>>from around the globe. It's the Cube with digital coverage of AWS reinvent 2020 sponsored by Intel, AWS and our community partners. Welcome to the Cubes coverage of AWS reinvent 2020 The digital edition I'm Lisa Martin and with Me is Eugene Kostov, VP of product and engineering at FTO. Eugene's Great to see you. >>Thanks for having me. So >>So talk to your audience a little bit about a PTO. What is it that you guys do? Help them understand that >>absolutely. Abdo provides leading tools for technology business management. We help our customers understand their technology costs where they're spending money where they're not spending money and how they can optimize those and help translate that into the language of whether you're a business person or finance person or working directly and technology department. You all can come together and understand what your technology costs are and where they're headed in the future. And then we also provide Cem tools for you to dive deeper into your cloud specific cost. For example, >>speaking of Cloud Cross, one of the things that is happening that we all know is that cloud spend has never been mawr important because of all the changes the surgeon SAS Applications Enterprise Cloud with everybody shifting Thio work from home Talk to me about some of the trends that you're seeing. >>Yeah, it's really interesting to see right. It's It's an interesting time. And as we see more and more folks come online working from home consuming digital products, we're seeing the demand really grow for well cloud services and the services that our customers consumed to provide that digital content. However, at the same time those customers are being asked to do more with less less. Resource is less. Spending on resource is providing mawr information, more data, more content. So it's in that world that we look to help our customers as much as possible achieve those goals. How do I make sure that my dollar goes as far as possible on my infrastructure? Spend with AWS? I get the tremendous benefit of elasticity, lead and flexibility with my cloud resource is from AWS, and how do I make sure that I'm using my dollar on the right set of resource is that my teams are looking at the right set of products or discount models that can allow them to save more money as they consume more of those services. It'll be just provide some really great opportunities to do just that. We're the ones who look to help you achieve that with AWS. >>So customers that air as to be, you know, do more with less, but also companies that need more technical capabilities. How does Abdul >>help that trade >>off that balance? >>Yeah, it's definitely a balanced. It's one that we look to help folks with even folks that aren't our customers, necessarily, right. We're one of the founding members of the Thin Ops Foundation. We provide our own content as well, where you can simply consume and understand. What is it that you're gonna get from eight of us in terms of your costs and usage data? What are you going to see when you get your bill? How can you consume that more efficiently processed that information so that you can again make your dollar go further again? There's tremendous benefits with cloud, but that also means that you get a lot more data with the consumption that you have tens of thousands, millions of rows of data because you can actually spin up and spin down resource is, as you see fit means that you have more data to process and more data to consume. So it's imperative. It's really important that you understand how to look at that data, had a process it and then how to make decisions from that data. And that really boils down to the financial management practices, because you have to look at it as both a technologist and the financial lens that you have from the cost that are coming from those data. >>So let's impact that because as we talk about data is the new goal. That's oil it is. Organizations can harness it and extract insights quickly as possible. Make to your point decisions in real time but affect the business. And so many businesses the last nine months have had to pivot multiple times to get to. How do we survive this? How do we thrive during this? So how does that do you help customers be ableto leverage the power of cloud to get access to all that data, but also really manage their cloud financial financials? >>Yeah, we've got a few ways toe help you with that. We have tools like Cloud ability which provide provide the ability to dive into your data, get that process from AWS, and then we'll actually visualize that for U. S. So instead of you having to go into those gargantuan data files, you actually can get that right in front of you in the tool and share that with your internal stakeholders. So it's important that you share the information is not just about Lisa knowing what she spent on cloud cost, it's about the entirety organization knowing what each part is consuming and subsequently spending. The other bit of it is making sure you're not overspending. You mentioned it right? There's a lot more demand on cloud Resource is what that means that you mean to be really careful that you're not overspending. You're not over provisioned. Both in the resource is you use using a resource that might be too large for the application of workload. You're running or not, taking advantage of all the great commitment based products that AWS provides to you. Credibility seeks to help you do that, but we also have and are expanding on that suite of products because we view as more than just the infrastructure you have with eight of us. It's also the SAS products, the software the service that you are using to help run your cloud services. We give you the ability with credibility, SAS to look at that data as well and look at all the applications you used to run those services. >>So credibility and the credibility staff. I'm just curious as things have evolved so much the last, you know, a few months, as I mentioned, How is your conversation within a customer organization changing like Has your target audience changed for cloud ability? Are they now? Is it now at the C suite or you're target audience not going. We need to be able to justify leveraging this tool to optimize our spend all the way up to our CEO and our >>board. Yeah, you know, that's uninterested point. We're definitely seeing Mawr Eyes on Cloud spend as it becomes a larger proportion of your overall technology spending right after you. Asshole has been very used to having eyes on our products and our data at the C suite love. But that's because it was the overall technology spending. Now, as cloud becomes a bigger and bigger portion of that spend a SAS becomes a bigger and bigger portion of that spending worldwide technology spend is gonna approach $4 trillion and assassin and infrastructure the service of the fastest growing segments of that spend. So we get more of those eyeballs. Uh, we also get more of the well, Hey, Eugene, prove to me why it's worth it. Why should we move to the cloud? Why should we move our workloads to the cloud? Because we think we get it. We hear a lot about it, but show me hard dollars in hard data. Why is that valuable? Why is that important for us? And what is the guy that I'm going to realize from that? That's what we seek to dio. That's we do pretty well on. What we also look to do is to be able to drive that information down. Is the organisation's well. It's not just enough. Thio explain to the C suite why it's Ah, hi are y Overall. It's important to empower folks within the organization to actually achieve that All that's a very important part of it as well. So we really look at it that way. >>That's a great point that you make. It's not just about justifying the you know, these cloud cost management and optimization or C CMO tools. It's about empowering the individuals to be able to use them to extract that value. That's a great point that you brought up. So let's dig into the R o I a little bit more like How are you helping a W S customers contain their costs? And what are some of the r. A. Y figures that you're saying >>We're seeing great results from our customers? We do in primarily three ways. We talked about visibility just simply being able to see what you're spending on what your teams are consuming. The second is actually providing proactive recommendations for you. What can you do with reservations or savings plans in AWS? What's the optimal point at which you can commit and get a high r a y for the commitment you're making Tate of us for one or three years? What are the resource is you're running and which ones are over provision. Which ones are unattached or idle, were able to actually highlight that for you. The Third Way is actually providing proactive anomaly detection. We run our own algorithms and determine when and where we're seeing spend or usage that doesn't really fit your historical patterns. And we highlight those for you. Now it may be that you expected this, and this was something that you knew was coming. You're launching a new product in a new market. Or maybe you've got higher demand for your services because you're a media company and there's a lot of media being consumed recently, but we will still highlighted for you. We've been able to find many instances where you're actually unaware of that. Spend. That anomaly that we've detected is something that you could stop right at the source. >>So given this sort of urgency that we're all living in, how quickly, uh, from a tournament time frame, can you work with customers to show them proactively these air, all the areas in which you are overspending under spending? This is where you need to optimize. What's that? What's the customer looking for in terms of time frame to make that impact? >>Well, she asked customer, they probably say real time, right, right away. And we come pretty darn close to that. We do it throughout the month so historically, folks who are consuming infrastructure very usedto we know we're spending. We bought this server many years ago, were depreciating it, and we know exactly what we're spending for that month. But with the cloud, you're actually getting that bill in real time. You're getting your estimated charges every day, every hour, and we're right there with you looking at that data as it goes by. So that's what customers are really looking forward Now there's some things that you won't get right away, right? There's some things that come in, you know, in your monthly invoices or things that you'll see that we help you allocate and understand who's spending where. But by and large, we actually do this right at the time that you're seeing this data come through, and that's really important. The real time nature of it, the ability to look at your costs and usage and who is actually using it is critical to your success. Otherwise, things could run away pretty quickly. >>It is absolutely critical, and it's kind of one of those things. As consumers, we sort of had this on demand expectation for so long and now, with things changing so quickly and organizations having to make so many pivots and probably continue to do so. Being able to have that visibility that inside in real time, make decisions on it. It's critical because there's very likely a competitor, er, right in the rear view mirror that might be smaller and more agile and, you know, kind of willing toe and ready to come in and and kind of bulldozed down. So with that said how and as things continue to change, and I think we can expect that for a while longer as we approach the or 2021 how do you advise organizations think about cloud in the context of their overall technology spend? >>Yeah, that's a great question. The first is to think of it more than just a budget line item. It's more than just an entering your general ledger of spending this much money is really about driving the growth of your organization and making sure that you drive the optimal growth in the resource is and infrastructure and software that you consume in order to increase your own broke. The second is to actually plan for it. There's this sort of feeling that that folks get when I talk to that, they can't really plan for cloud spend, right. It's just gonna happen. What my organization you can consume is what they're going to consume. But that couldn't be further from the truth. You can plan for your cloud spend you can look at the demand for your resource is you can plan for different scenarios and what might happen in the future, as you put it. And you can actually look at that yourself. You can also look at tools like plan, ability, demand in the video suite. You could look at cloud ability itself to forecast that demand you can actually plan for. So don't be daunted by, Well, it's a lot of data. I'm not sure what's gonna happen. It's just gonna We're just gonna roll with it. A zit happens, right? You need to be able to plan for you need to be proactive with it. I mean, you understand what you might spend depending on what well, the economy does, what the world does and what your customers at the end of that, they do >>great advice that you can plan for it and you should plan for it and be proactive. I think all of us could use a little bit of that in our lives. Eugene, thank you so much for joining me on the Cube today, Talking about after you and the big impact that you're making at organizations across the globe. >>Lisa, thank you very much for having me. >>My pleasure for Eugene. I'm Lisa Martin. You're watching a cube?