Jazz Padda Yuri Sukhov Too Many Clouds Cloud Expo Europe 2020
DAVID TERRAR [00:00:10] Hi, I’m David Terrar reporting for Disruptive Live. We’re here at the London Tech Show within Cloud Expo Europe and I’ve got Yuri and Jazz with me from Too Many Clouds. Tell me, introduce yourself and tell me about the company.
JAZZ PADDA [00:00:24] Yes. I’m Jazz Padda, I’m the M.D. of Too Many Clouds. I started Too Many Clouds just coming up to almost five years or just over five years.
DAVID TERRAR [00:00:34] Very good.
JAZZ PADDA [00:00:35] Feels like 20, though.
DAVID TERRAR [00:00:37] It always does.
JAZZ PADDA [00:00:38] We were acquired recently, last year by a larger company that provides hardware.
DAVID TERRAR [00:00:45] And Yuri.
YURI SUKHOV [00:00:45] I’m Yuri, I am a Technical Solutions architect at Too Many Clouds.
DAVID TERRAR [00:00:49] So you’re going to keep Jazz on track here.
YURI SUKHOV [00:00:52] Yeah, well, my primary focus is the platform and services data protection, disaster recovery, cloud adoption.
DAVID TERRAR [00:01:03] I love the name Too Many Clouds. Tell me a bit more about what you what you actually do.
JAZZ PADDA [00:01:08] Okay. So since coming onto the name, the name came about from, you know, having you know this, the end-user. Where does the end-user consume buy the cloud services from. Be it Office 365, be it Office 365 backup or any any cloud service. It’s normally their reseller, the reseller when they get hit with a request for a particular service will then scatter around to go to their PSL and go find a supplier. That supplier is either distribution or service provider or another service provider stroke reseller. So there’s normally about four to five, you know, links in that chain between the customer and and their data and their service. So the idea of Too Many Clouds was to bring everyone together, bring all those service providers together to have that one sort of aggregated network of affiliated partners and to make that decision making process easier for the for the consumer. We then saw that in the channel model, because I come from a channel background that from from the vendor down, the value has slightly eroded. You could say over the years. So Too Many Clouds flipped its model to become a channel friendly services provider where we transact only with resellers and we provide value only to the resellers.
DAVID TERRAR [00:02:29] Is this a public cloud service or a private cloud service? What kind of service are we talking about?
JAZZ PADDA [00:02:34] So it’s it’s private cloud. So it’s it’s a UK service. So our data centres are all based here in the UK.
DAVID TERRAR [00:02:42] Which is obviously important for data and data protection.
JAZZ PADDA [00:02:45] It’s extremely important it’s extremely important for data, extremely important for that consumer, for the end user who are using their services quite often. The question is, oh, cloud is associated to services not being in the UK. We don’t know where that data centre is. So we can actually put a pin on the data centre location. We can put a pin on the multiple different locations that we have and where each service is running from. And ensuring that whilst those services are running, there’s business continuity at the forefront of everything we do.
DAVID TERRAR [00:03:17] And what kind of end customers? Does it matter what size they are or is it small or large?
JAZZ PADDA [00:03:23] No, so I mean, because we don’t transact with the customer. We’re customer agnostic, if you like, and user agnostic. It’s the it’s the partners that we care about it’s the partners that we want to that we want to work with, that we scope. It’s the partners that we want to add value to that we care about. So in terms of that, we deal with small partners. You know, we were talking earlier with partners that deal with less than 10 end users on every transaction through to big European conglomerate, if you like, resellers as well. So end user agnostic. And we’re only here to provide value to the reseller channel network.
DAVID TERRAR [00:04:03] Sounds great. I mean, any particular industry sectors that you’re more known in?
JAZZ PADDA [00:04:09] So at the moment, we’re currently because of our point of entry in terms of the price point, that we provide our services and solutions at, we’re doing very well with large enterprises that produce lots of data, big data volumes. So that’s pharmaceutical fintech and you know that sort of industry where there’s a lot data being produced.
DAVID TERRAR [00:04:30] How about government any government customers?
JAZZ PADDA [00:04:34] So unfortunately right now it’s a private it’s it’s private cloud only. We haven’t gone down that path. You know, it’s private sector only sorry it we haven’t gone down the route of public sector just yet, although we are on the G Cloud framework.
DAVID TERRAR [00:04:51] Very good. I’m going to ask Yuri something. So, Yuri, tell us a bit more about the kind of services that you provide the end customers or the part the partners for the end customers?
YURI SUKHOV [00:05:00] Well, our main focus, as I mentioned, is data protection and disaster recovery, but basically we help any customer interested in cloud adoption. And that’s interesting you mentioned how the name appeared from my side, from the technical perspective. I actually look at this name completely different. It’s like Too Many Clouds is the main challenge the customers face when they trying to transition from the classic on premises environments to the private or public cloud. It doesn’t matter what what you are trying to use, but it’s the challenge too many clouds, data distribution and how to manage this monitor.
DAVID TERRAR [00:05:43] So your job is to make that journey easy for them to transition from the old way to the new way.
YURI SUKHOV [00:05:47] Exactly. The shift the shift in the mindset is needed. So there is no magic button to migrate to cloud. And this is this is really challenging. This is frustrating for many customers. This is what we’re seeing.
DAVID TERRAR [00:06:05] Obviously, we’ve been talking kind of the infrastructure side of you, of your service, do you, is there a particular platforms that you work with, can you tell us a bit more about that?
YURI SUKHOV [00:06:15] Yeah. But from side, well, it’s not only infrastructure. It can be it can be infrastructure. It can be software as a service. We as we deal with commercial companies, primary platforms are VMware right data protection disaster recovery stack is based on Beam and Office 365 as a collaboration and communication platform. This is another focus. Primary focus for us.
DAVID TERRAR [00:06:49] Very good. Very important. What’s next for Too Many Clouds? Where you going next?
JAZZ PADDA [00:06:54] So so next is just for us to continue being disruptive, disrupt the marketplace.
DAVID TERRAR [00:06:59] First time you’ve used that word, that’s important.
JAZZ PADDA [00:07:02] It’s very prevalent. It’s it’s extremely prevalent in this industry. It’s you know, in order to not just remain but grow, you have to be disruptive in any industry.
DAVID TERRAR [00:07:10] Do you mean that in terms of cost or the approach you’re using, how do you mean it?
JAZZ PADDA [00:07:15] In every aspect. You can’t just be disruptive on cost and then not be disruptive on a service that you’re providing also. So I am a firm believer that we need to be as us as a business. And also, you know, other competitors, we need to be disruptive in the marketplace, adding value. And I come on to this adding value with with great emotion internally, because that value has been has been eroding from the marketplace in the channel. Resellers aren’t getting that service that they that they’re used to 10 years ago. They just aren’t because we’re so margin orientated. We’re so we know what’s our bottom line on this deal? How much margin are we going to make? What are we going to do? That kind of stuff?
DAVID TERRAR [00:08:00] How do you do things differently then?
JAZZ PADDA [00:08:02] We do things differently because we’ve got a very unique way at targeting the issue. And the main issue is margin. We’re here yes, we’re here to make money. You know, we’re not a registered charity at the end of day. We’re a limited company. We we are here to make money. But the way we do it is very different. You know, I think as a firm it’s very important for us to be disruptive in our marketplace. And the way we can do that quickly and effectively is by going to our reseller network, our reseller partners, and telling them, you know, how much do you want to pay for the service? They’re currently buying these services from somewhere at a quite an extortionate cost, by the way. But instead of me saying and we don’t want to dictate pricing, we don’t want to do what current distribution vendors are doing. We don’t want to do what current MSP are doing and dictate that price to the customer, to our reseller customer. What we want to do is say bring your own price. And that’s you know, I coined the whole bring your own. I’m definitely coining bring your own price, because I think that’s that’s really important to do nowadays, especially today from today onwards going to our network and saying, okay, you want that backup as a service using VM. You know, you want the cloud connect using VM. You want Office 365 backup. You want an infrastructure as a service built on V Cloud. So VMware V cloud director. I’m not technical. Then how much you want to pay for this? Because they currently know what margins they’re making, they currently and how much they’re selling it for. But also I think it’s important to add value at the same time. So our pre-sales work that we do, the amount of work that we do technically with Yuri and his team is very important to to our resellers as well.
DAVID TERRAR [00:09:45] What do you think of the show today? Are you getting something out of it?
JAZZ PADDA [00:09:49] A lot, you know, I think okay, for for what it’s worth, you know, the show’s a little bit slow because of the current circumstances that we’re all facing. But it is what it is. Grab the bull by the horns and you make something happen from it. So we’ve we’ve spoken to a lot of partners there today with which we’re actually collaborating more and more with partners. We’ve spoken to a good few MSPs already because these MSPs have a cost of sale. We’re able to, you know, work with these with the other MSPs as well and provide services to them in order for them to reduce their cost of sale as well. So a lot of collaborative work happening from today onwards. Lots of meetings taking place next week. And yeah, we’ll see what happens. But so far, nothing has been quite, it’s been okay. It’s been good for what it is.
DAVID TERRAR [00:10:35] Is there anything, I asked Jazz what’s next for the company. What’s next for the technology underneath the company?
YURI SUKHOV [00:10:44] Probably the next big step is a tighter integration, closer integration between the different platforms. I think this will be the major topic for the upcoming upcoming years. For us, it’s we are trying to become the trusted, trusted advisor because it’s not about technology, it’s really about the knowledge, experience and the speed. The market and platforms in general is moving forward so fast that customers and partners they just can’t can’t cope with.
DAVID TERRAR [00:11:26] The rate of change is amazing.
YURI SUKHOV [00:11:27] Exactly. Exactly. And our objective is to help them. And we are trying we are trying to.
DAVID TERRAR [00:11:36] Well, you’ve been successful for five years. I wish you success for another five, 10 more years.
JAZZ PADDA [00:11:41] Thank you.
DAVID TERRAR [00:11:42] Jazz, Yuri it’s been great talking to you. Thank you very much.
JAZZ PADDA [00:11:44] Likewise. Thanks very much for your time.
YURI SUKHOV [00:11:46] Thank you.
DAVID TERRAR [00:11:47] And this is David Terrar from Disruptive Live for Disruptive Live signing off from London Tech Show and Cloud Expo Europe. If you go to hashtag CEE 2020 and hashtag Disruptive Live, you’ll get more interviews and content like this one. Thanks very much.