>>from Las Vegas. It's the Q covering a ws re invent 2019. Brought to you by Amazon Web service is and in along with its ecosystem partners. >>Hey, welcome back to the Cubes. Live coverage in Las Vegas for eight of his re invent 2019 R Seventh year out of the eight years I've had it, we've seen the rise and dominance of Amazon continued to thunder away at the competition span. Their lead printing money stew minimum in my coz right here next to me. I'm John, very extracting from noise. Our next guest, steam A lady who's the presidency of Aviatrix Cube alone was on Tuesdays part of our editorial segment. Who his company or one of his employees going to term. You take the tea at a cloud native cloud naive, which has been going viral. Welcome back to the Cube. Thank you. All right, so let's get into the aviatrix value. Probably wanna get digging more, but first explain what you guys do and what market you're targeting. >>So we do. I would say cloud native, not naive. Cloud native networking that embraces and extends the basic constructs the native constructs of the public clouds, not just a W s, but all the public clouds and builds a multi cloud architecture, networking in security architecture for enterprise customers that that delivers the simplicity and the automation that people want from cloud. That's why they want a cloud native but yet brings along the functionality, the performance and the visibility and control that they had on on Prem. So that kind of taste great less filling, not one of the other. Both. I want the simplicity and automation of anything that expect from the cloud. But I need that enterprise functionality that control the security, the performance that he used to have on Prem because I wasn't doing that for my own health. I need to bring that along. That's what we do. >>What main problem you solving for customers? What's the big pain point? So what are you enabling? >>The big pain point is the center of gravity, as Andy Joshi's talked is moving from on Prem into the cloud. So it's so it's no longer. I mean, data centers aren't going away. They're going to still be there. But the investment architecture is in the cloud and you're going to see the clouds start moving out with their their announcements. You see everything that outposts and on everything else they're doing is taking the architecture moving out. The problem we solve is A W S says to every enterprise customer. We will give you anything and everything you ever need from networking and security. You don't need anybody else. And so so what ends up happening is as enterprises. So for an SNB, that's great. If you've got a few, VP sees life is good. Use all the native stuff from AWS. What happens, though, is your Qualcomm or your USA or your new name it big 50 year old 100 year old enterprise. You have complex networking and security demands. You go to the cloud. There's so many limitations of what the native constructs of all the clouds could do. You start realizing, okay, I need Maur. And so we're very complimentary to AWS. We sit on top of that. We leverage those basic constructs. We program those contracts and then we extend that functionality to deliver the functionality that they need. >>That's awesome, stupid when I want to dig into that, but I want to first get to the hard news you guys have news here at reinvent? What's the big news story that you guys were putting out there? Two >>announcements and actually goes perfectly with the way the world's going and also with the embrace and extend of a W s. So the first is we introduced what we call aviatrix Cloud win. So they announced Transit Gateway Network manager with accelerated VPN leveraging global accelerator as just a way to bring in basically embraced branch offices into the cloud. So if you think of SD win in that market, if your if your center of gravity is on Prem in a data center on pls is horrible, you needed a better way to do branch office connectivity. SC wait is fantastic, and it's a great, optimal way to get back to that data center. Well, as the center of gravity moves into the cloud, their data centers in the cloud. I just need to get better optimal access performance in late and see into a W s because that's the center of gravity. So AWS with the global accelerator allows youto get on one of their 250 pops around the world as quickly as possible. So if you're in Singapore, get on that pop VPN in, and then you go across the global backbone of AWS all the way out to that BBC in Virginia. It's beautiful, because guess what? That is the most optimal way to get there instead of vpc to vpc across the Internet right on the AWS backbone. Well, Steve, it's fascinating stuff because if you look at the traditional network, it was I knew the knobs and how I need to get everything to work. But the big challenge for most network people is most of the network that they're responsible for. They can't touch it. That's right. They can adjust it. So are we recreating some of the environment? Or how? Because clubs supposed to be simple? Well, that's easy, but it needs to meet the enterprise requirements. Help that network administrator there there, sometimes going away to the cloud administrator. You still networkings tough and therefore, how do we make that? That's part of what we do is that's the other thing that we solve is people think they go to the cloud and they think, Oh, go build. I don't want to build anything. I want to consume. It's still difficult. We come in and abstract away a lot of the details for them such that we deliver that service on the cloud win. The other thing that we do again, back to embracing and extending. What do you What? What router is out in that branch office 87% of the time. Sisko, right? I mean, course it is. So the S D wearing guys will go in and say, We'll rip that box out and put in another little box like a 20,000 branches. I'm not ripping out anything, right? That's very painful. So with our cloud win, we can orchestrate and reconfigure the Sisko. All of our engineers came from Cisco. So any Cisco IOS router out there, we can orchestrate and reconfigure to set up the VPN automatically through our orchestrator so that when you don't rip and replace out that Roger that's existing there. So now AWS loves it because that's the last piece of friction. They want no friction, and it's always in that physical to cloud transition There. All the complexity is, and by enabling their network manager and an accelerated VPN and global accelerated to use the existing Cisco. Roger, that's out there. No one else does that Cisco doesn't do that. We're the only ones. So when you embrace a native construct, what's the native construct in the branch office? B, G P. And Cisco IOS. We embrace it and then and then enhance it and make it better. >>Are you only on Cisco about June 1st? >>Wait. Now it's just go. Francisco's 87% >>of every bridge your software abstraction software across. And you you basically change the game with SD. Win a little bit, you modernize >>It s t win is great for the old way of doing networking. When you look for the next five years, you're still gonna need SD went. It's a bubble market. It's like when optimization us riverbed. If when optimization is a great market, it was for a while, just like SC win. But that's kind of the old way. But Maur Maura, what you're gonna find is what Where my branches need to connect to is in the cloud. And if you do that, you don't need esti win. You just need better connectivity. Tate of us provide. >>I gotta ask you the question about the cloud naive because there's a lot of old school I t people who still think there's food in the data center. Still, action there on box makers are all in the vendor side supplying boxes. They're still want to supply boxes, right? So as those old guys and gals do their thing, they're stuck in their ways, right? That's friction. Total gas. He talks about the transformation as new leadership. What has to change in that old world? What should those C I ose and CEOs tell their their staff? And what should the staff do themselves? >>I actually think the customers air there. I think the vendors are that the vendors are the one that aren't They're the ones who are cloud naive. They actually don't even know what they don't know. The customers are the ones they say, Oh, no, And this is the whole shift that Josh was talking about business transformation. They understand. And they are bringing along all their people and they have some people that are probably further along and experts in AWS. But they absolutely number one requirement for them is we've got to bring along the people they don't want to leave them behind and say, You get to work on the old data center and these guys are gonna work in Cloud. They're bringing them all in. >>Talk about your customers who's buying from you? What's it look like? What kind of scope do you have? A customer base? >>It's funny. It's It's It's all the old networking guys. It is not. It's not developers signing that. It's it's It's old. I t. Now they don't want to do it the old way. They want to do it the new cloud way. But these guys understand BDP. They understand networking, and they're in charge now. And so it's like because it's gotten so serious for enterprises. This the networking team, the security team it is. It is I t that is running this, so that's a big company. Small companies, we get him. All right, Steve, I want to make sure I understand this because when I hear cod Native, I really think a lot about that application. Mind shift. Yeah, Micro Service is our protector, and that's on it for sure. Networking. Unfortunately, for the most part, it's nothing. Bites are going through the pipes, and I haven't really thought about that. So you know, it's not just because it's cloud but cloud native and therefore things like your container and doctors Dr. Rise thing. This is what this world is built for that your solution is solving for yes. So I'll give you a perfect example. So So we help. We actually helped a dhobi us come out with T g. W. Last year, Cheri, I found, was on stage with Day Brown and the networking keynote launching T g w whenever Great. Of course, before that, you were just doing bpc the vpc peering It was a horrible mess. So you need a transit architecture. So they came out with T g w Fantastic. So we embrace and extend T g w. So the problem is, they come out with T g. W. But guess what a Doris doesn't do. Don't propagate routes to spoke VP sees. Okay, so how did the routes get propagated? Well, you have a person. They need manual. If there's an update on the on from you manually update the routes. Well, that might work. If you've got three. VP sees again. You're an SNB. But I'm an enterprise. I got 3000 vpc That is not gonna work. So cloud native we are We are not just sitting on top of AWS. We are in the matrix we are in. We understand natively. So our central control, it will actually like we're not. There's no b g p running at that layer, but our central control it will push routes an update, routing tables everywhere. It needs to be learned. The routes from Amman Prem push it where it needs to be, and then everything automatically works. Yeah, it reminds me, you know, we had more than a decade ago. We went from all the north south traffic to the East west, propagated by VM. Yes, is an order of magnitude 8 12 and know that this cloud environment people can't do it. There's not enough people. I don't have enough man hours because the machine learning So here's devices need to be here. Another thing that's happened in guys is there is there is 100% of people in there in the universe that that that no cloud, that number's growing, but there's a fixed set. Everybody's going after all those people. You've got the big clock. They're all hiring like crazy. The vendors are probably hiring. You've got customers they're stealing from each other. It's very difficult to keep a staff. And so they look and they say I probably could figure this out, but there's no way I'm going to be able to operationalize it. There's just zero chance I could do that And there's just so much change. And honestly, they say it's a full time job just keeping up with what Amazon is announcing their get implementing. And so that's where they look and they come to Austin. They say there's zero chance that I can deploy networking architecturally without aviatrix >>on the network and guys because you and I always say the neighboring guys have the keys to the kingdom. They always have. I mean, people have tried to move the center of power away from the networking guys, But now, as the cloud gets the center of gravity, some of the power networking guys got to step up their game. But they don't want to rip and replace anything is as you went out earlier. It's complex, even pull one or two out. So the concern that I might have put the question to you is Steve. Great, great energy. But I'm really nervous that these routes are not gonna be. There's gonna be some coherency issues around updating routes because that's my number one concern. How do you guys solve that? >>Well, the one thing I've always seen, who's the worst? When? When? When most things happen, Who's the culprit? Human, right? It's always a human. Does something wrong. And so I would much rather trust some sort of automated software because at least if you program it correctly, it's going to do the right thing so way have not had. I mean, it's so >>you know what I'm sure is no issue there. >>Yeah, no, there's no issue, I mean, and what we do see, sometimes our people say, because there's a lot of people that are that are very smart, they get into the cloud and they are do it yourselfers and they love to go build, and they love the complexity, and they want all that they feel they feel like this job security and what we sometimes have to do is say you. But think about day to think about handing off the operations. You might get hit by a bus, and then your company is screwed, and you gotta almost get them enlightened to realize that they should be working on higher level things other than low level things. I'd say that's something that we kind of educate. People, >>houses Amazon there, one cloud of many 34 maybe one or two jazz. He said to me. You know, mostly primaries will be picked, probably Amazon. But in some cases, as you will be a primary less than that eight arrests. So multi cloud is the word that it was Something about an Amazon sees me loosening up a bit what it is, so they recognize it. What is multi cloud? I mean, what is really going on? I think >>I think if you're a small company, absolutely pick one cloud like for sure, right, like that doesn't make sense to go multiple clouds in your small medium business. If you're not that, if your needs are not that complex, pick one cloud right? And if it's a Toby asses the later stay with them. If it just happens to be, well, I got a bunch of credits and azure. Okay, maybe do them. I think. To date most people are picking eight of us There, there, there, there, The killer here. But when you talk to the enterprise, the real enterprise right that are just now moving into the cloud, they're all multi cloud Just had one today. Super large chip company down L a San Diego area. Guess what. Use it. All three clouds. I asked him why. Well, because we started in AWS. We got some things there we've got. We've got a bunch of stuff that runs and an azure with offers 3 65 other things that they dio and Google for ml and that kind of stuff. It runs better their enterprises. They're gonna pick where the workload run best, and they're big. And so they're gonna look and they're gonna They're gonna They're gonna elevate up building architecture that works across all of them. I don't think multi cloud means I'm gonna move this workload from here to here. That's never gonna happen. Maybe in 20 years. But I doubt it. It's just that the workloads heir destined, they run better on that and they're gonna focus on >>different park loads for the cloud that picked the right guy for the right workload. >>Yeah, and I'm so big and I require different companies and I get acquired. And and and And you got to think of the on Prem data centers eyes another cloud that's a multi. And then I go into Europe, and I have GDP are and I need another cloud. I mean, they're gonna have 45 clouds, and I don't think it's gonna be 20% across all >>that could be a power lot. They'll be more than 13 closets. Be specialty clouds a riff on this all the time. Well, Steve, I want to thank you for coming on the Q. Appreciate it. Give a quick blood for the company. How many employees you're gonna hire, some of your objectives >>growing fast. We've got over 400 customers and you ask one of our customers we've got customers spending millions of dollars a year with us all the way down the customer spending $5 a month. Why? Because of the wonderful thing of cloud they can consume. We've got 400 customers all over the world and even know who probably 300 of them are right. Why they go on the market place they go like this, they download. Maybe they come on drift. Ask one question. They launch and they spent $5 a month. I don't even know what they're doing. And eventually we watched their Amar are it just grows and grows and grows and grows. And eventually like, Whoa, Now you're spending 50 grand a year. We should talk. So it's kind of like how some companies used open source that ends up being our funnel a low friction zero friction High velocity Landon expand model. And then we have the traditional enterprises that you'd imagine every so everything in between >>your hiring, >>we're hiring like crazy, hiring a whole bunch of sales organization around the world. We just raised $40 million Siri see a month ago and we're going for >>fresh financing. Aviatrix see Mulaney, CEO of aviatrix here on the Cuba Reinvent 2019 Stay with us for more coverage. Day three of our three days of World War coverage Two sets here, thanks to Intel for the being our headline sponsor without their supporting our mission, which is bringing you the best confident possible. 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