>> Announcer: Live from Las Vegas it's theCUBE covering Oracle Modern Customer Experience 2017 brought to you by Oracle. (energetic, bouncy music) >> Hi, I'm Peter Burris, welcome back to our broadcast from Oracle Modern Customer Experience here at the Mandalay Bay in Las Vegas. We've had some great, great, great guests thus far talking about the keynotes, talking about how marketing is evolving, and very importantly talking about how customer experience is becoming a centerpiece of a lot of what businesses are trying to do with marketing playing a significant role. With that in mind, we got a great guest right now. Scott Creighton, is the Vice President of Oracle Customer Experience Industry Solutions. Welcome to theCUBE Scott. >> Thank you Peter. Great to be here. >> Scott, I'm going to pitch you hard first time out the door here, and that is we're seeing a lot of companies go through digital transformation, and everybody has their own definition of digital transformation. >> Scott: Exactly. >> There is always an element of how the channel is transforming, but we don't often talk about sales people and sales. Let's talk a little bit about how digital transformation is manifesting itself in sales organizations. >> Great, Peter you're dead on, so most of the customers we're working with today are going through some form of digital transformation. The primary reason for that is to really enhance the overall customer experience. Kind of as we talked about earlier, it started out as kind of a digital marketing transformation thing to get the right offers at the right time to the customers, and engage with them, and many different channels and devices. What I think customers are learning, and we're helping them with is you have to transform the whole company and especially the sales organization. The question is how does that affect the sales organization? Well the sales organization now has to be as fast, as easy to work with, and transform the processes and the way they interact with the customer through the different product offerings that are now digitized and prepackaged so the sales person now has to be much more of what I call a strategic advisor today, and to leverage the different promotions and things that are going on in marketing, and be aware of those to be able to offer that same interaction with the customer. It's a big change. >> I used to describe marketing, an old style of marketing is what I call offer, respond, fulfill. Where marketing would get together, figure out what the offers were. They'd put them out there. They'd see who responded, and then they'd turn to somebody to fulfill them. >> Scott: Right. >> In this digital world, where we can get more information from the customer, and we can get greater visibility into their requirements that we're moving to a need, match, engage model, where we're listening to the customer, and gathering what their needs are, and then matching so we we can engage more effectively in partnership. The sales person still has a crucial role in that matching process, right? >> Yes, absolutely. You're exactly right, so now when the sales rep gets that lead, that lead is a very rich lead today. You know what products they're looking at, you know what channels they've been involved in. They know what promotions they're looking for, so the customer doesn't want to start the conversation with what do you need, tell me about your business. They want to start it with I've already been evaluating different offers from different companies. You know that now, and what you basically start the conversation with, I saw you looking at this really cool widget we just offered you. Let me tell you how companies like you in your industry have leveraged and benefited from that. The conversation is very, very, different, and then what price point, what promotions, and match that to the customer. Then now we have a much more rich conversation with that customer experience. >> We're not going to ask sales people to become themselves data analysts. >> Scott: No. >> Presumably the software and the solutions are going down to present different options. >> Scott: Absolutely. What types of technologies, new ways of doing things will be necessary so the sales person can be presented with the right set of options so they match with the customer. >> Exactly. You know we've announce some new innovations here. One is around adaptive intelligence. Now rather than the sales rep having to think in their mind and really understand different price points and products, and the configurations, as they're talking to the customer, or they see that original lead come in and they start that conversation, adaptive intelligence is going to be able to give them here's what the best offer is. Here's a recommended step. Here's recommended customers that are like theirs that they could benefit from this product. The sales rep is way more effective now as a trusted advisor, versus being an administrator and trying to mix and match, and look at all the internal systems to figure out what to offer 'em. Based on what that customer has been looking at, and customers like them, what's the next best offer? What are additional add-ons and packages that get served up to the sales rep in the conversation with the customer, in the process flow, to have a much more effective sales effort with that customer. >> It sounds like the sales person's actually part of the process of configuring the solution, and not just hand holding him and walking that customer from expert, to expert, to expert, where the sales person's really almost a passive participant, but just making the introductions. Is that right? >> Yeah exactly, so they're in the process, they look like a trusted advisor, and on top that they don't have to keep all this stuff in their head, or look at spreadsheets, or product catalogs and stuff, the system is serving up the best products available for that customer, based on what their needs are. On top of that now we've also introduced some significant mobile enhancements with virtual assistant and those types of things that the sales rep now can say, what's the latest promotion, right? It'll come back and serve up the latest promotion rather than going through sending emails and phone calls, and calling different people trying to figure out what it is in process, so when they're having that conversation with the customer through the latest mobile technologies, a virtual assistants, and you know leveraging voice recognition. The world for the sales rep's completely changed now. As you're interacting with the customer, the best products, virtual assistant, all these different type technologies are coming together, all on a mobile device. We can sit down on an iPad like this, and have a very robust conversation, but real time meeting your needs in this great customer experience that we're having with the latest products, with the right price. The best part about all that is when you go to hit the order button, now we've got the perfect order for the customer as opposed to a lot of times they're somewhat disappointed. It wasn't quite right. The pricing wasn't right, and now we have a perfect order. The customer gets a perfect delivery of the right product and they're very satisfied. >> In an era in which everybody's concerned about automation taking away jobs, and a lot of folks and commentators saying oh yeah, digital's going to replace sales people. You're suggesting that sales people are going to get more valuable and be made more effective by digital. You're going to augment the sales person's ability to serve the customer. You're not going to replace it. >> No, I actually believe that what every sales person wants to be is a trusted advisor. Unfortunately in today's world, it's very manual in effort. There's a lot of data entry. They're looking a sales forecasts, but everything's on spreadsheets still in terms of pricing and product catalogs. All that becomes automated now. It allows me to be more effective with the customer rather taking quotes two days, three days, a week, I'm quoting real time because the system's serving up the best products at the best price. Now I can be a trusted advisor. I believe every sales rep wants to be a trusted advisor. Now this frees them up to do that while the system's serving up the next best step in sale cycle, the next recommended product, the recommended price, the bundling. We're automating the quoting and the discount approval processes. Those things used to take days, weeks, some cases months on very complex orders. Today we're doing that real time in front of the customer. I can be more effective. I can meet more customers faster, and I can be a true trusted advisor. >> Give me your view. Five years from now... Actually let's make it easier, two years from now. Let's say three years from now. How is the sales person going to be spending their time differently as an consequence of the support that these enabling technologies can provide. >> Sure, so real quick, how do they spend their time today? The way they spend their time today is typically on an iPad or a laptop, logging in, sifting through leads, taking a look at the lead information, cold calling customers. Trying to determine whether it's a qualified lead or not, and walking through a very manual sales opportunity process. Meanwhile they're going to a different system or spreadsheets to put the quote together, and all those systems are usually separate. Let's envision those all on the same platform today such as Oracle Sales Cloud where we have quoting systems, we have the sales processes, we have the analytic tools for sales managers to see better forecasting. Now we have adaptive intelligence. We're using virtual assistants, so literally those processes we just described can be on a smart device such as the iPhone, and I can do all that speaking through the phone saying, I'm with Peter. He's very interested in widget number three. We have a special promotion for that. What's the best price for him? How fast can I get it to him? Okay produce the quote, approve the quote, submit the quote. Now it's an order and we just did that in three minutes or less. >> It used to be for example now, talking about a sales manager. The sales manager used to talk about their A list sales people who were the ones that were willing to go into the system, willing to take a look a the leads, good at discerning which ones were good or bad, good at having that first cold call and turning it into something of value. Now we're not so much talking about A versus B sales people, the system is in fact handling a lot of that, making that more of a level playing field, the A versus B sales person is are you able to help solve the customer's problem faster by using all this content? Have I got that right. >> You're dead on because now we can have 100 people serving up through adaptive intelligence the right product, the next recommended step in the sales stage. What's the recommended collateral and things we need to get to the customer? Everyone gets that same technology, so we're all operating evenly there. Now it's what is your skill in being a trusted advisor, building that relationship. What's the long term relationship, and spending time there knowing everything else is going to be available to you and it's a long term relationship that you're going to be able to build. You're separating sales reps not based on do they know the work arounds within your company to get something done, which is a big problem, because now you need to be a 10 or 15 year veteran and then the new people have a hard time because they don't know the work arounds to get a quote approved, or get a contract done. This is all available now on the platform real time adaptive intelligence through mobile technology, virtual assistant, and everyone has access to that technology. Everyone's trained on that technology and now it's your A people are strategic advisors. >> If we think out over the course of the next couple years, the evolution of some of these digital technologies, the emerging role of the sales person, or how the sales person's going to do thing differently, tie it back to the relationship between sales and marketing. We're here at the Modern Customer Experience show, what is it that marketing folks are going to bring back to the sales people to get them excited about some of these changes, because it's not just marketing, it's got to be the whole engagement team working together. >> Yeah, you're exactly right. What we're getting from marketing now on the Oracle CX platform is very intelligent very rich leads now. They're scored, they're ranked, they're very targeted and now as a sales rep when I get that lead, think of the days of old. We've all been there. You get an email, and maybe a phone number. Today I'm getting a full digital footprint. Where is that customer, and what have they looked at. What have other customers like them, based on their geography, based on their industry would be a propensity to buy what? What I get today from marketing, the digital footprint of where they've been, where they've been looking and what they've been looking at, but I'm also going to get recommended product offers right then and there, so I can start the conversation saying, "Peter I saw you were on the website, you were looking at this product. Guess what, we've got a promotion for it. Do you have any questions about it? Yes, yes, no. Here's a couple really cool things. By the way we have our promotion today. If we add this to it, would that satisfy your needs? Can we go ahead and place this order for you? >> It takes a village to be successful with some of these complex products. Is Oracle actually also then putting a particular individual within a community that's buying some things in a B to B setup for example. Is Oracle also helping to pinpoint that person's role within the broader community within the buying company? Is that something that we're starting to see bought in. >> Absolutely, absolutely. We're using a lot of different capabilities within digital marketing to look at the LinkedIn profiles, to take a look at the social, to look at the different devices that they're on. I know what company he's in, what our relationship is with that company. LinkedIn's a new integration that we've announced here so I can use social capabilities to understand who the buyer is. What is his relationship within the company? Where have we sole in other parts of the company and all that information. >> Peter: Who they were. >> Who they were exactly, and then how do I pull that community together to be able to really narrow in on this one deal and sell this deal. >> You talked a the 15 year old Vet who now knows their way inside my company but it used to be all that, that 15 year old vet was so valued because they knew their around inside the other company. >> Scott: Exactly. >> Now technology's helping us identify how to navigate the complex buying environment a little bit more successfully. >> You're exactly right. I could be you know a brand new sales rep, and then now when I get this digital footprint, I'm also getting the hierarchy of the company, who this person is within that hierarchy, and where we sold within that company, and who those people are. Now I already know what that company relationship is and I may have never even walked in the halls of that company before. Now I can have a very intelligent interaction that says, Peter I saw you looking at this product. Guess what, your business unit in Japan, and so and so in Japan has already bought that product. He's given us a five out of five star rating. Did you know that? No I didn't know that. Okay, great here's his name. Let me introduce you to someone else within your company. >> Then you're happy to sell. >> Scott: Exactly. That's how it works. >> Scott Creighton. Great conversation. Scott Creighton, VP of Oracle Customer Experience Industry Solutions. Thank you very much for joining us in theCUBE today, and we'll be back momentarily with more great interviews from the Oracle Modern Customer Experience show here at the Mandalay Bay in Las Vegas. (energetic, bouncy music)

from the cube studios in Palo Alto in Boston connecting with thought leaders all around the world this is a cube conversation LeBron welcome to the cube studio I'm John Ferrier here in Palo Alto in our remote coverage of the tech industry we are in our quarantine crew here getting all the stories in the technology industry from all the thought leaders and all the newsmakers we've got a great story here about data data compliance and really about the platforms around how enterprises are using data I've got two great guests and some news to announce Kieran our CEO is the vice president of business development with elation and William Murphy vice president of technology alliances of big ID got some interesting news a integration partnership between the two companies really kind of compelling especially now as people have to look at the cloud scale what's happening in our world certainly in the new realities of kovin 19 and going forward the role of data new kinds of applications and the speed and agility are gonna require more and more automation more reality around making sure things are in place so guys thanks for coming on appreciate it Kieran William thanks for joining me thank you thank you so let's take a step back elation you guys have been on the cube many times we've been following you guys been a leader and Enterprise catalog a new approach it's a real new technology approach and methodology and team approach to building out the data catalogues so talk about the Alliance here why what's the news why you guys in Creighton is integration partnership well let me start and thank you for having us today you know as you know elation launched the data catalog a category seven years ago and even today we're acknowledging the leader as a leader in that space you know and but we really began with the core belief that ultimately data management will be drive driven more and more by business demand and less by information suppliers so you know another way to think about that is you know how people behave with data will drive how companies manage data so our philosophy put very simply is to start with people and not first not data and our customers really seem to agree with this approach and we've got close to 200 brands using our data you know our tool every single day to drive vibrant data communities and and foster a real data culture in the environment so one of the things that was really exciting to us is the in been in data privacy by large corporate customers to get their arms around this and you know we really strive to improve our ability to use the tool inside you know these enterprises across more use cases so the partnership that we're announcing with big ID today is really you know Big Ideas the leading modern data intelligence platform for privacy and what we're trying to do is to bring bring a level of integration between our two technologies so that enterprises in better manage and scale their their data privacy compliance capability William talked about big ID what you guys are doing you guys also have a date intelligence platform we've been covering gdpr for a very long time I once called I won't say it again because it wasn't really that complimentary but the reality has sit in and they and the users now understand more than ever privacy super important companies have to deal with this you guys have a solution take a minute to explain big-big ID and what you guys are doing yeah absolutely so our founders Demetri Shirota and Nimrod Beck's founded big idea in 2016 Sam you know gdpr was authored and the big reason there is that data changed and how companies and enterprises doubled data was changing pretty much forever that profound change meant that the status quo could no longer exist and so privacy was gonna have to become a day-to-day reality to these enterprises but what big ID realized is that to start to do to do anything with privacy you actually have to understand where your data is what it is and whose it is and so that's really the genesis of what dimitri nimrod created which which is a privacy centric data discovery and intelligence platform that allows our enterprise customers and we have over 70 customers in the enterprise space many within the Fortune hundred to be able to find classify and correlate sensitive data as they defined it across data sources whether its own Prem or in the cloud and this gives our users and kind of unprecedented ability to look into their data to get better visibility which if both allows for collaboration and also allows for real-time decision-making a big place with better accuracy and confidence that regulations are not being broken and that customers data is being treated appropriately great I'm just reading here from the release that I want to get you guys thoughts and unpack some of the concepts on here but the headline is elation strengthens privacy capabilities with big ID part nur ship empowering organizations to mitigate risks delivering privacy aware data use and improved adherence to data privacy regulations it's a mouthful but the bottom line is is that there's a lot of stuff to that's a lot of complexity around these rules and these platforms and what's interesting you mentioned discovery the enterprise discovery side of the business has always been a complex nightmare I think what's interesting about this partnership from my standpoint is that you guys are bringing an interface into a complex platform and creating an easy abstraction to kind of make it usable I mean the end of the day you know we're seeing the trends with Amazon they have Kendre which they announced and they're gonna have a ship soon fast speed of insights has to be there so unifying data interfaces with back-end is really what seems to be the pattern is that the magic going on here can you guys explain what's going on with this and what's the outcome gonna be for customers yeah I guess I'll kick off and we'll please please chime in I think really there's three overarching challenges that I think enterprises are facing is they're grappling with these regulations as as we'll talked about you know number one it's really hard to both identify and classify private data right it's it's not as easy as it might sound and you know we can talk a little bit more about that it's also very difficult to flag at the point of analysis when somebody wants to find information the relevant policies that might apply to the given data that they're looking to it to run an analysis on and lastly the enterprise's are constantly in motion as enterprises change and by new businesses and enter new markets and launch new products these policies have to keep up with that change and these are real challenges to address and you know with Big Idea halation we're trying to really accelerate that compliance right with the the you know the combination of our tools you know reduce the the cost and complexity of compliance and fundamentally keep up through a single interface so that users can know what to do with data at the point of consumption and I think that's the way to think about it well I don't know if you want to add something to that absolutely I think when Karen and I have been working on this for actually many months at this point but most companies don't have a business plan of just saying let's store as much data as possible without getting anything out of it but in order to get something out of it the ability to find that data rapidly and then analyze it so that decision makers make up-to-date decisions is pretty vital a lot of these things when they have to be done manually take a long time they're huge business issues there and so the ability to both automate data discovery and then cataloging across elation and big ID gives those decision makers whether the data steward the data analyst the chief data officer an ability to really dive deeper than they have previously with better speed you know one of the things that we've been talking about for a long time with big data as these data links and they're fairly easy to pull I mean you can put a bunch of data into a corpus and you you act on them but as you start to get across these silos there's a need for you know getting a process down around managing just not only the data wrangling but the policies behind it and platforms are becoming more complex can you guys talk about the product market fit here because there's sass involved so there's also a customer activity what's the product market fit that you guys see with this integration what are some of the things that you're envisioning to emerge out of this value proposition I think I can start I think you're exactly right enterprises have made huge investments in you know historically data warehouses data Mart's data lakes all kinds of other technology infrastructure aimed at making the data easier to get to but they've effectively just layered on to the problem so elations catalog has made it incredibly much more effective at helping organizations to find to understand trust to reuse and use that data so that stewards and people who know about the data can inform users who may need need to run a particular report or conduct a specific analysis can accelerate that process and compress the time the insights much much more than then it's are possible with today's technologies and if you if you overlay that on to the data privacy challenge its compounded and I think you know will it would be great for you to comment on what the data discovery capability it's a big ID do to improve that that even further yeah absolutely so as to companies we're trying to bridge this gap between data governance and privacy and and John as you mentioned there's been a proliferation of a lot of tools whether their data lakes data analysis tools etc what Big Idea is able to do is we're looking across over 70 different types of data platforms whether they be legacy systems like SharePoint and sequel whether they be on pram or in the cloud whether it's data at rest or in motion and we're able to auto populate our metadata findings into relations data catalog the main purpose there being that those data stewards and have access to the most authentic real time data possible so on the terms of the customer value they're going to see what more built in privacy aware features is its speed but you know what I mean the problem is compounded with the data getting that catalog and getting insights out of it but for this partnership is it speed to outcome what does the outcome that you guys are envisioning here for the customer I think it's a combination of speed as you said you know they can much more rapidly get up to speed so an analyst who needs to make a decision about specific data set whether they can use it or not and know at the point of analysis if this data is governed by policies that has been informed by big IDs so the elation catalog user can make a much more rapid decision about how to use that the second piece is the complexity and costs of compliance they can really reduce and start to winnow down their technology footprint because with the combination of the discovery that big ID provides the the the ongoing discovery the big ID provides and the enterprise it data catalog provided violation we give the framework for being able to keep up with these changes in policies as rules and as companies change so they don't have to keep reinventing the wheel every time so we think that there's a significant speed time the market advantage as well as an ability to really consolidate technology footprint well I'll add to that yeah yeah just one moment so elation when they helped create this marketplace seven years ago one of the goals there and I think we're Big Ideas assisting as well as the trusting confidence that both the users of these software's the data store of the analysts have and the data that they're using and then the the trust and confidence are building with their end consumers is much better knowing that there is the this is both bi-directional and ongoing continuously you know I've always been impressed with relations vision it's big vision around the role of the human and data and it's always been impressive and yeah I think the world spinning in that direction you starting to see that now William I want to get your thoughts with big id because you know one of the things is challenging out there from what we're hearing is you know people want to protect the sensitive data obviously with the hacks and everything else and personal information there's all kinds of regulation and believe me state by state nation by nation it's crazy complex at the same time they've got to ensure this compliance tripwires everywhere right so you have this kind of nested complex web of stuff and some real security concerns at the same time you want to make data available for machine learning and for things like that this is the real kind of things that the problem has twisted around so if I'm an enterprise I'm like oh man this is a pain in the butt so how are you guys seeing this evolve because this solution is one step in that direction what are some of the pain points what are some of the examples can you share any insights around how people are overcoming that because they want to get the data out there they want to create applications that are gonna be modern robust and augmented with whether it's augmented AI of some sort or some sort of application at the same time protecting the information and compliance it's a huge problem challenge your thoughts absolutely so to your point regulations and compliance measures both state-by-state and internationally they're growing I mean I think when we saw GDP our four years ago in the proliferation of other things whether it be in Latin America in Asia Pacific or across the United States potentially even at the federal level in the future it's not making it easier to add complexity to that every industry and many companies individually have their own policies in the way that they describe data whether what's sensitive to them is it patent numbers is it loyalty card numbers is it any number of different things where they could just that that enterprise says that this type of data is particularly sensitive the way we're trying to do this is we're saying that if we can be a force multiplier for the individuals within our organization that are in charge of the stewardship over their data whether it be on the privacy side on the security side or on the data and analytics side that's what we want to do and automation is a huge piece of this so yes the ID has a number of patents in the machine learning area around data discovery and classification cluster analysis being able to find duplicate of data out there and when we put that in conjunction with what elations doing and actually gave the users of the data the kind of unprecedented ability to curate deduplicate secure sensitive data all by a policy driven automated platform that's actually I think the magic gear is we want to make sure that when humans get involved their actions can be made how do I say this minimum minimum human interaction and when it's done it's done for a reason of remediation so they're there the second step not the first step here I'll get your thoughts you know I always riff on the idea of DevOps and it's a cloud term and when you apply that the data you talk about programmability scale automation but the humans are making calls whether you're a programmer and devops world or to a data customer of the catalog and halation i'm making decisions with my business I'm a human I'm taking action at the point of design or whatever this is where I think the magic can happen your thoughts on how this evolves for that use case because what you're doing is you're augmenting the value for the user by taking advantage of these things is is that right or am i around the right area yeah I think so I think the one way to think about elation and that analogy is that the the biggest struggle that enterprise business users have and we target the the consumers of data we're not a provider to the information suppliers if you will but the people who had need to make decisions every single day on the right set of data we're here to empower them to be able to do that with the data that they know has been given the thumbs up by people who know about the data connecting stewards who know about the subject matter at hand with the data that the analyst wants to use at the time of consumption and that powerful connection has been so effective in our customers that enabling them to do in our analytical work that they just couldn't dream of before so the key piece here is with the combination with big ID we can now layer in a privacy aware consumption angle which means if you have a question about running some customer propensity model and you don't know if you can use this data or that data the big ID data discovery platform informs the elation catalog of the usage capabilities of that given data set at the moment the analyst wants conduct his or her analysis with the appropriate data set as identified by the stewards and and as endorsed by the steward so that point in time is really critical because that's where the we can we can fundamentally shrink the decision sight yeah it's interesting and so have the point of attack on the user in this case the person in the business who's doing some real work that's where the action is yeah it's a whole nother meaning of actionable data right so you know this seems to where the values quits its agility really it's kind of what we're talking about here isn't it it is very agile on the differentiation between elation and big idea in what we're bringing to the market now is we're also bringing flexibility and you meant that the point of agility there is because we allow our customers to say what their policies are what their sense of gait is define that themselves within our platforms and then go out find that data classify and catalog at etc like that's giving them that extra flexibility the enterprise's today need so that it can make business decisions and faster and I actually operationalize data guys great job good good news it's I think this is kind of a interesting canary in the coal mine around the trends that are going on around how data is evolving what's next how you guys gonna go to market partnership obviously makes a lot of sense technical integration business model integration good fit what's next for you guys I'm sorry I mean I think the the great thing is that you know from the CEO down our organizations are very much aligned in terms of how we want to integrate our two solutions and how we want to go to market so myself and will have been really focused on making sure that the skill sets of the various constituents within both of our companies have the level of education and knowledge to bring these results to bear coupled with the integration of our two technologies well your thoughts yeah absolutely I mean between our CEOs who have a good cadence to care to myself who probably spend too much time on the phone at this point we might have to get him a guest bedroom or something alignments a huge key here ensuring that we've enabled our field to - and to evangelize this out to the marketplace itself and then doing whether it's this or our webinars or or however we're getting the news out it's important that the markets know that these capabilities are out there because the biggest obstacle honestly to adoption it's not that other solutions or build-it-yourself it's just lack of knowledge that it could be easier it could be done better that you could have you could know your data better you could catalog it better great final question to end the segment message to the potential customer out there what it what about their environment that might make them a great prospect for this solution is it is it a known problem is it a blind spot when would someone know to call you guys up in this to ship and leverage this partnership is it too much data as it's just too much many applications across geographies I'm just trying to understand the folks watching when it's an opportunity to call you guys welcome a relation perspective there that can never be too much data they the a signal that may may indicate an interest or a potential fit for us would be you know the need to be compliant with one or more data privacy regulations and as well said these are coming up left and right individual states in the in addition to the countries are rolling out data privacy regulations that require a whole set of capabilities to be in place and a very rigorous framework of compliance those those requirements and the ability to make decisions every single day all day long about what data to use and when and under what conditions are a perfect set of conditions for the use of a data catalog evacuation coupled with a data discovery and data privacy solution like big I well absolutely if you're an organization out there and you have a lot of customers you have a lot of employees you have a lot of different data sources and disparate locations whether they're on prime of the cloud these are solid indications that you should look at purchasing best-of-breed solutions like elation and Big Ideas opposed to trying to build something internally guys congratulations relations strengthening your privacy capabilities with the big ID partnership congratulations on the news and we'll we'll be tracking it thanks for coming I appreciate it thank you okay so cube coverage here in Palo Alto on remote interviews as we get through this kovat crisis we have our quarantine crew here in Palo Alto I'm John Fourier thanks for watching [Music] okay guys