that most of times they would like to monitor the substantial number of products and this one by projects, programs and so forth. As we can see in this view here on today that's on pre-site, you can see that we have this lounge for for only malaria entrant management but here of course they have the stock at start of month and what they have received and so forth what they consume but as you can see here we don't have like the reason of losses and the reason of why they have stock allow or stock out. So that is something we need to fix with our application. So we design this application we call the LMIS which is fully integrated to the DHS2. The application is using the the powerful of the DHS2 to manage the product and so forth. So let me execute the application. Okay so when you load the application you can see here we have some kind of dashboard where we can have a quick information about the stock out statutes, stock out the risk of stock out, the overstock statutes and what is the product which they use or the national team or this system use for period but we can come back on that situation of dashboard after. With our application not only we have the dashboard but we have the way to manage the product. So here we have the ability to add a lot of product we want it's not because we can say that the country can start with 10 products for this project but during the period during the years they can say that we want to add some kind of product again so they have this ability to hide it by there so we can come back again on that if you want and after that we have the data entry not only the data entry why we are not using the data entry from the DHS2 because here we try to customize a lot about how to make this data entry because we don't want to have this large of for the firm but we want the people or the the person at the health services when they come they can come they can come to the data entry side they can choose the product which for which they have the move of stock okay let's say that I want to enter a data for this facility so I choose the facility I can select as you can see here we have one form we call LMS for all products or we have some kind of firm based on programs or based on the based on projects so we can add a lot of that we can see that after on the for the configuration side after so let's say that I want to enter a data for LMS malaria so I choose reform I select the period for which I want to enter a data okay so if there is actually the data into the system it will be loaded for the product for only those we have information so if I want to say that I want to enter a data for September the last month I can come here and select it so now what it will be we can do here it is to say that in this month or it is for the last month I have only I have only used this product so I select the product and I will have this other form where we can see the start balance the country the quantity we received the total if there is transfer in and transfer out so we can fill the data for that and so far so if there is another product I can come here and select it again so let's say that we want to check what kind of data we receive for this one so I can you can see here the start balance automatically show the data from the last month physical inventory so there is some have this ability to take this last month value to bring it at the start of this balance so we can enter anything here so that one is to very very to manage the data quality issues also so let's say that for this month we receive hundreds products the system will automatically show you what is the total you have actually at the start and if during the month you share or you give some kind of product or some value to another facility so you can put it here let's say that I transfer to another facility so the total will calculate it for you but if we have in situation that me also I received for the same product from another facility so I can put it here so the system will show me the quantity royal so now I have the ability to fill the quantity consumed so let's say that I consumed 50 okay but for the losses we have to fill the data for the real reason that we have those losses so if there is like a product expired we need to very very fill what kind of value or what kind of quantity we have as expired if there is damage we can fill it also okay so the others reason was given by the the countries because they aside that they have sometimes that terrorism reason for those they have losses of product because with terrorism some kind of people can go there and sell products and they want to follow that that's why we add it okay so after that we can check how many days we have stuck out I think here we didn't have stuck out so we can move on the system automatically show us what is the adjusted the consumption so let's say that for this period maybe I consumed all okay I know that there is something so if there is other the system will show us for us also so let me say I consumed 100 and there is what there was damage four and five okay and for days of stock maybe it was the day of stock so I can put for there the system automatically will show me they are just quantity consumed based on the day of stock okay but also it will show me the reason that why I have days of stock so when I click on it I can say that for the stock out we have those reasons that's my awesome chain the day of delivery and the system also can calculate automatically the average month of stock the average month of consumption and this one is based on the last three months of consumption and finally the system can show you the theoretical and balance but you have this ability to fill the physical inventory because this one will be the theoretical one but what do you have really in on your hand so you need to feel it so let's say that I have only 18 and the system will show what is the gap and for this gap you have to feel the reason why we have those gaps also so maybe it is because of you learn you have working or something like there is issues with physical inventory so you can it is a multi multi-select so you can choose all the reason you want for why you have this gap and finally the system also will provide you the quantity you can order this one it is a proposition but if you yourself you want to feel that even this one it is why the system or the dishes to it is provided to me I want I want really 2050 for the order so this one it is adjusted order and you have to feel also the reason why you have these adjustments okay maybe it is a calculation or if you want okay we can do that right so you can see here now we have the last project product we just feel information and if you want we can add some those again and again and again okay so this one was the how we feel the data for the monthly reports but mind that not only we have the monthly reports we have also the supply so let's say that this facility just requested the 215 quantity of this product now the supply will be entered by the home one at the district side but you will have ability to have access to this facility so I'm connected at super user that is why I can see the both option but if we share well the user for each situation the first one will see only the reported the other one will see the supply okay so let's go to the supply side and this situation let's say that we are in October so the last quantity for the last month this facility order for this product will be here and now the the person at the the store level at the district will come to the same facility and say that for this order we have only this one we can give to you okay you can feel it and for that why that reason also if they are it is an unsatisfying order you will have this pop-up also to feel why you cannot unsatisfy or satisfy this order so if it is a financial reason or stock out the reason you can feel it also and so forth so here you can you can only have the product for which there is there was the order and you can make the discussion situation okay so there is something I need you guys to mind also with this application is that we have this ability also to monitor the the stores at the district level at the regional level also so the same forms okay can be used at different level okay each level has their own management system so with the same form they can say that for us at the district level okay for the malaria we have this start of balance what that's a quantity received and so forth so we can fill data for all level into the system the aggregation will be made by analysis side okay so there is something I want to show you again is the project management side okay so let's say that during the work you have new product you need to add into your system okay so you can come to the product management and now here you can feel a new product like zinc sulphate 20 and you need to also see that this product will be part of this project or this program so let's say that the zinc sulphate will be part of the product essential and if it is a seasonal product you can check here why we are talking about seasonal the seasonal option will give you this ability to better monitor the average month of consumption the calculation will not be the same if we check that it is a seasonal product the average month of consumption will be calculated taking in account the last three months of this year but also the last three months of the same the same three months for the last year so it will take account two years to give us the really really really really information of average month of consumption okay that is why so this one will be fine for malaria product because with malaria product we know that there is a seasonal things for that okay so now we can click on save the system will create all information related to the this product the the indicators the the elements the sharing groups and the data set and so forth okay so let me reload so we can see that now we have this product here and we can see that when we will go to the data on the side we will have the same product in today's system and so forth okay so before talking about analysis the fact is we do here the data entry for the monthly report and supply but we have the way to monitor also the emergency order but to do that we use the tracker directly so we need to use the powerful of the SS2 so for that I can come here so we have some tracker we called emergency supply okay so I can go to select one facility and I can add the register so normally based on countries policies they can say that we have automatic ID identification for that so but here we let it to report manually because of in Birkina and Malidia they don't have the same situation okay and here we have the first stage will be the order when the second one will be the supply so let's say that for the order we have this ability to automatically assign the user who has to follow this new order we want to do and we will have you here the list of the products we have into our system so let's say that for the paris tamol 1500 you want to order 400 okay for for amoxicillin we need to we want to order 33 34 and so forth so we can do that until they end and click on complete normally the system will send automatically an email to LMS group that someone request the emergency order and the guys at the store side can come to the supply side fill the dates and here they will have only the product for which we order we we want we request the emergency order and as you can see on this view when you come here you will see that we have what is the quantity requested and the guys at the store can feel that they have only 300 the notification will be still there until he said that he gave the real value for which he want to to to provide data for this facility and so forth okay and if it is if it is good it can click on the complete and send okay that is what we done for the emergency supply so let's come back now at the analysis side so for the analysis side what we've done we want people when they come to know what how many products are in situation of stockouts how many products are in situation of risk of stockouts and so forth let's say that I want to monitor the malaria products okay I want to see this information for March for July if I want I want to see the situation for original specifically but also I want to see this information by this level so this level allow us to know that we want to monitor the information by the stores or by the point of sale so let's say that I want to see the situation of health facilities for this original so when we can come back to our data dashboard based on the filters we select here the 93 we see here is not how the products in stockout but it is the situation of the product and the facilities which where we have the stockout situation so you can click on it and to check what is the the view so as you can see here we have the same product but not for the same facility because we want to know that where we have this situation of stockout also so that is why we have this 93 but if we want to know how many products is in stockout based on those ones so it is only 12 and how many organization units in stockout based on our filters so here we have 31 organization units what kind of it is 13 percent of all facilities in this region so that is the same things we have here so here we have this situation for this of stockout and we have here five 12 of a stock status and finally we can know that also for based on our selection our filters how many products have information about stock during this period okay and also if we have emergency order it will show us the numbers okay so not that we can print this situation also okay so after that we have the completeness and timeliness situation based on the last 12 months based on the month you select here so if i choose that to select september automatically it will show me the last 12 months based on the september so i can have a good view of that we have after a situation about the consumption and the average month of average month of consumption when you come here you have the quantity consumed the physical inventory so you can you know that you can hide some kind of legend to more check the data so you can know that what is the trend between the both information okay after that also you have for the situation on losses but the reason of those those losses so you can see that so what is the most reason of losses as you can see here okay you have the situation also about the stock out the how many sites are in stock out and the reason the most reason the facility or the points chose for for the the stock out and that will be the same thing for the adjustments the other adjustments and the gap also and finally you can have a good view of all the the the month of stock available per product and by site organization unit so this legend is based on what we will make it in the configuration so if it is one product one month it is good or not and so forth okay so note that all that it is managed into the dashes to its side okay so the next report we want to talk about because we have a lot of here will be the stock of statue at different levels since into our system we have this ability to enter the data for each level into the system that will be nice also to know that what is the situation for each level of course so for here I can say that I want to see the situation about Kenin okay so when you come here you can see that the yellow one the situation of this product at the district side at the district level when the red one is for health facility so if you want you can select I want to see what is the situation at the district level only I want to see the both situation of the availability of this product not only the health facility but the district level also you can choose a lot of product and compare them if you want okay the second trend the second graphic it is the same situation the same layout but now for the average month of the stock so this one can really give you a good view to take action quickly okay and we have the consumption trend if we want okay so for here also you can select product okay so you can see the trend of all the product based on your selection okay so here also not only you have the the view of visualization this visualization but you have the pivot table also based on that now here you can see that it is the common it is the aggregation of all brick enough so that if you want you can see that you want to see for only for just rate also for okay so it will display you based on that quickly so something we need to talk is the stock statue so here we can say that we need to monitor the amoxicillin okay in march 2020 okay so you can see that we want to see that for the bulk enough or so so now we can see that we have the the green one will be it will be the overstock the yellow what is normal and the red one the the stock outs and so forth okay sorry for the last rejection I think this one is still remaining in French so we can fix that after because we have the buff language into this app and what is nice is we have ability also to see the same based on the same filter okay okay just wait so based on what we have is here with in common bear we have the same situation into pivoted okay with the same legend you can see that because we select all facilities in Birkina Faso so we have this large view better in our system we can have we can minus the display so here it is the trend based on this situation of statue of stock out stock so we have the overstock what is normal the stock and the risk of stock out okay in trend but the last thing is that we have the map also so in the map based on our selection in the filter it will show us the situation of all those facilities for which we select in the here we have the legend going with that so mind that's all what we done it is based on the configuration since so we will not have the same checking for stock at the different level so it is here we select that for this rate the situation of a stock will use two for minus five for max and so forth and the report when the reporting will be quarterly when the facility will be monthly but the region can be a system of Lee so that is something so we can make my by configuration there is another configuration here because the system will be creating data metadata into the system so we can our system say that we need all the metadata to create by this prefix and so forth so we have something and the system will be pulled off or something like that it is possible to do with that now not only we finish with this app but users can know that that they can use what we display here directly with for the dishes to dashboard itself since the ultimate data is creating into the dishes to so they can come and add their own board here if they want but if the only limit here is that they can't they have to do it by products but they can come to the filter and set the product of the product to automatically load the item of this dashboard okay that is fine so as examples we have this ability also to show the trend of this map which is the situation based on the last month of the artist who not stuck so we can see the same view I show you at the upside at here okay since we will not have a month of time but because I think we have 10 minutes again right yeah 10 minutes okay so let's say that we develop also Android app because offline it is very very very necessary so to deal with that maybe I need to share another screen one minute it's fine just one minute to show okay so there is another app we call the lmis here so we need to put your URL username and password we have another situation into for the security systems in it also sorry okay so here we have this way to do the same thing we do with the website so you have all those data sets you can come here and select the period you can select the product and you will see the same things based on what we have at the start of month sorry this one is still in french when we are working on the translator also okay okay what we consume if there is transfer in transfer out or something like that we can pull it losses and so forth until the end you can put the physical inventory so let's say that we have a 50 50 you have the ball for information of reason sorry okay so and let's say that I have my inventory my physical inventory at 50 when I change the period because I still on in October so let's say that I will be in November now selecting the same product the system the application will show me for the start balance the last value of physical inventory outputs and I can still make in my data entry at the end and I can store it or I can click on sync to quickly send it to the to the website to the server so for the application android application it is only the data entry things we've done here we didn't do any analysis things so for analysis things we have to come to the to the DHS to itself or to do that okay so I think it is I don't know Clement if I forgot something no I think it's good really good presentation okay that's fine so Scott if there is some question so if not it is okay for us for the demonstration of Birkin on Faso lmis app they want to use thank you awesome thank you so much sake that was a wonderful presentation quite a lot of people are also very impressed looking at the slack channel so very much appreciated that just a real quick question there are there are actually quite a few questions from the community here on slack if you do have a question please type that question we have about 10 minutes or so maybe a little longer for sake boo and clement to answer those questions but also keep in mind that they will stay around for the experts lounge on slack as well so please post your questions to the experts lounge if you'd like to go into more detail but just a few questions to get us started sake boo and clement if you don't mind if a country wanted to use this app or a project wanted to use this app how do they go about doing that how do they contact you or work with you for this if a country wanted to use this app I think it can just send out half email or contact us it is easy just contact Dr. Eden and it will be done okay so but this is something that other countries could use if they wanted to yes excellent great and that's one of the really wonderful things about DHS to is that you're not just when you start using DHS to you're not just using the apps that are developed here at the University of Oslo you're actually able to utilize and benefit from all of the apps developed from all around the world by you know great teams like his West Africa that makes some fantastic apps that solve some real problems as you've seen here so it's one of the best things about DHS to is a platform is that you're actually able to utilize what the whole world is doing not just not just what we're doing here in Oslo all right a few more questions so George is asking is there any documentation available on the app have you written any kind of guidance or guidelines for the application yes actually we are editing the guideline in the document but we still on it we have to translate it in English too so we are working on it actually okay great we start doing this job with two French countries so we try it's very very much since we know that there will be most of countries English countries also we can want it so the first thing is to translate the application itself which is done actually now we can work on the documentation and so forth thank you okay great um are the apps available on github are they open source can can other people look at the code actually is not open to the github it is still in internal team but we are thinking about that we'll take care of that of course right yeah I think with the to make it clear with the dh is to licensing it does it courage app developers to share their apps on github and to make them open source but it's not necessarily required either yeah so but I'm sorry do you have something to say yes I forgot to share with you guys some kind of for dispensation but it's not it is like we can still track the the data is based on based on patients so this track also is still there where we can have the profiled things and so forth so it will be the same things but behind based on what is the dispensing to the patients the system will be make a pretty thought behind which one we have also and to fill it directly to the aggregate site okay so yes um great thank you for that yeah a few more questions a question from liberia they're asking what do you use to calculate the resupply quantities what are the values that are used to calculate the the resupply values that you have there on emotional consumption so we just estimate if the product will be in out of stock or not and then according to the monthly consumption we can say that maybe the facility need to have a supply for three months or six months depend on the setting we have chosen okay that's actually it is based on five months in our application so but it is still configurable so that's what it's fine okay um is there have do you have any issues with the um cancellation of zero's problem for any of the indicators and I think what they mean by that is that it sometimes in supply chains if you have like zero if you have a if you have a prolonged stock out so your stock is zero your consumption becomes zero and then all of your indicators can go to zero do you have that problem with this application and if you do how do you address it about zero but maybe I can take the example with the emotional consumption in the way we calculate the monthly consumption we take the last three the six period which have values that means if for the three months we haven't the value we will check for the last four or five or six months and get the data there to calculate the monthly consumption then we can put it after starting balance according to what is reported in the past yeah no that's interesting that's an interesting um way of doing it some um other countries will have like a minimal stock threshold that they have for each facility um what that that would that would be then input as the resupply value whereas it sounds like you are uh looking at um uh you know going back until there was a stock value that had been entered exactly great um so another question how will the emergency stock ordered through the tracker be reflected in the aggregate uh module stocks yes actually since we are dealing with aggregate since okay so I can let them talk about that oh okay thank you I mean uh oops it was about the sorry sorry Adam Adam sorry could you start over I we've been I was struggling with the mute and unmute button so sorry just go ahead and start over if you don't mind okay so I said I raised my hand a while ago when you asked the question about how refilling is calculated and how to deal with average monthly consumption the way we do it here is that we use the the minimum stock as a reference so the stock to that will be calculated based on what is needed to get at least the minimum stock which is the threshold you are talking about and for the zero values as I said the app is looking for I mean if for usually we use the past three months for to calculate the average and monthly consumption but then if for the past seven there's no data in this only 000 then the server will move move backward to the fourth fifth sixth month until to get data in calculating the average and monthly consumption so that's what I wanted to say over great nothing thank you Adam it makes it makes it a lot more clear some still some questions coming in quite a popular presentation so lots of questions and to remind everyone that we we do we're we're lucky enough to have saccaboo and clement stay with us through the experts lounge that's right after this so if you want a really detailed answer or maybe you want to talk about how to use this app in your own country or projects that's the place to do it I think um so another question can you talk a little bit more about the seasonal option that you have that that tick box where you say that you are able to make the calculations seasonal you said that you took the last two years the same with the same last five months calculation can you just explain that calculation a little bit more okay for instance let's say you are actually in November if we want to calculate a average monthly consumption for a product we go back to the two last years for the same period and we make the submission of all the values consumed and we take the average of the value consumed for instance for this November we will take October 28th plus a November 29th plus December 29th plus a October 28th plus November 28th plus December 28th and then we have the average of the consumption of the two last years 29 years I think that that is uh yeah a bit more clear uh thank you and how do you monitor expirations of the stocks yeah yeah with the aggregate one the people have to say how many products we have it is expired not we are not monitoring the products one by one they have to really see that if for the time of expiration is come or not so it is the user or the the the person at the Pacific side who has to tell how many products is expired is it clear uh yeah I think that is um fine for me so I'm just looking through the questions if there's anything else one other question is how do you track the pack sizes is there a solution where the warehouse can have different pack sizes so that the facility doesn't have to specify and how do they know so actually in our application we are not dealing with that okay that is something we are thinking about okay that's cool very clear all right any anyone else who has any last questions please type those quickly now um it looks like there are already some questions being piled up in the experts lounge so uh you guys will have plenty to talk about there looks like um yeah George one last question is is there a demo website that we can look at do you have a demo instance where people can go in and look at the app yeah I think uh we didn't hide it yet but this one we just used we can make it available at this workshop so people can go there and check uh and get their feedback it will be available by the end of this one that's great to hear okay all right um um one last question then how customizable are the stock visualizations the dashboards and what you're presenting now how customizable are these actually yeah so that is a good question so actually this dashboard is the fixed one we are thinking to add the way that the people can add their own dashboard that is something of some countries requested so for the next version we are thinking about that of course if not they're still they're still the way that they can come to the DHS to side also and deal with their own dashboard us the DHS do allow it that is why we have this same view here thank you right and then one last question is um does this work in warehouses is this tool being used in any warehouse settings that's a way for the application you can enter the data or you can manage the data at each level of the DHS too but mind that if in the countries they have another lmis application they are very very using what they can do is to make interoperability that's called the application so you can share between between them they actually see so we are not picking off all all information based on like tracking one product based on their backcode so it is the country very very good right okay i think that that was all we have time for for the for this session again we have um sakubu clement and maybe adam i don't know if you say i'm on uh but staying in for the expert lounge what we're going to do is we're going to leave zoom open we're going to go ahead and leave zoom open sakubu and um adam you're now co-host so you're able to to control zoom um and um and i think a few of us will have to drop off but i just want to thank you again very much the three of you for your presentation very really great to see it's it's amazing to see the kinds of innovations that are happening in dh is to and how you're you're close to the problems and you're able to to develop new solutions to solve those problems um so uh yeah it looks like you'll have a very busy expert lounge so thank you again for volunteering for that as well with that ladies and gentlemen we will in today's session if you want to stay on the line continue talking to uh sakubu clement and adam you're more than welcome to do that uh keep posting your questions to the expert lounge and they will go and be able to answer them there and uh yeah


Live from Las Vegas, it's theCUBE. Covering NetApp Insight 2018. Brought to you by NetApp. Welcome back to theCUBE's coverage of NetApp Insight 2018. I'm Lisa Martin. I've been here all day with Stu Miniman and we've had a jam-packed agenda of guests. We're now coming to the end of our program. We bring back to CUBE alumni. We've got Bharat Bhadranath. Welcome back. I feel like it's deja vu. The VP of product and solutions marketing at NetApp. And Ken Ringdall also an alumni, VP of Global Alliance Architecture from Veeam. Hey guys. Thanks for stopping by towards the end of the day. I'm sure you guys have both had lots of meetings today. Let's talk a little bit about the NetApp Veeam partnership. Just at Veeam on a few months ago, Ken, the reseller relationship that Veeam has with NetApp was announced. Let's talk about the impetus of that. That momentum coming from joint partners, customers, channel partners. Tell me a little bit about that from Veeam's perspective. Yeah, sure. I think, you know, earlier this year we announced that resell relationship which went live in March. And so Veeam on was in May. So we're just at the early stages of that. And, you know, we've seen some good momentum. We've expanded that relationship. And now we're, you know, we're able to jointly sell the whole portfolio. And I'd say it's a combination of two things. And really it's customers and partners, right? So we had a lot of success in the channel. Veeam and NetApp have been partnering together in the channel for, you know, five, seven years, long time now. And just based on the success of our meeting in the channel and then customer demand and partner demand, you know, we decided to expand that relationship and go deeper and really go deeper not only from a go to market perspective but from a product perspective. We're getting even closer together and driving more business and integration and really highlighting the value of the NetApp platform. NetApp's, you know, reaction to when the channel and customers are saying, hey guys, tell us about that, Maron. Yeah, so of course we obviously are here to make sure the customers have a great experience with it. And Veeam brings in something which is unique in the market for the customer. So we've heard it from our customers, our joint customers were saying the better integration is going to help them. Being the stewards of the customer's data, we want to make sure the data is protected. And if Veeam brings that expertise into the market, we integrate better to make it more seamless for the customer, right? Which is what we're doing as we expand this partnership to the next level. Yeah, both Veeam and NetApp, we're pretty early in leaning into this hybrid multi-cloud world. Wondering if you have any good customer examples you might be able to share as to customers that you're kind of moving towards this future that we're talking about in the partnership. Yeah, sure, I mean, you know, at Veeam, our goal is to really provide a hybrid environment. We started in the virtual world, we expanded to physical, we've gone to cloud. We see NetApp with a very strong presence on-prem. They obviously have now strong relationships with the public cloud vendors and have done a really good job of pivoting the strategy and embracing the cloud, which is what we've done at Veeam as well. And so we see our customers, they're really choosing cloud, they're choosing best of breed now, right? So they don't say, hey, I'm a single cloud strategy. I don't do just one cloud here. I'm saying, best of breed, maybe I'm doing my machine learning and AI and Google and I'm doing my cloud native apps and AWS and I'm doing my Microsoft native workloads in Azure. And so really you do need to provide that hybrid solution. That's really what we've looked to focus on is taking the strength of where we came up and providing that best solution in the virtual world, extending that to physical and now going to the cloud. And we see lots and lots of customers that they just want a comprehensive solution. They don't want point solutions, point solution here, point solution there. They want a comprehensive solution. And so it comes down to two companies really, I think that have a very strong strategy for that hybrid world, right? For best of breed solutions that we can work together in all those facets. Yeah, and I think our strategy and Veeam strategy are pretty aligned, right? When you look at the hybrid cloud, when you look at our data fabric message out in the market and what we are doing to stitch together on-prem and cloud, Veeam happens to be a great partner to help protect that data as we work with the customer along this journey. And today we just announced, Veeam just announced the HCI part of it as well, just making sure that we are helping the customer through every aspect of the journey. Yeah, I'm wondering if you might have, since the deal was announced earlier this year, any specific customer examples or had even anonymized whether you could share? Nothing, I'm sure there are lots of customers we've had jointly. I don't have any specific ones at this moment. Yeah, there's a few I can highlight. Certainly we large, probably one of the top 10 international banks over in Amia, that's a really, really large deal that we're working to get closed. It's multi-million dollars to both of us. Very, very large deal. I think we're seeing success. Really, you know, Veeam's strength has always been sort of in the commercial world and we're moving up into the enterprise. That's a big impetus for the partnership, quite honestly, because NetApp has a lot of strength, especially with the on-tap system in enterprise. So I think we're really sort of dovetailing each other. Veeam is bringing NetApp into more of our commercial deals. NetApp is bringing us into more enterprise deals. But really it's across the board, large banks, you know, even healthcare and other deals as well.  We just had Dave hits on a little bit of what it goes to and I did today and he kind of talked about really in the last five years really a big revolution at NetApp that has been around 26 years. Can you mention that NetApp and Veeam have been partners for about five to seven years? I'm curious what Veeam's perspective is of NetApp's digital and IT and cultural transformation to now go out boldly and say we're the data authority and really kind of wrap their strategy around cloud. Yeah, sure.  Data is the currency in the cloud world, right? So, you know, we look at ourselves as sort of being the stewards of data availability. You know, NetApp has the strength in that primary data management, right? So there's really a natural dovetail between the two of us and a natural handoff where we can provide the entire end-to-end, you know, from primary to DR to secondary and really about sort of, you know, managing the place of that data, the value of that data and the availability of that data. It's incredibly important. I think together we really, as I said, we cover that end-to-end. Barat, one of the messages we've been hearing today is talking about, there's a lot of complexity out there in NetApp's goal, like many companies in this space try to help simplify it. What is the partnership, the integration, the reselling of the solution? How does that help simplify solutions for different companies? Absolutely. So, you know, as you heard earlier, it was all about providing a comprehensive stack end-to-end but what makes it simple is when it is comprehensive and integrated, right? So when the two companies' engineering teams work together to drive that integration, that results in simplicity, which are customers and our partners. For our partners, it's assurance that we're both working together so it makes the solution more reliable, works well as advertised, if you will, in the customer premises for customers. It's the simplicity in the form of integration which comes in where the two companies' engineering teams are driving towards that. Last question, Ken, for you, in terms of kind of following onto what Barat was saying, the customers now not only need that simplicity they expected. I'm curious, where is that in the selling motion? Where is that conversation? Is it with some of the folks that are down in the technical weeds who are looking to drastically improve recovery time and recovery point objectives? Or are you also having conversations at the business level, of the business going? Whether maybe it's a legacy, not cloud native, that needs to go, well, we have so much data, which is an advantage, how do we use that? Are you seeing those business leaders, business unit leaders and C-levels involved in this conversation with Veeam and NetApp? Yeah, yeah, no question. I think, traditionally, Veeam has really been compelled by the backup administrator, by the IT director, because the product is so easy to try. You can download it, you can try it for free. Our whole, it just works, has been our tagline because it is just so simple to get started with Veeam. We make it simple to get up and running and to manage your backups and also give some of that power back to your customers. In fact, it's just a quick sidebar. Had dinner last night with a long time Veeam customer, a long time NetApp customer, and they said, hey look, NetApp is my storage vendor of choice, Veeam is my backup data protection vendor of choice, and really they come together well, and NetApp does such a great job from primary to leveraging the snapshot replication, but he told me about this great story, he said, hey look, we had somebody at midnight needed to recover a file, we have self-restore capabilities that they were able to give that power to their end users to go recover a file to their server instead of calling up and opening a ticket and having that, instead of what took maybe eight hours to go through a whole process to get a storage admin and then a backup admin, took eight minutes, right? And I think it talks to the value of the NetApp platform and providing that availability and the simplicity of the Veeam system to be able to give that power and really do it and take what might be complex and make it very simple, but it is, so back to your original question, Lisa, about we have traditionally really sort of been very, very valuable to that backup administrator, IT admin, as we move further into the enterprise, of course, that goes up into VP of IT all the way up to the CIO. I think our relationship is really bringing us both ways. We can come bottom up, NetApp can come top down and we're hitting both sides of, and really that whole stack of influencer to buyer, to decision maker in that whole stack. For our last question for you, we have got a few seconds left. I'm curious, when a customer says Veeam is our backup and recovery, NetApp is our storage, how does NetApp in this day as, hey, cloud is the heart of our strategy, how do you react to NetApp as our storage provider? So, I don't see those as exclusive things, right? We manage their data on-prem and we, given their abilities in the hybrid cloud, if a customer considers us as an on-prem storage company, that is great, we're working with them to change that impression, to get them on, with them on their journey to the cloud. So, we don't want to force them to get into the cloud, but as they move to the cloud, we want to be there to make sure we can manage their data in the cloud. And Veeam, given their hybrid capabilities and where they have been and what they do with the customer and ability to manage multi-cloud, maps really well to what we offer the customers. Of course, we'd like our customers to change their perception, to not just view NetApp as an on-prem storage, as a cloud vendor as well, but it takes time for them to change the perception and we're working very hard on that. As you saw today in the keynote as well, you're starting to see customers, it has to be driven by the customer need, right? Like, sometimes they realize certain things are done better in the cloud which drives them to the cloud. We want to be there to provide that service for them as they move, so. Well, Bharat and Ken, thanks so much for stopping by at the end of the day here. We appreciate your time and we look forward to in 2019, maybe hearing more from that big EMEA bank and some of the great successes they're achieving with this partnership. Thank you for having us. Absolutely, thank you. Our pleasure. We want to thank you for watching. This wraps up theCUBE's full day. I'm Lisa Martin with Stu Miniman. We have a great day, Stu, talking with NetApp executives, customers, partners and we want to thank you for watching. Hope you've learned a lot and of course, watch the replays at thecube.net. For Stu, I'm Lisa. Thanks for watching. We'll see you next time.