from the silicon angle media office in Boston Massachusetts it's the queue now here's your host David on tape hi everybody welcome to this cube conversation I'm Dave Volante and you're cloud and cloud migrations are a major challenge for customers they move things into the cloud and variably they've got things that they want to maintain on Prem they've got to figure out what to move how to move it how to maintain performance and how to maintain the experience from on Prem into the cloud rate Krueger's here is a solution architect at net scout rate thanks for coming on nice to be here thank you so tell us a little bit about nesco yeah I mean net sky I mean primarily it helps you provide the visibility required to protect your digital digital business transformation we give you availability information performance information and security insights into what's going on in your environment we do this for 90% of the fortune 500 we do this for 95% of service provider so we're kind of Carrio class service provider and enterprise sophistication and we basically give you that visibility without borders and the visibility without borders is all about saying wherever you deploy your application whether it's being on Prem in your private data center software-defined data center or West en or whatever it might be or whether you migrate some or all of that into the public cloud AWS or as your we give you that same visibility same metrics wherever you host your application even in this hybrid world or this multi cloud world of today okay so top level one of those discussions like you heard my sort of intro and some of the challenges but what a customer is telling you about their cloud migrations well ok that's interesting so so that's kind of been around for eight years we're in like as I said thousands of customers and and these guys have been tasked they've been tasked with going to the cloud for business agility reasons and the idea of business agility is can you sort of create new services quicker new business initiatives new projects new application new ways that customers can we communicate with the business and they it's all about wrapping this and delivering these applications very quickly so the guys that we're talking to us said are being our task to move it to the cloud for various reasons it's not necessarily cost reasons as well it's LT and the the view is of the businesses the cloud will give them that agility maybe easier to manage maybe it's quicker to deploy applications quickly and all that sort of thing so they mean tasks to do that and that's a challenge because you know providing that visibility on premon in the cloud has been historically true well the other thing about the cloud is it's it's easy to test you know you test things you experiment you fail fast try the next one and it's relatively inexpensive to do that versus you know buying infrastructure but now so you see that but so talk a little bit more about some of the the real challenges that customers are facing you know when they start that migration as I said before they've got on-prem they've got workloads in the cloud they want a consistent experience but what are some of the problems yeah I mean yeah yeah yeah that's that shadow IT if you thought it has been a big problem but that's business utility isn't it okay because it's taken so long to deploy stuff on Prem ok to take four days before I have a new host ready for you to do that application so no wonder they've done that shadow whitey right but but anyway okay so on task to migrate this application so okay so I got to understand what that application looks like what are the components what it's what is it talking to because if I miss something right if I don't migrate all the components and don't forget these application it's not just one server or one component of the application it's maybe ten components might be whatever it is I need to know what that is and I can't just go to the documentation team to actually see all the protocols it's talking to all the dependencies whether it's one app tier talking to a database tier or whatever it might be the documentation just doesn't exist and the developers who developed that application no longer are part of the company they've long gone if ever they wrote any documentation so to understand right what you need to migrate is one of the biggest challenges and as it happens it's one of the challenges that we can help in netscape well this is a huge problem because you mentioned dependencies so if as you say an application talking to a database and maybe an ancillary application downstream those are going to affect business processes and unless you understand those dependencies if you effect one it's going to have a ripple effect on others and it could affect the business process so so that is a critical problem okay well so how do you nets go solve that problem I mean I have a question how does the industry generally solve it and I want to understand how you're different yeah okay so there's a couple of problems there is what one is understanding the components the dependencies and then one is understanding the performance so you can migrate successfully and all that sort of thing yeah so the industry typically will actually try and use some rudimentary network data to try and take a look at one application communicating to another and trying to get that from some devices various devices around the network because what they'll try to do to do that looking for connections is ok looking for connections and how they're doing that and in terms of performance they're they're resorting to looking at the different logs or the different infrastructure information like CPU utilization or those sort of things or developers are looking at instrumenting code into the applications which give them that performance information trouble with those they only see what the developers put into them rather than the whole picture of all those dependencies so while a bespoke data a lot of bespoke data trying to bring that together and come up with a conclusion that they this is all the components and this is how it's performing it is it's tricky ok so how do you guys do so yeah ok so as you know we use the network the wire data in order to understand what's going on so think about it if an application if I'm talking to my CRM application I might have a web browser it's talking to a web server talking to an app server to talking to a micro survey database or whatever it might be but all of those are interactions in a network different protocols HTTP HWS database Active Directory DNS so because we look at the network we can see it all so we can see all the traffic on the network we can see how things are communicating in reality so you don't necessarily need the documentation because we're documenting what's going on right now and that's kind of where we really score big in terms of understanding those dependencies and it's the it's the secret sauce that we've always known about the that that net Scout has your ability to to probe the network your your layer that analyzes that data the architecture that you've created right that's your IT yeah that's our secret sauce so we translate why data trauma is why data there's a lot of it and it's hard to interpret so that's one thing so we we've cured that problem by creating a patented technology called ASI adaptive service intelligent which translates that wire data into meaningful key performance metrics so you name the application it's all the applications going on your network translate them into performance metrics let's say application performance metrics and then differentiating that's a application latency from Network latency so we can see whether it was a network problem slowing things down or the application server slowing things down but also errors we can see all of that in that that wire data so that's that next layer up and then we have the analytics platform which we call ingenious one which actually takes that metadata and then allows us to display okay it's service dependency map so this is how your application is communicating all the nooks and cranny's the things that you didn't expect and not only does it do the dependency it does the performance as well the metadata oh it always comes back to the metadata one of the challenges that customers tell us they have is just creating the experience between on Prem and cloud you know the so called hybrid a lot of times it's it's different and they want to take that cloud experience and bring it to wherever they are cloud a cloud be on Prem are you able to maintain that experience in in this hybrid model yeah so to multi cloud or or not to multi class yeah no that's the beauty of number one why data and what we do why data is everywhere ok so if your applications communicate communicating in the cloud it's still communicating over IP and so we can actually instrument into the cloud collecting that wire data and then doing the same analytics asi in the same taking the same meta data and actually bring together a view of now the dependencies across the multi-cloud so whatever the cloud were able to get at that wire data and translate it into a si all uniform it's the same metrics okay so let's say we're out in a bar and you meet me and I'm an IT guy and I start chatting and I say hey I got this I'm doing this big project I'm really you know get this important it's got visibility at the board level and we're moving to the cloud and it gets your attention say whoo that's interesting and you start asking me to what advice would you would you give me I'm open to that okay obviously it's a talk to Nets character but the important thing is is this is that the question is that I've got a migrate this to the cloud and all that something and it's like sort of quite scary because I don't necessarily understand the cloud I don't realize that it's either the same or it's it's it's it's different or how its performing and it's I'm losing that visibility so you want to give that guy confidence you also want to give that guy the ability to say okay I understand the cloud and when things aren't the cloud I can continue to monitor it because that's after all the important thing so we've given them that confidence by saying hey we can instrument that application when it goes to the cloud and we can instrument beforehand so it goes it goes in the view understand what you're going to migrate all the components because you don't want to miss something migrate it and still have that visibility when it goes into the cloud we can give you that we give you this is interesting we give you access to that wire data when there are no wires that's to say the magic of nets carrots because we can instrument inside the workloads and get access to the traffic that's going in and out of those virtual machines those ec2 instances those virtual machines in in different clouds get access to that wire data and translate it into those key performance metrics and that's unique to Nets code like how do you do that well okay so the ASI is unique and the our agent technology is also unique to us to actually translate in the virtual machine in the cloud that wire data into metrics and then doing that all on the workload itself is very powerful if we can't instrument in the workload then there's another solution as well to get access to that wire data and that's what recently people like Amazon web services and as you I have announced the ability to tap in to that traffic so as you offer V tap which allows you to copy packets from VM to a destination which would be one of our probe technologies in the cloud Amazon have V PC traffic mirroring to actually get access to that data as well and we do the same thing the point is whether their workloads in the cloud workloads in the private cloud or the data center it's the same metrics and we get that visibility end-to-end visibility is the key ray thanks so much for coming on the cube and explaining so that your approach to a cloud and multi clouds great have you thank you very much you're welcome Eric thanks for watching everybody this is Dave Volante thanks for watching this cubed conversation [Music]

>> Instructor: From around the globe, it's theCUBE. With digital coverage of AWS re:Invent 2020. Special coverage sponsored by AWS Worldwide Public Sector. >> And welcome back to theCUBE's virtual coverage of AWS re:Invent 2020. I'm John Furrier your host. This is theCUBE virtual. Special coverage of the public sector. Today Rebecca Wetherly, Director of Worldwide Public Sector System Integrator Partners for AWS. Great to see you. Welcome to theCUBE virtual. >> Thanks, John. I'm glad to be here. >> So just the news we've been covering all through re:Invented priors, just the growth in public sector. The acceleration with the pandemic, it's just that this acceleration has been massive. So I want to just get get your take. It's been hard but also, it's been an opportunity for partners. >> You leading the Integrators. >> Sure. >> They're on the front lines. I got to ask you, (chuckling) what is AWS doing to support their partners, as the business models are forced really upon them to move faster? >> Yeah, sure. Thank you. Let me start with saying that, companies are really building a business in partnering with us. Because of global needs such as the pandemic. But we also have many partners that are coming to us because of our customer demand outside of COVID. Because we're a leader in cloud innovation, and because we've got a global field engagement and go-to-market strategy. You know AWS is a customer driven company, and our partners are also our customers. We have a full suite of programs for our partners and whether they be a consulting partner or a technology partner. We have tens of thousands of partners all across the globe, with more than 35,000 new partners since January 2016. And in our public sector space, we have over 1,500 partners with solutions and experience, delivering on a combination of government, education, and nonprofit customer missions all around the world. Consulting partners are really professional services firms. That help customers of all types and sizes design, architect, build, migrate and manage workloads and applications on AWS. They accelerate the journey to the cloud for our customers. And they often are implementing technology solutions. As you referred to around COVID, that our technology partners are actually developing. So consulting partners are SIs that I work with, Strategic Consultant Partners, Managed Service Providers, and also resellers. And they are providing really great value to our customers by providing strategic advisory services, implementation and migration services, Staffog. They also have great specialty depth and machine learning or AI. IOT, data lakes and analytics. And even in things like communication tools using technologies like we're doing today on zoom, and taking those to our customers. Our technology partners on the other hand they deliver hardware, connectivity services and software solutions that are hosted or integrated with AWS cloud. And they deliver components to broad customer solutions, often via our consulting partners. We have a great, a great way of delivering technology through our AWS Marketplace and we'll talk about that in a minute. But I will say, that our tech partners are helping our customers decrease their deployment times, provide cost optimization and infrastructure for DevOps and production workloads. They're also lowering their costs on code development by using our broad portfolio of services. And oftentimes for our public sector customers they are helping shorten the path to achieving regulatory requirements for our public sector needs. >> That's awesome. You guys have a lot to do there to support your partners. Obviously the main concern is, how do I maintain that profitability in the fast pace. And then making sure that their customers can also transition and ride the digital transformation wave. So I have to ask you, what programs are you guys offering to help these partners succeed because certainly it's beyond just the profitability. it's this new business model of Cloud-scale. So what programs specifically are you guys offering? >> Yeah, we have a lot of different programs at AWS. The first stop is really the AWS Partner Network. Which I'll refer to as the APN. This is really our global partner program for technology and consulting businesses to leverage Amazon Web Services to build solutions and services for customers. The APN is the first place where companies can build, market, and sell their offerings, and provide valuable business, technical, and opportunities for marketing with their customers. Our programs provide promotional support. We provide visibility throughout our website. We give partners opportunities to engage with customers for events, social media. And we provide access to funding and go-to market opportunities. I touched on briefly our AWS Marketplace . And this is really a great program offering to our customers both consulting partners and technology partners. The AWS Marketplace simplifies procurement and entitlement of provisioning software across 50 different categories. And we have more than 8,000 transactional listings. That marketplace connects customers with more than 1,000 different ISBs or independent software vendors to help meet their business needs. And we have more than 300,000 customers using software from the AWS Marketplace. The Marketplace is also available on 24 different regions. So when a customer chooses to use the Marketplace they have the opportunity to procure their software from our consulting partners and leverage the software and the technology from our from our tech partners. Other really cool programs we have are our Partner Transformation Program or SaaS Factory Program, and also our Migration Acceleration Program. >> Awesome. Great programs. What else are you guys besides programs, Are you guys doing >> Yeah. >> to help partners succeed. Because I know there's a lot of touches, there's some new things going on. What else do you guys do? >> Yeah, I think we have a lot of great resources available to our partners. Most of our partners have Partner Development Managers that are working with them on a daily basis. Access to our business development and sales teams, solutions architects and other subject matter experts. Really getting deep into the technology and having access to those folks to help our partners design, build, architect and validate a purchase with customers. Also our Professional Services Teams.Right? They are deep subject matter experts that our partners have the ability to tap into. And then of course, because of the way we go to market in public sector, access and engagement with our capture, bid, and proposal teams are super important. We also have to consider access for our partners to be trained and become certified. That's a real requirement that our customers need to help them achieve their goals. We offer digital and classroom training for our partners to be able to learn at their own pace or via an AWS instructor. And AWS training and certification helps our partners build competence, confidence, and credibility with our customers. We also have AWS competencies. And our competency program is designed to identify, validate, and promote APN partners that have demonstrated technical expertise and proven customer success. One of the most critical competencies for us is and these days is around our migration. Migration competencies allows our partners to accelerate their customer's cloud adoption journey by providing strategy, personnel tools, education, and tech support to their customers. One of those customers and partners is InterVision. They're a consulting firm that provide strategic advisory services to organizations to help them run, grow, and transform their business needs with the cloud via modern IT services. Their experts have a deep history in technology solutions and they have a deep bench of certified engineers and data scientists to excel delivering Managed Services and Migration Services to both public sector and commercial customers. And with the California Department of Technology. Which is a state agency that provides authority and responsibility over all aspects of technology for California state governments, they selected InterVision to work with them due to their expertise and their proprietary offering called Cloud Migration Lifecycle Assurance. And that offering provided that CDT, the ability, pardon me. To take advantage of their Cloud Migration operations and optimization specialty. So our partners are really getting great opportunities to build their business and to accelerate their their work with us through a variety of programs, and by really digging deep and leveraging all of the programs that are available to them. >> It's nice with the mix of programs, plus the field support, plus the care they're nurtured that, grow that. As you know in these in these markets where you have partnerships and channels and relationships. You need to be profitable. And profitability is about happy customers. >> Rebecca: Sure. >> And margins.(chuckles) Making money. >> Rebecca: Yeah. Sure. >> You got to make money to stay in business. So, this is a big opportunity as the new economics of cloud come into the channel. This is really a big conversation. Moving fast, scaling up, new kinds of services. The integrators are really having a good time here. And these are new practices. How can someone learn more? What's out there? How does someone get engaged with you guys? What information can they, is there a site? Is there a program? How does someone get the resources? What would they do? >> Yeah. Well, I will tell you. The first stop is really our website. And that may sound trivial but that is the best place to get started for us. You're going to find there by visiting https://aws.amazon.com. You can register to become an AWS partner very easily. Right there you're going to get step-by-step instructions and learning paths, as well as tutorials and how to get your business up and running, and how to become a partner. And the journey largely looks like this. Right? One. get on board. Get familiar. Establish your relationship and join the Amazon Partner Network. Go through some very basic training and get familiar with their services. Second. Develop those technical and sales skills. Develop a business model where AWS lends the greatest value to your partner business. And as you move through the tiers of maturity, we will co-invest in your business to help you scale. And then three, really go to market. Establish the pathways to your customers. Build out your differentiated approach. Look at the competencies we offer and decide which ones are going to be the most relevant to you. We want you to leverage the funding mechanisms we have, and we want you also to think about how we co-market together. There are so many roads to success and AWS offers lots of different partner programs and opportunities to develop your unique roadmap John. >> Yeah, that's great enablement. That is super valuable. Having the co-funding, the go marketing, and the tools and the programs. All there to enable services to be successful. Rebecca, thanks for sharing that program. >> My pleasure. >> Great to have you on. Rebecca Wetherly, >> Thank you so much. Director of the Worldwide Public Sector System Integrator Partners. A big growing part of the public sector when we need it the most, which is now and it's growing. So check them out. Thanks for watching. This is theCUBE coverage. CUBE virtual, for AWS re:Invent reinvent public sector, special coverage. Thanks for watching. (upbeat music)