should be thinking about cyber resilience – not just backup or data recovery, but the full picture of what it actually takes to bring a customer’s business back to life after a ransomware attack – sits at or near the top of virtually every board-level buying agenda right now. And with AI increasingly in the hands of the bad guys as much as the good guys, the calculus around protecting data is changing fast. I sat down with Rob Emsley, director of cyber resilience marketing at Dell Technologies, for a conversation about the difference between disaster recovery and cyber recovery, the concept of the minimum viable company, and why MSPs who are still selling backup the old-fashioned way may be leaving both value and their customers seriously exposed. Let’s get right into it. My chat with Rob Emsley. Robert Dutt: Rob, thanks for taking the time. I appreciate it. Rob Emsley: Yeah, great to meet you, Robert. Robert Dutt: Director of cyber resilience marketing. You’re sitting in a pretty fascinating place right now, I have to think. Let’s start by sort of setting the table a little bit for an MSP and solution provider audience. How do you define cyber resilience at Dell today and how is that different from what it looked like even a couple of years back? Rob Emsley: Yeah, I mean, for many years, what the portfolio that I market was really the data protection portfolio. And like many vendors in the industry, one of the things that’s dramatically changed over probably the last decade, I would say, is the increase in cyber attacks and really the concern over things like ransomware, over things like insider threats, basically anything where bad actors are going after your data. And over the last probably 10 years, you’ve seen a lot more interest in cyber recovery as opposed to disaster recovery. Disaster recovery has been around forever. Bad things happen to good people. Do I have a set of infrastructure that I can restart from, whether it’s a natural disaster or human error, et cetera, et cetera. And the interesting thing with cyber recovery is the frustrating reality is that your hardware is probably still in good shape. You’re not under five feet of water or your infrastructure hasn’t been destroyed by a tornado. So everything looks as if it’s recoverable, but you know it isn’t because it’s been impacted, it’s been infected, and your good data is now bad data. So many MSPs that work with vendors in this market have seen an evolution of those vendors changing their messaging to certainly become more security companies. And some of that, you could argue, is based on vendor evaluations, especially private companies that are looking to go public or be acquired, et cetera, et cetera. So Dell Technologies was probably one of the last to really make a hard pivot from the products that we sell, predominantly delivering backup and recovery, but really to position those products and market those products as cyber resilience offerings. And cyber resilience really drives us to have new conversations with different parts of the customer’s team. Certainly it’s the old adage that when you’re selling data protection, you take the elevator to the basement to talk to the infrastructure team. When you’re selling cyber resilience, you take the elevator to the top floor to talk to the board, and it really has become a board-level discussion. So I think for managed service providers, the topic of cyber resilience is a much broader conversation that they can have with prospective customers. I think that customers know that there’s only two things that they’re afraid of losing. One is their employees, and two is their data. Losing either of them is really a bad day. So I think that when you look at buying intentions from many analyst firms that do those types of research projects – Omdia, for instance, is one – cyber resilience tops the top three, if not the top two or even top one, buying intentions for the coming years. And it has done for many, many years. So I think that’s why cyber resilience is an opportunity for managed service providers to expand the conversations and the people that they’re talking to, because it’s a horizontally required discipline. One of the things that customers, unfortunately over the years, have overspent on – maybe not overspent, but maybe not got the balance correct – is they’ve spent a lot of their budgets on cybersecurity products, trying to make their environments more secure. Basically build a wall. Firewalls fall into that category of technology, ransomware detection, those types of things. The area where we’ve tried to get a better balance in IT budgets is on recovery and resilience, based on the premise that there’s no such thing as absolute security. So you need to be prepared to have a good copy of your data to bring back to life, to bring your company back to life. Robert Dutt: Obviously, a lot of talk about AI because it’s the 2020s and we’re at a tech conference. Everyone’s going that way, which is good news in some regards and bad news in other regards in the security sphere, because it turns out the bad guys have access to it. Rob Emsley: Yeah. And that’s true for, as you imagine, a lot of technology. If you think about just life in general, there’s a lot of things that are available in the market that can be used for good and can also be used for bad. It all depends on what hands those technologies are in. And certainly, if you look at the use of AI to manufacture more sophisticated cyber attacks, certainly if you think about the use of AI to provide more sophisticated phishing emails, that’s certainly one thing I think we’ve seen. And certainly the concern around using AI to more quickly identify vulnerabilities – that’s been something that’s been top of mind in the news over the last few weeks, a couple of months. But again, I think both of those just reinforce the importance of having a surety that you have a good known copy of your data that you can take to the bank to bring the company back online. And I think from an MSP perspective, offering an infrastructure that gives their customers that assurance is really beneficial to customers. The old adage of customers want to sleep well at night – and if an MSP can help them do that, then a good night’s sleep is worth a fortune sometimes. Certainly my wife would say so. Robert Dutt: I think after 365, backup has been a fundamental underpinning of managed services for such a long time. I’m curious what you think is most common for MSPs to miss in terms of evolving and doing more than just the old-fashioned backup technology and getting more out of that. Rob Emsley: Yeah, I think if you look at a lot of the backup technologies that are available, certainly backup has always been that last line of defense. And unfortunately, being that last line of defense, the bad actors realize that if you compromise the backup infrastructure, you can pretty much do whatever you want. All bets are off. The customer doesn’t have a last line of defense. So if you think about some of the research that’s in the industry, 97% of cyber attacks involve attacking the backup infrastructure. And that doesn’t matter whether or not it’s managed by the customer or managed by an MSP. So I do think that MSPs need to become much more conversant in explaining what they are doing and how they have implemented a backup infrastructure that really is that last line of defense. And that’s something which you start getting into the concept of offering isolated copies of backups – maybe not for every single data type, but certainly we believe wholeheartedly in the concept of the minimum viable company, which really is a discussion to have with the board about when everything is gone, what needs to come back in order for you to be viable. Because I think that’s the killer – some people have a laissez-faire attitude to, well, everything’s important. But if everything’s important, then nothing’s important. So I do think that the MSPs that are in the backup industry need to realize that the backup value has changed. It used to be very much around being there for operational recovery. Having backups is just good hygiene, but having backups that aren’t secure is a no-no in today’s market. So that becomes a very important shift for MSPs that are in the backup market. Because I do agree with you – backup, God bless it, has been a great value creator for MSPs. Many customers realize that they need to back up their data. Subscribing to a service to do that is certainly an easy way to use your resources for more productive work to drive revenue. But at the end of the day, if you’re not secure, it’s difficult to innovate with confidence. Robert Dutt: All right. How does the portfolio that you guys are offering today help partners position their customers to be able to bounce back based on what really happens when they get attacked, breached, when their backup is part of that? Rob Emsley: Yeah. So within the Dell Technologies portfolio, this occurred probably about seven years ago. When I came back to Dell in 2018, we were simplifying the infrastructure portfolio of the company – storage predominantly, servers, and at the time data protection and cyber resilience. So many of our customers and our partners realized we have a portfolio of Power-branded products: PowerEdge, PowerStore, PowerMax, PowerSwitch. And probably in 2019, we introduced PowerProtect. So PowerProtect is the umbrella portfolio for everything we do in that backup and recovery, data protection, and cyber resilience space. Within there, we sell software to create copies of data and store them on hardware. And the hardware that we sell is something that we’ve been very lucky to have ownership of for literally 20 years. It’s an acquisition that was made by Dell Technologies, actually prior to the acquisition of EMC – it was an EMC acquisition, a company called Data Domain. And Data Domain has been really foundational for delivering cyber resilience. It falls into the category of what IDC calls the purpose-built backup appliance market. So unlike general purpose storage that many backup vendors use, this is a storage tier that was specifically developed for the purpose of storing backups. So it was developed with three attributes in mind. One was performance – how fast can I back up, how fast can I recover? It was built on efficiency – backup is a very repetitive process, so how can I store multiple backups in less physical capacity? So data reduction, deduplication. And then scalability – how can I start small and scale? But then overarching to that is how can you make it rock solid and secure? So the security features of our PowerProtect Data Domain appliances are something that’s very advantageous. And many of our managed service providers have stood that up in their data centers and offered that as the foundation for cyber resilience. The nice thing is that Data Domain, as well as supporting Dell Technologies software – so PowerProtect Data Manager, and other software assets that we’ve had for even longer, products like Networker and Avamar – it also has a very healthy ecosystem. There’s a protocol called Data Domain Boost that we use to allow third parties to integrate with Data Domain directly. Because the reality is that an MSP, when they go and talk to a customer, that customer has more than likely already made choices around the backup software that they’re using. And it’s more than likely not just one. And sometimes when they go to the MSP, they’ll say, well, can you basically choose a backup software application? But even the nice thing is, from an MSP perspective, Data Domain is multi-tenant. So you can slice up Data Domain into an ability to serve many MSP customers using different software if the customer so chooses. So if you look at our expo floor this year, we’ve got companies like Commvault exhibiting, companies like Veeam exhibiting. That’s the way that our portfolio is set up to provide that backup infrastructure for MSPs to leverage. Robert Dutt: Obviously, one of the big occurrences here from a partner point of view is the Modern Partner Platform that’s rolling out. And in part of all of those changes, you got the specific call out for cyber resilience solutions as one of the differentiated product areas for premium rebates. That’s a pretty big carrot. What does it say about the signal to the channel about where you see the biggest growth opportunities across Dell? Rob Emsley: Yeah, we have historically done the majority of our business through the channel, but we also recognize that the channel has a lot of choices. Many of our competitors, in fact most of our competitors in that cyber resilience backup solution space, are all pure-play individual companies, most of which have very little direct sales capabilities. So very channel-focused and therefore have blanketed the channel to sell their wares, sell their products. We wholeheartedly believe that the Dell Technologies portfolio, either standalone from a cyber resilience solutions perspective, but also taken in context of the other key elements – you think about things like private cloud and AI – gives a channel partner the concept of delivering secure infrastructure and the opportunity to take advantage of that broader portfolio. And as we talked about earlier, you can’t deny that cyber resilience is top of mind. It’s as high on the board’s agenda as, hey, how are we going to take advantage of artificial intelligence? Some could argue that cyber resilience is either on par or if not, for many customers, more of a concern, because it’s that ever-present danger of – is the infrastructure that I have now, even before I’ve implemented AI, secure enough to allow us to sleep at night? We certainly see the pivot from data protection to cyber resilience fitting well with the other vendors that our MSPs talk to. We certainly have a portfolio that addresses small customer needs to large customer needs, can absolutely be leveraged by our MSP partners to build a practice behind. And also, with cyber resilience solutions, there’s that upfront services component built in – identifying what is the minimum viable company that needs to be the most secure, the most isolated, to give those customers the peace of mind and actually show the MSPs as valued trusted partners. Robert Dutt: So much of the focus is obviously on enterprise data, on the data center, on the infrastructure side. But you also have the Workspace Protection offering going on. How important is securing the endpoint in the overall resilience strategy, and what’s the play there for partners from a resilience point of view? Rob Emsley: Yeah, certainly if you think about the entry point into most networks, the endpoints are clearly the most numerous, just by the volume of endpoints compared to the volume of elements in the data center. So certainly when we look at cyber resilience, we look holistically – not only at the data center infrastructure, but absolutely the endpoints that we sell. We continually look at the elements of security across the portfolio. And there’s a lot of foundational technology across the Dell product line, whether it be in the client space or in the server or storage space. The concept of trusted boot, secure BIOS, really carries forward through the PC line all the way into our server line and then the leverage of those servers into our storage portfolio. And then from an MSP standpoint, when you engage with Dell from a purchase perspective, you gain the advantage of the secure supply chain that Dell uses to its advantage. Our supply chain forever has been an incredible value, not only to ourselves, but also to anybody that buys from us, including our partners. But the fact that the way that we leverage that supply chain securely gives a lot of peace of mind. Because many of our partners, when they’re working with security companies, those security companies are not manufacturing their devices. Certainly they’re not manufacturing endpoints. Most of the time, they’re not manufacturing data center servers and data center storage solutions. They’re buying from somebody else. So the concept of a secure supply chain becomes harder to rationalize when you have multiple suppliers providing your solution. So at the end of the day, one of the advantages when it comes to Dell is that if you choose to work holistically with Dell, you get this foundational benefit across the portfolio of a lot of commonality when it comes to security and resilience. That’s one take-it-to-the-bank benefit that an MSP can achieve when they work with Dell Technologies across the entire portfolio. We’re fortunate enough to be in a position to have that entire portfolio, and long may that continue. And certainly that’s one of the advantages – when we look at security and resilience, we can look at it from the endpoint all the way to the data center and beyond. And I think that’s something that is a big benefit for MSPs to lean into the whole portfolio, as well as the advantages of aggregation of benefits and different tier levels by having a single-vendor, multi-portfolio opportunity, as opposed to slicing and dicing their vendor engagements across half a dozen different vendors. Robert Dutt: What do you see as the most common gap, especially in the mid-market, in terms of incident response plans today? Rob Emsley: I think it’s one, having one that is documented and printed out. That may seem very basic, but… Robert Dutt: Until your systems are locked down by ransomware. Rob Emsley: Exactly. So the very basic advice of have a plan and print it out may sound very old-fashioned and simplistic, but in the mid-market, that is probably something that people should consider. Certainly, practice does make perfect is not a trite saying. Practice, practice, practice in the mid-market becomes important. You don’t want to be developing a plan or using a plan for the first time when the house is on fire. You want to know where the exits are, where the fire extinguisher is, and you want to know how to use it. You want to make sure that when you use it, they work. Something which we can probably all think about in our own home lives, to be honest. So I think that’s probably something which, no matter what size company you are, it comes back to – you don’t want to lose your employees, you don’t want to lose your data. And when it comes to cyber resilience, you’re never too small or too big to take a fresh look at what you do and what your plan is. Robert Dutt: Once again, I appreciate you taking the time. Great chat. Rob Emsley: Great. Thanks, Robert. Robert Dutt: There you have it, Rob Emsley from Dell. I’d like to thank Rob for carving out some time during what has been a very busy week on the show floor at DTW. A couple of things from the conversation that I think are worth mentioning. First, that 97% figure – 97% of cyber attacks now involve targeting the backup infrastructure directly. If you’re an MSP and your backup practice is still built on the assumption that the backup is the safe harbor, that’s a foundational problem. The attackers know exactly where the life raft is. And second, the idea of the minimum viable company sounds simple, even obvious, but it’s actually a board-level conversation that most MSPs probably aren’t having and probably should be. What are the absolute minimum systems, data sets, and processes that a business needs to restart their operations? Answering that question and then building a resilience stack around that answer is the real difference between selling backup and selling business continuity. And his parting advice – have a plan and print it out – almost laughably basic until you consider how many organizations discover their incident response runbook is sitting on the encrypted server when they need it the most. I’d like to thank you as always for listening to the show. Please follow or subscribe wherever you get your podcasts – Apple Podcasts, Spotify, YouTube, most directories. Ratings and reviews are always appreciated and always help. Until next time, I’m Robert Dutt for ChannelBuzz.ca, and I’ll see you in the channel.

This week, we interviewed Rod Mathews. Rod is the CEO of TeamDynamix and a member of the board of directors. Most recently, he was President and CEO at Axcient, a business continuity and disaster recovery software company, where he focused on innovation and market acceleration, leading to its acquisition by ConnectWise late last year. During his tenure, Axcient's growth rate tripled, driven by the expansion of the market-leading x360 platform focused on the MSP market.  As a 34-year tech industry veteran, he has held leadership positions across R&D, marketing, corporate development, and general management with Barracuda Networks, EMC, Data Domain, and NetApp.  Rod is also executive chair of the board at Spin.AI, a SaaS security company with a mission to secure SaaS data against ransomware attacks, insider threats, data loss, data leaks, and non-compliance.

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In dieser Folge spricht Carsten mit Anna Hannemann vom Online-Lebensmittel-Lieferdienst Picnic.

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Dell Technologies World has just come to a close in Las Vegas and there is no doubt that the company is – in its own words “all in on AI”. From laptops to services, data center infrastructure and partnerships, everything is being led by AI.What this means in practice for IT decision makers and business leaders can sometimes be hard to divine, however. This week, Jane sits down with John Roese, chief technology officer and chief AI officer at Dell Technologies, to dig into the practical effects of this, from how businesses will think about endpoints and devices to the potential end of HCI.Read more:Dell Technologies World 2025 live – all latest news and updates live from the Venetian Conference Center, Las VegasDell brings new cybersecurity features to PowerStore, Data Domain, and PowerScale product linesMichael Dell talks up the power of human and AI collaboration – but not everyone's singing the same tuneDell Technologies Global Partner Summit 2025 – all the news and updates live from Las VegasJensen Huang joins Dell Technologies World virtually to talk servers and AI factoriesNew Dell AI Factory partners debuted at Dell Technologies World 2025Dell Technologies wants to cut infrastructure costs – here's how it plans to do itDell grows AI laptop line with Dell Pro Max Plus at Dell Technologies World 2025

Podcast: Cyber Focus (LS 24 · TOP 10% what is this?)Episode: The One-Way Street of Digital Transformation: OT Cybersecurity with Nozomi's Edgard CapdeviellePub date: 2025-05-13Get Podcast Transcript →powered by Listen411 - fast audio-to-text and summarizationIn this special RSA Conference edition of Cyber Focus, host Frank Cilluffo sits down with Edgard Capdevielle, President and CEO of Nozomi Networks, to unpack the evolving landscape of operational technology (OT) cybersecurity. Together, they explore how digital transformation and the convergence of IT and OT are reshaping the threat environment for critical infrastructure. Capdevielle outlines the three major phases of the OT security market, reflects on the role of AI and legacy systems, and explains why visibility remains foundational to cybersecurity. The conversation also highlights the growing risk from nation-state actors, the breakdown of air gap assumptions, and the tangible steps owner-operators must take to build resilience. Main Topics Covered: Defining the three phases of OT cybersecurity market maturity The impact of digital transformation and IT/OT convergence Why visibility remains the top concern for infrastructure operators The role of AI in passive detection and firmware profiling Nation-state threats, air gap fallacies, and Volt Typhoon's implications Practical steps for operators to improve risk visibility and resilience Key Quotes: “Digital transformation is a one-way street. We're only going to automate more — automate everything — and IT and OT are only going to converge more.” — Edgard Capdevielle “You cannot protect what you can't see. So having a layer of visibility is number one.” — Edgard Capdevielle “Air gapping has been our number one enemy because it's not real… It's brought a level of comfort that is not good for us.” — Edgard Capdevielle Relevant Links and Resources: Nozomi Networks Guest Bio: Edgard Capdevielle is President and CEO of Nozomi Networks, a global leader in OT and IoT cybersecurity. He has a background in computer science and more than two decades of experience in cybersecurity and enterprise technology. Prior to joining Nozomi in 2016, he held leadership roles at Imperva and EMC (including post-acquisition work with Data Domain) and has served as an investor and advisor to several successful startups in the security space.The podcast and artwork embedded on this page are from McCrary Institute, which is the property of its owner and not affiliated with or endorsed by Listen Notes, Inc.

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This season will feature conversations with key decision-makers who have to support the journey to a platform or any ecosystem. We will talk to C-suite executives, board members, investors, and others who must be bought into the platform journey. In this episode, Avanish and Kevin discuss:Kevin's career journey and his experiences shaping ServiceNow's growth.What it means to authentically be a platform company and how ServiceNow approached platform-first scaling.How customer feedback drove ServiceNow's expansion into new domains like HR and customer workflows.The key factors for entering new markets, including market fit, size, and differentiation.The importance of hiring domain-specific experts and adapting go-to-market strategies.Building and leveraging ecosystem partnerships to drive growth and scale.Balancing core revenue innovation with new domain expansion to ensure sustainable growth.Guest: Kevin HavertyKevin Haverty was formerly the Vice Chairman, Global Public Sector at ServiceNow (NYSE: NOW). In this role, he worked directly with CEO Bill McDermott on expanding ServiceNow's strategic footprint in the public sector and mentoring the company's next generation of early-in-career professionals.During the past decade, Kevin successfully led and grew ServiceNow's world-class go-to-market organization. He most recently served as the company's Chief Revenue Officer, and also held the roles of EVP and SVP of Worldwide Sales and VP of Americas Sales.Earlier in his career, Kevin held several senior sales leadership roles at EMC, Data Domain, Thomsen Financial, and Brocade. He also served 10 years in the U.S. Army National Guard, attaining the rank of Captain.Kevin holds a bachelor's degree in Political Science from Providence College, where he was a distinguished military graduate of the Army ROTC program. He currently serves on the Board of Sprinklr.  Host: Avanish SahaiAvanish Sahai is a Tidemark Fellow and has served as a Board Member of Hubspot since April 2018 and of Birdie.ai since April 2022. Previously, Avanish served as the vice president, ISV and Apps partner ecosystem of Google from 2019 until 2021. From 2016 to 2019, he served as the global vice president, ISV and Technology alliances at ServiceNow.  From 2014 to 2015, he was the senior vice president and chief product officer at Demandbase.  Prior to Demandbase, Avanish built and led the Appexchange platform ecosystem team at Salesforce, and was an executive at Oracle and McKinsey & Company, as well as various early-to-mid stage startups in Silicon Valley.About TidemarkTidemark is a venture capital firm, foundation, and community built to serve category-leading technology companies as they scale.  Tidemark was founded in 2021 by David Yuan, who has been investing, advising, and building technology companies for over 20 years.  Learn more at www.tidemarkcap.com.LinksFollow our guests, Kevin HavertyFollow our host, Avanish Sahai

Episode 145 - Interview with Paul Terrell, The Byte Shop - Part 4 Patreon: https://www.patreon.com/FloppyDays Sponsors: 8-Bit Classics  Arcade Shopper   FutureVision Research  Hello, and welcome to episode 145 of the Floppy Days Podcast, for November, 2024.  I am Randy Kindig, your host for this audio tribute to the amazing variety of home computers that existed in the late 70's thru the 80's, before the influence of Big Blue changed the landscape forever. This month I'm continuing the series of interviews I've been doing recently with Paul Terrell.  As we have discussed, Paul Terrell is a name well-known in the annals of computer history; probably most famously for his kickstart of Apple Computer through the purchase of one of Steve Jobs' and Steve Wozniak's first batches of Apple I computers for his Byte Shop.  The Byte Shop was a very early computer store that was one of the few that existed in the world, at the time. In this interview, we continue to focus primarily on The Byte Shop, how it got started, what it was like, and much more.  This is part 4 of a 4-part series on just that topic with Paul.  If you want to know what it was like to run a computer store in those early days, this is the interview for you!  Along the way, you'll learn even more about just what the home and hobby computer scene was like in those days. In future episodes, Paul and I will discuss other topics around his long and distinguished career, such as the aforementioned dealings with the fledgling Apple Computer, and other ventures in which Paul was involved after the Byte Shop, including a business that rented software. New Acquisitions/What I've Been Up To Episodes 8 (https://floppydays.libsyn.com/floppy-days-episode-8-the-trs-80-model-i-part-i) and 9 (https://floppydays.libsyn.com/floppy-days-episode-9-the-trs-80-model-i-part-2), containing interviews with David and Theresa Welsh, authors of the book “Priming the Pump: How TRS-80 Enthusiasts Helped Spark the PC Revolution”. Lobo MAX-80 - https://en.wikipedia.org/wiki/Max-80  HP-97 Calculator and repair: https://www.hpmuseum.org/hp6797.htm  https://en.wikipedia.org/wiki/HP-67/97  https://www.ebay.com/usr/waterhosko  Upcoming Shows Show list I maintain for the remainder of the current year - https://floppydays.libsyn.com/current-year-vintage-computer-show-schedule)  Silly Venture WE (Winter Edition) - Dec. 5-8 - Gdansk, Poland - https://www.demoparty.net/silly-venture/silly-venture-2024-we  Atari Party 2024 - Dec. 7 (noon - 4p.m.) - Quakertown Train Station, Quakertown, PA - http://atariparty.org/  Vintage Computer Festival SoCal - February 15-17, 2025 - Hotel Fera Events Center, Orange, CA - vcfsocal.com  Midwest Gaming Classic - April 4-6 - Baird Center, Milwaukee, WI - https://www.midwestgamingclassic.com/  VCF East - April 4-6, 2024 - Wall, NJ - http://www.vcfed.org  Indy Classic Computer and Video Game Expo - April 12-13 - Crowne Plaza Airport Hotel, Indianapolis, IN - https://indyclassic.org/  Interview with Paul Terrell (3) Apple-1 Prototype Polaroid Photographs Given to Paul Terrell of the Byte Shop in 1976 - https://www.rrauction.com/auctions/lot-detail/348985606984001-steve-jobs-3-apple-1-prototype-polaroid-photographs-given-to-paul-terrell-of-the-byte-shop-in-1976/?cat=3  Ray Borrill's Data Domain blog - https://www.landsnail.com/thedatadomain/remember.htm 

Frank Slootman turns the 'founder mode vs. manager mode' debate on its head. Frank's track record in B2B land is iconic: He took Data Domain from pre-revenues to a $2.5B acquisition by EMC. He led the IPO at ServiceNow, and when he left the company, it was worth $34B. Frank then took Snowflake public, and the company was worth over $70B when he retired earlier this year. After three successful CEO stints, Frank isn't buying Silicon Valley's fairytales about founders. His leadership style combines a manager's prowess with a founder's passion. Frank epitomizes what some might call “owner mode!” (00:07) Frank's thoughts on 'founder mode' vs. 'manager mode' (00:47) The role of non-founder managers and CEOs (09:59) How to manage effectively without micro-managing (17:11) The importance of intellectual honesty (18:32) Frank's thoughts on being 'in the arena' (21:04) What it really takes to build a viable business (28:34) Contrasting ServiceNow and Snowflake (33:40) The impact of AI on business (39:01) The future of app ecosystems (44:50) Becoming a student of leadership (46:31) Managing investor relationships (48:04) Why Frank doesn't think about his legacy (50:17) Closing Thoughts

David Schneider is a General Partner @ Coatue and one of the great operators of the last 20 years. Prior to Coatue, David was instrumental in ServiceNow's growth to over $100B+ public market value. David led the growth of the company from $100M to $5BN in revenue. Before joining ServiceNow, David held senior positions at Data Domain, the company he joined at $0 in revenue and scaled to $1BN in revenue and an IPO and acquisition. In Today's Episode with David Schneider We Discuss: ServiceNow: Secrets to Scaling to $5BN in ARR: What are David's biggest lessons from scaling ServiceNow to $5BN ARR? What worked? What did not work? What are the most common reasons companies plateau? How did ServiceNow roll out so many different products so effectively? How did David hire and ramp 180 people in 90 days? 2. From OG Operator to Newbie Investor: What have been the single most challenging elements of making the transition to VC? What advice did David get from the biggest names on entering venture? How long did it take David to do his first deal? What advice does he give other operators entering? How does doing deals in 2024 compare to when David started doing deals in 2021? 3. VC Value: Do 90% of VCs Really Damage Companies: Does David agree that 90% of VCs actually detract value? What does David mean when he says that the worst VCs are "seagull VCs"? What are David's biggest tips to founders on how to get the most out of their board? What is enough ownership for David to really give the time needed to a company? 4. Lessons from the Greats: Doug Leone, Bill McDermott, Frank Slootman: Doug Leone: What has David learned from Doug on what it takes to be a great investor and board member? Frank Slootman: What has David learned from Bill on how to be the best leader of a mega company? Bill McDermott: What has David learned from Frank about decision-making and execution.  

Episode 141 - Interview with Paul Terrell, The Byte Shop - Part 2 Patreon: https://www.patreon.com/FloppyDays Sponsors: 8-Bit Classics  Arcade Shopper   Hello, and welcome to episode 141 of the Floppy Days Podcast, for July, 2024.  I am Randy Kindig, your host, as always, for this historical perspective on obsolete-but-still fun technology. This month I'm bringing you a follow-on interview episode from last month.  As we discussed then, Paul Terrell is a name well-known in the annals of computer history; probably most famously for his kickstart of Apple Computer through the purchase of one of Steve Jobs' and Steve Wozniak's first batches of Apple I computers for his Byte Shop.  The Byte Shop was a very early computer store that was one of the few that existed in the world, at the time. In this interview, we continue to focus primarily on The Byte Shop, how it got started, what it was like, and much more.  There will be even more content in future episodes, as Paul and I had a pretty lengthy discussion on just this topic.  If you want to know what it was like to run a computer store in those early days, this is the interview for you!  Along the way, you'll learn even more about just what the home and hobby computer scene was like in those days. New Acquisitions/What I've Been Up To VCF Southeast - https://gameatl.com/vintage-computing-festival-southeast/  Upcoming Shows Show list I maintain for the remainder of the current year - https://floppydays.libsyn.com/current-year-vintage-computer-show-schedule)  Vintage Computer Festival West - August 2-3 - Computer History Museum, Mountain View, CA - https://vcfed.org/events/vintage-computer-festival-west/   Silly Venture SE (Summer Edition) - Aug. 15-18 - Gdansk, Poland - https://www.demoparty.net/silly-venture/silly-venture-2024-se   VCF Midwest - September 7-8 - Renaissance Schaumburg Convention Center in Schaumburg, IL - http://vcfmw.org/  VCF Europe - September 7-8 - Munich, Germany - https://vcfe.org/E/  World of Retrocomputing 2024 Expo - September 14-15 - Kitchener, ON, Canada - https://www.facebook.com/events/s/world-of-retro-computing-2024-/1493036588265072/  Teletext 50 - Sep 21-22 - Centre for Computing History, Cambridge, UK - https://www.teletext50.com/  Portland Retro Gaming Expo - September 27-29 - Oregon Convention Center, Portland, OR - https://retrogamingexpo.com/  Tandy Assembly - September 27-29 - Courtyard by Marriott Springfield - Springfield, OH - http://www.tandyassembly.com/  AmiWest - October 25-27 - Sacramento, CA - https://amiwest.net/  Chicago TI International World Faire - October 26 - Evanston Public Library (Falcon Room, 303), Evanston, IL - http://chicagotiug.sdf.org/faire/   Retro Computer Festival 2024 - November 9-10 - Centre for Computing History, Cambridge, England - https://www.computinghistory.org.uk/det/72253/Retro-Computer-Festival-2024-Saturday-9th-November/  Silly Venture WE (Winter Edition) - Dec. 5-8 - Gdansk, Poland - https://www.demoparty.net/silly-venture/silly-venture-2024-we   Interview with Paul Terrell (3) Apple-1 Prototype Polaroid Photographs Given to Paul Terrell of the Byte Shop in 1976 - https://www.rrauction.com/auctions/lot-detail/348985606984001-steve-jobs-3-apple-1-prototype-polaroid-photographs-given-to-paul-terrell-of-the-byte-shop-in-1976/?cat=3  Ray Borrill's Data Domain blog - https://www.landsnail.com/thedatadomain/remember.htm 

In this episode of Infrastructure Matters, hosts Krista Macomber and Camberley Bates cover Commvault earnings, Dell's data protection announcement, Microsoft's Secure Feature initiative plus why Hitachi matters. Key topics include:  Commvault Earnings Discussion: Strong fiscal  and quarter performance, with a 10% year-over-year revenue increase and how their shift into cyber resiliency made the difference. Dell's Innovations in Data Protection: Dell's Data Protection Group introduced improvements with its Data Domain system and PowerProtect offerings.  We cover the details and what is new. Hitachi Vantara's Organizational Changes and New Offerings: With the GA of their VSP One Platform and the new organization including engineering, Hitachi marks a strategic refocus on data infrastructure space after a period of relative silence.  We talk about the relevance and what to expect. Microsoft's Secure Future Initiative: As part of preparing for the RSA conference, Microsoft launches the Secure Future Initiative, which focuses on integrating security deeply into its product development processes. And what to Expect from the RSA Conference: Spoiler alert: AI plus other topics including the evolving challenges for security teams. 

Episode 114: Yesterday, Snowflake announced that its CEO, Frank Slootman, was retiring. Slootman, former CEO of Data Domain and ServiceNow, is such a successful and well-respected CEO that Snowflake's stock was down 24.5% or $17 billion. In honor of Slootman's amazing leadership, defined by high standards and high intensity, I'm reading an article he wrote in 2018 about how he runs his companies. Original essay: https://www.linkedin.com/pulse/amp-up-frank-slootman/ Send us an email and let us know what you think of the idea! foundersjournal@morningbrew.com #FoundersJournal #Startups #Entrepreneur Listen to Founder's Journal here: https://link.chtbl.com/OV4W93_W Watch Founder's Journal here: https://www.youtube.com/@FoundersJournal/  Subscribe to Morning Brew! Sign up for free today: https://bit.ly/morningbrewyt Follow The Brew! Instagram - https://www.instagram.com/morningbrew/ Twitter - https://twitter.com/MorningBrew Tik Tok - https://www.tiktok.com/@morningbrew Follow Alex! Alex Lieberman (@businessbarista) Learn more about your ad choices. Visit megaphone.fm/adchoices

Guest: Frank Slootman, CEO and Chairman of Snowflake and author of Amp It UpSnowflake CEO Frank Slootman doesn't recall a time in his childhood where new achievements were celebrated — because, according to his father, putting everything into your work and “leaving it all on the field” was the only choice. “The problem with it,” Frank says, is that “it becomes a ‘never enough' dynamic, because when is it enough?” To this day, he comes home on Friday night and asks himself, “Did it mater that I was there? ... If I'm just a passenger on the ship, that's my nightmare.”In this episode, Frank and Joubin discuss acting with urgency, Shlomo Kramer, negative role models, Elon Musk, Teddy Roosevelt's “Man in the Arena” speech, aptitudes and weaknesses, ServiceNow, and the life spark of business.In this episode, we cover:Being tough on yourself (00:59)Sailing and inner peace (03:00)Confronting your demons (09:07)Scaling Data Domain (11:15)Judging talent (15:20)That gnawing feeling (18:16)Daring greatly and rejecting pride (21:04)“Did it matter that I was there?” (25:02)How you play the game (27:59)The best version of yourself (29:59)Learning from the best (34:06)Sales as inspiration (37:52)Retirement and Tom Brady (39:09)The fog of war (41:16)Snowflake vs. Data Domain (44:31)Respect for luck (48:48)Who Snowflake is hiring (50:42)Links:Connect with FrankLinkedInBuy Frank's book, Amp It Up: Leading for Hypergrowth by Raising Expectations, Increasing Urgency, and Elevating IntensityConnect with JoubinTwitterLinkedInEmail: grit@kleinerperkins.com Learn more about Kleiner PerkinsThis episode was edited by Eric Johnson from LightningPod.fm

In this episode of Tech Sales Insights, Randy Seidl is joined with David Schneider, General Partner of Co-Two and seasoned executive with a remarkable track record. Dive deep into the lessons learned throughout Schneider's career, covering topics such as culture, growth, hiring, forecasting, and more. From his early days at UC Irvine's Championship sailing team to leading companies like Data Domain and ServiceNow, Schneider shares valuable insights and anecdotes that shaped his journey. Discover the secrets behind scaling businesses, overcoming rejection, and the evolution of customer success in today's competitive landscape.KEY TAKEAWAYSEmbracing a "beginner's mindset" in tackling unsolved problems can open doors to unprecedented success.Overcoming rejection involves understanding and addressing the specific needs of the situation, whether in hiring or sales campaigns.In the early stages of a business, integrating customer success into the sales function can be more efficient, emphasizing a company-wide commitment to client satisfaction.The importance of learning from failures, maintaining humility, and appreciating the journey, as success often follows struggle.The role of leadership in inspiring and learning from team members, with a focus on continuous improvement and adaptability.QUOTES"If you don't know struggle, you can't appreciate success. Failure is good; it teaches you humility and humbleness.""Great leaders understand how passionate their employees can be. You either bet on the come or you bet on experience and knowledge.""Solving customer problems is the job of everybody in the company. Salespeople are the tip of the spear, bringing every resource to bear for the good of the company.""Every company has its own set of challenges and culture. Helping management teams think about growth and bringing engineering into the product development cycle is crucial.""Building community within a company is about aligning everyone's role with the ultimate goal of dominating a marketplace through exceptional customer service."Find out more about David Schneider through the links below:LinkedIn: https://www.linkedin.com/in/davidschneider2/This episode of Tech Sales Insights is brought to you by: Sales Community: https://www.salescommunity.com/Sandler: https://www.sandler.com/

Frank Slootman, CEO of Snowflake Computing, joins Sarah Guo and Elad Gil this week on No Priors. Before scaling Snowflake to its blockbuster IPO and beyond, Frank was also the CEO from early to scale for landmark enterprise companies ServiceNow and Data Domain. Frank grew up in the Netherlands and is also the author of three books: Amp It Up, Rise of the Data Cloud, and Tape Sucks. In this episode, our hosts talk with Frank about the opportunity for generative AI in the enterprise, why Snowflake isn't really a data warehousing company, their acquisitions of Neeva and Streamlit, apps within Snowflake, and how AI relates to traditional analytics and BI. He also talks about his personal journey, why it's always a good time to do performance management, and why most leaders struggle to raise the bar for performance. ** No Priors is taking a summer break! The podcast will be back with new episodes in three weeks. Join us on July 20th for a conversation with Devi Parikh, Research Director in Generative AI at Meta. ** No Priors is now on YouTube! Subscribe to the channel on YouTube and like this episode. Show Links: Forbes: How CEO-For-Hire Frank Slootman Turned Snowflake Into Software's Biggest-Ever IPO Amp It Up: Leading for Hypergrowth by Raising Expectations, Increasing Urgency, and Elevating Intensity Rise of the Data Cloud (Audible Audio Edition): Frank Slootman, Steve Hamm, Zach Hoffman, Snowflake: Books TAPE SUCKS: Inside Data Domain, A Silicon Valley Growth Story eBook : Slootman, Frank: Kindle Store Frank Slootman's LinkedIn Sign up for new podcasts every week. Email feedback to show@no-priors.com Follow us on Twitter: @NoPriorsPod | @Saranormous | @EladGil | @SnowflakeDB Show Notes: [00:06] - Frank's Insights on Career Success as a three-time CEO [12:42] - The message of his book Amp It Up [25:01] - Future of Natural Language and Data [36:29] - Data Management and Industry Transformation Future [45:13] - Managing Resources in Changing Economic Environment [50:09] - Amping Up Energy and Intensity Amid Economic Headwinds

Welcome to Hunters and Unicorns: The Playbook Universe.   We're here to showcase leaders within the Playbook Community and explore their formulas for success. We aim to uncover:    ·         How best to optimise sales within EMEA for scaling companies ·         The role of self-awareness when driving your own career trajectory ·         Why amplifying strong leadership over management is critical to success.   Today we are joined by Philip van der Wilt, Senior Vice President and General Manager, EMEA, Samsara. In this episode, Philip shares his inspiring professional journey. From a sales role in the Netherlands, to phenomenal success on the international platform. He shares his insight on how the current economic climate, similar to the financial downturns in the past, will inevitably lead to future opportunities. Philip's time at Data Domain ignited his passion for implementing European strategy to success. Whilst at CommVault, Philip further developed his leadership skills, identifying the gulf between a good leader as opposed to a good manager. Philip's perspective on seeing challenges as opportunities to develop rather than opposed to isolated problems to solve, is incredibly thought provoking. Philip discusses his experience at ServiceNow. From understanding the importance of cross-functionality for scaling, to understanding when to expand your product portfolio. Now at Samsara, he shares with us his vision, mission and purpose. Throughout the discussion, Philip talks to us about the role of self-awareness throughout the successes and learning points which have peppered his illustrious career. Make sure you tune in!

Shailesh Kumar, Sr. Vice President of Engineering @ ClickUp, joins us to share his insights on scaling eng orgs efficiently & cost-effectively. He reveals his strategies for gaining customer insights, identifying areas to invest in, navigating cloud cost efficiency, and optimizing your software & performing a software audit. Additionally, we cover approaches to balancing headcount & team efficiency, creating clarity around a problem, increasing the net output of your eng org, identifying where / when to add headcount, and making your EPD flywheel run smoothly.ABOUT SHAILESH KUMARShailesh Kumar is the Sr. Vice President of Engineering at ClickUp, leading the Engineering, Security, and IT operations for the company. He has more than 18 years of experience in building large-scale organizations and cloud platforms for high-growth enterprise companies, including his role as VP of Engineering at Mulesoft (and Salesforce post-acquisition) and Head of Data Platform and Server teams at Tableau."You have to force yourself in having a discipline of asking the hard questions about all those ideas. What's the impact? What's the revenue goals? What's the target market? How much time are we talking about? The ideas are plenty. There are a lot of great ideas. You have to figure out which great idea is gonna turn into the highest revenue and that's a very hard exercise. I've seen many leaders know that they have to do that, but not do that very diligently and in a very disciplined way.”- Shailesh Kumar   Check out QA Wolf!Looking for a way to increase end-to-end test coverage, speed up your release cycles and reduce bugs from shipping to production? QA Wolf will build, run and maintain your test suite - so that you don't have to.QA Wolf gets you to 80% automated end-to-end test coverage in 4 months - and keeps you there – So your team can stay focused on shipping!Learn more & schedule a 30 min demo at qawolf.com/elcLooking for ways to support the show?Send a link to the show to your marketing team! https://sfelc.com/podcastsIf your company is looking to gain exposure to thousands of engineering leaders and key decision-makers, we have sponsorship opportunities available.To explore sponsor opportunities, email us at hello@sfelc.comSHOW NOTES:Shailesh's paradigm shift regarding scaling / eng org efficiency @ ClickUp (2:32)How Shailesh is navigating ClickUp through the current cost-sensitive market (4:46)Cost-effective areas that eng leaders should consider (6:55)Shailesh's recent insights on how to better serve customers (8:43)Strategies for identifying areas to invest in & navigating difficult conversations with customers (10:02)Questions to assess challenging areas (16:44)Optimize your software & perform a software audit (18:49)Tips on building teams to optimize engineering efficiency (20:07)How to balance headcount and team efficiency (22:37)Shailesh's approach to challenges around team efficiency (24:22)Frameworks for creating clarity of a problem / vision & refocusing a team (25:59)What makes an EDP flywheel run smoothly (27:39)Tactics to help increase the net output of your eng org (28:48)Strategies for hiring without losing efficiency & identifying where to add them (30:36)Frameworks Shailesh uses before adding a new function to the eng org (33:32)The story behind building out the TPM function (35:18)Rapid fire questions (38:24)LINKS AND RESOURCESAmp It Up: Leading for Hypergrowth by Raising Expectations, Increasing Urgency, and Elevating Intensity - Snowflake CEO Frank Slootman is one of the tech world's most accomplished executives in enterprise growth, having led Snowflake to the largest software IPO ever after leading ServiceNow and Data Domain to exponential growth and the public market before that. In Amp It Up: Leading for Hypergrowth by Raising Expectations, Increasing Urgency, and Elevating Intensity, he shares his leadership approach for the first time.This episode wouldn't have been possible without the help of our incredible production team:Patrick Gallagher - Producer & Co-HostJerry Li - Co-HostNoah Olberding - Associate Producer, Audio & Video Editor https://www.linkedin.com/in/noah-olberding/Dan Overheim - Audio Engineer, Dan's also an avid 3D printer - https://www.bnd3d.com/Ellie Coggins Angus - Copywriter, Check out her other work at https://elliecoggins.com/about/

Podcast: KBKAST (LS 25 · TOP 10% what is this?)Episode: Episode 150: Edgard CapdeviellePub date: 2022-12-14Edgard Capdevielle is President, CEO and co-founder of operational tech and IoT firm Nozomi Networks. Edgard brings an extensive background in successfully managing and expanding markets for both start-ups and established technology companies to his role as CEO. Previously he was Vice President of Product Management and Marketing for Imperva, where he led teams that made the company's web and data security products leaders in their space. Prior to that he was a key executive at storage companies Data Domain and EMC. The podcast and artwork embedded on this page are from KBI.Media, which is the property of its owner and not affiliated with or endorsed by Listen Notes, Inc.

Clare Loveridge is the Vice President and General Manager for EMEA at Arctic Wolf, and Jason Oehley is the Regional Sales Manager for South Africa at Arctic Wolf. Loveridge has over 20 years of experience in sales and channel roles at companies like Data Domain and Nimble Storage. At Nimble Storage, she was very successful in growing the business across the EMEA region. Oehley is a successful and highly motivated business leader with over 20 years of managing and developing regions and accounts across the technology industry. He specialises in Start-up, Channel, OEM, Security, Operational, Cloud, Transformation, Consolidation, and Virtualisation solutions. In this episode of What's Next in Security, Loveridge and Oehley discuss why Arctic Wolf, which has recently launched in South Africa, is an appealing cybersecurity partner for local businesses. Loveridge explains that highly-trained Triage and Concierge Security experts work as an extension of internal teams to provide 24x7 monitoring, detection and response, ongoing risk management and security awareness training to give organisations the protection. She also unpacks how the global cybersecurity market has changed in recent years, including how the threat to businesses has increased drastically. Oehley discusses the state of cybersecurity in South Africa, including how businesses are increasingly looking to switch from a cybersecurity strategy that focuses on working hours, to one that protects them 24/7. Arctic Wolf: https://arcticwolf.com/

ShadowTalk host Nicole alongside guests Stefano and Ivan give you the latest in threat intelligence. This week they cover: -Potential first use of LockBit Builder leak -Ransomware Groups Destroying vs. Encrypting Data -Increase in Domain ShadowingLockBit Builder leak Get this week's intelligence summary at: https://resources.digitalshadows.com/weekly-intelligence-summary/20220930-dsweeklyintsum ***Resources from this week's podcast*** Who's Next In Lapsus$' Crosshairs? https://www.digitalshadows.com/blog-and-research/whos-next-in-lapsus-crosshairs/ Dark Web Recruitment: How Ransomware Groups Hire Cybercriminal Talent https://www.digitalshadows.com/blog-and-research/dark-web-recruitment-how-ransomware-groups-hire-cybercriminal-talent/ Guide to Domain Shadowing Detection https://ieeexplore.ieee.org/document/9148945

My guest today is Frank Slootman, Chairman and CEO of cloud platform Snowflake. Frank has become one of the most revered CEOs in business. Over the past twenty years, he has three times taken over emerging enterprise software businesses – first Data Domain, then ServiceNow, and most recently Snowflake - and led them across the chasm into large, billion-dollar businesses. Please enjoy this great discussion with Frank Slootman.   For the full show notes, transcript, and links to mentioned content, check out the episode page here.   -----   This episode is brought to you by Tegus. Tegus is the new digital hub for market intelligence. The Tegus platform empowers Investors and Corporate Development teams to invest smarter by pairing best in class technology with the highest quality user-generated content and data. Find out why a majority of the top firms are using Tegus on a daily basis. Head to tegus.co/patrick for your free trial.   -----   This episode is brought to you by Lemon.io. The team at Lemon.io has built a network of Eastern European developers ready to pair with fast-growing startups. We have faced challenges hiring engineering talent for various projects - and Lemon.io offered developers for one-off projects, developers for full start to finish product development, or developers that could be add-ons to the existing team. Check out lemon.io/patrick to learn more. -----   Invest Like the Best is a property of Colossus, LLC. For more episodes of Invest Like the Best, visit joincolossus.com/episodes.    Past guests include Tobi Lutke, Kevin Systrom, Mike Krieger, John Collison, Kat Cole, Marc Andreessen, Matthew Ball, Bill Gurley, Anu Hariharan, Ben Thompson, and many more.   Stay up to date on all our podcasts by signing up to Colossus Weekly, our quick dive every Sunday highlighting the top business and investing concepts from our podcasts and the best of what we read that week. Sign up here.   Follow us on Twitter: @patrick_oshag | @JoinColossus   Show Notes [00:02:33] - [First question] - How he evaluates the team of a company he's working with [00:04:48] - The pace of decisions made around changing team members  [00:06:10] - Understanding the potential quality of outside leaders being brought into the company [00:08:13] - How he characterizes great and constructive confrontation [00:09:53] - What he's found to be most effective in convincing senior talent to join a team [00:11:36] - Ways he personally generates energy to sustain himself in this pace of business [00:14:17] - How he fosters and nurtures healthy communication pathways [00:15:36] - Narrowing the focus when evaluating a new product [00:17:58] - Is it possible for a focus to be too narrow? [00:19:31] - An example of a dazzling customer that he's worked with  [00:21:04] - Working backwards from a problem and building something that solves it [00:23:03] - Building trust between a company and its customers over time [00:25:37] - Overview of the base layer ingredients of trust [00:28:12] - Sequential versus parallel processing and how they affect building trust [00:30:22] - Lessons in successfully translating between engineers and business people [00:32:58] - Crossing the chasm and effective sales organizations [00:35:17] - Working compensation into getting more out of an organization [00:38:45] - How much a sales organization needs to work backwards to serve their product [00:41:40] - Great questions for board members to ask their executive team [00:46:07] - Where the analogy of ‘business as war' falls down and defining the highlander concept  [00:48:01] - What he feels he could still hone in his skillset  [00:49:16] - The kindest thing anyone has ever done for him 

George Crump, Chief Marketing Officer at StorONE discusses the evolution of the Backup and Storage industry, why ransomware protection is key to protecting your data and backup infrastructure, and debunking some of the theories around all-flash backups.

Frank is the Chairman & CEO of Snowflake, a data warehousing company he joined and rapidly accelerated in 2019. Frank led Snowflake to the largest software IPO in history (his third massive IPO as CEO). Previously, he grew Data Domain from $0 in revenue in 2003 to a ~$776M IPO in 2007 and then grew ServiceNow to a $22B market cap. In this episode you will learn the principles Frank uses to achieve outlier outcomes. Attracting and cultivating performing talent. Getting the wrong people off the bus fast is critical. Frank prefers "drivers" to "passengers." Without risk-taking, the business will stagnate. Left to their own devices things slow to a "glacial pace." CEOs should push to find the true limits of the organization. Intellectual honesty is required. Copy-pasting strategy from previous roles is unacceptable. You need to develop deep conviction, while maintaining humility to course correct when you are wrong. Culture and reputation are defined by your actions. CEOs must maintain an incredibly high bar. Show Notes: (00:00) Jason intros the interview (01:44) Why Frank decided to write the book (order here: https://ampitupbook.com/) (05:30) Why "all great products start with great architecture" (09:49) Intellectual honesty is integral to diagnosing problems (11:38) Marketerhire - Get $500 off your first hire at https://MarketerHire.com/twist (13:09) Taking over and increasing the talent density on a team (15:54) Why most organizations avoid confronting and correcting mistakes (23:23) Fellow - Sign up and get $1000 in credits at https://fellow.app/twist (24:50) Managing intensity (25:39) How hiring top talent leads to victory (the definition of victory is breaking the enemy's will to fight) (28:19) Relationships and reputations are defined in the hard times by taking ownership (31:47) Taking risks is essential to success in business (32:53) Keep high standards, people pitching need to be bursting with excitement (35:42) FanDuel Sportsbook - Sign up with promo code TWIST to place a special $1000 risk-free bet at https://fanduel.com (37:32) Drivers vs. passengers, getting the right people on the bus (40:38) Organizations should be governed on influence, people need to go direct (43:30) Why Frank is still optimistic about America and entrepreneurship (48:39) Things cannot be all about you as CEO, the organization needs to be empowered to be accountable (51:22) The difference between people that start things and the people that run things (54:17) Intellectual honesty is the bedrock of being a great operator (57:37) Increasing velocity by narrowing scope (1:00:55) Being mission-driven by "Starting with Why" (1:02:34) Most people don't lean in enough when managing the growth model of the business (1:06:57) Setting big goals (1:07:53) Ubiquitous win-win deals are not possible Buy Amp It Up: Leading for Hypergrowth by Raising Expectations, Increasing Urgency, and Elevating Intensity: https://ampitupbook.com/ FOLLOW Frank: https://www.linkedin.com/in/frankslootman/ FOLLOW Jason: https://linktr.ee/calacanis FOLLOW Molly: https://twitter.com/mollywood

Frank is the Chairman & CEO of Snowflake, a company he joined and rapidly accelerated in 2019. Frank led Snowflake to the largest software IPO in history (his third massive IPO as CEO). Previously, he grew Data Domain from $0 in revenue in 2003 to a ~$776M IPO in 2007 and then grew ServiceNow to a $22B market cap. In this episode you will learn the principles Frank uses to achieve outlier outcomes. 1 - Attracting and cultivating performing talent. Getting the wrong people off the bus fast is critical. Frank prefers "drivers" to "passengers." 2 - Without risk-taking, the business will stagnate. Left to their own devices things slow to a "glacial pace." CEOs should push to find the true limits of the organization. 3 - Intellectual honesty is required. Copy-pasting strategy from previous roles is unacceptable. You need to develop deep conviction, while maintaining humility to course correct when you are wrong. 4 - Culture and reputation are defined by your actions. CEOs must maintain an incredibly high bar. Get his book "Amp It Up: Leading for Hypergrowth by Raising Expectations, Increasing Urgency, and Elevating Intensity" https://ampitupbook.com/

For customers with Multiple PowerProtect DD series appliances and/or legacy Data Domain appliances, PowerProtect DD Management Center (DDMC) is a must have! Join our DDMC experts, David Tye, Subra Mohan and Ankush Gupta, as they discuss how DDMC enables you to get the most out of your PowerProtect DD systems!

He serves as the Chief Revenue Officer for ServiceNow, a $4.5 billion SaaS provider. He is responsible for overseeing the global sales organization, including sales enablement, industry solutions, and global sales operations. Prior to his CRO role, he served as Executive Vice President, Worldwide Sales (and other senior positions) from 2011–2020. Before ServiceNow, he served in leadership roles at EMC, Data Domain, Thomson Financial, and Brocade. He has been on the Board of Directors for Drift since 2018. Join Randy Seidl and David Nour on this episode of The Sales Community #TechSalesInsights podcast with Kevin Haverty. Don't forget, three quick points: Seidl and Nour are mixing things up and will host this week's guest at a live YouTube video stream interview, so check out the Nour Group or Sales Community YouTube Channels for #TechSalesInsights for updates. We turn the show notes from these podcasts into more in-depth articles, so check them out at SalesCommunity.com. Our next guest will be Ken Dougherty, Vice President of Sales - Enterprise Preferred at Dell EMC - don't miss it, wherever you subscribe to podcasts or at SalesCommunity.com/Events. Send in a voice message: https://anchor.fm/salescommunity/message

Frank Slootman currently serves as Chairman and CEO at Snowflake. Frank has over 25 years of experience as an entrepreneur and executive in the enterprise software industry. Slootman served as CEO and President of ServiceNow from 2011 to 2017, taking the organization from around $100M in revenue, through an IPO, to $1.4B. Prior to that, Frank served as President of the Backup Recovery Systems Division at EMC following an acquisition of Data Domain Corporation or Data Domain, Inc., where he served as the Chief Executive Officer and President, leading the company through an IPO to its acquisition by EMC for $2.4B. Slootman is a legend in the technology world and on this episode shares the 3 key elements that make up a performance culture, how to cultivate and develop talent and what it’s like taking a business from the brink of death to a billion dollars in sales. Episode Notes Watch The Interview  Checkout my Newsletter Connect with us! Whatgotyouthere “Uncover your talents. Discover your dream job. Thrive in YOUR culture.” Sign up for Culture Finders today at www.CultureFinders.com MCTco Collagen Protein Bars www.mctco.com 20% off with code “WGYT” https://drinksupercoffee.com/

Data Domain was an innovator in the data backup market, and Frank Slootman was its CEO from 2003 until its acquisition in 2009 by EMC. Data Domain used a technique known as data deduplication to make hard disks a viable backup medium for replacing traditional tape based backup solutions. Slootman wrote Tape Sucks as a series of short advice vignettes from one successful startup CEO to others managing high growth ventures. In each short chapter Slootman tackles one subject and tries to get his point across with an anecdote from Data Domain. In this episode we discuss Tape Sucks, Data Domain, and Slootman's advice. Show Notes Tape Sucks via Amazon Data Domain via Wikipedia Magnetic tape data storage via Wikipedia Data deduplication via Wikipedia Amp It Up! a blog post on LinkedIn by Frank Slootman mentioned in the episode On Taking Criticism David Kopec's blog post that he plugged in the episode Follow us on Twitter @BusinessBooksCo and join our Amazon book club. Find out more at http://businessbooksandco.com

Mainframes manage 91% of all credit card transactions and operate 68% of the world’s production IT workloads. Yet most businesses still rely on physical tape for mainframe recovery. Girish Dadge, Director of Product Management at Sungard Availability Services joins IT Availability Now to discuss why this recovery strategy is problematic and digs into how Sungard AS plans to make recovering mainframes smoother by adding Dell EMC Disk Library for Mainframe (DLm) to its Managed Vaulting for Data Domain solution. Learn:· The state of mainframe recovery today, including what most organizations get wrong and what they should be looking for in a mainframe backup and recovery solution· All about Sungard AS’ Managed Vaulting for Data Domain with Dell EMC DLm: What it is, what it does and why choosing this offering will help companies recover mainframes more effectivelyOliver Lomer is a Senior Solutions Marketing Manager at Sungard AS, where he illustrates business challenges and how technology can solve them through engaging content. Oliver has six years’ experience in marketing, commercial and sales enablement roles in global technology organizations.Girish Dadge has over 15 years of experience unravelling data backup, restore and recovery challenges, as well as architecting and implementing IT infrastructure and advanced recovery solutions across several industries. He currently serves as director of product management at Sungard Availability Services (Sungard AS).

Sri Sukhi is the founder and CEO of Solecular, Inc. Sri Sukhi is a seasoned leader and visionary in the technology industry, having led innovative teams at companies such as Data Domain, Oracle, Exablox, and EMC. He has deep architectural expertise in data science, workload orchestration, resource management, system software, servers and storage. He holds patents in AI/ML, Quality-of-Service, and high-performance software architectures.

Spanish duo @data_domain ( @Discknocked & @Randoom ) whose releases appeared on label such as @EndOfPerception , @Lett-Records and @KopocLabel are marking our 21st episode of the series! Enjoy! Follow Data Domain here: https://www.facebook.com/datadomain/ https://www.facebook.com/Discknocked/ https://www.facebook.com/randoom.official/ https://www.instagram.com/discknocked/ https://datadomain.bandcamp.com/releases ------------------------------------------------------------------------------------------------------------ OUTER DIMENSION https://www.instagram.com/outerdimension/ https://www.facebook.com/OUTERDIMENSION/ Infos & Promos outerdimension.au@gmail.com

As the world increasingly migrates to the cloud, you may be wondering, "How can my company make money in this space?" In this podcast recorded at Arrow Technology Summit 2019, Adam sits down with our guests to re-cap everything discussed on the main stage during the “How Partners Grow and Make Profits from the Cloud" session. Listen to hear this group of cloud experts share tips on wrapping services around your cloud sales, leveraging data, AI expertise and more to make the cloud rain. SPEAKERS: Adam Catbagan Technology Leader, Arrow An accomplished technical sales leader, Adam Catbagan has been a driving force for creating cultures of technical accountability, discipline and sales excellence. Catbagan develops, implements and influences technical strategies that drive revenue, demonstrate operational efficiency, benchmark IT services, and help develop and drive go-to-market strategies. Clay Davis Data and AI Sales Leader, IBM Clay Davis has been helping guide clients through their data and AI journey for seven years with IBM. With experience across all industries, Davis has seen the challenges clients face and how the evolution of technology can assist, no matter where clients are on their journey. Derek Mitchell Global Alliances Executive, Red Hat Derek Mitchell is a global technology executive and cloud/open-source SME with C-Level presence coupled with diverse cross-industry experience in both federal and Fortune 500 markets. Mitchell has provided leadership to global partner sales organizations with a proven record of financial performance and a track record of partner success with global cloud providers, system integrators, OEMs and distributors. Kyle Green Director, Americas Hybrid Cloud Solutions, VMware Kyle Green joined VMware in 2018 with more than 28 years of sales leadership experience in data center solutions from organizations including Hewlett Packard Enterprise, Data Domain, Comdisco, NEC and Brocade Communications. Green leads our Americas partner go-to-market efforts for hyper-converged and hybrid cloud solutions, prioritizing different routes to market, key partners, initiatives, campaigns and overall execution. Sean Milner Vice President of ECS Development, Arrow Sean Milner is vice president of business development for Arrow’s enterprise computing solutions business. In this role, Milner oversees the evolution and execution of Arrow’s business model to drive incremental growth. This includes supplier recruitment; growing our emerging supplier lines and technologies; expanding our cloud business; and leading our presales team. Milner came to Arrow with 17 years of sales, business development and executive leadership experience that spans SaaS, cloud sales, managed services, IT infrastructure, data storage, backup and PS. In addition, he has held positions at three high-growth startups, where his contributions included building channel programs and sales processes along with driving double-digit growth. Milner received his bachelor’s degree from the University of Colorado Boulder.

In Part II of this two-part podcast, Alex discusses Fieldcore and their disaster preparations for hurricane Irma, Dell's products and services available for Data Protection - including the various flavors of Data Domain (featuring DD Boost), software and services.

Guillermo Arroyo Sancibrián aka Discknocked: techno, electrónica, texturas y ambientes envolventes transportadores a un mundo onírico lleno de percusiones, experimentación sonora ligada al techno de tinte oscuro e hipnótico y de toques ácidos en atmósferas dub características del artista. Como productor ha trabajado en sellos de todo el mundo como Granulart, Human lessons, Spaceal Orbeats, Null A, DVNTT, Circular Limited, Phase Insane, Nukapa, DMT, Faint, 808 rec, Doppt Zykkler Series... En grupos o proyectos como Sigma Zigurat y Vexor ya extintos y ahora en Data Domain y RVD. Alias. Vaporous Skimo.

Guillermo Arroyo Sancibrián aka Discknocked: techno, electrónica, texturas y ambientes envolventes transportadores a un mundo onírico lleno de percusiones, experimentación sonora ligada al techno de tinte oscuro e hipnótico y de toques ácidos en atmósferas dub características del artista. Como productor ha trabajado en sellos de todo el mundo como Granulart, Human lessons, Spaceal Orbeats, Null A, DVNTT, Circular Limited, Phase Insane, Nukapa, DMT, Faint, 808 rec, Doppt Zykkler Series... En grupos o proyectos como Sigma Zigurat y Vexor ya extintos y ahora en Data Domain y RVD. Alias. Vaporous Skimo.

In this briefing, Dell EMC focused on their Cyber Recovery 18.1 product. You might be thinking, “Oh, another backup product. I already have one of those.” Sort of. Cyber Recovery is more than simply backup, and it’s more than what a decent disaster recovery plan gets you. The Cyber Recovery Vault is an orchestrated Data Domain storage platform that provides an isolated copy of known good data that can be used to recover from a security breach. The post BiB 059: Recover From Cyber Attacks & Ransomware With Dell EMC appeared first on Packet Pushers.

In this briefing, Dell EMC focused on their Cyber Recovery 18.1 product. You might be thinking, “Oh, another backup product. I already have one of those.” Sort of. Cyber Recovery is more than simply backup, and it’s more than what a decent disaster recovery plan gets you. The Cyber Recovery Vault is an orchestrated Data Domain storage platform that provides an isolated copy of known good data that can be used to recover from a security breach. The post BiB 059: Recover From Cyber Attacks & Ransomware With Dell EMC appeared first on Packet Pushers.

In this briefing, Dell EMC focused on their Cyber Recovery 18.1 product. You might be thinking, “Oh, another backup product. I already have one of those.” Sort of. Cyber Recovery is more than simply backup, and it’s more than what a decent disaster recovery plan gets you. The Cyber Recovery Vault is an orchestrated Data Domain storage platform that provides an isolated copy of known good data that can be used to recover from a security breach. The post BiB 059: Recover From Cyber Attacks & Ransomware With Dell EMC appeared first on Packet Pushers.

Nozomi Networks is leading Industrial Control System (ICS) cybersecurity with the most comprehensive platform to deliver real-time cybersecurity and operational visibility. Since 2013 the company has innovated the use of machine learning and artificial intelligence to secure critical infrastructure operations. Deployed across five continents, in hundreds of the world’s largest industrial installations, customers benefit from advanced cybersecurity, improved operational reliability and easy IT/OT integration. Amid escalating threats targeting ICS, Nozomi Networks delivers one solution with real-time ICS monitoring, hybrid threat detection, industrial network visualization, asset inventory, and vulnerability assessment. Guest Info Edgard Capdevielle brings an extensive background in successfully managing and expanding markets for both start-ups and established technology companies to his role as CEO. Previously he was Vice President of Product Management and Marketing for Imperva, where he led teams that made the company’s web and data security products leaders in their space. Prior to that he was a key executive at storage companies Data Domain and EMC. Focused on developing Nozomi’s global business, Edgard’s tremendous passion, energy, vision and drive-to-win is being brought to bear on guiding Nozomi to its next stage of development. Edgard has a MBA from the University of California at Berkeley and a Bachelor’s degree in Computer Science and Electrical Engineering from Vanderbilt University.

Technology changes, it’s a fact of life, and sometimes making a multi-year commitment can be a difficult decision. The Dell EMC Future-Proof Storage Loyalty Program gives you additional peace of mind with guaranteed satisfaction and investment protection for those future technology changes. The program covers the Dell EMC Storage Portfolio including; VMAX All-Flash, XtremIO X2, SC Series, Dell EMC Unity, Data Domain, Integrated Data Protection Appliance (IDPA), Isilon and Elastic Cloud Storage (ECS) appliance. Dell EMC Storage and Data Protection offers unbeatable value with a modern, efficient and feature rich product portfolio at no additional cost to you with purchase of a support agreement. Brian Henderson (@BHendu), Storage Portfolio Marketing Director, gives us the details on the 3-Year Satisfaction Guarantee, Hardware Investment Protection and Predictable Support Pricing along with 4:1 All-Flash Storage Efficiency Guarantee, Never-Worry Migratio, All-inclusive Software and Built-In Virtustream Storage Cloud. www.dellemc.com/futureproof Get Dell EMC The Source app in the Apple App Store or Google Play, and Subscribe to the podcast: iTunes, Stitcher Radio or Google Play. Dell EMC The Source Podcast is hosted by Sam Marraccini (@SamMarraccini)

In this Voice of Veritas podcast episode, we’re digging into the truth in Information. Roger Stein, Solutions Marketing, Veritas, interviews Matt Hubbard, Solutions Marketing, Veritas, on top reasons NetBackup Appliances beats Data Domain.   At the end of the day, Veritas is a hardware agnostic, software-defined solution approach to solving customers’ problems. Tune in as they dive in and uncover the key differentiators of NetBackup Appliances and how it out preforms its competitors.   To learn more, visit: http://vrt.as/2CxLBGx See omnystudio.com/listener for privacy information.

In this week's episode, we invite Tommy Trogden (@vTexan) to join us to recap EMC World 2015.  We cover XtremIO 4.0 “The Beast”, Data Domain 9500 “The Beast” – Backup Edition, EMC Code DevOps Days, VNXe3200 All Flash Array, VMAX3 w/ FAST.X and SRDF Metro, VxRack, vVNX and more. Blocks, Racks, and Appliances as a Converged […]