>> From the Aria Resort in Las Vegas, it's theCUBE covering AWS Marketplace. (upbeat music) Brought to you by Amazon Web Services. (crowd talking) >> Hey, welcome back everybody. Jeff Frick here with theCUBE. We're at AWS re:Invent 2018, it's a ton of people. We're actually are not in the Sands tonight, we're kicking things off at the Aria at a place called the Quad. It's the AWS Marketplace and Service Catalog Experience Hub. Come on by, they got the foosball, the liquor's out, the food is out, and really kicking off a great event. We're excited to have a first-timer to theCUBE, but a long-timer from the industry. He's Mike Silvey, co-founder and EVP of Moogsoft. Mike, great to see you. >> Thank you very much. >> So it's a little early to ask you your impressions of the show, I'd love to ask you on Thursday afternoon, but so far, what do you think? >> Pretty good, I mean, I've been busy all day. The booth's been, you know, obviously just starting, but we've had meetings with everybody all day so far, and yeah, crazy. >> It's a show like no other. It's really something else. >> Well for a company outside, it's really cool, because we've got a couple of events here at the Quad, on machine learning and on DevOps. We got a booth. We got people you showcase elsewhere. And yeah, very, very, cool. Lovely. >> Right and you're on theCUBE. >> I'm on theCUBE. Hi. >> So for people that aren't familiar with Moogsoft, give us just kind of the quick overview. >> Okay, yeah, so we set up the company to really help transform the economics of the digital migration. So what we mean by that is, you as well know, and all the statistics show that the more you move to modularized software and take advantage of the cloud with Agile, the more costly your operations costs are. In other words, your development productivity goes down because you spent more time doing operations than they do developing. So what we're here to do is make sure that our customers who are all major enterprise corporations, they've got a hybrid world of major enterprise on-premise and then their cloud transition. We're making sure that they can transform, stay agile, but while increasing the development productivity and reducing their operation's costs. It's as simple as that. >> Right, but you were coming at it from a kind of a different perspective. We talked a little bit before we turned the cameras on. You guys are investing really heavily in core technology. Not necessarily building a big sales force or building a big marketing department, but really core technology. So I wonder if you can kind of talk about that strategy and your pursuit of really going down that path. >> Yeah, no, fair. So I guess it comes from our background. If you look at our history, we did ... Well, some of those managers you mentioned. >> I wasn't going to say anything. >> That's a long way back. I'm very old. We did Micromuse years ago at a time of the client server transformation, we did RiverSoft at the time of the dot com boom, and then moved to root cause. You know, today we're in this digital transformation where single faults no longer cause issues. It's a combination of faults over here and micro-changes over there that lead to some kind of service or capacity degradation that leads to customer impact. And the problem our customers have is detecting that impact before the end users are impacted. Our perceived competitors out there, folks like Splunk and ServiceNow, no investment in IP. They're trying to take all technologies and all techniques to solve a problem that they just can't solve. What we've done is invested in unique IP for that problem. So far, 44 patents at this time. We've invested in a huge number of PhD scientists to achieve what we've done. And we've developed some specific technology, for our machine learning, AI, collaborative and social operations to really give you that economic value. >> Right, because your mission is really AI for IT ops, right? >> That's right, perfect. >> I pulled it right off the website. >> Nice. Yeah, so really what that stands for is earlier detection of actual issues. Now on that case, there's an airline that is American that I can't mention, so you can't use it on camera, who last year had a rather public outage. So they had a six hour outage where they were unable to schedule flights because the grand handling software failed. This year, they have Moogsoft. Our software detected an incident that they could action earlier, resolve before it impacted their grand handling system. They realized that if our software hadn't shown them that issue, unknown, unknown, they would have had a four and a half hour minimum outage of flights across the U.S. >> That's expensive. >> Quite expensive. Thank you. (Jeff laughs) So early detection, fewer actual issues, so you think, you've got DevOps teams. One DevOps team has an issue, normally the rest of the teams are impacted, they all spend time investigating. With our software, we show the team that's got the issues, that got the problem. We show everybody their collateral damage, don't waste time. So we improve the productivity there and then we help them remediate much earlier without customer impact, so there you are. >> So we're here at the AWS Marketplace Experience. That's a mouthful. But I'd just love to get your perspective on you said specifically you guys are targeting a lot of investment in IP. How does partnering with Amazon and the Marketplace enable you to really build the company differently than, as you said back in the old days, when you didn't have really kind of a distribution opportunity like this? >> Good question, so I guess we started the company as an on-premise product targeting very large corporations. The kinds of customers we have ... HCL the MSP space, Wipro the MSP space, people like GoDaddy, Yahoo, folks like that, and then some financial services. We started in the on-prem world, and as those customers have started their migration to hybrid, it became really clear that Amazon was focusing on that area as well. And what the AWS Marketplace has allowed us to do is massively shorten frankly our sales cycle with our customers with very large scale deals. But also help those customers adopt our software much more quickly as well. It works really well for Amazon, it works really well for our customers, and works really well for us. Earlier value, you had much bigger customer adoption much more quickly and the Marketplace benefits because we help those customers transition over to the Marketplace much more quickly as well. To take advantage of Agile. >> Right, and I don't think a lot of people give enough credit, especially for a smaller company, how hard it is to do business with a big company. Not because of anything with the technology, but just in terms of getting through, getting it, being it approved. >> Commercials. >> Just being an approved vendor, you say the commercials can be the biggest hurdle to actually closing the deal. It has nothing to do with whether the buyer wants to buy it or whether it's a great technology fit. So by using the Marketplace, you basically just taking all that difficulty right off the table. >> The Marketplace has the enterprise contract. If the customer has an enterprise contract, they could just buy our software, no EULA, no commercials with us. That's it, thank you very much. We get paid, everybody's happy. And those customers get to save money as well, but I probably shouldn't say that. (Jeff laughs) And then how's it been just working with Amazon as a partner? Some people are scared. They're like, "You know, they're so big. "And if they find something they like, they're just going to "roll up it in the big machine." So how's it been working with Amazon as a partner? >> Quite amazing actually. I don't want to get to sycophantic with Amazon here, but ... First, we were a tiny company really with 200 people. Okay, we're selling above our weight, I guess, with the customers we have. They changed the Marketplace to do deals for us. I've been amazed. So we founded the company on the principle we wanted to bring joy to our customers, meaning we wanted to be agile, customer focused very customer centric. I've never met a large corporation like Amazon who's so customer focused. So with particular customers, we've done Marketplace transactions. Very high value, very large scale. Amazon's changed the Marketplace in ours to facilitate those deals for the customers. I mean in terms of the engagements we have with the CloudWatch team and the CloudTrial and the AWS management teams, they're working with us on product changes to help those customers for us. It's really, really cool. Totally different experience. Something you don't expect from a very large corporation. >> Well, I think it's great 'cause you have alignment 'cause they really still care abut the customer first. They probably love having you as a partner, but not before they like the customer. It sounds like a good symbiotic relationship. >> It's been really good. >> All right, well, Mike, I'm going to track you down on Thursday night and get your impressions of the show. >> Super. >> Because you're going to be blown away. Thanks for taking a few minutes of your day. >> Thanks very much. Cheers. >> All right, he's Mike. I'm Jeff, you're watching theCUBE. We're at AWS Marketplace and Service Center Experience Hub at the Aria. Come on by. (upbeat music)