Sramana Mitra: Are you trying to tell me that there is no competitor in the market? That’s kind of hard to believe.
Brian Morin: Our technology is made up of two core pieces of intellectual property. One of those pieces is proprietary. Nobody else is doing it. There is a second core piece of our technology that involves server-side caching. There are a couple of other players in the field that are doing server-side caching like Infinio or PernixData. Those would be two quasi-competitors. Caching is still a tertiary feature for us. It’s not our primary IP in what we do to sequentialize I/O traffic and increase I/O density. There actually was one. We did have one competitor, Virsto, but they were acquired by VMWare about two and a half years ago.
Sramana Mitra: Let’s start with one use case where you elaborate further how exactly your customers use the product.
Brian Morin: I can give you the typical scenario for our customer and what they do. Then, we can talk specific examples. Our typical customer virtualizes. In the process of virtualizing, they run into performance issues. There are a couple of big I/O inefficiencies that are specific to virtual environment. Hardware can’t solve it. Hardware can only process I/O. It can’t optimize I/O.
As soon as customers virtualize, they go from an I/O profile that was large blocks sequential and suddenly find themselves in a position where all of their I/O are increasingly more smaller, fractured, and more random. That’s a very difficult I/O profile for storage to process. It’s akin to pouring molasses on your hardware infrastructure. It’s death by a thousand cuts.