>> Announcer: Live, from Manhattan, it's the Cube, covering AWS Summit, New York City, 2017. Brought to you by Amazon Web Services. >> And you are watching the Cube. Along with Stu Miniman, I'm John Walls. We're at the Javits Center, here, Midtown Manhattan, for the AWS Summit. We're continuing our coverage here live on the Cube. We'll broadcast outlet of the silicon angle tv platform, and we're joined now by Anuj Dutia, who is Senior Manager of Product and New Business at Verizon. Anuj, it's good to see you today, sir. >> Thank you, thanks for having me. >> You bet, absolutely. Now, you have a partnership in the works with AWS. I know you had an announcement today, of sorts. Also, adding a little more flavor to that, I want you to tell us a little bit about that announcement, and the significance of that. >> Yeah, absolutely. We're really observing the industry's, our customers are the biggest, Fortune 500 customer's enterprises, they're moving their vote close to AWS. So, once they move their vote close to AWS, they want us to connect to their applications, our networks to connect to their applications in a seamless way. They want to make sure that the end user experience, the application experience, when the application's under AWS, is seamless. So, what we're trying to do is we're trying to make sure we instantiate the workshop appliances in AWS, so that we're able to give them internet connectivity. So, we have a service offer, which is across the platforms. You know, we have our private cloud, we have AWS, we have the end CPE devices. For our customers, they want to have hybrid environment. They want to make sure that they are able to connect with each of these business applications with the best user experience. So, that's what we are enabling them to do with this service. >> I'm wondering if you could help clarify for us, because those of us that have watched a while, I mean, I remember when Verizon bought Terremark recently, I know you're still working through some of the details, but people still come to me and say oh, you're talking to Verizon, I hear they're selling off all their data centers. So, of course, that's kind of the headlines when you dig in to what you were talking about, the hybrid solutions, lots of partners. What is the role of cloud in Verizon, and what are some of those important solutions you're putting together? >> Sure, so we have our own offering, you know, which is the hosted network services. It's an open stack, base back form that we have around the world, but we're not in the business of, we want the customers to be connected, so we're in the business of networks. So, if our customers are moving on to a public cloud, or a private cloud, or their own data centers, we want to enable them to have that internet connectivity, and make sure they're able to take advantage of the application that we're routing, as well as the transport diversity. You know, we have a product called Secure Cloud Interconnect, or Direct Connect in AWS terms, which is one of the transports that will be used their high priority applications, and internet for another one. So, basically, we want to make sure we are able to give them the advantage of the through transports, as well as enabling them to have the best experience. So, regardless of what deployment they have, to your question, we want to make sure we are their partners in enabling them to do that. >> Yeah, the open stack solution, I mean, that's really building NFV, so what you care about is delivering services to the end user, correct? >> Correct, correct. So, we do have a concept of white boxes, or genetic platforms on the CP side. So, if I'm an enterprise with 5000 stores, as an example. I want to deploy these lightweight white boxes around the country, and then haul all the traffic to my private data center, to AWS, to other cloud providers. We will be able to do that, and with this partnership, we will be able to get them closer to their applications within AWS, that's the whole plan of action. >> Yeah, all of the carriers, including Verizon, have lots of edge deployments, that's been one of the hottest topics. Does that fit in with what you're doing with Amazon? Maybe you can, you know, what does Edge mean to kind of your business unit, your customers? What's important there? >> Absolutely, absolutely. As far as Edge is concerned, right? There is a thick Edge, and there is a thin Edge. When you say a thick Edge, you want to have all the applications, network applications, routing, firewall, you name it, everything to be sitting in the Edge. If I'm a bank, I may need that, but if I'm a retailer, I may not. I may say, no, I want to have my security applications in the cloud. The cloud could be our private cloud, it could be customers' cloud, or it could be AWS. We will enable to connect those Edge devices, the thicker version, or thinner version, to each of these cloud locations, so that it's a seamless connectivity for the enterprises. So, our strength is in the virtualization, and in the network connectivity. But all focused on the network. That's our whole use case, and we want to make sure if a customer walks in to our door with these different hybrid deployments, we're able to support them without any exceptions. >> We talked a lot so far about what you do, or the goals or the mission that you have, put it on the other side of the fence, from a customer expectation, and from a customer demand. How has that changed? >> That's a good question. So, what we've seen is our customers have a lot of options. We are not in the business of telling them where their applications should reside, where their business applications should reside. Now, if, as an organization, if they've decided to move their critical applications to AWS, or have them in their private data centers, so they are coming to us, customers are coming to us and telling us, we want, what is our business goal? Our business goal is to have, when my employee tries to reach my HR application, it should be seamless. It should not matter whether I host it in my data center, yours, AWS, or on the Edge. They don't care, they want to have access to those four top applications, or 40 top applications all the time. So, we've seen customers coming in and saying, and telling us, we're not asking you where to host the business apps, we have already made a decision, we are going to host it in these four clouds. One of them definitely being AWS. And we're like, okay, we will enable you, you just tell us what kind of connectivity you guys need, where do you want to host it, and with AWS being their key data center for hosting their business applications, now we have an automated, orchestrated way. So, you have your 5000 devices, with a click of a button, we'll instantiate something on AWS for you. That way, you're able to connect to all of your business applications seamlessly. So, with the demand that, going back to your question, the demand that we're seeing is hey, we want to have a variety of deployment models, we don't want to be locked down, we don't want to spend a whole lot on our data centers, we like the AWS solution, so we're going to have our business apps hosted at AWS, but at the same time, we want to make sure everything is connected for our users, and there is no latency that they experience. Customers are still having a lot of challenges about kind of getting their arms around this whole multi cloud environment, and networking a lot of times is kind of networking security and management sit at kind of the top of the challenges there. How would you rate how we're doing as an industry, how have we moved the ball forward, and what do we still need to do, to be able to make this seamless, manageable, much easier going forward? >> It's a great question. We come across these customers all the time, right? They see a bunch of PowerPoint presentations and advertisements, in all the different forms, and they think that they think that they're able to do that all by themselves, and have the cost efficiency. The key challenge is the key know how, and connecting it with the whole end to end network, as well as applications. So, what we bring to the table is exactly that. We partner with AWS and other cloud providers, but AWS being the biggest one, we try to make sure we are, get them the fully orchestrated solution. So, our whole solution is we're enabling, in this service, right, we're enabling Cisco and Viptela solutions on AWS. So, our whole value prop with them is you place an order with Verizon, we take care of making sure you're connected to AWS, seamlessly, with the appliance of your choice, which in this case happens to be Cisco, Viptela solutions, and the reliable network from Verizon, but completely automated and orchestrated. What we've been observing is customers go down the DIY path, and that's absolutely fair, sometimes they succeed, but most often they come back and say I don't know how to make it work end to end. I'm able to do this little piece part, have done my dev opps here, so it works, but when I move my production load, I don't know what to do. And, that's the value of this partnership, that we're looking to provide that seamless experience to our customers. >> And also, we've been talking a lot about enterprise, but that market is mostly small and midsize. I mean, which one do you think sells the wind in it's sails right now? I mean, or is it apples and oranges, because they have different concerns, different levels and different options? >> That's an interesting question. They are apples and oranges, at least in my opinion, and I'll tell you why. Because the needs for the top Fortune 500, Fortune 1000 companies, is very different from a dentist's office or a lawyer's office. But, there is a middle line. The middle line is, what if I'm a coffee shop with 8000 stores? Am I on this side, or that side? Because, each of these 8000 stores are like small businesses, if you will, but as a company I'm a tier one, so I have my own needs from a corporate network standpoint. So, what we're trying to do is we're trying to make sure we take advantage of our partnership with AWS, where we are saying we're able to enable you if you are moving your production workloads anyway. But, if that's something you want to scale, then probably you've got to have a hybrid deployment and we make that happen for you. But, to your question, right? I do think they're apples and oranges, because their needs are very different. The need for the application availability for an enterprise, but a big tier one enterprise, is way higher than, say a dentist's office. If Outlook 365, Office 365 doesn't work for a dentist office for an hour, who cares? But, if it doesn't work for a big. >> Just don't let your dentist hear you say that. Be careful. >> All right. >> Everybody buy your dentist, right? >> Yeah, exactly. >> All right, Anuj, thanks for being with us. >> Thank you, thanks for having me. >> We appreciate the time. >> Thank you. >> Good luck down the road. >> Thanks >> Anuj Dutia from Verizon joining us here on the Cube. We continue live from New York City. AWS Summit. Back in a bit.