>>Yeah, yeah, yeah, >>already. Welcome back, Cube alum Dave Volante. We're covering the transformation of Oracle Consulting. Specifically focused on really, what is what I consider a rebirth from really staff augmentation to a much more strategic partner for customers and with me to explore that a little bit of Sherry Latin back. She is the senior vice president of Cloud Key accounts at Oracle, and we're also joined by Pat McGovern. Who's the group? EVP for the North American Cloud strategy. Also Oracle folks, welcome to the Cube. Thanks for coming on. >>Thanks >>for having us. >>You're welcome. So, Sheri, you're out talking to customers a lot. Um, I'm curious as to what that conversation is like specifically as it relates to consulting. I talked about the rebirth of Oracle consulting. You? Probably not, you know, earlier, years ago, leading with staff augmentation. That's not strategic. But are you bringing Oracle consulting now into the conversation? What's that conversation like? >>Absolutely. In fact, every conversation we have relating to our cloud strategy. Oracle consultants part and parcel to that they are not staff augmentation. They're actually the digital transformation arm of what we do around cloud. So it's been really interesting to see what they've been able to do in terms of changing the narrative of what we do it Oracle from just a software company to really transform into. I thought provider >>and Chris I'm interested in Sorry, pat. I'm interested in your title group. VP Cloud strategy. Right? So gravity, obviously a fundamental part of any customer interaction. But what are you seeing? What underscores customer strategies? What are the business drivers for them right now? One of the catalysts that are driving their their technology spending decisions? >>Yeah, it's a great question, and I think a lot of it depends upon, especially in the times that we're in now depends upon the industry that they're in. But, um, most importantly, what we're seeing is right now is durability. So we want to make sure that the customers of our Oracle customers and others have an opportunity to have disaster recovery business continuity. Um, in this stage, right now, it's less about expansion per se. Unless in an industry that's uniquely positioned for that more about durability, of the overall strategy that when we look at that, your ability, we think about kind of the core missions we think about, um so the back office operations and continuity and then we think about transformational revenue generation. And so when we partner with us, yes, we want to make sure that we have both of those concepts in mind. So >>I want to ask you both. Um, you know, it was a lot of we have a lot of talk about in our community about cloud first. Um, big oracle is sort of put forth the gauntlet of Look, we're we're leading now with cloud. You both have cloud in your title. But obviously being cloud first is is more than that sharing. What if you could talk about your customers and your cloud journey and share with us and convince us that you are cloud first? >>That's a great question. And in fact, I joined Oracle about 11 months ago, was in the industry for about 25 years and enjoying simply because I believe in what Oracle is doing around this journey. We're in our second generation of cloud capabilities, and that's purposeful. And we do that because we realized that where cloud started and where we are today, are two totally different things. And so we have capabilities around security viability extensions with autonomous that other cloud providers just simply don't have built these ground up to make sure that we can run Oracle for blitz databases and applications far better than any other cloud provider. So that's super exciting time you got Oracle, and it's absolutely fascinating what our customers are going to a doctor. Apology? >>Yes, so s so pat. I wanna ask you, Ah, sort of similar question. How fundamental is, uh, you know, Cloud to organizations, strategies, and obviously everybody is a cloud strategy. But I'm specifically asking as it relates to mission critical workloads because, let's face it, that's been the hardest to move into the cloud. So when you're out talking to customers about their strategy and obviously dovetailing at the Oracle strategy, how do you align those two views? >>Yeah, so it's actually really fascinating question. So first I think I would respond in the following away. When I think about our portfolio, I don't necessarily say cloud First, I say customer first, and I really want the customer to make a decision based upon a deployment model that makes sense for that. Think of the customer whether it's a regulated industry or the public sector or, you know, any sort of compliance considerations. So Oracle's one of the very few, uh, you know, enterprise Last Mile providers that has obviously on premise capabilities as well. And so 99% of the cases that we see, with the exception of some of the sort of startup S and B five folks that are born in the cloud, we're dealing with the hybrid cloud model anyway. And so that's the kind of the first order priorities what's right for the customer. And let's make sure that we get the appropriate I'm all for that customer in terms of enterprise essentially the workloads that we have, whether it's cloud or on Prem or enterprise workloads. And those were kind of separated into two buckets, one of the core mission of the revenue generation side. And what would be mission critical sort of the back office, the oracles historically tremendous at the back office side, running finance, running operations, running supply chain, you know, doing those things that are mission critical on the core mission side. That's really where we're starting to focus now, which is getting out into the revenue generation. The mission of the entity with things like high performance. Compute on making sure that we have an ability to support our customers on both sides of those. >>You got a follow up question on strategy. You talked about hybrid. And you know the hybrid. Clearly, riel, whatever the big buzzword today is multi cloud. My question is, is multi cloud the actual strategy of customers or is it actually just an outcome of multi vendor and and shadow I t. But what if you could address that? Yeah, >>So another great question. So I think if you're on one side of the fence, you call it a strategy on maybe risk mitigation on the other side of the fence, you could say, you know, I don't When people talk about multi cloud, they tend to say, Hey, you know that one of the big names that you hear, whether it's Oracle or aws, um you know Microsoft etcetera? Uh huh. But the reality is anybody who's running those are also running, you know, hundreds of father for SAS applications. Whether the department allowed sort of that shadow, I t. I think in part you call it a strategy. In part, you'd say it's just sort of propagation of cloud capabilities that have sprung up, Do you think? Based on, you know, security integration, performance considerations as well as sort of the general expansiveness of enterprise class capabilities? You probably see if you're niche players over time and you'll see kind of the broader bets happening around enterprise class capabilities. >>So, Sheri, you're relatively new to the oracle of just under a year. But you've been around the industry, and you know that the chairman of a horrible loves technology you love speeds and feeds and shares that Oracle Open World but and, you know or was a product company. But the conversation is changing. You kind of alluded to that before. It's not just about feature function speeds and feeds. Maybe you could address that. And where does Oracle consulting fit in that equation? >>Right, So it kind of detail of what Pat was just saying around the hybrid notion. We firmly believe that every customer is gonna wanna have different options for what they do in the cloud and based on the providers. So we want. We've partnered with Microsoft. We actually can interconnect are clouds together to provide that kind of flexibility to our customers. Yeah, it is a key component of that Azure customers and talk about. I'm going to stop integration. Our partnership or consultant is the arm that does that work for us. So we are seeing them come, come about in a much different way in a way that's different, you know? And other consulting, you know, staff augmentation firms. >>Well, that Microsoft is interesting to us. Uh, actually, a lot of people in the press might have put food. It saw that and said, Wow, this is This is pretty curious both from a strategy standpoint, but it really. But I think it's premature on Oracle. So you got the Number one database. Everybody knows Oracle's got the native get this hyper cloud partner now saying, Yeah, we can run. You're kind of seamlessly. I know that's an overused word, but what is the reaction been in the customer base? That deal? >>It's phenomenal. It's infinite, especially for a lot of our retailers that are being Microsoft Cloud companies. They're seeing that they can put their Microsoft applications in the Microsoft class. They can run the Oracle databases in the Oracle Cloud and Inter Operability is tremendous and they're not any sort of service as it relates to putting, you know, using a multi cloud strategy. And for us, we're seeing that as a differentiator for us in the market. >>So what's the strategy behind that? I want you to talk about that a little bit, because, I mean, you know, it was it was an interesting chess move by Oracle you got, you know, Amazon's out there doing their thing, and there's plenty of Oracle running on on AWS. But there's a lot of head bashing going on, and then you guys partner up with Microsoft that caught a lot of people off guard. Can you help us, You know, give us a little color on the strategy behind that? >>Yeah, so I think that there's a There's a technical component of the strategy which Sherry alluded to, but I also think that there's a cultural component of the strategy and so, you know, obviously Microsoft has been around for a long time. ESX has Oracle that they have a substantial on from this friend. But as much as any other company on the Lana, probably Microsoft has this hybrid strategy just like Oracle. And so, as we look at, you know, the partner ecosystem and what makes sense the partner and how can we diversify the workloads like Microsoft is one of those companies? That's just sort of, Ah, very vertical industry focused great portfolio products. I'm slightly differentiated in terms of the space that they would buy in versus an Oracle. As you pointed out, So, uh, cultural standpoint, I think it's quite a good fit for us to find, you know, as we look at partners to find a partner like Microsoft to work with an integrated workloads. It >>was kind of a judo move for both companies in my mind, because you see a lot of companies that are predominantly on Prem, just like Oracle has been historically saying with Microsoft and basically kind of going on to hybrid, obviously they want on Prem and multi Cloud, which is okay, we're going to span multiple clouds. But both Oracle Now and Microsoft, with its hybrid strategy, as I call it, a judo move because essentially you're doing things that maybe some of the other cloud providers can't do because of your own prim present. So you're turning what may have been perceived as a disadvantage, you know, a legacy business. You know, it's funny in our business legacies of >>a >>bad word, but but it's usually as good connotations. But turning that on Prem legacy into an advantage. Cherry. Is that a reasonable premise that I'm putting forth and you having conversations with customers in that regard? >>Absolutely. Yeah, I think that's a very fair statement to make, because we do have again. I oversee the top 120 Oracle's and in that they have years and years of investment in Oracle databases in Oracle applications and for us agreeable by the capabilities to move that to your cloud. Integrate with other things such as Microsoft, you know, applications and whatnot is huge issue, and no other cloud provider can say that. So I do think that good to see that we are uniquely differentiated. >>I want to ask you about lock in because that's always the criticism of Oracle. I talked to a lot of work with customers in particular exit data. People say, Why would anybody buy exit data locks in what you by AWS and why would you buy any product. You, uh, disk drive a lock in. So So I want to ask you about that because my research shows that while there's a there's a segment of customers that are very much concerned about that, and that's a primary concern you lock in. It's actually a small percentage, maybe 10 15%. Most of the customers that I to talk to the Oracle world will say, Listen, I'm willing to risk that lock in If if If the business value overwhelms that And again I ask you, Is that is that something that is a viable conversation with your customers? Do you see the same thing? I mean, I see it as kind of a strong indication. If they kind of poo poo the lock in pieces, they look at the business value that I'm driving from my organization. I wonder if you could >>Yes. So I think value is the crux of the conversation. And if you look at sort of the legacy business, just put it that for a second. You know that what people would call legacy, uh, the US is a tremendous asset because we have 400,000 customers or so around the world. Those are folks that we're giving choice. You can run on Prem. You can run in the cloud. You can find an engineered systems or into the data box behind your firewall. You can run it as a data cloud at customer, which is behind your firewall, but leveraging Native Public Cloud services. Or you can run that same capability and exit out of service. So really again, that deployment model choice about what, folks? You how folks wanna consume their services in terms of lock in. I don't think it's so much lock in, as you point out, is value if a customer's deriving value from a given solution, especially in the cloud world, they're going to consume right, and if they're going to consume the probability and higher likelihood is that they'll expand as well. So I look it. I essentially look at consumption in the cloud world being value that's been realized, and once you have value that's been realized, it's critical conversation. I don't I don't view it is lock. In fact, there's a lot of fun, mobility and portability that can occur when you talk about hybrid cloud multi cloud environments. I view it much more is identifying the value and then executing against that value so that folks consume cloud services. >>Why, Cheri, why are customers wanting to put mission critical workloads in the cloud? Is it the same sort of cloud, agility and cost, etcetera, etcetera. I mean, why not just leave it on Prem and keep it protected and maybe spend a little bit more? What's the driver for moving mission Critical workloads? >>Well, I think it's it's dependent upon you know what? The initiatives are in the company right now. They're looking for cost reduction for top line growth, either looking for different capabilities around security that the cloud provides. The great thing about what we do is we have optimized all of our work lives but our database and our applications into our class of providing additional capabilities. But we're also seeing a lot more. So we, uh we say all the time you put us to the test, let us, you know, quantify what we would look like in the cloud with our workloads versus competitors, er and we will guarantee that will save you a lot of money. So I think that a lot of it has to do with one. It starts with potentially cost reduction, but then they start seeing additional business value driven out of and back to Oracle Consulting. What Oracle consultant provides in terms of business value in the cloud is transformative for our customers. >>Well, that this is valued to is a component of the business case that has to be risk mitigation. And, you know, if you just want to buy some object storage, you know, probably not gonna work is not going to be my first call. But if I have a mission critical set of workloads that are running on Oracle, I'm really going to think twice about migrating that, you know, somewhere else I'm either gonna leave it on, Prem, or I'm gonna look look hard that Oracle's same same approach. And we've done some research on this that the risk and cost of actually migrating to a new environment is is potentially really detrimental to companies. I wonder if you could talk about how that plays into your and customers strategies. >>Yeah, and I think, you know, is, um, reference in what? What Kerry said. So it depends on the choice of the customer, but what I would say is if a customer is driving a lot of value on premise, um, that might look something like exists ts and the cloud for D. R. So they're actually have a disaster recovery plan that's file based. I think Cloud is one of these sort of unicorn conversations. Everybody, everybody wants to have a cloud conversation. And so, making sure that that cloud of conversation in the context of the customer, um, is what's crucial for us. And so, you know, as you look at mission critical workloads, those are the workloads that we want. We want either core mission, our mission critical. It's just object storage or just something, you know, that people want to spin up and spin down. Yeah, that's interesting to Oracle, but for us, as a B two b, your B two b enterprise class, um, software company, we want to be in your core mission or in your back office, you know, helping you execute against that mission. >>So share here, going in with a stacked deck. I mean, you're not going in trying to go head to head with the hyper scale you going in saying, Look, this is our wheelhouse, and I think I'm hearing in your wheelhouse you'll take anybody on. But I wonder if you could sort of affirm that and maybe talk about how you lead in these customer conversations, >>right? Well, normally, our entry point is one. Understanding with business drivers are right. It has to be a business led recession. Really? Isn't a technology starting point right? It really is around what business problems we're trying to solve and how can we help you solve them? And because we know your environments, we know what data bases air deployed in. Other public. What is your lover? Dji to run your business? We can, I think, successfully position ourselves very, very competitively against other cloud providers. And I think that is something that resonated incredibly well with our customers and back. >>Yes, So it seems like Oracle Consulting is an important ingredient as part of that strategy, Cause again, If it was, you know, five years ago it was just stack staff augmentation. That's really not a compelling conversation to have with customers. But if you can come in with A with the mindset of strategic partner you're bringing in Deloitte, we've been talking to some of their professionals about the elevate program with with Oracle, that is, that's a nice lever that your you can take advantage of. >>Absolutely. And in fact, we've seen that that is a huge opportunity. For one, the partnership with Deloitte is incredibly strategic. We also partner with other companies like Accenture and DXC and IBM Candidly and Oracle is consulting is incredibly flexible in terms of what kind of partnerships and the line they have with our customers is really based. Yeah, >>I want to end on a growth path and maybe talk about everyone wants to weaken. Cloud Cloud is the growth business. You look at Oracle's business, you know everybody's business. This cloud is growing. Everything else is either hanging on or declining. So it's all about growth. How do you drive growth? What what is Cloud's role in terms of, you know, the growth strategy and maybe had some color to that narrative? >>Yeah, so from a from an execution standpoint, how we drive growth is we have a kind of a core part capability, its value volume, velocity burger. Those are very simplistic approach that we take in each of our line of businesses and then across each of the segments of the market size pass and I as an engineer systems as well. The values crucial If you're not, you're not selling with value and kind of positioning value at the up front part of it. You know, the customers may book, but it won't consume and don't consume. They're not going to renew. So ensuring that customers are realizing value from the process is essential. And then with volume and velocity, you know, our legacy business was much more kind of chunkier, so you could focus on big quarter ends or a big year end on. You had impending events through, you know, started compliance considerations or contract negotiations, etcetera. We have to be in a volume and velocity business in order to scale out and also the average transaction sizes. Historically, although it's growing for us, >>it >>is slightly lower than what a license on premise capability would be. As you'd expect, um, from, uh, from a product perspective, I think, you know, we were sort of a luxury of riches around the autonomous capabilities. If you haven't so that's something that's incredibly unique. Oracle. You know, the Economist database and all the economist services that we're rolling out and that Autonomous gets back to what we talked about earlier, around security, around performance, around scale, ability and all these things. Ultimately, we're positioning the capabilities of the future, but we're positioning them today. So we're a market leader in this space. You're not only is the Oracle database. As you pointed out, the market leader were market leaders here. If you found a bunch of the SAS areas, this eponymous segment of the market is crucial for us and crucial to our growth. >>Yeah, it really isn't enabling. What I've been saying. That you it's almost compulsory for Oracle to participate and compete in the cloud because it gives you that automation and that that scale. But you're talking about also setting up, you know, some future advantages of being able to take advantage of data. The combination of data ai and Cloud is the new superpower with within the industry. Sherry, I want O end on you. 11 months in an oracle. Let's say things work out great. You're here 234 years down the road. You look back. What does success look like? >>Success looks like everyone of our customers moving to the Oracle cloud and see incredible business value from that partnering with Oracle Consulting. That's what my successful curious >>guys. Thanks so much for coming on the Cube where we've been we've been tracking this transformation of Oracle consulting and one of the things that's very clear. There was Oracle's obviously serious about cloud, but also seriously about bringing in new talent and new skill sets really not only transform Oracle but help transform your customers. So thank you for your time. Really appreciate it. >>Thanks so much. >>You bet. Thank you. >>All right. Thank you. Everybody for watching. This is Dave Vellante for the Cube. We'll see you next time. >>Yeah, yeah, yeah, yeah, yeah, yeah.

>>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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