Sramana Mitra: I would like to do a bit more use case discussion. Before we go on, can you also put this on a competitive landscape map for us? Whom do you compete with? What else is going on in the market in this particular space?
Dan Golan: If you look at the major storage providers, whether it’s EMC or HP, they all have technologies that are very tuned into the legacy IT where you had a lot of time to prepare what applications are residing on the storage. In the new world where the pace of change and growth of data is much faster, those legacy platforms could not compete on performance, scale, cost efficiency, and complexity.
Most of our competitors are, first and foremost, legacy. If you look at our more modern competitors, PureStorage comes to mind. It has a decent technology when it comes to very specific workloads like small to medium enterprises. When you talk about cloud scale and the ability to support multiple use cases on the same platform, this is when their model breaks and where we shine. We do have tremendous success when we are going up against PureStorage, EMC, or HP.
Sramana Mitra: In those deals that you win, what is your read? What is the positioning point that is helping you win those deals?
Dan Golan: There are many, but there are three elements that customers tell us are the most important.
First, the ability to run your whole operation on one platform. When you’re running, what we call, mixed workload which are very different workloads on the same platform, we’re the only one that can truly give the customer very consistent behavior – strict SLA no matter what. That really simplifies their life. They don’t need to think. They just deploy any type of application on Kaminario.
With our competitors, complicated tuning is required. The second reason is scalability. Nobody buys storage in the cloud for one time and one use case. They expect to grow and expect to grow very fast. We are the most scalable product in the market. Think of us as true Lego blocks. When customers buy into our approach, they’re not bounded. They’re not limited in any way. If they want to add more environment and performance, we add more compute power. When they want more capacity, we can do that.
In fact, we are the only company in the market that can scale out and scale up. Customers can grow anywhere they want without limitations. Lastly, we do all of that in a very cost efficient manner. We have multiple patterns of how we allow customers to reduce cost and run very efficiently. With all of the competitors that I’ve mentioned, we come in and we give the customers 50% reduction in the cost versus competitors.