>> Hello, wonderful humans and welcome back to theCUBE. We are live from Las Vegas, Nevada, this week at AWS Reinvent. I am joined by analyst and 10 year reinvent veteran John Furrier. John, pleasure to join you today. >> Great to see you, great event. This is 10 years. We've got great guests coming on the Q3 days of after this wall to wall, we'll lose our voice every year, Thursday >> Host: I can feel the energy. Can you feel the volume already? >> Yes. Everyone's getting bigger, stronger, in the marketplace seeing a lot more activity new players coming into the cloud. Ones that have been around for 10 years or growing up and turning into platforms and just the growth of software in the industry is phenomenal. Our next guest is going to be great to chat about. >> I know it's funny you mentioned marketplace. We're going to be talking marketplace, in our next segment. We're bringing back a Cube alumni Chris Casey welcome back to the show. How, how you Feeling today? >> Thank you for having me. Yeah, I mean this week is the most exciting week of the year for us at AWS and you know, it's just a fantastic energy. You mentioned it before, to be here in Las Vegas at Reinvent and thank you very much for having me back. It's great to talk to John last year and lovely to meet you and talk to you this year. >> It is, it is our pleasure. It is definitely the biggest event of the year. It's wild that Amazon would do this on the biggest online shopping day of the year as well. It goes to show about the boldness and the bravery of the team, which is very impressive. So you cover a few different things at AWS So you cover a few different things at AWS you're talking about and across industries as well. Can you talk to me a little bit about why the software alliances and the data exchange are so important to the partner organization at AWS? >> Yeah, it really comes back to the importance to, to the AWS customer. As we've been working with customers over the, you know the past few years especially, and they've been embarking on their enterprise transformation and their digital transformation moving workloads to to the cloud, they've really been asking us for more and more support from the AWS ecosystem, and that includes native AWS services as well as partners to really help them start to solve some of the industry specific use cases and challenges that they're facing and really incorporate those as part of the enterprise transformation journey that they're embarking on with AWS. What, how that translates back to the AWS marketplace and the partner organization is customers have told us they're really looking for us to have the breadth and depth of the ecosystem of partners available to them that have the intellectual property that solves very niche use cases and workloads that they're looking to migrate to the cloud. A lot of the time that furnishes itself as an independent software vendor and they have software that the customer is trying to use to solve, you know an insurance workflow or an analytics workflow for your utility company as well as third party data that they need to feed into that software. And so my team's responsibility is helping work backwards from the customer need there and making sure that we have the partners available to them. Ideally in the AWS marketplace so they can go and procure those products and make them part of solutions that they're trying to build or migrate to AWS. >> A lot of success in marketplace over the past couple years especially during the pandemic people were buying and procuring through the marketplace. You guys have changed some of the operational things, data exchange enterprise sellers or your sales reps can sell in there. The partners have been glowingly saying great things about how it's just raining money for them if they do it right. And some are like, well, I don't get the marketplace. So there's a, there's kind of a new game in town and the marketplace with some of the successes. What, what is this new momentum that's happening? Is it just people are getting more comfortable they're doing it right? How does the marketplace work effectively? >> Yeah, I mean, marketplace has been around for for 10 years as well as the AWS partner organization. >> Host: It's like our coverage. >> Yes, just like. >> Host: What a nice coincidence. Decades all around happy anniversary everyone. >> Yeah, everyone's selling, celebrating the 10 year birthday, but I think to your point, John, you know, we we've continued iterate on features and functionality that have made the partner experience a much more welcoming digital experience for them to go to market with AWS. So that certainly helped and we've seen more and more customers start to adopt marketplace especially for, for some of their larger applications that they're trying to transform on the cloud. And that extends into industry verticals as well as horizontal sort of business applications whether they be ERP systems like Infor the customers are trying to procure through the marketplace. And I think even for our partners, it's customer driven. You know, we, we've, we've heard from our customers that the, the streamlining the payments and procurement process is a really key benefit for them procuring by the marketplace and also the extra governance and control and visibility they get on their third party licensing contracts is a really material benefit for them which is helping our partners lean in to marketplace as a as a digital channel for them to go to market with us. >> And also you guys have this program it's what's it called enterprise buying or something where clients can just take their spend and move it over into other products like MongoDB more Mongo gimme some more Splunk, gimme some more influence. I mean all these things are possible now, right. For some of the partners. Isn't that, that's like that's like found money for the, for the partners. >> Yeah, going back to what I said before about the AWS ecosystem, we're really looking to help customers holistically with regard to that, and certainly when customers are looking to make commitments to AWS and and move a a large swath of workloads to AWS we want to make sure they can benefit from that commitment not only from native AWS services but also third party data and software applications that they might be procuring through the marketplace. So certainly for the procurement teams not only is there technical benefits for them on the marketplace and you know foresters total economic impact study really helped quantify that for us more recently. You know, 66% of time saving for procurement professionals. >> Host: Wow. >> Which is when you calculate that in hours in person weeks or a year, that's a lot of time on undifferentiated heavy lifting that they can now be doing on value added activities. >> Host: That's a massive shift for >> Yeah, massive shift. So that in addition, you know, to, you know, some of the more contractual and commercial benefits is really helping customers look holistically at how AWS is helping them transform with third party applications and data. >> I want to stick on customers for a second 'cause in my show notes are some pretty well known customers and you mentioned in for a moment ago can you tell us a little bit about what's going on with Ferrari? >> Chris: Sure. So in four is one of our horizontal business application partners and sellers in the AWS marketplace and they sell ERP systems so helping enterprises with resource planning and Ferrari is obviously a very well known brand and you know, the oldest and most successful >> May have heard of them. >> Chris: Yes. Right. The most successful formula one racing team and Ferrari, you know a really meaningful customer for AWS from multiple angles whether they're using AWS to enhance their car design, as well as their fan engagement, as well as their actual end car consumer experience. But as it specifically relates to marketplace as part of Ferrari's technical transformation they were looking to upgrade their ERP system. And so they went through a whole swath of vendors that they wanted to assess and they actually chose Infor as their ERP system. And one of the reasons was >> Nice. >> Chris: because Infor actually have an automotive specific instance of their SaaS application. So when we're talking about really solving for some of those niche challenges for customers who operate in an industry, that was one of the key benefits. And then as an added bonus for Ferrari being able to procure that software through the AWS marketplace gave them all the procurement benefits that we just talked about. So it's super exciting that we're able to play a, you know a part in accelerating that digital transformation with Ferrari and also help Infor in terms of getting a really meaningful customer using their software services on AWS. >> Yeah. Putting a new meaning to turn key your push start. (laughing) >> You mentioned horizontal services earlier. What is it all about there? What's new there? We're hearing, I'm expecting to see that in the keynote tomorrow. Horizontal and vertical solutions and let's get the CEOs. What, what's the focus there? What's this horizontal focus for you? >> Yeah, I, I think the, the big thing is is really helping line of business users. So people in operations or marketing functions, that our customers, see the the partners and the solutions that they use on a daily basis today and how they can actually help accelerate their overall enterprise transformation. With those partners, now on AWS. Historically, you know, those line of business users might not have cared where an application historically ran whether it was on-prem or on AWS but now just the depth of those transformation journeys their enterprises are on that's really the next frontier of applications and use cases that many of our customers are saying they want to move to AWS. >> John: And what are some of those horizontal examples that you see emerging? >> So Salesforce is, is probably one, one of the best ones to call out there. And really the two meaningful things Salesforce have done there is a deep integration with our ML and AI services like SageMaker so people can actually perform some of those activities without leaving the Salesforce application. And then AWS and Salesforce have worked on a unified developer experience, which really helps remove friction in terms of data flows for anyone that's trying to build on both of those services. So the partnership with horizontal business applications like Salesforce is much deeper than just to go to market. It's also on the build side to help make it much more seamless for customers as they're trying to migrate to Salesforce on AWS as an example there. >> It's like having too many tabs open at once, everybody wants it all in one place all at one time. >> Chris: Yeah. >> And it makes sense that you're doing so much in, in the partner marketplace. Let's talk a little bit more about the data exchange. How, how is this intertwined with your vertical and horizontal efforts that the team's striving as well as with another big name example that folks know probably only because of the last few, few years, excuse me, with Moderna? Can you tell us a little more about that? >> Sure. I think when we're, when we're talking to customers about their needs when they're operating in a specific industry, but it probably goes for all customers and enterprise customers especially when they're thinking about software. Almost always that software also needs data to actually be analyzed or processed through it for really the end business outcome to be achieved. And so we're really making a conscious effort to really help our partners integrate with solutions that the AWS field teams and business development teams are talking to customers about and help tie those solutions to customer use cases, rather than it being an engagement with a specific customer on a product by product basis. And certainly software and and data going together is a really nice combination that many customers are looking for us to solve for and for looking for us to create pairings based on other customer needs or use cases that we've historically solved for in the past. >> I mean, with over a million customers, it's hard to imagine anyone could have more use cases to pull from when we're talking about these different instances >> Right. The challenge actually is identifying which are the key ones for each of the industries and which are the ones that are going to help move the needle the most for customers in there, it's, it's not an absence of selection in that case. >> Host: Right. (laughter) I can imagine. I can imagine that's actually the challenge. >> Chris: Yeah. >> Yeah. >> But it's really important. And then more specifically on the data exchange, you know I think it goes back to one of the leadership principles that we launched last year. The two new leadership principles, success and scale bring broad responsibility. You know, we take that very seriously at AWS and we think about that in our actions with our native services, but also in terms of, you know, the availability of partner solutions and then ultimately the end customer outcomes that we can help achieve. And I think Moderna's a great example of that. Moderna have been using the mRNA technology and they're using it to develop a a new vaccine for the RSV virus. And they're actually using the data exchange to procure and then analyze real world evidence data. And what that, what that helps them do is identify and and analyze in almost real time using data on Redshift who are the best vaccine candidates for the trials based on geography and demographics. So it's really helping them save costs, but not only cost really help optimize and be much more efficient in terms of how they're going about their trials from time to market.. >> Host: Time to market. >> vaccine perspective. Yeah. And more importantly, getting the analysis and the results back from those trials as fast as they possibly can. >> Yeah. >> And data exchange, great with the trend that we're going to hear and the keynote tomorrow. More data exchanging more data being more fluid addressable shows those advantages. That's a great example. Great call out there. Chris, I got to get your thoughts on the ecosystem. You know, Ruba Borno is the new head of partners, APN, Amazon Partner Network and marketplace comes together. How you guys serve your partners is also growing and evolving. What's the biggest thing going on in the ecosystem that you see from your perspective? You can put your Amazon hat on or take your your Amazon hat off a personal hat on what's going on. There's a real growth, I mean seeing people getting bigger and stronger as partners. There's more learning, there's more platforms developing. It's, it's kind of the next gen wave coming. What's going on there? What's the, what's the keynote going to be like, what's the what's this reinvent going to be for partners? Give us a share your, share your thoughts. >> Yeah, certainly. I, I think, you know, we are really trying to make sure that we're simplifying the partner experience as much as we possibly can to really help our partners become you know, more profitable or the most profitable they can be with AWS. And so, you know, certainly in Ruba's keynote on Wednesday you're going to hear a little bit about what we've done there from a programs perspective, what we're doing there from feature and capability perspectives to help, you know really push the digital custom, the digital partner experience, sorry, I should say as much as possible. And really looking holistically at that partner experience and listening to our partners as much as we possibly can to adapt partner pathways to ultimately simplify how they're going to market with AWS. Not only on the co-sell side of things and how we interact with our field teams and actually interact with the end customer, but also on how we, we build and help coil with them on AWS to make their solutions whether that be software, whether that be machine learning models, whether that be data sets most optimized to operate in the AWS ecosystem. So you're going to hear a lot of that in Ruba's keynote on Wednesday. There's certainly some really fantastic partner stories and partner launches that'll be featured. Also some customer outcomes that have been realized as a result of partners. So make sure you don't miss it >> John: More action than ever before, right now. >> It's jam-packed, certainly and throughout the week you're going to see multiple launches and releases related to what we're doing with partners on marketplace, but also more generally to help achieve those customer outcomes. >> Well said Brian. So your heart take, what is the future of partnerships the future of the cloud, if you want throw it in, what what are you going to be saying to us? Hopefully the next time you get to sit down with John and I here on theCUBE at reinvent next year. >> Chris: Yeah, I think Adam, Adam was quoted today, as you know, saying that the, the partner ecosystem is going to be around and a foundation for decades. I think is a hundred percent right for me in terms of the industry verticals, the partner ecosystem we have and the availability of these niche solutions that really are solving very specific but mission critical use cases for our customers in each of the industries is super important and it's going to be a a foundation for AWS's growth strategy across all the industry segments for many years to come. So we're super excited about the opportunity ahead of us and we're ready to get after it. >> John: If you, if you could do an Instagram reel right now, what would you say is the most important >> The Insta challenge by go >> The Insta challenge, real >> Host: Chris's Insta challenge >> Insta challenge here, what would be the the real you'd say to the audience about why this year's reinvent is so important? >> I think this year's reinvent is going to give you a clear sense of the breadth and depth of partners that are available to you across the AWS ecosystem. And there's really no industry or use case that we can't solve with partners that we have available within the partner organization. >> Anything is possible. What a note to close on. Chris Casey, thank you so much for joining us for the second time here on theCUBE. John >> He nailed Instagram challenge. >> Yeah, he did. Did he pass the John test? >> I'd say, I'd say so. >> I'd say so. And and and he certainly teased us all with the content to come this week. I want to see all the keynotes here about some of those partners. You tease them in the gaming space with us earlier. It's going to be a very exciting week. Thank you John, for your commentary. Thank you Chris, one more time. >> Thanks for having me. >> And thank you all for tuning in here at theCUBE where we are the leader in high tech coverage. My name is Savannah Peterson, joined by John Furrier with Cube Team live from Las Vegas, Nevada. AWS Reinvent will be here all week and we hope you stay tuned.

>>Okay, welcome back everyone to the cubes coverage here at AWS reinvent 2021, our annual conference here with the cube goes out the ground. We're in person live in person, also a hybrid event online as well. A lot of great content flowing day one in the books keynotes out there, big news wall-to-wall coverage I'm shot for a year. Hosts got a great segment here with AWS marketplace and revolution, how customers are buying and deploying their technologies, DB orbit, and GM radio's marketplace and control services. And Chris Casey, worldwide ed, a business development of data exchange for AWS gentlemen, welcome to the cube, John, >>Thanks for having us >>Pleasure to be here. So I'm a huge fan of the marketplace. People know that I believe that ultimately it's going to be automated at anyway, and that procurement and enterprises as they buy and as people work together and the big theme this year is kind of this whole purpose built stack, where SAS is going to be a lot of integrations where people are working together. You see multiple partners plugging in and snapping into AWS. That was a big part of Adam's keynote today. So this really kind of lays a perfect foundation for the path that you guys have been on, which is partnering, go to market buying and consuming technology. So what's the update. Give us a, uh, an overview high level, Steven of marketplace. >>Yeah, John. And again, thanks for having us. It's awesome to be here, meeting with customers and partners again for the first time in a couple of years, great to be meeting in person and interacting. So we're super excited about where we're going with the marketplace, as you all probably know, customers in every industry are really thinking about how they transform their business using modern technology. And it's not just about the technology that they're building themselves. It's also the tools that they want to get from their partners, which we're super excited to be able to offer them on marketplace. We're about to have our ten-year anniversary. We launched the first version of marketplace in April of 2012. And back then, you know, it was a very simple e-commerce website that builders could come and buy Amazon machine instances and pay by the hour running popular, open source package or operating system software, but we've come an awful long way since then and changed the surface area of the business quite a bit, um, from a product type perspective, we now offer, uh, our partners the opportunity to list and meter their SAS solutions. >>Um, adding to the army base, we allow partners to vend their container images, and we have some new updates I'll share with you in just a second on that this year in 2019 customers asked us for the same experience that they have buying software to apply to the way they licensed data. So we launched AWS data exchange in 2019, and then in 2020 last year, we, we, we recognize that customers wanted to be able to bundle professional services offerings and with the software that they buy. So we launched a professional services offering type two. And then when you start to combine that with all of the different procurement motions that we now support, it's no longer just the self-service e-commerce capabilities, but when customers want to privately negotiate deals with their vendors, they can do so with our private offer capability, which we were the first to launch in 2000, which we then complemented in 2018 with the ability for customers to negotiate with the channel partner, reseller a managed service provider of their choice. So when you start to combine all of these different product type offerings and ways, our partners can go to market through marketplace in an automated way with all of these procurement options. We now have 2000 sellers listing more than 12,000 offerings on the marketplace, which more than 325,000 customers around the world buy either directly from the seller or from the channel partner of their choice. And when you add all that up, we've seen this year alone, billions of products and services sold through the market. >>Wow. What a rocket ship from a catalog to a full-blown comprehensive consumption environment, which by the way, the market wants that fast speed, speed, time to market. Okay. So give me the update a year at reinvent. What announcement did you guys just announced that the partner summit this week? What's the, what's the news. Yeah. So there's a couple of, >>Um, we'll talk about one and then I'll hand it over to Chris to talk about the data exchange announcements. But the first announcement we made at the partner keynote yesterday was around our container offering. So in 2018, we launched the ability for partners to list container based offerings. So their software and containers, whether it be net app Druva, um, Palo Alto or others who are having their security or other software and containers that could then be deployed by customers into the AWS managed container environments. So that could be deployed into Amazon EKS, ECS, or AWS far gate, which is great for customers who run their container workloads and our managed services. But we have a lot of customers who run their own Kubernetes environments either on, um, on AWS, on premises or using another one of the, um, Kubernetes platforms that are out there like red hat open shift. >>So we're a lot of customers just said, I also want that third-party software to be easily deployable into my own Kubernetes environment. So we were super happy to announce on Monday what we call now, the AWS marketplace for containers anywhere, which allows our partners like Apollo Alto or a CrowdStrike or a Cisco to list containers on the marketplace that can be deployed into any Kubernetes environment that the customer is running, whether that be on, on AWS, on premises, into VM-ware Tansu red hat, OpenShift, rancher, um, or wherever they, wherever they're running their Kubernetes workloads. So that's super exciting. And then we have a couple of announcements on data exchange, ed that Chris talk about also >>The dictionary. I'm going to come back to the containers with some really important things I want to drill into. Go ahead. >>There's two pretty significant, which we believe at game-changing capabilities that we've recently announced with data exchange. The first one is AWS data exchange for API APIs, and really why this is quite significant is customers had told us that not a lot, not all of their data use cases were really geared towards them consuming full flat files, which is what we launched data exchange with in terms of a delivery capability two years ago. And so with AWS data exchange for APIs, customers can come and procure an API from a third party data provider and only procure the data that they need via an API request response. Um, what, why this is so significant is for data providers, they can bring their API APIs to AWS data exchange, make them really easily available for data subscribers to find and subscribe to. And then for data subscriber, they're interacting with that API in the same way that they're interacting with other AWS APIs and they can enjoy the same governance and control characteristics using services like I am in CloudTrail. >>Um, so that flexibility in a new delivery type is, is, is really meaningful for data subscribers. The second, uh, announcement that we we really went into yesterday was the preview of Amazon data exchange for Amazon Redshift. And this capability gives customers, um, data subscribers, the ability to access data in the data warehouse supported by Amazon Redshift. And the unique aspect about this is the data subscriber. Doesn't actually have to copy the data out of Amazon Redshift if they don't want to, they can query the data directly. And what's really meaningful for them. There is they know that they're actually querying the latest data that the data provider has because they're actually querying the same data warehouse table that the data provider is publishing into data. Providers really love this, especially those ones, those data providers that were already using Amazon Redshift to store their data, because now they don't have to manage the entitlements and subscription aspects of really making their data available to as many of their data consumers as possible. >>So basically what you're saying is it makes it easier for them to keep an update. They don't have to worry about merchandising that service. They just have API APIs rolled in and the other one is for developers to actually integrate new API APIs into their role and whatever services they're building. Is that right? >>Yeah. And it's, it's really the ultimate flexibility for a developer coming to AWS data exchange. If their use case warrants, them consuming a full dataset, you know, maybe they want to look at 10 years of stock history, you know, using file-based data delivery and immutable copies of those files through our S3 object, data sharing capabilities is fit for their use case. Um, but if they want to dynamically interact with data, AWS data exchange for API APIs is a brand new delivery capability that is really unlocking. And we hope we're really excited to see the innovation >>It's like you're bringing the API economy even further to the customer base on the third party. The question I have for both of you guys on the containers and the API is security because, you know, we've seen with containers, approved containers, being vetted, making sure that they're not going to have any malware in there or API is making sure everything's clean and tight. What's the, what are they? What's the security concerns. Can you share how you guys are talking about that? For sure. >>So it's probably comes as no surprise to you or folks who might be listening or tuning in that security has always been AWS is number one priority. We build it into everything we do. This offering is no different. We scan all of the container images that are published to our catalog before they're exposed to customers for any kind of known vulnerabilities. We're monitoring our catalog every single day now against new ones that might come out and customers actually tell us, it's one of the things that they like about buying software on marketplace, better than let's say other third party repositories that don't have the same level of vetting because they can kind of build that constant trust, um, into, >>And trust is a key cause you can get containers anywhere. You don't know where it's from. So you guys are actually vetting the containers, making sure they're certified. So to speak with Amazon's security check. >>We, we, we are indeed. And, uh, we have a number of security ISV who are participating in both our containers in our containers anywhere. It's one of the most high-performing categories for us. As I said before, we have vendors like CrowdStrike and Cisco and Palo Alto who are, you know, um, um, vending, various different endpoint and network security, um, uh, offerings >>It's my catalogs are for, I mean, this is what trust is all about. Making sure that you guys can put your name behind it in the marketplace. Okay. Let's take it through the consumption. What's the current state of the art with the marketplace with enterprises, you guys have a lot of programs. We're constantly hearing great things about the go to market with joint selling on the top tier. Uh, I think there's like the top tier category. And then you've got all kinds of other incentives for companies to deploy the marketplace and sell their stuff, >>Right? So we're, we're really starting to hit our stride with, uh, co-selling with our partners and some of our, um, you know, our top, most performing partners, they into every feature and capability and incentive program that we develop. Um, give us a lot of feedback on it. Just like we work backwards from customer needs to help them transform their procurement. We work backwards from our partner needs to help them optimize their go to market channel. And, uh, you know, we take feedback from our partners, uh, very seriously. And then we build things like private offers when they want to custom negotiate deals with their customers or channel partner, private offers when they want to do that with the channel partner of their choice. And we're just continuing to listen to that feedback and, and helping them grow their business. And, and, and frankly, you know, while a lot of partners love that we're able to help get them new customers. One of their favorite things about co-selling with us is that they're able to close larger contracts faster because they're doing that in concert with the AWS field teams and taking advantage of the fact that the customer's already building on AWS. >>So I know we've got a couple minutes left. I want to get this out there because I heard it I'd have to add him prior to re-invent. And he said, quote, we don't want, cus customers don't want to reinvent the wheel. And they see, that's why this whole purpose built kind of thing is getting traction. What do you guys got in the marketplace? That's what you'd call leveraging stuff has been built. So customers don't have to rebuild things. >>Yeah. I mean, if you just look back to the very beginning of marketplace, when we launched the marketplace of Amazon machine instances, it was basically pre-built armies that customers could deploy into their own accounts already running the third-party software that they wanted. And when I think about where we're going with things like procurement governance, uh, we developed a thing called a private marketplace where customers could curate the various different solutions from our catalog that they want, because they want to be able to control who in their enterprise can buy what, and that's just a whole bunch of manual work that they would have had to do and reinvent the wheel from every customer to every customer. And instead we just delivered them the capability to do that same with our managed entitlements capability, where they can share entitlements across AWS accounts, within their own organizational, without having to manually track who's used how much of what, and report that back to the seller to make sure that they're compliant with the terms and conditions. We handle all that. So our customers don't have to continue to reinvent that. >>Why? Well, because it's like open source concept. It's like you're building on things that are already built. You can build on top of it. As you guys see these recipes get, or workflows get rolled out, you put them back in the microwave. >>That's right. Always learning from customers and partners. And while we've grown quite a bit, 2000 sellers, 325,000 customers and billions of dollars of products and services sold, we still have so much more to go >>Between data exchange and what you guys got going on. It's not, it's not, it's complex as it gets more and more complex. I know you guys are abstracting away the complexity and the heavy lifting for customers. What's on the horizon for you guys. What are you tackling next? What's the next mountain you're going to climb on. >>There's still more automation we can drive into the co-selling motion. And, uh, um, uh, so that's one, there's more procurement and governance, uh, capabilities that we think we're going to be able to add to customers. Basically what they're telling us is are the chief procurement officers that we face off with. They want to be able to get the best deal at the lowest price, uh, with the best and most favorable terms and conditions. So we're trying to work backwards from that need to make sure we have the right category selection, wherever they might want it, whether it be an infrastructure provider or a line of business, um, uh, a line of business solution and make sure they're able to get exactly that >>Chris, back to you for your vision. I honestly, analytics is a big part of SAS and platform billing and metering and where the data is. Data exchange. Almost imagine that's going to have a nice headroom to it in terms of what you can do with data exchange. Yeah. >>If you look at the announcements we've recently made and sort of our vision for data exchanges to help any AWS customer find subscribe to and use third party data in the cloud. And these two recent announcements really help on that use portion where someone can actually create, you know, shorten the time to value for them using some of our analytics services like Amazon Redshift. So we'll continue to innovate there and listen to customers in terms of their feedback and how we can help them really integrate their data pipelines with the rest of the AWS ecosystem. But we're also continuing to invest in the find and subscribe to portion. Steven talked about some of the automation and we've built data exchange on top of the lot of the plumbing and building blocks that AWS marketplace already had, which was a pretty significant leg up for us, but certainly the way in which people discover and find new datasets that might help them in an analytics problem is certainly an area that, you know, we're going to continue to lean into. >>And exchange has been around for a long, long time. Now it's in the cloud generation and I think you guys have such a great job in the marketplace and this next gen has more and more platform. Specific products are coming out. Partners are snapping together, a lot more integration. So a lot more action coming on integration I can imagine. Right. That's right. Definitely. Right. Thanks for coming on the cube. Really appreciate it, Steve. A great to see you. >>Appreciate it. Thanks for having us always a pleasure. >>Great to have all the action from Amazon here, marketplace continuing to be the preferred way to consume and deploy technology, and soon to be an integration hub for this next generation cloud. I'm Jeff, where to keep your watching the queue of the leader in worldwide tech coverage. Be right back.