Druva named a visionary in Gartner Magic Quadrant for Enterprise Backup & Recovery

Druva has been named a visionary for the second time in Gartner’s Magic Quadrant for Enterprise Backup & Recovery. Curtis and Stephen talk about what this means for the changing nature of data resilience, as well as how Druva is perceived by analyst companies like Gartner. Druva actually moved more on both axes than any other vendor, and this is clearly a recognition of the growth in the company’s offerings, as well as in revenue.

[00:00:00] W. Curtis Preston: This week on No Hardware Required, we’re talking about the Gartner Enterprise Backup and Recovery Magic Quadrant. With me as always is my cohost Stephen Manley. Thanks for joining.

Hi, and welcome to Druva’s No Hardware Required podcast. I’m your host W. Curtis Preston, AKA Mr. Backup, and I have with me, Stephen, Stephen, Stephen manly, manly, manly. How’s it going, Stephen?

[00:00:24] Stephen Manley: Uh, I’m, I’m I’m feeling right now. Like I’m in quadrant one, but, uh, you know, depending on how this goes, we’ll see what quadrant I end up in.

[00:00:32] W. Curtis Preston: Well, we’ll see. We’ll see. Well, I, I think the, the first thing to start with is, yeah, I’ve been at the company coming up on five years now and there was a time when this MQ was, it was called something different and we were not in it. We were not recognized by Gartner at all because they didn’t see us in the data center at all.

It used to be called the data center backup, and they’re like, you’re not in the data center, meaning we weren’t physically in the data center. And we were saying, well, Yeah, that’s kind of the point, right. Of of what we do. So it was changed to be the enterprise backup & recovery, which I think is a, is an acknowledgement of the changing landscape of the data center, because it’s no longer the center of data.

So much of people’s data is now elsewhere. And I believe the last one, the, the 2021 MQ was the first time we actually appeared. And we appeared in the visionary quadrant. And I think that it, it’s important to note that we moved up and to the right, which is good. That’s what you want, right. It would’ve been nice if we moved into the leader quadrant , it’s always nice to be in that quadrant.

Uh, we did not, but we did move up and to the right, and I think that’s overall good news. Wouldn’t you say?

[00:01:57] Stephen Manley: I think it’s great news. Uh, because I, I think again, I think it reflects two things. One is I think it reflects that, that the market continues to evolve the direction we thought it would head in, which is again, It’s not all about the data center anymore. It is about your, your cloud applications. It’s about Microsoft 365.

It’s there’s, there’s a lot more that goes into an enterprise than, than, than just the data center. So, so one is, I think it’s a reflection that, that Gartner’s seeing among their customers and the people they talk to that the market’s changing. And then the other is, I think it’s a reflection that Druva continues to do better.

We continue to enhance our functionality. We continue to support more workloads. We continue to scale our business. And so I think, you know, it’s, it’s good on both ways, right? We’re doing better. And the market is moving towards where we thought it would be.

[00:02:50] W. Curtis Preston: Right. And also, as I know, as a, as an outside person, before I came over, if you will, to the dark side. As an outside person looking at Gartner reports, I always, it. At least, it seemed obvious to me that they gave a lot of weight to revenue, right? To the, to just literally the number of dollars that a given company, uh, is selling in any given year.

And I think that, uh, that is a lot of reflection to what’s in the leader quadrant. Those are companies that have a higher revenue number than we do.

[00:03:26] Stephen Manley: for. now.

[00:03:27] W. Curtis Preston: I would also say for now, right. I would also say that the movement that we did, uh, also reflects our increase in revenue because we’ve had a significant increase in revenue just since the last report and an even bigger increase, you know, depending on how far you look back.

The other thing, I think that, and again, maybe as time evolves, um, Gartner will look at this as well. From a business model perspective, our revenue is 100% annually recurring. Whereas our competitors in the report, most of them, have to start over each year at zero.

[00:04:05] Stephen Manley: I think the other thing that Gartner does, and one of the things that, and I think Druva is doing quite well with is they look at revenue. They also look at, you know, sort of, they talk to a lot of customers and, and they do sort of try to get a, a temperature of what customers are using. And, and I think one of the things that Druva’s done well, not just last year, but for a number of years in a row is the number of net new customers we’re bringing in.

So you’ve got that recurring revenue from our existing customers. Who who really love working with us, but every year there’s more and more that are saying, yeah, this is the model I want. This is the company I wanna work with. And so I think Gartner’s seeing that too, that, that, that, that customer install base that new customer growth, uh, is really headed our way.

[00:04:50] W. Curtis Preston: And I, I would agree. And I would see that as you look at the new customers that we have, and then you compare them to the customers that we already had. There’s a relatively small amount of churn, right? Meaning customers that leave us to go to competitors. I liken it to the world back, uh, VMware.

Right. I, I remember when I first saw VMware and at first I didn’t quite get it, until I truly experienced VMware and I. Holy cow, why would I not do everything this way? Right. I, I, I think that’s the way for our customers. And that’s why once they experience what it’s like to, to, to have, uh, Druva is they, they stay a Druva customer.

And so we get that combination of that, that continual, uh, annual recurring revenue. And then, like you said, the, the continued, uh, addition of new customers as well.

[00:05:43] Stephen Manley: Before we started you, you know, we were off camera, you were talking about washing dishes and, and, uh, and, and it made something come to mind in the sense that Druva, that there was like a, there was like a week period, um, where, where my parents came to visit. And, and my mom cannot not do housework.

Right. So even though she’s the guest, she’s washing the dishes every night, she’s doing everything. And, and after a week of that, she leaves and all of a sudden I’m looking at the sinkful of dishes and I’m like, Oh, I hate this. Once you’ve had somebody do something for you that you don’t want to do, you never wanna go back to that.

And, and, and I think a lot of that is what, what we get with Druva about, right? These customers go, you know, I didn’t realize how unpleasant it was managing my own backup environment till I didn’t have to do it. And now I’d never go back.

[00:06:34] W. Curtis Preston: Right. And, and I do see that, and we are one of very few SaaS-only companies that, that do data protection and data resilience. The list gets really short if you want companies that that’s all they do. We have a number of competitors that are adding on SaaS services to their offerings.

Uh, I, I think that most of them are doing, you know, what we call lift and shift, right? Where they’re moving, um, a traditional product into the cloud and, and they’re not refactoring it. So they’re, I think that long term, as we compete with these companies in a SaaS world, I. That we will continue to move up and to the right.

When I look at the Gartner report, there are concerns that they have about our model, right. They wonder about how well we can scale into the enterprise. And I think that’s a valid question to, to ask. When I think about how well we can scale, I say, I don’t know anyone that can scale to the, to the degree that we can in the way that we do it. But we do acknowledge that there is a point to which our model does not scale. There are customers that we cannot, uh, support if you have a 50 petabyte data center and a T1 link, we are not, the vendor for you, right. But the thing is that when, when Gartner looks at that, I think that they ding us because we can’t support that customer. We look at that customer and we say, well, that’s just not our customer. And for every customer like that, there are hundreds of other customers that we can support. And so we’d say that we scale a lot farther than our competitors. So why don’t you talk about why that’s the case.

[00:08:35] Stephen Manley: There’s a couple things I wanna wanna hit on there. And there’s, there’s, you know, for, for those of you, especially in, in the, uh, in, in Canada, right? The, the old phrase is still holds true. You wanna skate to where the puck is heading. And so, so every time I look at one of those companies that has 50 petabytes and an on-premises Exchange, and they’ve still got some mainframes.

You look at that and you say, okay, yeah, Druva’s not gonna be the solution for you. At least not for, for a lot of those workloads, but I’m guessing like your competition. You’re trying to figure out how you’re going to move some of those workloads to the cloud, because similar to your VMware point, once you start running in the cloud, and once you start doing things with SaaS, you look and you go, why would I ever do them the old way? So I think where Druva’s scale really comes into play. And when we talk to people is if you are already on that cloud journey now, there’s nobody that’s gonna scale better for your in-cloud resources because we’re there. It’s, it’s, it’s a direct backup. There’s no extra hops, there’s no software or hardware for you to install in the cloud.

It just works. And on top of that, When you were running that workload OnPrem and you moved it to the cloud, it’s just gonna keep working no matter what you do with it. So, so that’s the first part then I think the second is because of the way we’re architected. You, you think about, and again, everybody, everybody at this point, uh, if you look at my LinkedIn profile, you know, I worked at, at, uh, EMC on Data Domain for a number of years and NetApp before that.

So. I, I am appliance head through and through it, 20 years of appliances think they’re great. But when you design an appliance, you design it for that box. The way you scale is you plug in another box. Now, whether it’s a scale out architecture where you link in another box, it doesn’t matter. You need more hardware before you get more scale.

The way Druva’s built is that it’s fully disaggregated. There are no box limits. So I can scale the storage independently from the compute independently, from the metadata processing independently, from the, AI/ML that we run. All of those things scale independently. And because they’re in the cloud, they scale automatically.

I don’t have to wait for a piece of hardware to be built in. So that means I’m gonna scale no matter how big you’re going to get, because I’ve got more resource to throw at it. And then the last part, because everyone always thinks scale up when you start going cloud, you’re paying for that resource, even if you’re not using it.

So you’ve gotta be able to scale down. And so our architecture enables us to then reduce, uh, so that you’re not paying for unused resources. So, so I think as you start thinking about that cloud journey, how you think of scale changes dramatically. And I think that’s really, when we hit our sweet spot.

[00:11:20] W. Curtis Preston: Yeah, I think that’s a really important thing. The idea that we can scale up as much as you need and also scale down, scalability goes both ways. When I think about, uh, I think that when Gartner looks at what we do and they look at specifically the data center, they say, well, you, you just can’t handle a multi petabyte data center to which I say, yes, we can.

And we are. We have multi petabyte data center customers. I know of at least one customer where we have a single server that we’re backing up that is over a petabyte. So it it’s not that we can’t handle large data centers. It’s that? Um, I mean, there are, again, as I said, there are data centers that are too big for our model.

That’s fine. But if you’re in the multi petabyte world, I would say that just, just talk to us, we will be upfront with you as to how well we scale. The beautiful thing is that. If, if we can solve the, the bandwidth issue, that’s the only issue that I, that I see them being concerned about. And I’d say we solve that better than anybody else.

If you like the model that we do, we solve that better than anybody else using source side global deduplication, no one does dedupe bigger than we do. I don’t know any vendor. And again, you worked at vendors that did dedupe. We have customers that are duping over 10 petabytes in a single dedupe image. That doesn’t happen outside of Druva.

And the fact that we do it source side, that’s a really important distinction because most of our competitors do not. They do, dedupe at the appliance. We don’t need that appliance to do that, which means we can both scale down and we can scale up and, um, Then, and then we have answers for quick recovery because that’s, that’s again, something that, um, when, when people that don’t quite understand how we do things, they say, well, you can’t do a quick restore.

If you move everything up to the cloud. And we say, well, unless we restore it in the cloud, right. We can, we could do a Dr of your entire VMware environment in 15 to 20 minutes, regardless of size

Or you can use a local cache, we support a local cache and we don’t charge for that local cache. Try that, appliance vendor

[00:13:45] Stephen Manley: Yeah,


[00:13:47] W. Curtis Preston: cache will be on their appliance.

Right. And they will absolutely

[00:13:49] Stephen Manley: And that local cache will cost them cash. Yeah.

[00:13:52] W. Curtis Preston: Yeah. Nice. I see what you did there. . So what I heard you say was that as you journey into the cloud, the way you think about scalability changes. And I think that’s absolutely true. I also think that as you look at how we do things that if you think we can’t scale to meet your needs of a large data center, I would say, give us a shot and we will probably surprise you.

[00:14:18] Stephen Manley: Yeah. I, I think, I think the other thing that, that people sometimes, um, a lot of the customers I’ve talked to, I, I, I think, you know, again, they, they. There are multiple conversations to shift them out of. Uh, what I think is, is very siloed thinking and, and it’s, and it’s normal, right? You’ve been doing something the same way for 20 plus years.

It’s natural that you kind of go, well, this is, this is how we do it. And so some of what we walk through again, like Curtis said, is. Well, Hey, look, disaster recovery in the cloud is, is more cost effective, faster, easier, uh, and frankly, probably going to work better because if you lost your data center, you don’t have anywhere to restore to.

So the cloud might be your only option. Anyway, uh, I, I, I think another one that, that people sometimes forget is that in the last 20 years, You know, your backup product. Isn’t the only thing that’s protecting your data. This is, this is one of the ones that we always try to walk people through. Is there are cases where you’ve got snapshots and replication on your NAS system, where you’re using Oracle replication technology.

And so rather than spending a lot of money to have four or five, six copies of the same thing, let’s figure out, you know, sort of what your end to end solution is and what part of the problem Druva solves. Because I think for too long backup vendors have come in and said, our product is the, you know, the hammer and everything’s a nail it’s like again, 20 years ago.

That was true. But there’s, there’s such a diversity in, in these customers’ environments, you really want someone who’s gonna be sort of sensitive and thoughtful and understand exactly what role you, you need your backup product to play.

[00:15:58] W. Curtis Preston: I’ll say this, if you like doing your own backup, if you like building your own backup server and managing disk arrays for backup, I want to be your best friend.

Right? This has been, this has been my career, but perhaps a different vendor’s product is better for you, right? If you like on-prem backup hardware. The, that is not the business that we’re in. If you want to get out of the business, get out of the, if you want to get out of the backup business and just be in the restore business, this idea of, you know, I, I love the analogy you had of your mother coming over to wash dishes.

Uh, I’m gonna give her my address. Um, uh, but yeah, I love that analogy. If you’d like to have somebody else worry about your backup. Then, you know, we’ll be, we’ll be happy to do so. And if you think that we can’t handle your data center, because you think it’s too large and you don’t understand how you can do petabytes over, you know, the, the bandwidth that you have, we will surprise you and just, just give us a shot at that business.

So going back to the Gartner report, there are things that they talk about that we do today that we didn’t do a year ago. Right? We just, we, we just came out with an entire new suite of security features that are aimed at the way, um, ransomware and other cyber attacks are happening today.

We just came out with that. We added a, a really great accelerated ransomware recovery option. That does something that no other vendor does. You know, there, there are lots of things that Gartner has seen that we have added to our functionality. And, you know, I, I think they have a valid criticism of, you know, from how far they think we can go.

I think we just see the world differently. The world is not, uh, again, we don’t do, we don’t do non X 86 workloads in the data center, which I think means no Solaris, HP-UX, AIX, cetera. That’s not our business. If you’re, if that’s your data center, then we’re not the vendor for you, but give us your VMware, your HyperV, your AHV.

So I’m gonna go back to the Gartner Magic Quadrant report for Enterprise Backup. Again, they showed us moving in the right direction, up and to the right in the quadrant, which is, which is the direction that you want. So we’re moving in the right direction. We are bigger than we were a year ago.

We have more capabilities than we had a year ago. There will be more capabilities. Honestly, by the time we record our next podcast, there will be more capabilities that we’ll be telling you about. So we continue to add those things. Um, and, and I think Gartner recognizes that. What do you think.

[00:18:57] Stephen Manley: Yeah, no, I, I, I think one of the key things I saw in there was, was again, the, the use of the word, you know, comprehensive around our data management capabilities. Because if you think about it, you know, most people start backup and recovery. And then, and then we have a conversation with them about disaster recovery, and then we have the conversation about ransomware protection and ransomware recovery.

Then we can have a discussion about data governance. Then we can have a discussion about data security posture. Then we can have a discussion about data intelligence. And so, so what you see is, is again, those data management capabilities expanding year on year, month on month. Uh, and because we’re a SaaS platform, when we ship them, you get them.

So this is, I think the part that, that you’re gonna see, you know, continuing to expand, we’re not just gonna be washing your dishes. We’re gonna wash your dishes, do your laundry, vacuum your house. You know, we’re, we’re taking care of the whole kit and caboodle for you.

[00:19:54] W. Curtis Preston: I like it. I like it. Well, um, as always, thanks for having a chat.

[00:19:59] Stephen Manley: Ah, my pleasure. And anytime I can work, kit and caboodle into a conversation, I feel like I’ve aged myself.

[00:20:06] W. Curtis Preston: I absolutely. Well, thanks again to our listeners and remember to subscribe, so you never miss an episode and remember here at Druva there’s no hardware required.