>>Mhm. Mhm Hello and welcome back to the cubes coverage of AWS summit here. Public sector summit here in Washington, D. C. I'm john for your host, We're live at a physical event. People face to face. We're here with the cube on the ground back in business. Of course we have a virtual cube. We got the cube studios in Palo alto in boston. We're gonna bring you all the great coverage and our next guest is parallel casa, Anita Casanova got it. Chief of Channels at Pegasystems, also known as mega official titles, head of global partner ecosystem. But you're known as the Chief of channels. >>Absolutely, thank >>you for coming on. >>Absolutely nice to be here face to face in an event. >>Feel happy, feels good. It feels great. People are happy. I'm still good attendance. Considering what it is about 5, 6000 people roughly give or take maybe up to 7000, who knows. But you guys have a really strong relationship with AWS, you're the chief of the channel. You guys have a great enabling product that crashes itself, as you guys say. So let's get into it before explain what PEG A does. >>Okay, so paga he's a $1 billion dollar company. It's a software company and we call it that software built itself Because we are definitely here to crash customer complexity. So we do it by three doing three things, 1-1 customer engagement customers, customer service and also intelligent automation. So we are a platform and we are helping any single client that has a complex solution to make it simple and to have a good customer experience. >>So I got it wrong. It doesn't crash itself, it crashes complexity, It builds itself okay there it is. All right, I got that out of the way. Software that crashes itself actually doesn't really kind of doesn't sound like a compelling products, but it's not the case. So I gotta ask you So ecosystems are a big part of the cloud amazon has a great ecosystem but the ecosystem has ecosystem is starting to see an expansion of the cloud business with the software model. With cloud scale. What are you guys doing in the channel within the public sector? How do you guys work, how do people engage with you? >>Okay, so first of all we we were always very friendly channel partner but we were using our partners only for implementation because our product is so so uh built for each of the clients, there's a lot of services opportunity and we have very strong peg a practices in the different partners. But last year when I came in I came in almost 16 months ago we decided that we wanted also to improve our our sales with the partners. So we are engaging with partners and to and from the beginning of a sale cycle and brainstorming on what the client needs in order to be more efficient to reduce cost to the moment of the implementation. So we have been working with several uh system integrators, some resellers and with aws as our cloud platform. So we have been moving everything we can to the peg, a cloud that is on aws and clients are are really happy to be modernized in there because there you have the security, the scalability then you the new versions of the product without having to be worrying about it because it's done by our support. >>So it's software on amazon. So customers can buy your software through the marketplace or whatever through a partner or the marketplace and then they can still use the higher level services at in AWS, correct? >>They can use a high services in AWS or with any other partner system Integrator that also works with AWS and we have many cases where we are we we use the power of three. Right. We work with AWS accenture and and for example, Peg or we can use lay does or or booz allen or a parrot on any of the partners that are here in government. >>So you know, the channel equation, you're the chief of the channel. Channel channels love simplicity, simple products to buy. They love products that can throw off gross profit. And you said services, how is that going? Are you guys seeing a good economic equation with your partners? >>Well, our partners do between five and 10 IX of uh, of the revenue that we do on software on services. So that equation definitely works and they love it for that. At the same time we have invested five x the quantity of people that we have supporting the channel. For example, here in government we have invested also two or three times on the rest of the of the business. But there has been definitely good investments for partners. The partners are happy with us because again they not only they can do a good business one off, they can then radiate one. You usually clients one day once they buy peg for one of their use cases or case management as we call it, they usually want to replicate it in other cases and that is where the partners are doing enormous money because they are replicating the same use case in different departments. >>That's the way it's supposed to be, it's their touching the customer, they're adding value on top of your product. So they get to have the best of both worlds high margins on the profits and the services but yet worked with the customer directly to engage, make sure they get the right solution from you and a W. S together. >>Absolutely. Okay, >>what are the key challenges that you find that partners need to solve and overcome to keep this this this equation going. What do you guys focus on? You mentioned more people, what are some of the trends in the public cloud? I mean public sector area? What's this with the dynamics? >>So in in this moment the whole world is with a huge need of digital transformation the every single client but especially in government, they had all digital transformation projects. But they were going at slow motion because of the situation of the pandemic that I don't even want to name it again because everybody's talking about it but it's a reality. These projects have to accelerate 10 times. So whatever it was going to be done in five years has been done in one. So the biggest challenge that we are having is to ensure that we have that capacity to support all these projects that are being done very fast and and for that that's why we also need our partners right Because they have big mega practices. They have been investing as well as we are to ensure that we cover all those needs and but for now we are doing well and so that's that's right. We are growing as a company and with the partners >>carol great to have you on board with the company now kicking some butt now in the channel, Chief of channel good margins happy customers growth. What are some of the use case successes that you've had. Can you name a few customers and what they've done and what's their best practice? >>Well we have, I will name some government because we are in a public secretary event but we have and I will name north America although we also have in the rest of the world. So U. S. Census. That is something that everybody has done right. Even if you did in your mobile, you did it on paper, you did it on the phone. All of that was managed by paga And for the first time ever there was zero than downtime. Not a single problem to access the web. For example, the the US census took us 50% less expense than the one that we did in 2010 just because we use this digital approach And then we also were 50% more efficient because we needed, we didn't need to use all that paper storage that was used in the past. So we taxpayers have to be happy because they really spend less than what they should have spent on this topic. So definitely that was one of the biggest cases that we have in 2020. We have other, we took big big projects like the US and or we do smaller projects and there's one that is not small but that is smaller, that is the New Jersey court that caught my attention because I imagine myself in a situation like that that you are like my mistake taken to the court and you and they are, they are you have to defend yourself that was taking three hours and it's stressful, right? And you don't have to be there if you don't need to And this process got to 20 minutes, that is also reduction and expenses even jail expenses sometimes. So that was one that we did as well. And and that was just by making four legacy systems getting to one having a much faster experience on that. So >>a lot of migrations, a lot of cloud native re factoring going on in the applications sounds like >>yes. What we do is whatever legacy systems you have, we managed to ensure that we connect them all and to have a front line so that you can access information real time and that you can as a user and that you can really have a better experience whatever you do today, whatever company telco company you have, bank you use, I can guarantee you have you have, you speak to you just don't know about >>that. It's under the covers. I gotta ask you my final question. So you guys really doing some good business out here, what if people watching here trying to understand the dynamics of public sector market? What's your take, what's your what do you what would you say, that person? What's the big story happening in public sector? >>Well, to begin with, I'm not a public sector experts, I'm sure that there's a lot of public sector experts out there that can tell me, oh no, you missed this point. But what I have seen in these days that I have been here with the team is that the government needs to act fast in order to digitalized all these projects. So one of our partners yesterday was telling me that there is a mandate in in the army for example to move everything to cloud. How do you do it? They don't even know they're there, there are people that they don't they don't know how to do this. So our partners are building solutions to help them faster get into the cloud because they have to do it by the end of the year. And these are the key things that we are working on with partners to build solutions that can really can access for robust and they can >>escape. It's a very robust ecosystem. Yes, So amazon is an ecosystem you guys and you have an ecosystem. >>It's an ecosystem of ecosystems and that is what works right because Amazon has very good sellers for example, very good people that know the clients and they have a lot of experience but they are not specialized in what to do >>with the channel. These >>other partners have a peg a practice, they are experts and as I told you this is about crushing complexity. So it's making you need to understand the technology and the details behind it to make the best solution to the client. >>Corolla. Great to have you on very dynamic. Love, Love chatting with you Corolla Cazenove >>Cazenove >>Cazenove chief of channels that Pegasystems also known as peg a great to have you on, congratulations on your success. Ecosystems within an ecosystem crushing complexity. Mr que bringing you all the signal out there from the noise. I'm john Kerry. Thanks for watching. Mhm. Mhm.