>>from around the globe. It's the Cube with digital coverage of AWS reinvent 2020. Special coverage sponsored by A. W s Global Partner Network. Welcome back to the cubes Coverage Cube. Virtual coverage of AWS reinvent 2020. We're not in person this year. We have to do the all the Cube interviews remote. But we've got two great guests from the Amazon Web Services Partner Network A W s a p N. Craig Wicks, senior manager of AWS Satisfactory. Todd Golden, Principal Cloud Architect, Global SAS Tech Lead Gentlemen, Thanks for joining the Cube. Appreciate it. >>Thanks, John. >>Um, first of all, I want to get in Craig with you and just take them in to explain what is the satisfactory. Because this is a unique and growing team within AWS. Um, we've been saying it for years, but the moves to the cloud houses has been obvious is mainstream. But your team, your role is doing some interesting things. Explain. What is the satisfactory? What do you guys do? >>Yeah, Thanks, John. Really delighted to be here today. Yeah, the satisfactory. Maybe for those that may be somewhat disappointing. There's no factory, no sort of easy button for SAS. There's no templates. There's no machinery. We wish we had it. But we're really a global team of subject matter. Experts in SAS that really help AWS partners transform their business right both business and technical to the Saas model and help them do that faster with greater confidence and all the best practices that our team has learned over the years. >>And Todd, your solution architect. So you're the partner. You have to help your customers get their, um, you know, being a solution architect really is like the mechanic of the business. You gotta lay out the engine of innovation and this is what clients are trying to strive for. Can you take him and explain how your role is involved in this? Obviously, SAS is not. It makes sense on paper, but making it happen is not trivial. What do you What do you what? Your role. >>Yeah, so I'm very much, in fact, connected to Craig. We're all part of the same organization, and we're sort of very much deeply involved with these organizations. We get very much, um, embedded with these these partners that we work with and really helped them through sort of the nuts and bolts of what it means to transform an application thio multi tenant sort of SAS models. That means helping them figure out how to map that two different AWS services. It means helping them figure out how to realize the sort of the business objective objectives of transforming to sass. But really, our goal is to sort of just get into the weeds with them, figure out their specific domain because there's no one size fits all. Versace figure out how that really connects toe, where they're at in their trajectory, in terms of where they're trying to get to end of the journey is a business and then find that alignment with a W S services. So there's sort of that trifecta of lining all those bits up and sort of formulating, Ah, technical strategy that really brings all those pieces together for them. >>Craig, I want to get your thoughts on the trends, and Todd, you can weigh in to want to get your reaction. Over the weekend, I was picking some folks on on the Internet, linked in and whatnot from eight years ago when that we did our first cube at reinvent with second year of reinvent, and nobody was there in the industry press, wasn't there were the first I think press to be there. Um and a lot of people have either moved on to big positions or companies have gone public. I bought me. Major things have happened in 2013 clouds certainly rose there. SAS became the business model. Everyone kind of knows that. But the dynamics today are different when you think about the on premises and you got the edge. A big part of the themes this week in the next couple weeks as we unfold here reinvent. This >>is >>different, but the same Can you share? What is the trend that people are riding on? What's the What's the wind of innovation? >>Yeah, and certainly I would say, First of all, just personally, I've been in SAS for some time. It was involved early on, in sort of, ah, model. We called the application service provider model, which was sort of a predecessor assassin, you know, the gray hairs out to remember that one. But, uh, you know, I think first of all, I would say SAS is everywhere and people wanted to be everywhere And so there's just We just see insatiable demand for sass from from customers out there, right? And I think the challenge problem we see is that organizations that we work with just can't transition fast enough, right? The rial technical challenges that air in front of them in terms of how they build an architect, Assaf solution and but most importantly, the business model that sort of underpins. That is a huge transformation for companies that they're going through. And that's one of the things that we just see. You know, Justin, my time in satisfactory native us. The range of organizations we worked with has just changed. So, you know, early on we're working with companies and infrastructure around security and storage and those areas, and the last few years it's just expanded to all sorts of industries, from public sector oil and gas. Um, sort of financial services. You know, everyone really wants to build this model, and that's really, you know, born around the customer demand they're seeing for South. >>That's interesting. You mention challenge. I wanna get your thoughts. You mentioned a SP application service provided you remember those days, you know, vividly, mainly a tech thing, but it's really a consumption model around delivery of software and services. And, you know, Web services came on in 2000. The rest is history. We've got Amazon Web services, but now, as you get more vertically expanded oil and gas and go mainstream. But what >>are some >>of the challenges? Because as people get smarter, it's not just about self service or buy as you go. It's a business model you mentioned. Is it a managed services itself? Services has been embedded into the application. Can you share some of the new things that are emerging on the business model side that people should pay attention to? What, some of those challenges? Yeah, I >>think one of the first things is just a fundamentally are operating service, right? So that changes the dynamics to everything, for in terms of how you engage with customers to how you deliver. You know, the kind of simple thing E I often tell people is you know who's answering the pager now. If someone goes, if something goes wrong, it's not your customer. That's you right, and you have to manage and sustain that service and and really continue Thio provide innovation and value to customers. Right? That's one of the challenges we see is is organizations are now on a treadmill in terms of innovation where customers expect something from South model and you really have to deliver on that. And then one of the final points I would say is it really transforms how you think about going to market right sales and marketing your fundamentally transformed. And, um, you know, traditional ways of really selling software and technology. Um, largely go away and go away and some good ways. And SAS, where you can really put customers in experience right and have them evaluate your technology in a manner where they can have a trial experience, right in a way, toe really introduce them to technology very slowly. And then, um, they grow over time, right? As they see value in that software, which is very aligned, how we think about, you know, a AWS our own technology. >>Okay, Todd, I gotta ask you out. So you want to drive that car? The SAS car, What's under the hood with the right tires? What's the conditions? And it's a technical issues here. If I'm a customer, I'm in a PM, partner. Okay, I'm in there. I got a traditional business pandemic hits or just my business models forcing me. What's your advice? What have I got to do? What's the playbook on the technical side? How doe I go to the next level? >>Well, uh, you know, we're obviously gonna ask a lot of questions and probably the answer to that, sadly, like most technical people will say to you is it depends which is never the answer anybody wants to hear. But so we're definitely gonna ask a lot of questions you about, like where you're at. What are the immediate sort of pressures in your business? This is where the technical team people on our team tended wearing a little bit of a business hat here where we want to know before we sort of guide you down any one particular technical path, like water. Sort of the key sort of dimensions of getting you to a SAS till every model, but but probably as a theme generally were saying to people is, Let's look at how we can get you there incrementally. Let's get you into a SAS model as fast as we possibly can. So we have a lot of different sort of patterns and strategies will use that air about sort of incremental adoption of SAS, which are how can I sort of lift my existing environment, move it into a SAS model, present a SAS offering to the business, Let me operate and run, get the metrics and analytics, get the sort of operational efficiency and the Dev ops goodness of sass, and then sort of move after that into the insides of that sass application. And think about now, how can I begin to move that two more modern constructs? How can I move that into containers? Potentially? Or how can I begin to adopt server list technologies? How can I apply? I am another constructs to achieve Tenet isolation. Eso We're really just trying to put them in a position where they can sort of incrementally modernize their applications while still realizing the benefits of getting to market on a saas model. >>So you're saying that the the playbook is come in low hanging fruit is used existing core building blocks, you see two s three dynamo whatever and then hit the higher level services as you get more experience Or is there a certain recipe that you see working for customers? >>So it's it's probably less about that. It's probably It's not about necessarily where you're out in the service continuum and which services you're using. Um, well, we're gonna move you to a set of services that are probably a good set of services that are that way to move your monolith in most effectively into a saas model as a beginning point that could land you in to that could land you in containers. The more important thing we're going to do here is we're going to surround the that sort of experience with all the other moving parts that you have tow have billing metrics. We're gonna We're gonna build in on boarding so that you could get frictionless on boarding. Those are all gonna be net new things you have to build. We're probably gonna change your identity model and connect that up with cognito or one of our partners solutions eso for us. It's it's sort of grabbing your existing environment. Can we move it over effectively, maybe modernize it a little bit along the way, but more importantly, build all those horizontal concepts in leveraging the right AWS services for you, uh, to bring that to life. >>That's actually smart, aleck. The way you described it that way, it's almost as if it's the core tenant of what Amazon stood for. You standing up fast and you get value, right? So what you're saying is, whatever it takes is a variety of tools to stand it up. I mean, this is interesting, Craig, and talk if you can comment on this because one of the things that we've been reporting on, I've done probably a dozen interviews specifically around companies that have moved to the cloud early, proactively kind of in this way, not in a major radical way. But, you know, operationally they have been transforming, you know, piece by piece. How Todd you laid it out and then pandemic it. And they've had successfully position themselves to take advantage of the forcing function of necessity of dealing with, you know, remote work and all these things that just clobbered him so and again. They were on the wave at the right time. Kind of because they had to because they did the right work. This >>is a >>factor. This is gonna tell sign. Can you guys share your reaction? What you've seen with satisfactory because this >>is the >>benefit of moving to the club. Being positioned needs pandemic today. Tomorrow, its edge. What's after that? Right space. I mean, there's a lot of things. This is kind of the playbook. What's your reaction to that? Correct. >>Yeah. I certainly see, you know, organizations that we work with that have really delivering the SAS model, being more agile, right. The ability to sort of flex resource is and change the way they sell and work with customers and find ways to, um, sort of delivered to them. Um, that don't require, um, some of the things that we're really maybe some of the things that are holding them back from traditional software in terms of how fast they deliver new features and services and, you know, changing to sort of market and world dynamics very quickly. Right is a big part of that. And, you know, one of the things we talked about in the SAS model is really not just getting to sass, but being to deliver in that model, right? And dr Innovations to customers very quickly. Um, s O that you really getting sort of securing, you know, sort of them is the loyal customers and sort of a lifetime customer. Hopefully, um, you know, that's a big part of status. >>Yeah. And there's two types of organizations that you guys have been successful with. The startup, obviously, you know, category creators or disruptors will come in, you know, come in with a nap. Born in the cloud, kick some ass you've seen that movie happens all the time still going on. And then you got the existing organizations that have to stay in that innovation wave and not get crushed by the by the change can you guys share how the factories working? The satisfactory from a mix of of clients is Atmore establishes its startups in between. Give us a taste of What's the makeup? >>Yeah, it's range just to give you a range of some of the companies worked with from kind of legacy technology companies or companies that have been around in some time, like BMC, you know, f five alfresco we've all worked with over the past few years, and they've launched products with our team on a W s. You know, to kind of start ups like Matile. Ian. You know, Cloud zero. Cokie City, which just launched a data management service announced here at Reinvent um, two very kind of specific industry players. I think this is a trend we've seen most recently where, you know, we work with organizations like NASDAQ. I based tea in the aerospace, you know, area Emerson in oil and gas. We've seen in a number of oil and gas companies really come to us based on sort of dynamics, their industry and the constraints the customers are in in terms of how they could deliver the value they provide, >>is there. Is there a key thing that's popping out of all these deals that kind of has a is a tale sign of pattern or, um, a specific thing That's obvious on then, when you look at the data, when you zoom out, >>Yeah, I think one thing I would just say people underestimate the transformation. They have to go through continually. And we still have organizations that come to us, and maybe they come to Todd or others, and they're really they're envisioning This is a technical transformation, right? And they sort of want to talk all about the application and and sort of the new architecture er they they want to move to. But we really see theon pertinent A line business and technology around sass is a model, and that's really fundamental to getting it right. And so, you know, often we see organizations that really have unrealistic launch dates, you know, which is pretty common in software and services these days, but particularly a staff model. We just see that, you know, they underestimate the work in front of them and kind of what they need to bring with that >>Todd real quick for it against the announcements which are cool. Um, technical things that pop out of these organizations is there, Uh, the cream kind of rises to the top. When you look at the value proposition, what do they focused on? Technically, >>um, you know, it's interesting because to me, ah, lot of the focus tends to be more on the things that would surprise you. Like a lot of people are wanna sort of think about how to design the ins Thea click ation on the business logic of their application and take advantage of this scale on the sizing of AWS and those things, they're still all true. But but really an assassin organization with a really successful SAS organizations will see ah, lot more shift to the agility and the operational efficiency, right? So really good organizations will say we're going to invest in all the metrics and all the land analytics, all the tooling that lets us really have our finger on the pulse of what our customers are doing. And then they'll derive all their tech and their business strategy based on this really data driven experience. And I see that as the trend and the thing we certainly advocate a ton inside of the satisfactory is don't under invest in that data because that data is really especially in a multi 10 environment where everybody's running in this sort of shared environment. That data is essential to understanding how to morph your business, how to innovate, understand how your cost profile is really evolving. And so I see the really strong organizations building lots of the sort of foundational bits here, even ahead sometimes of building features and functions into their own products. >>It's not only moving fast and deploying tech is moving fast on the business model innovation as well. You're basically saying, Don't overplay your hand and try toe lock in the business model logic because it's gonna change with the data that what you're saying. >>Yeah, they're playing for for the innovation. They're playing for the agility they're playing for new markets, new segments that may evolve. And so they're really trying to put themselves in the position of being able to pivot and move. And they're really taking pride in the fact that their technology lets them do that. >>You know, that's not that's a business model That's not for the faint of heart. You know, when you have a market that has a lot of competitiveness to it and certainly was seeing the sea change happening over this year in the past few years, with cloud completely changing the playing field, winners and losers air emerging. And that's I think, this key it's you know, as I said in The Godfather, you know, you need a wartime conciliatory for these kind of times, and this is kind of what we're seeing, and I think that's a great point. Todd. Good stuff there. Um Okay. So announcements. You guys had some things on stage. Talked about Craig. You guys launching some new stuff? New programs? >>Yeah, absolutely mhm. Yeah, John, I guess our model is really to learn from a range of partners and experiences we have and then, you know, build tools and approaches to help everyone go faster, right? Because we certainly can't work with thousands organizations. And one of things that our team has had the opportunity over the last few years is published ton of articles, Blog's white papers, you know, very specific approaches to building SAS solutions. If you search Todd Golding out there on YouTube or anything, you'll find a bunch of things. But we wanted to bring on the altogether. And so we've created Central directory called Satisfactory Insights. Hug. And there's a right now over 70 unique pieces of content that our team is produced and curated. Whether you're starting on your staff journey right, you need socks one on one and business planning to level 400 right? 10 10 in isolation from Todd Golding, right. That's all there and available to you on the satisfactory program page. >>What? Some of the interesting things that came out of that that data from the insights you can share. >>Yeah, a couple things that we have we published most recently I would point to are really interesting. We just recently published a five case study where we go deeper in terms of their transformation. To really understand what was, you know, behind the scenes and that, um, we also published a white paper called the SAS Journey Framework, where for the first time, our team really broke down the journey. And what are the steps required? And what are some of the key questions you need to ask Onda Final piece I'd point to for people that Todd talks to is, we have, ah, white paper on SAS tended isolation strategies where we really go deep on on that particular challenge and what's there and that's also published and available on our satisfactory inside sub. Could you >>just define what is that mean tenant isolation strategies? What does that >>go to Todd with that for sure? >>Let's get that on the record. What is the definition of SAS tenant isolation? >>Sure, sure. So, you know, I think I've been in the room and with a lot of people that reinvent and basically have been in Chuck talks and said, You know what's tended isolation to you, and a lot of people will say Oh, that's authentication. Essentially, somebody got into the system. So now I know my system is isolated, but and a multi tenant environment right where we're running all this. These resource is in this data all co mingled from all of these different tenants. Um, it would be a huge blow to the business if one tenant somehow inadvertently exposed the resource or exposed to the resource is of another tenant. And so, fundamentally 10 of isolation is all of these techniques and strategies and architectural patterns that you use to ensure that one tenant can inadvertently get access to the resource is of another tenant s. So it's a sort of a layer of protection and security that goes beyond just the authentication and authorization schemes that you'll typically see in a cess architectures. >>So that's basically like having your own room lock and key doorway not just getting in, but no one can access your your stuff. >>Yeah, so it's a whole set of measures you could imagine. Identity and access management and other policies sort of defining tenant boundaries and saying, as each tenant is trying to access a resource or trying toe, interact with the system in some way, you've put these extra walls up to ensure that you can't cross those boundaries. >>Todd, I want to get your thoughts on this. Well, architected sas lens piece. What is this all about? >>Well, um, a WS has had for a long time the sort of the well architected framework, which has been a really great set of sort of guiding principles and best practices around how to design an architect solutions on top of AWS. And certainly SAS providers have been using that all along the way to sort of ask foundational questions of their architecture. Er But there's always been this layer of additional sort of SAS considerations that have set on top of that are that air SAS specific architectural patterns. And so what we've done is we've used this mechanism called the well architected lens that lets us essentially take our SAS architectural principles and extend the well architected framework and introduce all these concepts into the SAS and to the architecture pillars that really ask the hard SAS architecture questions so security operations reliability all the sort of classic pillars that are part of the well architected framework now have a SAS specific context added to them. Thio to really go after those areas that are unique to sass providers. And this really gives developers, architects, consultants the ability to sit down and look at a SAS application and evaluate its alignment with these best practices. And so far we can really positive response. Thio the content. >>Great job, guys doing great work. Finally, there's something new that you guys are announcing today to make life easier. Preview building SAS on a bus. What's that? What's that about? >>Sure. Eso You know you can imagine. We've been working with thes SAS providers for a number of years now, and as we've worked with them, we've seen a number of different themes emerge on and and we've run into this pattern That's pretty common where we'll see these, uh, these customers that have a classic sort of installed software model. They're installing it on premises or in the cloud, but basically each customer's sort of has their own version of the product. They have one off versions. They have their potentially have customization that are different. And while this works for some time for these businesses, what they find is they sort of run into this operational efficiency and cost wall. Whereas they're trying to grow their businesses, they they just really can't. They can't sort of keep up based on the way that they're running their current systems, and this is sort of a natural draw to move them to sass. But the other pattern that we've seen here is that these organizations are sometimes not in a position where they have the luxury of sort of going away and just saying, Hey, I'll rewrite my system or modernize it and make all of these changes. There could be any number of factors competitive pressures, market realities, cost that just make that too much of, ah, difficult process for them to be able to just take the application and rewrite it. And so what we did is sort of try to acknowledge that and say, What could we do to give you, ah, more prescriptive solution of this, the sort of turn key, easy button, if you will to say, Take my existing monolithic application that I deliver in this classic way and plug it into an existing pre built framework. An environment that is essentially includes all these foundational bits of assassin Vyron mint. And let me just take my monolith, move it into that environment and begin toe offer a SAS product to to the universe. And so what we've done is we've printed something and were introduced. We've introduced this thing called a W s SAS boost So a W s ass boost. It's not on a W s service. It is an open source reference environment. So you essentially download it. You install it into your own A W s account. And then this installs all these building blocks of sass that we've talked about. And it gives you all this sort of prescriptive ability to say, How can I now take my existing monolithic environment lifted into this experience and begin toe offer that to the market as a sash products. So it has, you know, it has billing. It has metrics and analytics. All the things we've been kind of talked about here they're all baked into that from the ground up on. We've also offered this an open source model. So our hope here is that this is really just the starting point of this solution, which, which will solve one business case. But our hope is that essentially the open source community will lean in with us, help us figure out how to evolve and make this into something that addresses a broader set of needs. >>Well, I love the SAS boost. Firstly, I wanna take the energy drink business there. Right there. It sounds like an energy drink. Give me some of that sass boost by that at 7. 11. Craig, I wanna get the final word with you. You've been the SAS business for over 20 years. You've seen this movie before. There are a lot of people who know the SAS business, and some people are learning it. You guys are helping people get there. It's different, though. Now what's different today? Because it's it's It's not just your grandfather's sass. As the expression goes, it's different. It's new dynamics. What is, uh, the most important thing people should pay attention to Whether they have a SAS legacy kind of mindset or they're new to the game. Take us >>home. Yeah, I >>think certainly, you know, getting disaster is not the end of the journey. You know, we see really successful fast provider. Just continue to differentiate, right? And then one of the things that I think we've seen successful SAT providers do is really take advantage of AWS services to go faster. Right? And that's really key, I think in this model is to really find a way to accelerate your business and deliver value faster. Andi just sort of keep that differentiation innovation there. Um, but I would just say now that there's more information out there available than ever, you know, and not only from from our team, but from a host of people that really are our SAS experts and follow the space. And so lots of resources available. Everyone >>All right, gentlemen, Thanks for coming on. Great insight. Great segment on getting to sass, sass boost Just the landscape. You guys are helping customers get there, and that's really the top priority. It's necessity is the mother of all invention during this pandemic. More than ever, uh, keeping business model going and establishing new ones. So thanks for coming on. >>Thanks for having us, John. >>Okay, It's the cubes. Virtual coverage. We are a SAS business. Now we're virtual bringing you remote. Uh, SAS Cube and, uh, more coverage with reinvent next few weeks. Thanks for watching. Okay, yeah.

>>live from Orlando, Florida It's the cue covering Microsoft Ignite Brought to you by Cohee City. >>Welcome back, everyone to the Cubes Live coverage of Microsoft IC night here at the Orange County Convention Center in Orlando, Florida I'm your host, Rebecca Knight, coasting along side of stew. Minutemen >>were joined by Patrick Moorehead. He is the founder and principal principal analyst. Atmore Insights and strategy Thank you so much for returning to the Cube. You're a good friend of the queue. >>Thanks for having me on. I mean, it's a great show, and I literally look for the Cube everywhere. >>Very nice. You >>do about 40 events year, and I'm pretty sure you're in >>about exactly, exactly. >>We've got a few more for you to cut. Come Thio. Yeah, in the other place. Year is >>not over. So so many announcements. Today, an 87 page book from From the Microsoft comes team. One of the things that is getting a lot of attention is azure arc. Satya Nadella himself said, I am so excited about this. This marks the beginning of hybrid computing. What are your first impressions of it, and are you able to see the immediate of differences between Stack and an arc >>S o. I think I would say completely expected. Uh, we're out of this drunken sailor mode where everything's going to the public cloud. Oh, my gosh. And everybody is toast. Who's not doing this? Okay, And now we're in this somewhat sober right where 80% of the workloads are still on Prem. And 20 of those have gone on to either SAS or I as or pass, but it's expected now. Microsoft already had a full stack i e azure stack, but this takes it up a notch because you been deployed arc anywhere on anybody's cloud. They even showed a demo of doing backups to eight of us. So whether it's on Prem, and I'm sure they're gonna show it running on GC, Pia's well >>so Patrick, For for a number years we've been saying, When you line up the big hyper scale er's and say who's doing well, a hybrid. Microsoft's been at the top of the list there because they have a strong footprint in my data center. Microsoft gave everyone the green light to go. Do sass is much you can because they're pushing everybody toe. 03 65. And, of course, Azure is growing in, You know, one of the leaders in Public Cloud. The announcements this week were compelling, but it may be kind of rethink is that I think you laid it out well and said, But we've been talking about hybrid cloud your number years, but we're not really there. So you are. It's a first piece. It's only in tech preview. I think you're saying for a singular application, which is databases. That's right. When you look out there and you see you know the VM wear on AWS Azure, Google, Oracle, IBM, you look a AWS with outposts and those things. How is Microsoft doing today at delivering for what customers need, you know today and moving forward on their cloud journey? >>So Microsoft was first out of the gate with azure stack, right? They were doing hybrid before it was cool. It was interesting for about two years when they were rolling in outer building it they weren't talking about it. So I was thinking, Wait a second, is it not catching on, or do they want to put more on the big cloud azure? But in fact they have been diligently working behind the scenes. And while they had to show Wall Street this Hayward, the public cloud, they were actively building out their hybrid opportunities. And I do believe that when it comes to the slice of hybrid they are leading right now. Now it depends on where you start. I guess where I do is their leading if you have a major public cloud. Okay, eight of us, obviously there were the outposts, and everybody in the audience were all in the audience. We gasped when Andy Jassy brought that out. We kind of knew something was being worked on and focus a CZ well. And I think to be a credible player you have tohave both implementations, going one way and going the other, being able to work with other people's clouds but also noticed everybody has their single pane of glass strategy. If you want to go all in on Microsoft, you have arc on dhe. That's really the classic Microsoft embrace and extend. >>Yeah, Patrick, you said, all in on Microsoft. And if I if I look at the enterprise, you've obviously got some Microsoft. There's probably some things you're doing. An azure right, You're you're running. 03 65. You know, there's lots of pieces in the more Microsoft portfolio, but most people aren't all in on anything today. That's right, The same thing. I looked at Antos and said in Google Cloud or in my data center shore. But anthros on AWS And >>no Veum no, no virtualized applications on Antos either. >>So the same question for Microsoft is if I'm in a W s, you know, have a big footprint of AWS. Is this gonna fly or you know what? What? What's your what's your take >>s? So it's funny where I've wound up after 30 years of doing this stuff is there's always gonna be a lock in. You just have to pick the lock and that you want. Some people are comfortable with an A p. I lock in. Some are comfortable with a hardware lock. In some people are comfortable with a development environment, and you're gonna pick one. Just what is it gonna be? The reality is in a Fortune 500. You're gonna have multiple panes of glass using to determine which two or which three are you comfortable with? Maybe all the panic last for deployment. Maybe we'll have a panic glass for ops. The interesting thing that I'm really looking for, though, is where this heads with multi cloud. Because I believe at least to my definition, multi cloud is kind of fiction if you talk about actually managing it because Dev ops are cool. But you know, when you got a multi cloud, you break Dev and you break ups. So this is a way Arc is a way to keep. If you buy into their Dev and the Rapps and their security, you would go all in on our. >>So I'm actually interested in what you were talking about with Microsoft going sort of working behind the scenes to Wall Street, presenting this one thing but really working behind the scenes and then talking about being at the conference in everyone, gasping at Andy Jassy how much our company's really paying attention to every birth of these companies in terms of their competition with each other to to be number one. >>Oh, they'll all say that they don't track the competition, but they all say they all have these massive competitive teams that are operating in a real time and I guarantee you all of Microsoft's competitors Aire watching all these are are here on doing that. Now I think the best companies are looking forward trying to change the game if they have to change the game. Trench vendors are really have been playing catch up mode, right? If you were 100% on Prem and you were talking about the public cloud, you're gonna be in trouble. I think, actually, oracles a great example of they're in trouble, particularly with I s I c databases of service. But it's like too little, too late. And I think they're paying the price right >>now. Patrick A Thanks for teeing up the Oracle piece because one of one of the topics that saga repeatedly talked about in the keynote was trust. It's actually the exponential t to the environment. If you talk about the ecosystem. Microsoft. If you look at the hyper scale, er's is probably more trust in others. We talk about people wanting to break up cos well, you know, we tried to break up Microsoft back years ago way know what happened there, and Oracle was up on stage it Oracle openworld saying you want to run or go on the cloud. Here's Azure. There are partner. We actually think that was a keep east of the jet ideal eyes enabling that environment. So the question I have for you is first, Do you agree that the ecosystem believes that Microsoft is more trusted? But what about customers? I think you actually made a tweet about it, right? Because I wonder, you know, historically speaking, Microsoft was not the most trusted. It was the one that, you know, I was right behind Oracle esta who I spent the most. Licensing money to Microsoft has changed. Are they trusted partner for companies building their strategy? >>I have to say, based on the last, we'll call it five years level of Microsoft Trust has raised. And there are other players who make Microsoft look like the super trust zone. Okay, I mean, in what they're maybe what they're doing in a breaking consumer privacy, Let's say, 95% of your businesses advertising right. >>Let's just say what you imagine this right? >>Having commercial offerings that are SAS offerings out there. I think you do have to ask the question, but But listen, I think, um, nobody's mother Theresa here. Okay, Everybody's trying to get business, but I do believe particularly Cincinnati has been here. Level has trust has has gone up, and I hear it from clients that I that I meet with all the time other people are on the naughty list for sure. Even those 95% advertising companies who haven't, let's say, done something. That's horrible. But it's just the notion that something could go wrong. I mean, enterprises, they're slow to adopt their very conservative and makes great fun. >>Exactly So. Well, one of the other big announcement is power platform, not water. What are you What are your impressions of this? I mean, is it is it just semantics? I mean, is this just really the umbrella of a lot of things we've seen before? Or is it something new and different? >>So we wait, did see some brand changes of name changes, but we did did see Cem Cem riel movement here. I like to put even though they're different. I like to put a B I dynamics 3 65 and power kind of in the same region because it's Hey, I'm teeing up. Um, hr at for you or C R Ram, But then you're gonna build APS on top of that. And that's what where power comes into play, I think the r p a portion was relatively new and what they brought out. But I wouldn't say this was the big news rollout for, uh, for power. I do think, interestingly enough, is it is it is their largest growth area. If you think about what? Let's a sales force tracking up. What s a P is doing out there? Even a work day? That is, if I look at the cubic dollars that are available, that is their first or second business driver. So I was expecting a little bit more news here. How about you? >>Well, I mean, I I'm I'm just the host here. You're the analyst. You know what you're talking about? I think that how I mean, what do you think? Do? >>Yeah. No, Patrick, you know, from people I've been talking to, there's a mixture of some of it was pulling everything together, but there is a rapid movement. You know, when I talked to the r p. A vendor's out there, it's not right. It's not like they're all quaking in their boots. They're still partner with Microsoft shirt. We see IBM in S A p. Everybody's going after that environment. Come on. Our P a is the gateway drug to a I ITT. It's Rebecca was at exactly show recently talking about that so back to that trust. Their Microsoft is not usually making announcements that you walk across the booth and there's a few people you know saying, Can we roll out the beer early? Because we think our business is ruined. That's where some of that trust isn't Microsoft. But that being said, you know, it was curious to me that they didn't have any big partnerships announcement last year. McDermott was up on stage on Dhe. You know he's changed companies since then, but there was a couple of small open source announcements, but not any large partnership announcement. So ecosystem majorly important. Any commentary from you how Microsoft is doing in that grand battle for you? >>So if I look the past couple of years when some of the biggest players CEOs were on stage right, it was about OD I Hey, let's share our data s a P, probably one of the bigger one even though they're doing with Salesforce's. Well, and I think that was a giant giant leap for folks and second of all way, working to see Larry on stage. Because by the way, that I agree with you on Jen. I That was a huge deal to me. Was Oracle outsourcing? I asked Asher, right, That would have been newsworthy. Okay, if I look at what could have been up here, not that there aren't more strategic deals that could be done. I think they're I think people are busy executing at this point. But if you look at who's gonna share the data without the eye that was the biggest. Working with different clouds. Well, we're not gonna get eight of us to get up on stage here, right? We're not gonna get G c. P here on stage, although, although we could have gotten WebEx up stage because apparently WebEx at a Cisco and teams are becoming friends. And maybe we'll see that on a slightly smaller stage >>enterprise connect kind of launch than it is a Microsoft show. >>Exactly. But I was surprised, you know, and I think it's a testament to how powerful teams actually is on. It's funny when, um um teams, which everybody thought was dead after Slack was announced and hang out with Google has actually ended up being the darling off the enterprise. And not just because it comes free with your M one subscription, right? It's really it's a good product. It's a shockingly good product. You don't have to do any of the any security. If you have any security challenges of anything in Microsoft, you'll avenues you here. But that's not the case. It all uses the back and of Microsoft for security and and regulatory. So anyways, I know I'm veering off here. But there was one partner announcement that I saw. It was Cisco WebEx being friends with teams. >>Can't we all just get along? I mean, there we go. When there's money, everybody exactly every continually we can't. It's too >>expensive to go out on your own. >>Patrick always so much fun to have you and I should having you. I'm Rebecca Knight. For Sue Mittleman, >>stay tuned For more of the cubes, live coverage of Microsoft ignite