>>Welcome back to the cubes coverage here in Washington D. C. For a W. S. Public sector summit. I'm john fraser host of the queues and in person event but of course we have remote guests. It's a hybrid event as well. Amazon is streaming amazon web services, streaming all the teams, some of the key notes of course all the cube interviews are free and streaming out there as well on the all the cube channels and all the social coordinates. Our next guest is Melissa Pavlik President and Ceo POV con joining me here to talk about predictive maintenance, bringing that to life for the U. S. Air Force melissa. Thanks for coming in remotely on our virtual cube here at the physical event. >>Excellent, thank you. Good morning >>Show. People have been been um face to face for the first time since 2019. A lot of people remote calling in checking things out kind of an interesting time, right? We're living in so uh what's your, what's your take on all this? >>Sure. I mean it's a new way of doing business, right? Um I will say, I guess for us as a company we always have been remote so it's not too much of a change but it is definitely challenging, especially trying to engage with such a large user community such as the United States Air Force who isn't always used to working as remotely. So it's definitely a unique challenge for sure. >>Well let's get into, I love this topic. You had a real success story. There is a case study with the U. S. Air Force, what's the relationship take us through what you guys are doing together? >>Sure. Absolutely. So we started working with the Air Force now about five years ago on this subject and predictive maintenance. Sometimes you might hear me catch myself and say CBM plus condition based maintenance. They're synonymous. They mean the exact same thing basically. But about five years ago the Air Force was contemplating how do we get into a space of getting ahead of unscheduled maintenance events? Um if the military they're big push always his readiness how do we improve readiness? So to do that it was a big ask of do we have the data to get ahead of failures? So we started on this journey about five years ago as I said and frankly we started under the radar we weren't sure if it was going to work. So we started with two platforms. And of course when I think a lot of people here predictive maintenance, they immediately think of sensor data and sensors are wonderful data but unfortunately especially in an entity such as the Air Force not all assets are censored. So it also opened up a whole other avenue of how do we use the data that they have today to be able to generate and get ahead of failures. So it did start a really great partnership working not only with the individual, I'll say Air Force entities that Air Force Lifecycle Management Center but we also worked across all the major commands, the individual units, supply control, logistics and everyone else. So it's been a really great team effort to bring together all of those but typically would be rather segregated operations together. >>Yeah, they're getting a lot of props lately on a lot of their projects across the board and this one particular, how did you guys specifically help them modernize and with their and get this particular maintenance thing off the ground? >>Absolutely. I think quite simply it was what really we put their existing data to work. We really wanted to get in there and think about they already had a ton of data. There wasn't a need to generate more. We're talking about petabytes of information. So how do we use that and put it into a focus of getting ahead of failure? We said we established basically three key performance parameters right from the beginning it was, we knew we wanted to increase availability which was going to directly improve readiness. We needed to make sure we were reducing mission aborts and we wanted to get ahead of any kind of maintenance costs. So for us it was really how do we leverage and embrace machine learning and ai paired with just big data analytics and how do we take frankly what is more of a World War Two era architecture and turn it into something that is in the information age. So our modernization really started with how do we take their existing data and turn it into something that is useful and then simultaneously how do we educate the workforce and helping them understand what truly machine learning and AI offer because I think sometimes there's everyone has their own opinions of what that means, but when you put it into action and you need to make sure that it's something that they can take action on, right, it's not just pushing a dot moving numbers around, it's really thinking about and considering how their operations are done and then infusing that with the data on the back end, >>it's awesome. You know the old workflows in the cloud, this is legit, I mean physical assets, all kinds of things and his legacy is also but you want the modernization, I was gonna ask you about the machine learning and ai component, you brought that up. What specifically are you leveraging their from the ai side of the machine learning side? >>Absolutely for us, most and foremost we're talking about responsible a i in this case because unfortunately a lot of the data in the Air Force is human entry, so it's manual, which basically means it's open and rife for a lot of error into that data. So we're really focused heavily on the data integrity, we're really focused on utilizing different types of machine learning because I think on the surface the general opinion is there's a lot of data here. So it would open itself naturally into a lot of potential machine learning techniques, but the reality situation is this data is not human understandable unless you are a prior maintainer, frankly, it's a lot of codes, there's not a whole lot of common taxonomy. So what we've done is we've looked at those supervised and unsupervised models, we've taken a whole different approach to infusing it with truly, what I would say arguably is the most important key element, domain expertise. You know, someone who actually understands what this data means. So that way we can in in End up with actionable output something that the air force can actually put into use, see the results coming out of it. And thus far it's been great. Air mobility command has come back and said we've been able to reduce their my caps, which are parts waiting for maintenance by 18%. That's huge in this space. >>Yeah, it's interesting about unsupervised and supervised machine learning. That's a big distinct because you mentioned there's a lot of human error going on. That's a big part. Can you explain a little bit more because that was that to solve the human error part or was it the mix and match because the different data sets, but why the why both machine learning modes. >>So really it was to address both items frankly. When we started down this path, we weren't sure we were going to find right, We went in with some hypotheses and some of those ended up being true and others were not. So it was a way for us to quickly adjust as we needed to again put the data into actionable use and make sure we were responsibly doing that. So for us a lot of it, because it's human understanding and human error that goes into this natural language processing is a really big area in this space. So for us, adjusting between and trying different techniques is really where we were able to discover and find out what was going to be the most effective and useful in this particular space as well as cost effective. Because for us there's also this resistance, you have to have resist the urge to want to monitor everything. In this case we're talking about really focusing on those top drivers and depending on the type of data that we had, depending on the users that we knew were going to get involved with it as well as I would say, the historical information, it really would help us dictate on supervised versus supervised and going the unsupervised route. In some cases there's just still not ready for that because the data is just so manual. Once we get to a point where there is more automation and more automated data collection, unsupervised will definitely no doubt become more valuable right now though, in order to get those actionable. That supervised modeling was really what we found to be the most valuable >>and that makes total sense. You've got a lot of head room to grow into with Unsupervised, which is actually harder as you as you know, everyone, everyone everyone knows that. But I mean that's really the reality. Congratulations. I gotta ask you on the AWS side what part do they play in all this? Obviously the cloud um their relationship with the Air Force as well, what's their what's their role in this particular maintenance solution? >>Sure, absolutely. And I'll just say, I mean we're really proud to be a partner network with them and so when we started this there was no cloud, so today a lot of opportunity or things we hear about in the Air Force where like cloud one platform one, those weren't in existence, you know, five years ago or so. So for us when we started down this path and we had to identify very quickly a format and a host location that would allow us not only handle large amounts of data but do all of the deep analysis we needed to AWS GovCloud is where that came in. Plus it also is awesome that they were already approved at I. L. Five to be able to host that we in collaboration with them host a nist 801 +71 environment. And so it's really allowed us to to grow and deliver this this impact out over 6000 users today on the Air Force side. So for us with a W. S. Has been a great partnership. They obviously have some really great native services that are inside their cloud as well as the pairing and easy collaboration among not only licensed products but also all that free and open source that's out there because again, arguably that's the best community to pull from because they're constantly evolving and working in the space. But a W has been a really great partner for us and of course we have some of our very favorite services I'm happy to talk about, but they've been really great to work with >>what's the top services. >>So for us, a lot of top services are like ec two's work spaces, of course S three and Glacier um are right up there, but you really enjoy working across glue Athena were really big on, we find a commercial service we're looking for that's not yet available in Govcloud. And we pull in our AWS partners and ask, hey, you know when it's going to get into the gulf cloud space and they move pretty quickly to get those in there. So recent months are definitely a theme in blue. Well, >>congratulations, great solution, I love this application because it highlights the power of the cloud, What's the future in store for the U. S. Air Force when it comes to predictive maintenance. >>Sure. I mean, I think at this point they are just going to continue adding additional top driver analyses you through our work for the past couple years. We've identified a lot of operational and functional opportunities for them. So there's gonna be some definitely foundational changing coming along, some enabling new technologies to get that data integrity more automated as well so that there isn't such a heavy lift on the downstream, we're talking about data cleansing, but I think as far as predictive maintenance goes, we're definitely going to see more and more improvements across the readiness level, getting rid of and eliminating that unscheduled event that drives a lot of the readiness concerns that are out there. And we're also hoping to see a lot more improvement and I'd say enhancement across the supply chain because we know that's also an area that really they could get ahead on your part of our other work as we developed a five year long range supply forecast and it's really been opening some eyes to see how they can better plan, not only on the maintenance side but also supporting maintenance from a logistics and supply, >>great stuff melissa. Great to have you on President Ceo Path Con, you're also the business owner. Um how's things going with the business? The pandemic looks like I'm gonna come out of it stronger. Got the tailwind with cloud technology. The modernization boom is here in, in Govcloud, 10 years celebrating Govcloud birthday here at this event. How's business house? How are you doing >>good. Everything has actually been, we were, I guess fortunate, as I mentioned the very beginning, we were remote companies. So fortunately for us the pandemic did not have that much of an operational hiccup and being that a lot of our clients are in the federal space, we were able to continue working and amazingly we actually grew during the pandemic. We added quite a bit of a personnel to the team and so we're looking forward to doing some more predictive maintenance across, not only explaining the Air Force but the other services as well. >>You know, the people who were Agile had some cloud action going on, we're productive and they came out stronger melissa. Great to have you on the cube. Thank you for coming in remotely and joining our face to face event from the interwebs. Thank you so much for coming on cuba >>All right, thank you, john have a great rest of your day. >>Okay. I'm john for here at the cube with a W. S. Public sector summit in person and remote bringing guest on. We've got the new capability of bringing remotes in. We do in person. I'll see you face to face hear the cube and it's like to be here at the public sector summit. Thanks for watching. Mhm. Mhm >>robert, Herjavec

>>And welcome back to the cubes coverage of AWS summit public sector here live in Washington, DC, where we're actually having a physical event, but also broadcasting to a hybrid audience digitally. I'm John, your hosted, like you've got a great panel here. Martin Rieger's chief solutions, officer stack armor, the thin poli who's with Splunk group vice president of partner go to market Americas and public sector, and Troy Bertram, vice president sales, a telos. Good to see you guys. Thanks for coming on. It's great to be. So you guys stuck on them to have a great solution on AWS called faster. Okay. Which is nice name what's what's it all about? >>So faster is about getting cloud service providers to an authorization, to operate with the federal government, uh, basically as fast as possible. It is the collection of threat alert, which is a fed ramp designed solution and boundary solution. That includes all those key security stack components. Uh, primarily our partners over at Splunk and telos. Uh, those products are scripted, streamlined, and designed to get customers there as fast as possible in a compliant manner. >>I love the acronym fast tr faster on AWS. Uh, how did you guys come up with the threat alerts concept? What did, what's this all about? How did it all come together? >>Uh, threat alert was, was born out of one of our primary services, which is migration and, uh, for roughly about a five-year stretch migrating federal agency systems, um, to Amazon, both east, west and gov cloud, uh, we recognized quickly that there was a need to include a security stack of common components, such as vulnerability scanning, uh, security incident event monitoring, uh, as well as a number of other key components designed around the continuous monitoring aspect of it. And so we quickly realized that, you know, the packaging of this solution and putting together a dashboard that allows us to tie everything in, uh, deploy very, very quickly through infrastructure as a code, um, was a vehicle that could help, uh, our customers and CSPs as well as agencies get through the FedRAMP ATO process. Um, quickly >>Talk about the relationship with Splunk and telos. How's this all connecting with? Just what's your role? >>Yeah, so really with the support of NIST and the new Oscar standard, which I'm going to make sure I get the acronym right. Open securities controls, assessment language, or asked gal, um, with our release of Exacta and automation of the compliance standards working with, and the framework, we've been able to look at best of breed partners in the industry, and it is all around acceleration of how can we move faster to deliver the end customer, the controls they need and want in a secure compliant manner. Um, and as someone that served in the government, right, it's, it's passion for the mission. And that's really what brought the three companies together >>And my opinion, by the way, congratulations on Telus going public. You guys do a lot of great cyber work. Congratulations. Now that data is the heart of this. I mean, Splunk that's all you guys do is think about data. How do you guys connect into, into the product? >>Well, it's exactly that really providing that data platform, then they analytics capability to enable the subject matter experts to bring the data to life. Right. And that's what we, that's why these partnerships are so important to Splunk because, uh, they have the subject matter expertise and can really leverage the power of the data platform to provide services to customers. >>Yeah. One of the big trends that's kind of underreported, in my opinion, is that partnerships required to kind of get the cyber security equation, right? This is a huge trend. People are sharing, but also working together. How, how do you guys see that evolving? Because you know, there has to be an openness around the data. There has to be more open solutions. How do you guys see that evolving? Um, >>Well you kind of hit the hammer on the heads. Splunk is, is essentially the heart and soul of our auditing logging and continuous monitoring piece. Um, in terms of, of the relationships and how we all work together. We we've evolved now to a point where we are able to pre-stage customers well in advance. Um, and in working with our partners, uh, tell us on Splunk. By the time we get started with a customer, we, we reduced the amount of time this takes, uh, on average by 40%, um, and even faster with the exact piece because, uh, as, as Troy kind of mentioned, the OSC gal component, um, is the future of accreditation. And it's certainly not limited to fed ramp, but that machine language, that XML Yammel Jason code, we've got things to the point where not only are we deploying Splunk in a, in a scripted pre-configured manner to work with our technology, we're also doing the same thing with Exacta. >>So the controls are three documented for everything that we provide, which means we don't have to spend the time going through the process of saying, okay, tell me what you're doing. We already have that down. The other best of breed type components that were mentioned by Troy. Um, it's the same thing, right? So customers, when they show up, they have a security stack that's ready to go. They already have FIPs compliance for encryption. They already have hardening in place so that when, when they approach us, all they've really got to do is deploy their application and close a very small gap in documentation, which we do with Exacta and then auditors can come in, hit the, they can jump, get what they need out of Exacta. And eventually once everyone else catches up to OSC gal, we'll be connecting systems to other systems and just pushing the package, the days of PDFs. And those are almost gone >>As someone that went through, um, achieving an ATO, the paper process and the Excel spreadsheets. It's a nightmare. And you've got sales engineers, you've got solution architects that are spending their time, not focused on delivering mission outcomes or new products and services to our public sector customers, but on the process and the paperwork, >>Can you share order of magnitude the old way, time wasting versus this solution? What's, what's gained cause that's key. This needs a resources when people are >>Every CFO ad in ISV wants to do two things, right? They want to support the sales efforts to move into the federal or state environment, right? We're talking about fed ramp, but state ramp is upon us now. So they want two things. How do I do this at the lowest cost possible limit my resources that are really expensive on the engineering side and how do I shrink the amount of time? So 40% is a very conservative estimate. I believe that we can continue with implementations of Bosco and other ingestation points, especially across government. We can shrink that time, which reduces the cost immensely >>The time savings day. What about the stack? >>But if you want to put it in perspective, right? I've been doing this since the beginning in 2012, and I've stood up three different three pills. I've audited over 200 companies. I've been doing this a long time. And in the beginning it was an average of 12 months just to get someone ready, just to get ready. That didn't include the audit time. So we've evolved to a point now where on average, that's down to 12 weeks. And that was before the inclusion of the exact piece. We were able to shave off four more weeks with that, to the point where we're down to eight weeks and the government is pushing to try to get towards a 30 day ATO. And I think Oscar was the answer for that. And so to give you an idea of where we were to where we are now, we went from 12 months to 12 weeks. >>That's huge. So the data is the key in here. And then you got faster on AWS. Love the name wa how does that compare to other ATO solutions? How do you guys see that comparing a wonder place? >>I think in terms of the other solutions that are available out there, there, there's a couple key things that, that I think the rest of the market is trying to do to catch up. And one of those is the dashboard technology that we have in place integrates directly with Splunk and with Exacta, it pulls in from all the AWS sources that are available in terms of security and information and centralizes it in one spot. And so nobody else is doing that and we've been doing it for years. And this, this to me, OSS gal, and the addition of the exact component was the next evolution. >>Um, on the partnership side, how do you guys see it evolving? What's next >>More continuous monitoring, I think, right. It's not just about a FedRAMP authorization, but continuous monitoring in general for, for all of our public sector. >>That's day two operations continues ongoing AI operations. There's gotta be some machine learning in here somewhere. Is there? >>Yeah. I'll speak to the partnerships a little bit. And I think even back to AWS, right? Why we're here and it's great to be in person is it's around us working together as an industry and companies, right? The authority to operate on AWS, the ATO and AWS was started to bring like-minded companies together to help solve these problems. Yeah. >>I mean, it's a real benefit. It really shows that you can put a stack together, right. And then save time like that 12 months to 12 weeks. That's what cloud's about right now. Then the question is security. Think you should get that right. That is going to be an evolution. What's the vision of the product? >>Um, well, there's two things around that we, we, we talked about, yes, it's, it's planned prepare authorized, right? That is the current fed ramp mantra and post ATO. The continuous monitoring piece is really a core element. But in terms of the future three PAOs, the third-party assessment organizations that, that audit our customers, that, that we're all preparing together. Eventually they're systems, they're all developing audit systems around. And so where we're going is the auditor will connect to Exacta and they will simply over API or whatever calls they make. They will pull all of that audit information control information, which is only going to accelerate this even more. >>Yeah. I mean, the observability, the data, the automation all plays into more speed, more agility, faster, >>And, and meeting all of the standards, right? Whether it's smart Z or it's HIPAA state Ram home in Austin, Texas Tex ramp is, is a thing, right? How do we help each one of these customers with their own compliance or super smart, >>You know, the business model of reduce the steps it takes to do something, make it easier and faster is a good business model. Wow. >>It's not, it's becoming an ecosystem right. In the sense that, um, you know, Oscar has been under development for three years and, and, and stack armor, we've been supporting some components at NIST, but to the point where, uh, once we eliminate the, the traditional paper, you know, word doc XL PDF, um, and get to a point where everything is tied together. But one there's one important aspect to this is that it's all in boundary. So the authorization boundary is that invisible red line. We draw around everything in scope for an audit. And so that, by the way, is another critical component. The Splunk servers are in boundary. The exact servers are in boundary, which is a huge, huge element to this. >>Yeah. Good. Great. To see the spunk partnership, adding value here with telos, good, your cybersecurity expertise, pulling it all together. It's a great solution. >>It is, and great partners to work with, right? And I know that we will have additional solutions and product offerings in the future. >>Martin treadmill, Bethann. Thanks for coming on the queue. Appreciate it. Enjoy the rest of the show. As we wind down day two of cube live coverage in-person event, AWS public sector summit in Washington, DC. This is the cube. We right back after this short break,

(high intensity music) >> Everyone, welcome back to theCUBE's coverage of AWS Public Sector Summit live in Washington, D.C. Two days of wall-to-wall coverage. I'm John Furrier, your host of theCUBE. Finally, great to be in-person. We had a remote interviews. We have a hybrid event going on. We're streaming everything all over the place. Next guest is Matt Mandrgoc, who's the Head of Public Sector at Zoom. The company that everyone loves and have happy meetings, happening events. Great to see you. >> Thank you for having me today. >> So, I'll say Zoom is in the center of all the action pandemic. Everyone knows what's going on with Zoom. Household name. Company's exceptionally well on the performance side, what's going on in Public Sector? >> It's exciting. You know, over the last 18 months, we've just exploded across all the marketplace, both in federal state, local government and education. And what's exciting is we've just scratched the surface for our customers. So, if you look at what we've done in getting in front of inaugural events, courts, legislation, all kinds of other types of meetings and webinars, getting the message out around the pandemic. It's exciting to know that we have that opportunity to make a difference. Now, part of this whole thing around Public Sector, since we just scratched the surface, what's exciting is how do we start to look forward to the next 12, 24, 36 months in helping our customers? How do we really add value in accelerating that mission value for them? >> You know, Matt, it's interesting. There's two things that happened during the pandemic that I point to and I talk about all the time. The internet didn't break. So, all those service providers that had the pipes, good job, packets from moving around, And Zoom, you guys really saved society and educate, so many use this. Education, government, meetings, courtrooms, I never thought about the speeding tickets. People have to go free Zoom. All this stuff's happening. Now, you've got a partnership with AWS. What's the next level? I'm assuming more immersion, more connections, more integration. What's the next? What's the plan? >> Great question. So, our next step is we looked at this relationship and we were going to customers and go in there, we go in there and then they go in there. There's wasn't any synergy. So, what we decided to do is come together. So, think about this, Zoom and AWS going into our public sector customers, bringing solutions and helping them evolve, innovate, and transform. As they're evolving through this people-centric hybrid network or workplace journey that they're going through. And then the best part about this is these ecosystem of partners that help both of us, and be a part of that process as well. >> Not to toot your own horn, but we just had a remote interview on Zoom connected to our gear here. Here with a guest sitting right here, just now, that's the kind of impact. How is that transformed some of the government agencies, like military for instance? >> Great question. So, we had, one of the things that the, even back in April 2020, the Air force was recognized by military.com for recruiting and how they use to keep their numbers up, to get in front of recruits. And think about this, if I'm a recruiter, I can't drive three hours to go see somebody, find out if they can join or not and come back. Now they could use Zoom, something that people were comfortable with. Ease of use, simple, ingrained in the fabric of people's lives. Now they could have that, keeping their numbers up and being recognized by a two star general for what they did around the recruiting and keeping the numbers up. >> All right. So I'll ask you cause I know you have a federal background with one. You know the industry pretty well, over the years you've stunned. You've seen the old way now, the new way, what's it like at Zoom? Because you guys exploded onto the scene. Been around for a while, but once you hit the tipping point, it was a rocket ship plus the pandemic. Now you come into federal. You've got FedRAMP issues, what do you do? How do you get through all that? >> We were excited about the fact that we're really catapulted us. We were at FedRAMP Impact Level 2, Moderate back in April of 2019. So, what set the groundwork? So when the pandemic occurred, we were able to explode forward, help our customers. Now, we've even looked past that and go, "What do we do next?" DOD Impact Level 4. We have an authorization to operate with conditions from the Department of the Air Force. And it was set as we go through our provisional process with DISA. The exciting part is, our customers can use this. Now, they have a set of conditions. Those conditions are basically guidelines of how to use and set up an IL-4 call. >> So, just Impact Level 4 is just below top secret if I understand that correct, right? >> So, Impact Level 4 allows our customers and the DOD to use it for a CUI, which is Controlled Unclassified Information or FOUO, For Official Use only conversations. >> Got it. And there's six levels, right? >> Yes. >> Five, six is like the ultimate, like- >> yes. >> super top secret, secret. >> Yes. >> Okay, cool. All right. So four is good? >> It's very good. >> So this is interesting, in 2019, you've mentioned that stuff. That kind of highlights the whole Cloud way before the pandemic. The winners and losers tend to see who was winning and who's losing. And I think a lot of agencies realize the ones that were in the cloud early before the pandemic and the ones that didn't get there fast enough are really lagging behind. What's your reaction to that? >> Well, you're absolutely right. And the interesting thing about the pandemic, what it brought forth is a horrible event, but what it brought forth was transformation that customers had to go through. So think of it this way. If a customer, you know, they were at all this equipment sitting on staff, on site and they had to go home. And all of a sudden when they went home, legacy systems could not transform and allow them to evolve into this work from home environment. So, what it brought forth of these systems that were just not capable of being able to scale. And all of a sudden, as they went forward, they were able to go ahead and us. For us, it was easy because ease of use, scalability, innovation, extensibility and security, allowed us to really jump right in there. And as people I mentioned earlier, it became ingrained in the fabric of people's lives. So, the ease of use for everybody made it easy for them to move home. >> Yeah. And that's a big impact. All right. Let me ask about the Amazon Marketplace, AWS Marketplace. News there? Share. >> Yeah. We're excited we announced over the last two days, we've announced our relationship with AWS, and the AWS Marketplace via Kairosoft. So, Kairosoft is a world-class public sector distributor. The great relationship we have there that help us really accelerate this relationship was Amazon already had that AWS Marketplace distributor. We had Kairosoft as our main distributor for all Public Sector, solar suburb. So, the relationship already there and with the integration with Tackle.io, allowed us to really accelerate this relationship and be able to transact for our customers. And you think about the transaction, now our customers can start to leverage AWS contracts and accelerate the pieces that they have across there. >> Talk about the Tackle.io piece, how does that fit in? Cause you've got Kairosoft, Distributor, Zoom, what's Tackle do? They integrate? >> Tackle was just the integration piece allowed us to get these transactions going for back and forth. So, the transaction you think about, a customer will buy through AWS contract. They'll get transacted through the AWS Marketplace at Kairosoft, and it come to Zoom from there. Tackle.io was just the integration piece allowed that to happen. >> Yeah. And just a plug for Tackle.io. Those guys are start-up that's growing really fast. They make it easy. The Marketplace is not that easy. (laughs) Dave McCain would argue with me, but yeah, it's can be unwieldy, but they manage it and make it easier. >> Matt: Well, if you think about typically, if you had direct integration, it would take you many months to get through that process and a lot of times. This helped us, with the Marketplace being at Kairosoft, and Tackle.io, allowed us to really accelerate this relationship. >> I mean, that's a consumption model in the future. I mean, you're looking at, from a Zoom standpoint, you look at the marketplace, that's just more distribution. That's a selling vehicle for you, right? >> Exactly. But it's also, you think, but it's selling people for us. But you think about it from the customer side. If they have a contract already in place and they have consumption, you know, minimums they have to hit and they can be a part of the solution set now that we come together. It really becomes that, "Hey yeah, it's easy to use as a great way." But now we're giving, as we mentioned earlier, an acceleration point for our customers to drive that innovation and quickly procure it. >> Now, you've been around the block on Public Sector. You've seen the waves of innovation over the years. Now, it's kind of like the perfect storm. Multiple waves colliding into a big wave with cloud and with the new normal that's coming. From telemedicine to education, to military, to top secret, to distribution via marketplaces cloud scale, where there's now a new stack emerging, horizontal and vertical. What is your take on that as a industry participant? You're like, "We're putting perspective." Like how big is this compared to what was once other waves? >> Well, you know, what the pandemic brought forth was, as Max mentioned earlier today in his keynote, it really accelerated transformation of people how to do it, which would may take three to five years. Took weeks and months. Now we have the opportunity to go forward and really push this and say, "How do we transform while this pandemic happened?" People are now, the governments are, in education are now looking at transformation on how they accelerate this for the next five to seven years. Because the decisions are making, the money they're settling, and the investments they're making are transforming how they're going to do that. And they realize they cannot do it the way they did it before. >> Well, congratulations in all the success that Zoom, for you and your teammates. Eric, over there as CEO and Collin, and the rest of the team, Ross Mayfield, amongst others. We love you guys. I think you're great company. You really made a dent in the universe in a positive way. I'm looking forward to seeing what's on the roadmap. IOT devices, edge, what's happening? >> Actually, it's great timing of that because we just had our Zoomtopia. So we announced a number of different innovative things that we've done out there, white boarding and such. That really is going to come forward. So I would encourage everybody to go to the Zoom website, look at some of the videos we had from Zoomtopia. Talked about some of the actual, really cool innovative things that we've done. >> John: Yeah. Yeah. I mean, almost imagined was the camera technology, the collaboration technology, things are going to be a little bit different. It's not going to be what people think it's going to be. It might look different. What's your view on that? >> I think it's going to look different than it was a year ago. I think it's going to look different than two years from now. And so, with innovation, we look at, we have hundreds of different innovative things that occurred out there. So we look at, you know, virtual classrooms, things that they have out there to change the environment, to make that feel like it's a real life experience. And that's what makes the difference on us. >> You know, I watched companies like Facebook saying, they're going to drop 50 million into metaverse for the next two years. They're throwing engineers at it. But all it points down to is a better user experience. That's the goal, right? To make that user experience immersive, clean, elegant, simple but effective. >> Yeah. It's intuitive. It's the number one thing I hear form every single person. They want something easy to use when the send them home, they want to be able to turn it on for it to work. And we had one department, one agency has sent people home. They found the productivity was doing so well that they actually have decided to hire people in different parts of the country. It's very specialized group around, it moved the D.C. area. Now it's changed the whole scope of how you bring people in with these different skillsets, how not having a move to an area. We'll be able to leverage them at a remote location, but really embrace that expertise. >> Matt, thank you for coming on theCUBE, Matt Mandrgoc, Head of Public Sector. U.S. Public Sector for Zoom. A name you're going to keep hearing about more and more. It's not going away. Establish themselves as the leader in collaboration, certainly video meetings, conferences, events. Thanks for coming on. >> Matt: Thanks for having me on theCUBE. >> Okay. Well, more coverage from a live personal in-person event with remote Zoom's coming in as hybrid. It's theCUBE coverage of AWS Summit 2021, here in Washington, DC. I'm John Furrier. Thanks for watching. (soft music)

>> Welcome back to theCUBE's covering of AWS Public Sector Summit. In-person here in Washington, DC. I'm John Furrier, your host, great to be back face to face. We've got a great, special guest Clint Crosier, who is the Director of AWS' Aerospace & Satellite. Major General of The Air Force/Space Force. Retired. Great to see you in person again. Thanks for coming on theCUBE. >> Thank you for having me. I appreciate that. >> First of all, props to you for doing a great job at Amazon, bringing all your knowledge from Space Force and Air Force into the cloud. >> Thank you. >> So that's great, historical context. >> It's been valuable and it's provided a whole lot of insight into what we're building with the AWS space team, for sure. >> So number one question I get a lot is: We want more space content. What's the coolest thing going on in space? Is there a really a satellite behind the moon there, hidden there somewhere? What's the coolest thing going on in space? >> Well, the coolest thing that's going on in space, I think is you're seeing the rapid growth of the space industry, I mean, to me. I've been in the space industry for 34 years now, and there have been periods where we projected lots of growth and activity and it just didn't really come about, especially in the 80's and the 90's. But what we're seeing today is that growth is taking place. Whether it's the numbers of satellites that are being launched around the globe every year, there's some 3,000 objects on orbit today. Estimates are that there'll be 30,000 objects at the end of the decade, or the number of new companies, or the number of global spinning. It is just happening right now, and it's really exciting. >> So, when people say or hear space, there's a lot of economic changes in terms of the cost structures of how to get things deployed into space. That brings up the question of: Is space an opportunity? Is it a threat vector? What about congestion and security? >> Yeah, well three great things, absolutely an opportunity. We're seeing the rapid growth of the space industry, and we're seeing more commercialization than ever before. In my whole career, The Air Force or, NASA, or the NRO would sort of, hold things and do them themselves Today, you're seeing commercial contracts going out from the National Reconnaissance Office, NASA, from The Air Force, from the Space Force. So lots of opportunity for commercial companies. Security. Absolutely, priority number one should be security is baked into everything we do at AWS. And our customers, our Government classified customers tell us the reason they came to AWS is our security is top notch and certified for all their workloads. And as you well know, we have from unclassified all the way up to top secret capabilities on the AWS cloud. So just powerful opportunities for our customers. >> Yeah. And a lot of competitors will throw foot on that. I know, I've reported on some of that and not a lot of people have that same credential. >> Sure. >> Compared to the competition. >> Sure. >> Now I have to ask you, now that you have the top secret, all these clouds that are very tailorable, flexible with space: How are you helping customers with this Aerospace Division? Is it is a commercial? In the public sector together? What's the... >> All of the above. >> Take us through the value proposition. >> Yeah, happy to do this. So what we recognized over the last two years or so we, at AWS, recognized all this rapid growth that we're talking about within the space industry. Every sector from launch to on-orbit activities, to space exploration, all of it. And so AWS saw that and we looked at ourselves and said: "Do we have the right organization and expertise in place really to help our customers lean into that?" And the answer was: we decided to build a team that had deep experience in space, and that was the team that we grew because our thesis was: If you have a deep experience in space, a deep experience in cloud, you bring those two together and it's a powerful contribution. And so we've assembled a team with more than 500 years of collective hands-on experience, flying satellites, launching rockets. And when we sit down with our customers to innovate on their behalf, we're able to come up with some incredible solutions and I'm happy to talk about those. >> I'd love to, but tell you what, first of all, there's a lot of space nerds out there. I love space. I love space geeking out on the technology, but take us through the year you had, you've had a pretty incredible year with some results. You have that brain trust there. I know you're hiring. I know that people want to work for you. I'm sure the resumes are flying in, a lot of action. >> There is. >> What are the highlights from this year? >> So the highlights I think is, we've built a team that the industry is telling us was needed. Again, there was no organization that really served the space cloud industry. And so we're kind of building this industry within the industry, the space cloud industry. And so number one, just establishing that team and leaning into that industry has been valuable. The other thing that we're real proud of is we built a global team, because space is a global enterprise. We have teams in Europe and in Asia and South America here in the U.S., so we built a global team. One of the things that we did right up front, we weren't even six months old, when we envisioned the idea of doing the AWS Space Accelerator. And some of the folks told me: "Clint, six months under your belt, maybe you ought to get your feet under you." And I said: "No, no. We move fast to support our customers." And so we made a call for any space startup that wanted to come on board with AWS and go through our four week Space Accelerator. We partnered with Sarah from Capital. And the idea was: if you're a small company that wants to grow and build and learn how you can use the cloud to gain competitive advantage, come with us. And so John, I would have been happy if we had 50 companies applied, we had 194 companies across 44 countries that applied to our accelerator. We had to down select a 10, but that was a tremendous accomplishment, two of those are speaking this afternoon, where they met each other at our accelerator and now have formed a partnership: Ursa Space and HawkEye 360 on how they build on the cloud together. Fascinating. >> Well, I love that story. First of all, I love the military mindset. No, we're not going to wait. >> Move it out. >> It's not take that hill, it's take that planet. >> Our customers won't wait, innovation, doesn't wait, the future doesn't wait. We have to move out. >> So, this brings up the entrepreneurship angle. We got there a little early, but I want to talk about it because it's super important. There's an entrepreneurial culture happening right now in the space community >> There is. At large, and it's getting bigger and wider. >> Bigger every day. >> What is that? What if someone says: "Hey, what's going on with entrepreneurship in this space? What are the key dynamics? What's the power dynamics?" It's not money, there's money out there, but like what's the structural thing happening? >> The key dynamic, I think, is we're seeing that we can unlock things that we could never do before. And one of our goals is: the more space data we can make more accessible to more people around the world. It unlocks things we couldn't do. We're working with space companies who are using space data to track endangered whales off the coast of California. We're working with companies that are using space data to measure thermal and greenhouse emissions for climate change and climate management. We're working with one company, Edgybees, who has a small satellite constellation, and they're using it to build satellite based, augmented reality, to provide it to first responders as they go into a disaster response area. And they get a 3D-view of what they're going into. None of those workloads were possible five years ago. And the cloud and cloud-based technologies are really what opens those kinds of workloads up. >> What kind of higher level services do you see emerging from space cloud? Because you know, obviously you have to have some infrastructure. >> Absolutely. Got to put some stuff into space. That's a supply chain, reliability, also threat. I mean, I can have a satellite attack, another satellite, or I'm just making that up, but I'm sure there's other scenarios that the generals are thinking about. >> So space security and cyberspace security is critical. And as I said, it's built into everything we do in all of our platforms, so you're absolutely right about that, but when we think about the entrepreneurship, you know, what we're seeing is, and I'll give you a good example of why the industry is growing so fast and why cloud. So one company we work with, LeoLabs. So Leo identified the growth in the LEO: Low Earth Orbit segment. 3,000 objects on orbit today, 30,000 tomorrow. Who's going to do the space traffic management for 30,000 objects in space that are all in the same orbital regime? And so LeoLabs built a process to do space traffic management, collision avoidance. They were running it on premises. It took them eight hours to do a single run for a single satellite conjunction. We got them to help understand how to use the cloud. They moved all that to AWS. Now that same run they do in 10 seconds. Eight hours to 10 seconds. Those are the kind of workloads as space proliferates in and we grow, that we just can't execute without cloud and cloud-based technologies. >> It's interesting, you know, the cloud has that same kind of line: move your workloads to the cloud and then refactor. >> Yeah. So space workloads are coming to the cloud. >> They are. >> Just changing the culture. So I have to ask you, I know there's a lot of young people out there looking for careers and interests. I mean, Cal poly is going into the high school now offering classes. >> Yeah So high school, there's so much interest in space and technology. What is the cultural mindset to be successful? Andy Jassy last year, reading and talk about the mindset of the builder and the enterprise CXO: "Get off your butt and start building" There's a space ethos going on. What is the mindset? Would you share your view on it? >> The mindset is innovation and moving fast, right? We, we lived, most of my career, in the time where we had an unlimited amount of money and unlimited amount of time. And so we were really slow and deliberate about how we built things. The future won't wait, whether it's commercial application, or military application, we have to move fast. And so the culture is: the faster we can move, The more we'll succeed, and there's no way to move faster than when you're building on the AWS cloud. Ground station is a good example. You know, the proposition of the cloud is: Don't invest your limited resources in your own infrastructure that doesn't differentiate your capability. And so we did that same thing with ground station. And we've said to companies: "Don't spend millions of dollars on developing your own ground station infrastructure, pay by the minute to use AWS's and focus your limited resources back in your product, which differentiate your space mission." and that's just been power. >> How is that going from customer perspective? >> Great. It's going great. We continue to grow. We added another location recently. And just in the last week we announced a licensed accelerator. One of the things our customers told us is it takes too long to work with global governments to get licensed, to operate around the world. And we know that's been the case. So we put together a team that leaned in to solve that problem, and we just announced the licensed accelerator, where we will work with companies to walk them through that process, and we can shave an 18 month process into a three or four month process. And that's been... we've gotten great response on that from our company. >> I've always said: >> I remember when you were hired and the whole space thing was happening. I remember saying to myself: "Man, if democratization can bring, come to space" >> And we're seeing that happening >> You guys started it and you guys, props to your team. >> Making space available to more and more people, and they'll dazzle us with the innovative ways we use space. 10 years ago, we couldn't have envisioned those things I told you about earlier. Now, we're opening up all sorts of workloads and John, real quick, one of the reasons is, in the past, you had to have a specific forte or expertise in working with space data, 'cause it was so unique and formatted and in pipeline systems. We're making that democratized. So it's just like any other data, like apps on your phone. If you can build apps for your phone and manage data, we want to make it that easy to operate with space data, and that's going to change the way the industry operates. >> And that's fundamentally, that's great innovation because you're enabling that. That's why I have to ask you on that note Of the innovation trends that you see or activities: What excites you the most? >> So a lot of things, but I'll give you two examples very quickly: One is high-performance compute. We're seeing more and more companies really lean in to understanding how fast they can go on AWS. I told you about LeoLabs, eight hours to 10 seconds. But that high-performance computes going to be a game changer. The other thing is: oh, and real quick, I want to tell you, Descartes Labs. So Descartes Labs came to us and said: "We want to compete in the Annual Global Top 500 supercomputer challenge" And so we worked with them for a couple of weeks. We built a workload on the AWS standard platform. We came in number 40 in the globe for the Top 500 super computer lists, just by building some workloads on our standard platform. That's powerful, high-performance compute. But the second example I wanted to give you is: digital modeling, digital simulation, digital engineering. Boom Aerospace is a company, Boom, that we work with. Boom decided to build their entire supersonic commercial, supersonic aircraft, digital engineering on the AWS cloud. In the last three years, John, they've executed 6,000 years of high-performance compute in the last three years. How do you do 6,000 years in compute in three years? You spin up thousands of AWS servers simultaneously, let them do your digital management, digital analysis, digital design, bring back a million different perturbations of a wing structure and then pick the one that's best and then come back tomorrow and run it again. That's powerful. >> And that was not even possible, years ago. >> Not at that speed, no, not at that speed. And that's what it's really opening up in terms of innovation. >> So now you've done it so much in your career, okay? Now you're here with Amazon. Looking back on this past year or so, What's the learnings for you? >> The learning is, truly how valuable cloud can be to the space industry, I'll admit to you most people in the space industry and especially in the government space industry. If you ask us a year ago, two years ago: "Hey, what do you think about cloud?" We would have said: "Well, you know, I hear people talk about the cloud. There's probably some value. We should probably look at that" And I was in the same boat, but now that I've dug deeply into the cloud and understand the value of artificial intelligence, machine learning, advanced data analytics, a ground station infrastructure, all those things, I'm more excited than ever before about what the space industry can benefit from cloud computing, and so bringing that, customer by customer is just a really fulfilling way to continue to be part of the space industry. Even though I retired from government service. >> Is there a... I'm just curious because you brought it up. Is there a lot of people coming in from the old, the space industry from public sector? Are they coming into commercial? >> Absolutely. >> Commercial rising up and there's, I mean, I know there's a lot of public/private partnerships, What's the current situation? >> Yeah, lots of partnerships, but we're seeing an interesting trend. You know, it used to be that NASA led the way in science and technology, or the military led the way in science and technology, and they still do in some areas. And then the commercial industry would follow along. We're seeing that's reversed. There's so much growth in the commercial industry. So much money, venture capital being poured in and so many innovative solutions being built, for instance, on the cloud that now the commercial industry is leading technology and building new technology trends that the military and the DOD and their government are trying to take advantage of. And that's why you're seeing all these commercial contracts being led from Air Force, Space Force, NASA, and NRO. To take advantage of that commercialization. >> You like your job. >> I love my job. (laughing) -I can tell, >> I love my job. >> I mean, it is a cool job. I kind of want to work for you. >> So John, space is cool. That's our tagline: space is cool. >> Space is cool. Space equals ratings in the digital TV realm, it is really, super exciting a lot of young people are interested, I mean, robotics clubs in high schools are now varsity sports, eSports, all blend together. >> Space, robotics, artificial intelligence, machine learning, advanced analytics. It's all becoming a singular sector today and it's open to more people than ever before, for the reasons we talked about. >> Big wave and you guys are building the surf boards, everyone a ride it, congratulations. Great to see you in person. >> Thank you. Again, thanks for coming on theCUBE, appreciate that. >> Thanks for having us. >> Clint Crosier is the Director of AWS Aerospace & Satellite. Legend in the industry. Now at AWS. I'm John Furrier with theCUBE. Thanks for watching.

(upbeat music) >> Live in Washington, DC. This is day two of two days of coverage. I'm John Furr, your host. We're in person face-to-face event it's kicking off day two. Dave Levy's here, Vice President of US government Nonprofit and healthcare businesses for AWS Public Sector. Dave, great to see you again, welcome back. >> Dave: Great to see you, John. >> So, great time last time we were in person, 2019, looks like the event, the last year was virtual, what's new? >> Well, first of all, I think it's just exciting. I mean, I'm excited to be back and in-person and so much has happened in our personal lives in our communities and so I'm really glad that we can all be together and it's been great so far. >> I was talking yesterday with some folks and I saw people doing some networking. I heard someone, "Hey, I'm want to hire someone." So, the face-to-face is back, we're also streaming. Max Peterson told me they're pushing it everywhere on Facebook, LinkedIn, Twitter, everywhere, Twitch, so free content, but still a lot of registrations here in person, good stuff. >> Yeah, great registrations. We're thrilled with the support from partners and customers. And also too, like you said, the connections that people are making, so it does feel good that things are flowing and people are having conversations and- >> Well, you got healthcare, nonprofits, US government, healthcare has been a big focus so far in this show. A lot of action, local governments, governments and healthcare seem to be like pandemic enabled to change. What's the update? What's the highlights so far for you? >> Well, I think the highlights are in those areas that, what we've been able to help our customers with is the ability to respond and that's what Cloud is all about and their ability to react and to respond to things that they don't necessarily know is going to happen and the big thing that none of us knew was going to happen was the pandemic. And so that ability and agility and preparedness to respond has really been great to see from a lot of those customers. >> You know, Max Peterson had the CIO from the Air Force up on stage and she's known for her comments about data and data's our data, the US Air Force and so data's big part of it. They are having a transformation and the how's that project going? What's the update there? What's your impression on that? >> Yeah, well, it was great to see the Air Force on stage and great to see Laura up there and we're really proud to support the DOD and the Air Force. And the Air Force has a lot to be proud of in their transformation journey and what they're doing with Cloud One is pretty substantial and amazing transformation for them. And then they've got 35 applications running on AWS. And so we think their progress is really good and they're thinking the right way in terms of their software factories and other types of projects. >> What's interesting is it's watching like who's adopting, it's like you look at like the pandemic has really opened up the view of the projects, which ones are doing well. And how do I say this politely? The projects that were being blocked or hidden, or the KPIs camouflaging the value were exposed because I mean, once that pulled back the curtain, people realized, "Oh my God, we're stuck," Or "we're inadequate, we are antiquated. We need to change," because now the pressure to deliver shifted to digital. I mean, this literally exposed the good, bad, and the ugly. >> It did and some were more prepared than others. There are great examples. We worked with the SBA to help expand the portal for the payroll protection program to get more lenders access faster. And that was a great project. They were able to respond really quickly and we were able to support them in that. Others, not so much. I think it you're right, it did expose that there's an opportunity. There's an opportunity to accelerate some of the things that they were doing already in terms of digital transformation. >> How about the GovCloud and the federal customers that you have, what's the traction point? How has that going? Is there a new generation here? >> GovCloud has been a great success. GovCloud it's our- >> John: 10-year anniversary. >> It's our 10-year anniversary, so we're thrilled to celebrate that. I can't believe it's 2011. >> EC2 is 15. Is that 315? I guess 15, too is SQS, the original building blocks. >> So, we've got a lot of great success through GovCloud and GovCloud was really something that was born out of what customers wanted, primarily federal customers. But we've also seen over the last few years, real adoption from regulated industry, real adoption from partners that are going into GovCloud that really want to take advantage of the security and compliance that federal customers need and the larger defense industrial base organizations need. So, GovCloud's been a fabulous success and expect I expect a lot of growth going forward. >> Yeah, is there a cultural shift in the federal government now? I can imagine some countries have been exploring this. I did talk briefly about it with Ms. Shannon Kellogg and John Wood, about how, if you're under the age of 40 and you work in the federal government, you got to be like, "Why aren't we doing this?" Like there seems to be like a cultural shift, younger generation coming in and be like, looking at the old way and be like, "Why are we still doing that?" >> Well, I think look bipartisan support for digital transformation, for making sure that we have the competitive edge for generations and generations to come in the US both in business and in defense and national security, I think is an imperative. I mean nobody I've talked to disagrees that we need to do this. And I think that younger workforce coming in behind I'm jealous of the 40-year olds, I wish I was under 40, but none of workforce really sees the obstacles that maybe previous generation saw these emerging technologies are becoming, the basic unit of computer's getting smaller, the cost to do these things is coming way down and I think that younger workforce says, "Why aren't we doing this?" >> Yeah and I think the Air Force projects are interesting too because that shows us not just about the CIA or the DOD that you have, they're leaning into production workloads, and the mission critical workloads too, the DOD is also now continuing to adopt. What else are you guys doing with the DOD? >> Well, we're partnering with GDIT on milCloud and that's going to give DOD mission owners access to a whole suite of AWS services. So, we're really excited about that. And those are available now. We're the only Cloud provider that's making that accessible to them on milCloud. And so this is going to open up the opportunity for them to start doing that mission work that you described. A good example of that are programs like ABMS, Air Force's Advanced Battle Management System. It's part of their effort around JADC2 and a great set of capabilities that they're delivering there. We're happy to have participated. We did some testing and some show intel, if you will at Ramstein Air Force Base and we're really proud to support that effort and we're excited about what the Air Force is doing. >> You know, I've always been impressed with the DOD when the tactical edge concept came out, that was very impressive because they're really using the data properly and I know Amazon has been doing well in this area because you've got things like Outpost, Wavelength, Snowball products. How's that edge piece developing? Do you see that becoming more critical now? >> It's absolutely critical. It's not becoming critical, it is critical and I think if you look at what the DOD and all of their partners are trying to accomplish, it's really moving all of that data around from the very edge in theater, back home to where it needs to be analyzed, doing it fast, doing it secure, being able to deliver on their missions and that's what this is all about. So, we see huge, huge opportunities to really innovate around the edge. >> Yeah, the data equation really is fascinating to me. Just when you think about things like words, highly available versus high availability means something 'cause you're going to want real time, not just on available data, you got to have it real time so the pressure around these projects are high. And so technically, you've got to have low latency on all this stuff. >> That's true, that's true. You've got to either have near real time or real-time availability and in many cases there's high stakes. So, the ability the DOD to pull this off is really, really important and we're a big supporter of that. >> Dave, I want to get your perspective because you've been in the industry, you've seen that the ways, we talked before cameras about the '90s and data centers and stuff. 10 years of GovCloud, look at public sector, just to look at the 10 years, interesting evolution. I mean, you couldn't give Cloud a wait 15 years ago. They weren't moving, glacier speed of adoption, now, massive adoption, uptakes there, the transformations are happening, migrations are huge, healthcare, which is like silo the data, HIPAA compliance lock everything down, everything's opening up. This is causing a lot of change. What's your reaction to that? >> Well, my reaction to that is I think customers are starting to connect what their outcomes are, whether it's a business outcome or a mission outcome or both to what Cloud can actually do. And I think that's freeing them up to make decisions about enabling Cloud in their environment, enabling experimentation, because that's what you want. You don't know what you're going to be faced with. We don't know what the threats are. We don't know if there's going to be another major pandemic. We hope there's not, but we don't know and if you set goals around your outcomes for mission and tie those, Cloud becomes such an enabler for that. And I see customers embracing that. Customers across the spectrum, nonprofit, healthcare providers, everybody, Homeland Security, VA, they're all thinking about, "What are the mission outcomes we're trying to drive?" >> Yeah, what's interesting too on that is that, just to point out is that the applications now aren't as complex to build relatively to the speed. In other words, you can get the time to value. So, the pandemic showed people that if you were in the Cloud and had that agility or optionality to be agile, you could write software 'cause software is the key in this, and not let's do the waterfall, 12-weeks assessment, 10-month rollout. Now people are doing it in 10 days, new applications. >> Sure, sure. Well, I tell customers a lot, "Think about McDonald's during the pandemic and think about customers like that who had to react to a new environment of delivery and your fast food fresh and how quickly companies like that are able to roll out capabilities." And I don't know that federal customers will be able to do it in a week or two weeks, but it's certainly possible. And it certainly will shorten that lead time that they have now in their software development. >> Well, great to see you, Dave. Is there any customers you want to highlight and you want to talk about, get a plug in for? >> Yeah, a lot of great customers here representing today and we're really appreciative also just want to say it was really great to see Max on stage for his first summit and think it was great to see Laura and others as well too. We've got some great customers coming here, The Veteran's affairs is going to be here as well as the Navy presenting on a lot of their capabilities today. So, I'm really excited about that. >> Yeah, a lot of action and education, healthcare, really blooming, really changing and modernizing. Big-wave migration, modernization, all kinds of the big wave. >> Yeah, it is. Yeah, big things coming and some of these systems are ready, so these systems are 40 and 50 years old and we're here to help these customers deliver on the agility and the extensibility of these systems to really serve citizens. >> What's your outlook for next year? What are you seeing next year so happening? How do you see everything unfolding? So you mentioned the pandemic, we're still in it, Delta Virus, who knows what's going to happen next, the world stage is changing, the global economy, space. >> I see customers really leaning in and starting to see the benefits of moving their data to the Cloud, number one, and then also to getting the insights using AI and ML to really drive the insights that they need to make the decisions on that data and I see more and more customers doing that. I did a panel this week, moderated a panel with some great customers around that and getting started is probably the biggest thing that I see and we're going to have more and more customers getting started. >> Yeah, getting into the Cloud. Congratulations to milCloud by the way, too. That was a good call out. All right, thanks for coming, I appreciate it. >> John: Yeah, thanks, Sean. >> Okay, keep coverage here. The Public Sector Summit, live in Washington, D.C. in-person event also hybrid we're streaming out. We're doing remote interviews and Amazon is streaming all the keynotes and key sessions for the digital folks out there. Thanks for watching. (upbeat music)

>>Mhm Hello and welcome back to the cubes coverage of 80 of his public sector summit live for two days in D. C. In person. CuBA's here is an expo floor that people face to face down here. Adriana guest co founder and Ceo of Girls in tech cube alumni friend of the cube. We've known her for a long time. Watch their success really making an impact. Great to see you. Thanks for coming on. >>Wonderful to see you, john, thanks so much for having me. >>You know, one of the things that Sandy carter talks about matt max Peter talks about all of the Amazonian leadership that's about is skills training. Okay, this is a big deal. Okay, so getting talented to the industry is critical and also diversity and women attacking underrepresented minority groups are key. This has been a look at constant focus, you've been successful and and convincing folks about tech and working hard, what's the update, >>wow. So the reason why we're here, not only as Sandy carter are amazing chairman of the board of six plus years, but I heard we heard so many pain points from several of our partners as well as our good friends over at the White House and the Department of State and many other public sector agencies that there is a deficit. It's been very difficult to find diverse groups of talent and talent period to join their companies and populate those important I. T. Jobs stem jobs, whether it's very very technical or more data driven or more sort of design focus, product development focus across the board it's been very hard for them to find talent for those jobs. So girls in tech has partnered with AWS to create an initiative called the next generation public sector leaders and really focusing on creating awareness on career development opportunities for up and coming talent diverse talent that is curious and interested in job opportunities and educational opportunities within the public sector. So it has multi tiers, right? And it's something that we've devised based on the need and based on a lot of data and a lot of interviews from a lot of our partners and within the A. P. N. Network and we're doing a mentorship program which is a six month long program matching these amazing public sector executives, really accomplished leaders as well as our members from around the world um to connect and expose them and provide that nurturing, fostering mentality so that they can succeed in their careers. So >>eight of us getting behind this mission. Yes. And public sector is really fast growing changing. You start to see a lot of public private partnerships go on. So not just the old school public sector business, I mean the pandemic has shown the impact of society. So what does that do for the melting pot of talent out there? Have you seen anything out there? And how does that relate to this? Is that helped you at all or what's that does that mean for the mission? >>So there is a melting pot of talent. I just think we need to do a better job of creating awareness and really knowing where that talent lives. Like what are the blogs that they read? What are the videos that they watch and listen to? Where are they? Right. And we need to do the hard work and investigating and understanding like taking a more empathetic approach to really finding out what um how we can access them what their needs are. What are the things that interest piqued their interest within these jobs within the public sector um And customize it and market it so that they'll be eager and excited. Um And it would be more appealing to them. >>So I looked at the press release I just want to get your reaction to something you got evening with the experts. It's an in person event. >>Yes. When >>is that? Is that here is that going to be on your own event? What's that about? >>All the events that are going to be in person? Will be in D. C. Um There will be some virtual events as well. Our mentorship program is all virtual six month long program with curriculum and matchmaking on a platform that we use the evening with the experts which is a panel discussion with experts from a A. W. S. And beyond the A. P. N. Network. We'll talk about challenges and technology opportunities within a career development and also jobs. Um Well do recruitment like on the fly type of activities as well. Speed and speed interviewing, speed networking? Um We also have a few other programs, our webinar which is about the next gen public sector opportunities and this is more about the challenges that people face that companies face and the new technologies that will be launched very soon. And we're doing a widget on our jobs board to highlight the new career opportunity, new job opportunities from all of the public sector partners. We work with >>a very comprehensive, >>It's very comprehensive on the six >>month guided mentorship program. How does someone get involved in applications? How what's that going on there? >>It will be an application process and we will promote it to anyone who signs up to our newsletter. So go to Girls in tech dot org. Sign up for our newsletter and we will be posting and sharing more information on how people get involved. But we'll definitely send custom uh E. D. M essentially promoting to the people who are here at the conference and also through our Girls in tech D. C. Chapter as well. >>So I have to ask you, I know you've been really busy, been very successful. You've been out and about what's the trend line looked like? Well >>not for the last few years though, >>you've >>been in lockdown now. >>You've been working hard, you know have not not about now. You >>are not >>about what's the temperature like now in terms of the pulse of the industry relative to progress, what's what's what are you finding, what's the current situation >>progress for women in tech in the industry. So Since I started girls in tech in 2007, we've made A lot of progress, I would say it's a lot slower than I thought it would be, but you do see more and more women and people representing bipac actually apply for those jobs. We it is astronomically different than 2006, when I started in my first startup and there's a lot more mentorship, There are a lot more organizations out there that companies are more accountable with the R. G. Groups and they're changing their policies, are changing their training programs are having more off sites, there's now technologies that focus on tracking uh productivity and happiness of employees so that like all of that did not exist or I should say none of that existed, you know? And so we worked hard, we've worked hard, but it takes a village, it takes a lot of different people to create that change. And now one of girls in text mission is not just providing that education that community, that mentorship, we want to get the corporate involved, we want to teach the corporate about D and I training the importance of diversity, different tactics to recruit uh so on and so forth. And and it's been so amazing, so inspirational, I love, I started working more in partnerships and having our monthly calls with partners because I love it. I love collaborating to >>recruit good peer group around you to accelerate and create more territory of awareness and impact more people can get their hands involved. And I think to me that's what I think you're starting to see that with podcasts and media people are starting to go direct to tell their story, apps are out there now as you mentioned. So, but I feel like we're on a crossover point coming soon, totally thinks it's different. Um, but it's still a >>lot more work to do a lot more. We just got the service. I know, I know you've just scratched the surface, but we're so excited to be here. Aws is a huge supporter thanks to Sandy carter and her team. Um, it's been an amazing experience. >>Sandy's got great vision, she takes risks. So she's actually got the Amazonian concept of experiment, try something double down if it works and that's great to see that you guys have extended that relationship with, with her and the team. I like this idea of the fellowship cohort model of the or that program, you have the mentorship program. I think that's super cool. Um, that's something I think will be very successful. >>Uh, it's been successful so far. We typically over sell our mentorship are mentee spots. Uh, we only have 500 spots and last one we had over 2300 like a crazy amount, so we know that our members are really hungry for it around the world. And we know it will just be as just as popular for the public sector. So >>what's next for you? What's the vision? What's the next step was events are coming back in person? We're here in person. >>Yeah, there's just so much going on. I wish I could clone myself and we're busting at the seams. And I think the things that are really exciting to me are being able to produce our programs internationally, specifically in developing countries. So we're working um we haven't made an official announcement yet or anything, but we are working on expanding in african countries with Aws. They're doing some efforts and making some movements there. So places like Cameroon Ghana Nigeria Egypt. Uh we are looking to create chapters there for Girls in Tech and then expand our programming. Uh we're also, as mentioned earlier, we're working a lot with corporations to provide DNA training. So, training about policies, Inclusive leadership. Making sure they have the tools and policies to succeed and for their employees to feel comfortable, safe and productive in their work environment >>is great to see you. Congratulations Girls in tech dot org. Yes. Is the U. R. L. Check it out a great mission, very successful. Making progress any stats you can throw out there, you can share. >>Yeah, of course, you >>wrap it up. >>Yeah. So right now, girls in tech has 58 active chapters in 38 countries with over 70,000 active members. And by the end of the year we will have close to 100 active members. So hopefully we'll see you next year and that number will double or triple sign >>up. Tell him johN sent, you know, don't say that because you won't get no. Great to see you. >>Thank you. Nice to see you too. Thanks so >>much, john. Great to have you on cube coverage here at AWS public Sector summit in Washington, D. C. Is a live event. Were face to face. We had some remote guests. It's a hybrid event. Everything is being streamed. I'm john Kerry with the cube. Thanks for watching. Mhm. Mhm

>>text, you know, consumer opens up their iphone and says, oh my gosh, I love the technology behind my eyes. What's it been like being on the shark tank? You know, filming is fun, hang out, just fun and it's fun to be a celebrity at first your head gets really big and you get a good tables at restaurants who says texas has got a little possess more skin in the game today in charge of his destiny robert Hirschbeck, No stars. Here is CUBA alumni. Yeah, okay. >>Hi. I'm john Ferry, the co founder of silicon angle Media and co host of the cube. I've been in the tech business since I was 19 1st programming on many computers in a large enterprise and then worked at IBM and Hewlett Packard total of nine years in the enterprise brian's jobs from programming, Training, consulting and ultimately as an executive salesperson and then started my first company with 1997 and moved to Silicon Valley in 1999. I've been here ever since. I've always loved technology and I love covering you know, emerging technology as trained as a software developer and love business and I love the impact of software and technology to business to me creating technology that starts the company and creates value and jobs is probably the most rewarding things I've ever been involved in. And I bring that energy to the queue because the Cubans were all the ideas are and what the experts are, where the people are and I think what's most exciting about the cube is that we get to talk to people who are making things happen, entrepreneur ceo of companies, venture capitalists, people who are really on a day in and day out basis, building great companies and the technology business is just not a lot of real time live tv coverage and, and the cube is a non linear tv operation. We do everything that the T. V guys on cable don't do. We do longer interviews. We asked tougher questions, we ask sometimes some light questions. We talked about the person and what they feel about. It's not prompted and scripted. It's a conversation authentic And for shows that have the Cube coverage and makes the show buzz. That creates excitement. More importantly, it creates great content, great digital assets that can be shared instantaneously to the world. Over 31 million people have viewed the cube and that is the result. Great content, great conversations and I'm so proud to be part of you with great team. Hi, I'm john ferrier. Thanks for watching the cube. >>Hello and welcome to the cube. We are here live on the ground in the expo floor of a live event. The AWS public sector summit. I'm john for your host of the cube. We're here for the next two days. Wall to wall coverage. I'm here with Sandy carter to kick off the event. Vice president partner as partners on AWS public sector. Great to see you Sandy, >>so great to see you john live and in person, right? >>I'm excited. I'm jumping out of my chair because I did a, I did a twitter periscope yesterday and said a live event and all the comments are, oh my God, an expo floor a real events. Congratulations. >>True. Yeah. We're so excited yesterday. We had our partner day and we sold out the event. It was rock them and pack them and we had to turn people away. So what a great experience. Right, >>Well, I'm excited. People are actually happy. We tried, we tried covering mobile world congress in Barcelona. Still, people were there, people felt good here at same vibe. People are excited to be in person. You get all your partners here. You guys have had had an amazing year. Congratulations. We did a couple awards show with you guys. But I think the big story is the amazon services for the partners. Public sector has been a real game changer. I mean we talked about it before, but again, it continues to happen. What's the update? >>Yeah, well we had, so there's lots of announcements. So let me start out with some really cool growth things because I know you're a big growth guy. So we announced here at the conference yesterday that our government competency program for partners is now the number one industry in AWS for are the competency. That's a huge deal. Government is growing so fast. We saw that during the pandemic, everybody was moving to the cloud and it's just affirmation with the government competency now taking that number one position across AWS. So not across public sector across AWS and then one of our fastest growing areas as well as health care. So we now have an A. T. O. Authority to operate for HIPPA and Hi trust and that's now our fastest growing area with 85% growth. So I love that new news about the growth that we're seeing in public sector and all the energy that's going into the cloud and beyond. >>You know, one of the things that we talked about before and another Cuban of you. But I want to get your reaction now current state of the art now in the moment the pandemic has highlighted the antiquated outdated systems and highlighted help inadequate. They are cloud. You guys have done an amazing job to stand up value quickly now we're in a hybrid world. So you've got hybrid automation ai driving a complete change and it's happening pretty quick. What's the new things that you guys are seeing that's emerging? Obviously a steady state of more growth. But what's the big success programs that you're seeing right now? >>Well, there's a few new programs that we're seeing that have really taken off. So one is called proserve ready. We announced yesterday that it's now G. A. And the U. S. And a media and why that's so important is that our proserve team a lot of times when they're doing contracts, they run out of resources and so they need to tap on the shoulder some partners to come and help them. And the customers told us that they wanted them to be pro served ready so to have that badge of honor if you would that they're using the same template, the same best practices that we use as well. And so we're seeing that as a big value creator for our partners, but also for our customers because now those partners are being trained by us and really helping to be mentored on the job training as they go. Very powerful program. >>Well, one of the things that really impressed by and I've talked to some of your MSP partners on the floor here as they walk by, they see the cube, they're all doing well. They're all happy. They got a spring in their step. And the thing is that this public private partnerships is a real trend we've been talking about for a while. More people in the public sector saying, hey, I want I need a commercial relationship, not the old school, you know, we're public. We have all these rules. There's more collaboration. Can you share your thoughts on how you see that evolving? Because now the partners in the public sector are partnering closer than ever before. >>Yeah, it's really um, I think it's really fascinating because a lot of our new partners are actually commercial partners that are now choosing to add a public sector practice with them. And I think a lot of that is because of these public and private partnerships. So let me give you an example space. So we were at the space symposium our first time ever for a W. S at the space symposium and what we found was there were partners, they're like orbital insight who's bringing data from satellites, There are public sector partner, but that data is being used for insurance companies being used for agriculture being used to impact environment. So I think a lot of those public private partnerships are strengthening as we go through Covid or have like getting alec of it. And we do see a lot of push in that area. >>Talk about health care because health care is again changing radically. We talked to customers all the time. They're like, they have a lot of legacy systems but they can't just throw them away. So cloud native aligns well with health care. >>It does. And in fact, you know, if you think about health care, most health care, they don't build solutions themselves, they depend on partners to build them. So they do the customer doesn't buy and the partner does the build. So it's a great and exciting area for our partners. We just launched a new program called the mission accelerator program. It's in beta and that program is really fascinating because our healthcare partners, our government partners and more now can use these accelerators that maybe isolate a common area like um digital analytics for health care and they can reuse those. So it's pretty, I think it's really exciting today as we think about the potential health care and beyond. >>You know, one of the challenge that I always thought you had that you guys do a good job on, I'd love to get your reaction to now is there's more and more people who want to partner with you than ever before. And sometimes it hasn't always been easy in the old days like to get fed ramp certified or even deal with public sector. If you were a commercial vendor, you guys have done a lot with accelerating certifications. Where are you on that spectrum now, what's next? What's the next wave of partner onboarding or what's the partner trends around the opportunities in public sector? >>Well, one of the new things that we announced, we have tested out in the U. S. You know, that's the amazon way, right, Andy's way, you tested your experiment. If it works, you roll it out, we have a concierge program now to help a lot of those new partners get inundated into public sector. And so it's basically, I'm gonna hold your hand just like at a hotel. I would go up and say, hey, can you direct me to the right restaurant or to the right museum, we do the same thing, we hand hold people through that process. Um, if you don't want to do that, we also have a new program called navigate which is built for brand new partners. And what that enables our partners to do is to kind of be guided through that process. So you are right. We have so many partners now who want to come and grow with us that it's really essential that we provide a great partner, experienced a how to on board. >>Yeah. And the A. P. M. Was the amazon partner network also has a lot of crossover. You see a lot a lot of that going on because the cloud, it's you can do both. >>Absolutely. And I think it's really, you know, we leverage all of the ap in programs that exist today. So for example, there was just a new program that was put out for a growth rebate and that was driven by the A. P. N. And we're leveraging and using that in public sector too. So there's a lot of prosecutes going on to make it easier for our partners to do business with us. >>So I have to ask you on a personal note, I know we've talked about before, your very comfortable the virtual now hybrid space. How's your team doing? How's the structure looks like, what are your goals, what are you excited about? >>Well, I think I have the greatest team ever. So of course I'm excited about our team and we are working in this new hybrid world. So it is a change for everybody uh the other day we had some people in the office and some people calling in virtually so how to manage that, right was really quite interesting. Our goals that we align our whole team around and we talked a little bit about this yesterday are around mission which are the solution areas migration, so getting everything to the cloud and then in the cloud, we talk about modernization, are you gonna use Ai Ml or I O T? And we actually just announced a new program around that to to help out IOT partners to really build and understand that data that's coming in from I O T I D C says that that idea that IOT data has increased by four times uh in the, during the covid period. So there's so many more partners who need help. >>There's a huge shift going on and you know, we always try to explain on the cube. Dave and I talked about a lot and it's re platform with the cloud, which is not just lift and shift you kind of move and then re platform then re factoring your business and there's a nuance there between re platform in which is great. Take advantage of cloud scale. But the re factoring allows for this unique advantage of these high level services. >>That's right >>and this is where people are winning. What's your reaction to that? >>Oh, I completely agree. I think this whole area of modernizing your application, like we have a lot of folks who are doing mainframe migrations and to your point if they just lift what they had in COBOL and they move it to a W S, there's really not a lot of value there, but when they rewrite the code, when they re factor the code, that's where we're seeing tremendous breakthrough momentum with our partner community, you know, Deloitte is one of our top partners with our mainframe migration. They have both our technology and our consulting um, mainframe migration competency there to one of the other things I think you would be interested in is in our session yesterday we just completed some research with r C T O s and we talked about the next mega trends that are coming around Web three dato. And I'm sure you've been hearing a lot about web www dot right? Yeah, >>0.04.0, it's all moving too fast. I mean it's moving >>fast. And so some of the things we talked to our partners about yesterday are like the metaverse that's coming. So you talked about health care yesterday electronic caregiver announced an entire application for virtual caregivers in the metaverse. We talked about Blockchain, you know, and the rise of Blockchain yesterday, we had a whole set of meetings, everybody was talking about Blockchain because now you've got El Salvador Panama Ukraine who have all adopted Bitcoin which is built on the Blockchain. So there are some really exciting things going on in technology and public sector. >>It's a societal shift and I think the confluence of tech user experience data, new, decentralized ways of changing society. You're in the middle of it. >>We are and our partners are in the middle of it and data data, data data, that's what I would say. Everybody is using data. You and I even talked about how you guys are using data. Data is really a hot topic and we we're really trying to help our partners figure out just how to migrate the data to the cloud but also to use that analytics and machine learning on it too. Well, >>thanks for sharing the data here on our opening segment. The insights we will be getting out of the Great Sandy. Great to see you got a couple more interviews with you. Thanks for coming on. I appreciate you And thanks for all your support. You guys are doing great. Your partners are happy you're on a great wave. Congratulations. Thank you, john appreciate more coverage from the queue here. Neither is public sector summit. We'll be right back. Mhm Yeah. >>Mhm. Mhm robert Herjavec. People obviously know you from shark tank

value in jobs is probably the most rewarding >>things I've ever been involved >>in And I bring that energy to the queue because the cube is where all the ideas are and where the experts are, where the people are And I think what's most exciting about the cube is that we get to talk to people who are making things happen, entrepreneurs ceo of companies, venture capitalists, people who are really on a day in and day out basis, building great companies and the technology business is just not a lot of real time live tv coverage and and the cube is a non linear tv operation. We do everything that the T. V guys on cable don't do. We do longer interviews. We asked tougher questions. We >>ask sometimes some light questions. We talked about the person and what >>they feel about it's not prompted and scripted. It's a conversation authentic and for shows that have the cube coverage and makes the show buzz that creates excitement. More importantly, it creates great content, great digital assets that can be shared instantaneously to the world. Over 31 million people have viewed the cube and that is the result of great content, great conversations and I'm so proud to be part of a Q with great team. Hi, I'm john barrier, Thanks for watching the cube boy. >>Okay, welcome back everyone cube coverage of AWS amazon web services public sector summit in person here in Washington D. C. I'm john Kerry host of the cube with Sandy carter and Lynn martin Vm ware Vice president of government education and healthcare. Great to see you both cube alumni's although she's been on since 2014 your first time in 2018 18 2018. Great to see you. Great to see you. Thanks for coming on. Yeah, thanks for having us. So VM ware and 80 of us have a huge partnership. We've covered that announcement when Andy and Pat nelson was the Ceo. Then a lots happened, a lot of growth. A lot of success. Congratulations. Thank you. What's the big news with AWS this year in >>public sector. So we just received our authorization to operate for Fed ramp high. Um and we actually have a lot of joint roadmap planning. You are kicking off our job today with the Department of Defense and I. L five for the defense customers is also in process. So um a lot of fruits of a long time of labor. So very excited, >>awesome. So explain what does the Fed ramp authority to operate mean? What is >>that all about? So I would say in a nutshell, it's really putting a commercial offering through the security protocols to support the federal government needs. Um and there's different layers of that depending on the end user customers. So Fed ramp i across this, across all the civilian and non classified workloads in the federal government. Um probably applicability for state, local government as well with the new state Gramp focus. Um Fed ramp. I will meet or exceed that. So it will be applicable across the other parts of the government as well and all operated, you know, in a controlled environment jointly. So you get the VM ware software stack on top of the platform from A W. S and all the services that is more VM >>ware, faster deployed usage, faster acceleration. >>Yeah, so I would say um today the government operates on VM ware across all of the government, state, local and federal, um some workloads are still on prem many and this will really accelerate that transformation journey to the cloud and be able to move workloads quicker onto the BMC on AWS platform without free architect in your >>application, without giving away any kind of VM World Secret because that's next week. What is the value proposition of VM ware cloud, on AWS? What is the, what is the, what is the main value proposition you guys see in the public >>sector? So I see three and then Sandy chime in their two, I would say, you know, the costs in general to operate In the Cloud vs on prem or significant savings, we've seen savings over 300% on some customers. Um the speed on the application movement I think is a >>huge >>unique benefit on BMC on AWS. So traditionally to move to native cloud, you have to really do a lot of application were to be able to move those workloads where on BMC on AWS to move them pretty fast. And it also leverages the investments that the government agencies have already made in their operational tools and things of that nature. So it's not like a full reinvestment for something new but really leveraging both the skill sets in the data center in the I. T. Shops and the tools and investments you've bought over the past. And then the third area I would say is really getting the agility and flexibility and speed of a cloud experience. >>What's your, what's your reaction to the partnership? >>You know, we were just talking uh in a survey to our customers and 67% of them said that the velocity of the migration really matters to them. And one of the things that we do really well together is migrate very quickly, so we have workloads that we've migrated that have taken you know weeks months uh as opposed to years as they go over, which is really powerful. And then also tomorrow VM ware is with us in a session on data led migration. We were talking about data earlier and VM ware cloud on Aws also helps to migrate over like sequel server, database oracle databases so that we can also leverage that data now on the cloud to make better decisions and >>real time decisions as >>well. It's been really interesting to watch the partnership and watching VM ware transform as well, not only the migrations are in play with the public sector, there's a lot of them, believe me, healthcare, you name every area. It's all, all those old systems are out there. You know, I'm talking about out there. But now with microservices and containers, you've got tansy and you got the whole cloud, native VM ware stack emerging that's going to allow customers to re factor This is a dynamic that is kind of under reported >>Migration is one thing. But I think, I think that the whole Tan Xue portfolio is one of the most interesting things going on in VM ware. And we also have some integration going on on D. M. C on AWS with tan to we don't have that pentagram. Yeah. For the government market, but it's on the road mapping plans and we have other customers And I would say, you know, some of my non federal government customers were able to move workloads in hours, not even days or weeks. There you go, literally back and forth. And very impressive on the BMC on AWS platform. So, um, as we expand things in with the Tan Xue platform is, you know, Sandy talked about this yesterday and our partners summit, Everyone's talking about containers and things like that. VM ware is doing a lot of investment around the cooper Netease plus the application migration work and things of that nature. >>I'd love to get you guys reaction to this comment because I've seen a lot of change. Obviously we're all seeing it. I've actually interviewed a bunch of aWS and VM ware customers and I would call um some of the categories skeptics the old school cloud holding the line. And then when the pandemic hit those skeptics flip over because they see the value. In fact I actually interviewed a skeptic who became an award winner who went on the record and said I love hey w I love the cloud. I was a skeptic because you saw the value the time to value. This is really a key dynamic. I know it's kind of thrown out a lot of digital transformation or I. T. Modernization but the agility and that kind of speed. It becomes the number one thing. What's your reaction to the skeptics converting? And then what happens >>next? Um So I think there's still a lot of folks in I. T. That our tree huggers or I call him several huggers uh um pick your term. And I think that um there is some concern about what their role will be. So I think one of the differences delivering cloud services to your internal constituents is really understand the business value of the applications and what that delivers from a mission perspective back to your client. And that's a shift for data center owners to really start thinking more from the customer mission perspective than or my servers running you know, do you have enough storage capacity blah blah blah. So I think that creates that skepticism and part of that's around what's my role going to be. So in the cloud transformation of a customer, there's all this old people part that becomes really the catalyst and I think the customers that have been very sad and really leverage that and then retool the business value back to the end users around the mission have done the best job. >>I mean we talk about this all the time, it's really hard to get the best debris partners together and then make it all work cloud, it becomes easier than doing it very bespoke or waterfall way >>Yeah, I have to say with the announcement yesterday, we're going to have a lot more partner with partners. So you and I have talked about this a few times where we bring partners together to work with each other. In fact, Lynn is going to go meet with one of those partners right after the interview um that want to really focus in on a couple of particular areas to really drive this and I think, you know, part of the, you know, as your re factoring or migrating VMro over the other big benefit is skills, people have really strong, these fear skills, the sand skills, >>operation >>operation tools Yeah. And so they want to preserve those, I think that's part of the beauty of doing VM ware cloud on Aws is you get to take those skills with you into the new world as well, >>you know, I was going to just ask the next question ai ops or day two operations, a big buzzword Yeah and that is essentially operation mindset, that devoPS DEVOps two is coming. Emily Freeman gave a keynote with our last event we had with with amazon public showcase revolution and devops devoPS 2.0 is coming which is now faster, security is built in the front end, so all these things are happening so now it's coming into the public sector with the GovCloud. So I have to ask you Lynn what are some of the big successes you've had with on the gulf cloudy, just Govcloud. >>So I would say we've had a lot of customers across the state local side especially um that weren't waiting for fed ramp and those customers were able to move like I mentioned this earlier and you guys just touched on it. So I think the benefit and the benefit, one of our best customers is Emmett Right? Absolutely mitt, God bless them. They've been on every cloud journey with VM ware since 2014 we moved in my three years now and talk about a skeptic. So although Mark is very revolutionary and tries new things, he was like oh who knows and literally when we moved those workloads it was minutes and the I. T shop day one there was no transformation work for them, it was literally using all the tools and things in that environment. So the progress of that and the growth of the applications that have been able to move their things. That took 2 to 3 years before we're all done within six months and really being able to expand those business values back out for the services that he delivers to the customers. So I think you'll see quite a bit across state, local federal government. You know, we have U. S. Marshals, thank them very much. They were our sponsor that we've been working with the last few years. We have a defense customer working with us around aisle five. >>Um you know, if we could also thank Coal Fire because Cold Fire is one of our joint partners talking about partner partners and they were played a critical role in helping BM We're cloud on AWS and get the fed ramp high certifications. >>They were R three p. O. We hired them for their exercise expertise with AWS as well as helping the BMR. >>Well the partnership with the war has been a really big success. Remember the naysayers when that was announced? Um it really has worked out well for you guys. Um I do want to ask you one more thing and we don't mind. Um One of the biggest challenges that you see the blockers or challenges from agencies moving to the cloud cover cloud because you know, people are always trying to get those blockers out of the way but it's an organizational culture is a process technology. What's your what's your take on that land. Um >>I think a lot does have to do with the people and the organizational history. I think somewhere you need a leader and a champion that really wants to change for good. I call Pat, used to call a tech for good. I love that. Right to really, you know, get things moving for the customers. I mean one of the things I'm most proud about supporting the government business in general though is really the focus on the mission is unparalleled, you know, in the sectors we support, you say, education or government or healthcare. Right? All three of those sectors, there's never any doubt on what that focuses. So I think the positives of it are like, how do you get into that change around that? And that could be systems, there's less what's VMC ON AWS as we mentioned, because the tools already in the environment so they know how to use it. But I do think there's a transformation on the data center teams and really becoming moving from technology to the business aspects a little bit more around the missions and things of that. >>What's interesting is that it's so, I mean, I actually love this environment even though it's kind of hard on everyone. Education and health care have been disrupted unprecedented ways and it's never gonna change back? Remember healthcare, hip data silos, silos, education don't spend on it. >>That education was the most remarkable part. Unbelievable. I started working in february before school started with one of the large cities everyone can guess and just the way they were able to pivot so fast was amazing and I don't think anybody, I think we did like five years of transformation in six months and it's never going to go back. >>I completely a great yes education. We just did a piece of work with CTS around the world and education is one of the most disrupted as you said health care and then the third one is government and all three of those are public sector. So the three most disruptive sectors or mission areas are in public sector which has created a lot of opportunity for us and our partnership to add value. I mean that's what we're all about right customer obsession working backwards from the customer and making sure that our partnership continues to add value to those customers >>while we love the tech action on the cube. Obviously we'd like to document and pontificate and talk about it. Digital revolution. Every application now is in play globally. Not just for I. T. But for society, public sector more than ever is the hottest area on the planet. >>Absolutely. And I would say that now our customers are looking at E. S. G. Environmental, they want to know what you're doing on sustainability. They want to know what you're doing for society. We just had a bid that came in and they wanted to understand our diversity plan and then open governance. They're looking for that openness. They're not just artificial intelligence but looking at explainable AI as well. So I think that we have a chance to impact environment societies and governance >>and you mentioned space earlier. Another way I talked with closure. I mean I'm an interview today too, but what's happening with space and what you can monitor disasters, understand how to deploy resources to areas that might have challenges, earthquakes or fires or other things. All new things are happening. >>Absolutely. And all that data people like to say, why are you spending money on space? There's so many problems here, but that data that comes from space is going to impact us here on earth. And so all the things that we're doing, all that data could be used with VM ware cloud on AWS as well. >>Well, you watch closely we got some space coverage coming. I got a big scoop. I'm gonna release soon about something behind the dark side of the moon on in terms of space sovereignty coming a lot of action, cybersecurity in space. That's really heavy right now. But >>aren't you glad that VMC cloud on AWS isn't hidden on the dark side of the moon. It's >>right on the congratulations. Thanks for coming on. You guys are doing great. Thanks for >>thanks for sharing. Congratulations. >>Okay, cube coverage here continues. AWS public sector summit in Washington D. C live for two days of coverage be right back. Thank you. Mhm. Mhm mm mm hmm.

>>no real filter and that kind of stuff. But you're also an entrepreneur, right? And you know the business, you've been in software, you detect business. I'm instructing you get a lot of pictures, this entertainment business on our show, we're a bubble. We don't do a lot of tech deals that were talking because it's boring tv tech people love tech consumers love the benefit of text. No consumer opens up their iphone and says, oh my gosh, I love the technology behind my, what's it been like being on the shark tank? You know, filming is fun and hang out just fun and it's fun to be a celebrity at first your head gets really big and you get a really good tables at restaurants and who says texas has got a little possessed more skin in the game today in charge of his destiny. Great robert Herjavec. No, these two stars cube alumni >>welcome back to the cubes coverage of A W. S. Public sector seven. I'm john for your host of the cube got a great segment here on healthcare startup accelerators of course. Sandy carter is co hosting media. This one Vice President Aws. She's awesome on the cuBA and jennifer Blumenthal co founder and C of one record entrepreneur, very successful. Thanks for coming on jennifer. Thank good to see you. Sandy thanks for joining me again. You >>are most welcome, >>jennifer. Before we get into the whole accelerated dynamic, just take a minute to explain what you guys do. One record. >>Sure. So one record is a digital health company that enables users to access aggregate and share their healthcare information. So what that means is we help you as a person get your data and then we also help companies who would like to have workflows were consumers in the loop to get their data. So whether they're sharing it with a provider, researcher payer. >>So, Sandy, we've talked about this amazon web services, healthcare accelerator cohort batches. What do you call cohort batches? Cohorts explain what's going on with the healthcare accelerator? >>Yeah. So, um, we decided that we would launch and partner an accelerator program and accelerator program just provides to a start up a little bit extra technical help. A little bit extra subject matter expertise and introductions to funders. And so we decided we were going to start one for health care. It's one of the biggest disruptive industries in public sector. Um, and so we weren't sure how it's gonna go. We partnered with Kids X. Kids X is part of the Los Angeles system for medical. And so we put out a call for startups and we had 427 startups, we were told on average and accelerating it's 50-100. So we were blown away 31 different countries. So it was really amazing. And then what we've been doing is down selecting and selecting that Top 10 for our first cohort. So we're going from 427 down to 10. And so obviously we looked at the founders themselves to see the quality of the leadership of the company, um the strength of their technology and the fit of the technology into the broader overall healthcare and healthcare ecosystem. And so we were thrilled that jennifer and one record was one of the top 10 start ups in this space that we chose to be in the, in the cohort. And so now we're going to take it to the six weeks intensive where we'll do training, helping them with AWS, provide them A W. S. Credits and then Kid X will also provide some of the health care uh subject matter >>expertise as well. Can I get some of those credits over here to maybe? >>Yes, you can actually, you can talk to me don you can't >>Talk to me, Jennifer, I gotta ask you. So you're an entrepreneur. So doing start doing cos it's like a roller coaster. So now to make the top 10 but also be in the area of his accelerator, it's a partnership, right? You're making a bet. What's your take on all this? >>Well, we've always been partners with a W. S. We started building on AWS in the very beginning. So when I was setting up the company a huge decision early on with infrastructure and when I saw the launch of the accelerator, I had to apply because we're at the point in the company that we're growing and part of growing is growing with the VW. So I was really excited to take advantage of that opportunity and now in the accelerator, it's more of thinking about things that we weren't thinking about the services that we can leverage to fill in the gaps within our platform so we can meet our customers where they are >>using award winning MSP cloud status city, your partners, great relationship with the ecosystem. So congratulations Sandi. What's the disruption for the healthcare? Because right now education and health care, the two top areas we're seeing and we're reporting on where cloud scale developed two point or whatever buzzword digital transformation you want to use is impacting heavily healthcare industry. There's some new realities. What's your, what's your vision, what's your view? >>Hey john before she does that, I have to give a plug to Claudius city because they just made premier partner as well, which is a huge deal. Uh and they're also serving public sector. So I just wanted to make sure that you knew that too. So you can congratulate. Go ahead, jennifer >>Well, so if I zoom in, I think about a P. I. S. Every day, that's what I think about and I think about microservices. So for me and for one record, what we think about is legislation. So 21st century Cures act says that you as a consumer have to be able to access your healthcare data from both your providers and from your players and not just your providers, but also the underlying technology vendors and H. I. E. S. H. I am and it's probably gonna extend to really anyone who plays within the healthcare ecosystem. So you're just going to see this explosion of A. P. I. S. And we're just your one of that. I mean for the payers that we went into effect on july 1st. So I mean when you think about the decentralization of healthcare where healthcare is being delivered plus an api economy, you're just going to have a whole new model developing and then throwing price transparency and you've got a whole new cake. >>I'm smiling because I love the peacocks. In fact, last night I shouldn't have tweeted this but there's a little tweet flames going on around A. P. Is being brittle and all this stuff and I said, hey developer experience about building great software apps are there for you. It's not a glue layer by itself. You got to build software around the so kind of a little preaching to the younger generation. But this health care thing is huge because think about like old school health care, it was anti ap I was also siloed. So what's your take on has the culture is changing health care because the user experience, I want my records, I want my privacy, I want to maintain everything confidential but access. That's hard. >>I think well health care to be used to just be paper was forget about a. P. I. Is it was just paper records. I think uh to me you think about uh patient journey, like a patient journey starts with booking an appointment and then everything after that is essentially an api call. So that's how I think about it is to all these micro transactions that are happening all the time and you want your data to go to your health care provider so they can give you the proper care, you want your data to go to your pair so they can pay for your care and then those two stakeholders want your data so that they can provide the right services at the right time to the right channel. And that is just a series of api calls that literally sits on a platform. >>What's interesting, I'd love to get your take on the where you think the progress bar is in the industry because Fintech has shown the way you got defy now behind a decentralized finance, health care seems to be moving on in a very accelerated rate towards that kind of concept of cloud, scale, decentralization, privacy. >>Yeah, I mean, that's a big question, what's interesting to me around that is how healthcare stakeholders are thinking about where they're providing care. So as they're buying up practices primary care specialty care and they're moving more and more outside of the brick and mortar of the health care system or partnering with your startups. That's really where I think you're going to see a larger ecosystem development, you could just look at CVS and walmart or the dollar store if they're going to be moving into health care, what does that look like? And then if you're seeking care in those settings, but then you're going to Mayo clinic or Kaiser permanente, there's so many new relationships that are part of your hair circle >>delivery is just what does that even mean now, delivery of health >>care. It's wherever you it's like the app economy you want to ride right now, you want a doctor right now, that's where we're heading its ease of use. >>This is this exciting startups, changing the game. Yes, I love it. I mean, this is what it's all about this health >>Care, this is what it's all about. And if you look at the funding right now from VCS, we're seeing so much funding pour into health care, we were just looking at some numbers and in the second quarter alone, the funding went up almost 700%. And the amount of funding that is pouring into companies like jennifer's company to really transform healthcare, 30% of it is going into telehealth. So when you talked about, you know, kind of ai at the edge, getting the right doctor the right expert at the right time, we're seeing that as a big trend in healthcare to >>well jennifer, I think the funding dynamics aside the opportunity for market total addressable market is massive when the application is being decomposed, you got front end, whether it's telemedicine, you got the different building blocks of healthcare being radically reconfigured. It's a re factoring of healthcare. Yeah, >>I think if you just think about where we're sitting today, you had to use an app to prove proof of vaccination. So this is not just national, this is a global thing to have that covid wallet. We at one record have a covid wallet. But just a couple years from now, I need more than just by covid vaccination. I need all my vaccinations. I need all my lab results. I need all my beds. It's opening the door for a new consumer behavior pattern, which is the first step to adoption for any technology. >>So somebody else covid wallet. So I need >>that was California. Did the, did a version of we just have a pen and it's pretty cool. Very handy. I should save it to my drive. But my phone, but I don't jennifer, what's the coolest thing you're working on right now because you're in the middle of all the action. >>I get very excited about the payer app is that we're working on. So I think by the end of the month we will be connected to almost to all the blues in the United States. So I'm very excited when a user comes into the one record and they're able to get their clinical data from the provider organization and then their clinical financial and formulary data from their payers because then you're getting a complete view, You're getting the records for someone who gave you care and you're getting the records from someone who paid for your care. And that's an interesting thing that's really moving towards a complete picture. So from a personal perspective that gets exciting. And then from a professional perspective, it's really working with our partners as they're using our API s to build out workflows and their applications. >>It's an api economy. I'd like to ask you to on the impact side to the patient. I hear a lot of people complaining that hey, I want to bring my records to the doctor and I want to have my own control of my own stuff. A lot of times, some doctors don't even know other historical data points about a patient that could open up a diagnosis and, or care >>or they can't even refer you to a doctor. Most doctors really only refer within a network of people that they know having a provider directory that allows doctors refer, having the data from different doctors outside of their, you know, I didn't really allows people to start thinking beyond just their little box. >>Cool. Well, great to have you on and congratulations on being in the top 10 saying this is a wonderful example of how the ecosystem where you got cloud city, your MSP. You mentioned the shout out to them jerry Miller and his team by working together the cloud gives you advantages. So I have to ask, we look at amazon cloud as an entrepreneur. It's kind of a loaded question, but I'm going to ask it. I love it. >>You always do it >>when you look at amazon, what do you see as opportunities as an entrepreneur? Because I'll see the easy ones. They have computing everything else. But like what's the, what does cloud do for you as an entrepreneur? What does it, what does it make you do? >>Yeah. So for been working with jerry since the beginning for me when I think about it, it's really the growth of our company. So when we start building, we really just thinking about it from a monolithic build and we move to microservices and amazon has been there every step of the way to support us as that. And now, you know, the things that I'm interested in are specifically health lake and anything that's NLP related that we could plug into our solution for when we get data from different sources that are coming in really unstructured formats and making it structured so that it's searchable for people and amazon does that for us with their services that we can add into the applications. >>Yeah, we announced that data health like and july it has a whole set of templates for analytics, focused on health care as well as hip hop compliance out of the box as well. >>The I think I think that's what's important is people used to think application first. Now it's creating essentially a data lake, then analytics and then what applications you build on top of that. And that's how our partners think about it and that's how we try and service them using amazon as our problem. So >>you're honing in on the value of the data and how that conflicts and then work within the whatever application requests might come >>in. Yes, >>it's interesting. You know, we had an event last month and jerry Chen from Greylock partners came on and gave a talk called castles in the cloud. He's gonna be cute before. He's a, he's a veces, they talk about moats and competitive manage so having a moat, The old school perimeter moz how cloud destroyed that. He's like, no, now the castles are in the cloud, he pointed snowflake basically data warehouse in the cloud red shifts there too. But they can be successful. And that's how the cloud, you could actually build value, sustainable value in the cloud. If you think that way of re factoring not just hosting a huge, huge, huge thing. >>I think the only thing he, this was customer service because health care is still very personal. So it's always about how you interact with the end user and how you can help me get to where they need to be going >>and what do you see that going? Because that's, that's a good point. >>I think that is a huge opportunity for any new company that wants to enter healthcare, customer service as a service in health care for all the different places that health care is going to be delivered. Maybe there's a company that I don't know about, but when they come out, I'd like to meet them. >>Yeah, I mean, I can't think of one cover that can think of right now. This is what I would say is great customer service for health care. >>And if there is one out there contacted me because I want to talk to you about AWS. >>Yeah. And you need the app from one record that make it all >>happen. That's where Omni channel customer service across all health care entities. Yeah, that's >>a great billion dollar idea for someone listening to our show right now. >>Right, alright. So saying they had to give you the opportunity to talk more because this is a great example of how the world's very agile. What's the next step for the AWS Healthcare accelerator? Are there more accelerators? Do you do it by vertical? >>What happens next? So, with the healthcare accelerator, this was our first go at the accelerator. So, this is our first set of cohorts, Of course, all 427 companies are going to get some help from a W. S. as well. We also you'll love this john We also did a space accelerator. Make sure you ask Clint about that. So we have startups that are synthesizing oxygen on mars to sending an outpost box to the moon. I mean, it's crazy what these startups are doing. Um, and then the third accelerator we started was around clean energy. So sustainability, we sold that one out to, we had folks from 66 different countries participate in that one. So these have been really successful for us. So it reinvent. When we talk again, we'll be announcing a couple of others. So right now we've got healthcare, space, clean energy and we'll be announcing a couple other accelerators moving forward. >>You know, it's interesting, jennifer the pandemic has changed even our ability to get stories. Just more stories out there now. So you're seeing kind of remote hybrid connections, ap ideas, whether it's software or remote interviews or remote connections. There's more stories being told out there with digital transformation. I mean there wasn't that many before pandemic has changed the landscape because let's face it, people were hiding some really bad projects behind metrics. But when you pull the pandemic back and you go, hey, everyone's kind of emperors got no clothes on. Those are bad projects. Those are good projects that cloud investment worked or I didn't have a cloud investment. They were pretty much screwed at that point. So this is now a new reality of like value, you can't show me value. >>It's crazy to me when I meet people who tell me like we want to move to the cloud of like, why are you not on the cloud? Like this really just blows my life. Like I don't understand why you have on prem or while you did start on the cloud, this is more for larger organizations, but younger organizations, you know, the first thing you have to do, it's set up that environment. >>Yeah. And then now with the migration plans and seeing here, uh whereas education or health care or other verticals, you've got, now you've got containers to give you that compatibility and then you've got kubernetes and you've got microservices, you've got land. Uh I mean, come on, that's the perfect storm innovation. There's no excuses in my opinion. So, you know, if you're out there and you're not leveraging it, then you're probably gonna be out of business. That's my philosophy. Thank you for coming up. Okay. Sandy, thank you. Thank you, john Okay. Any of his coverage here, summit here in D. C. I'm john ferrier. Thanks for watching. Mm >>mm mm mhm. I have been in the software and technology industry for over 12 years now, so I've had >>the opportunity

>>Hello and welcome back to the cubes live coverage of A W. S. Public sector summit. I'm john Kerry hosting CUBA. We're live in Washington D. C. For two days, an actual event with an expo floor with real people face to face and of course we're streaming it digitally on the cube and cube channels. And so our next guest, Mark Francis chief digital health integration officer Electronic caregiver, Mark great to see you tech veteran and former intel back in the day. You've seen your ways of innovation. Welcome to the cube. >>Thanks so much. It's a pleasure to be here. >>So we were talking before we came on camera about all the innovation going back in the computer industry but now with health care and delivery of care telemedicine and how the structural systems are changing and how cloud is impacting that. You guys have an interesting solution on AWS that kind of, to me connect the dots for many tell us what you guys do and take us through the product. >>Sure. Happy to do so uh our company is electronic caregiver were actually founded back in 2009. We're based in Los cruces new Mexico so off the grid. Um but since that time we have been spending a lot of time and money doing foundational R and D pilots and product development work. Really say how do you bridge that chasm between the doctor's office and the patient home in a way that you can put a patient facing device and equipment in a patient's home that's going to drive high level of engagement, obtain actionable curated data that's presented out to caregivers and the caregivers can then act upon that to help direct and deliver high quality care. >>So basically is the future of medicine, >>the future of medicine. Right. Right. We look at medicine, we look at the future of medicine as being a hybrid model of in person care plus remote care. And we really see ourselves at the epicenter of providing a platform to help enable that. >>You know the big story here at the public sector. Some and we've been reporting on a digitally for the previous year is the impact the pandemic has had on the industry and and not just normal disruption, you know technology and start ups, disruption happens, structural changes being forced upon industries by the force majeure. That is the pandemic education, health care and so video and data and connected oriented systems are now the thing structurally that's changing it. That's causing all kinds of business model, innovations and challenges. Yeah. What's your take on that? Because this is real. >>Yeah. It is real. It it's funny that this is actually my third digital health company. Um First one was in in uh Silicon Valley early remote patient monitoring company. We end up selling it to bosh uh when I joined intel to be part of our digital health group, we did that for five years and ended a joint venture with G. E. So people have been playing around in remote patient monitoring telehealth for some time until the pandemic though there wasn't really a strong business model to justify scaling of these businesses. Um uh the pandemic change that it forced adoption and force the government to allow reimbursement coach as well. And as a result of that we've seen this pure if aeration of different product offering service offerings and then payment models around telehealth broadly speaking >>well since you started talking the music started cranking because this is the new music of the industry, we're here on the expo floor, we have face to face conversations going on and uh turn the music down. Hey thanks guys, this is a huge thing and I want to uh highlight even further what is the driver for this? Because is it, I mean actually clouds got some benefits but as you guys do the R. And D. What's going on with what's the key drivers for medicine? >>Yeah, I would take two things from a from a technology perspective, the infrastructure is finally in place to enable this type of charity distance before that it really wasn't there now that's there and the products that folks are used are much more affordable about the provider's side and the patient side. The main driver is um uh there's a lot of underlying trends that were happening that we're just being ignored Whether it was 50% non adherence to treatment plans, massive medication mismanagement um lack of professional and informal caregivers, all those things were kind of happening underneath the surface and then with Kobe, it all hit everybody in the phase. People started using telehealth and then realize, hey, we can deliver high quality care, we can deliver value based care mixed with a hybrid model of tele care plus patient care. And it turned out that, that, that works out well. So I think it's now a realization that tell care not only connects patients but solve some of these other issues around adherents, compliance, staffing and a number of other >>things and that this is a structural change we were talking about. Exactly. All right, So talk about amazon, what do you guys are doing on AWS? How's that all work? >>That's working out great. So as we, as we launch at a 2.0, we built it on 24 foundational aws and Amazon services. It's a serverless architecture, um, uh, which is delivered. What enables us to do is we have a whole bunch of different patients facing devices which we now integrate all into one back end through which we can run our data analytics are machine learning and then present curated actual data to the providers on top of that. We've also been developing a virtual caregiver that's really, really innovative. So we're using the unity engine to develop a very, very realistic virtual caregiver that is with the patient 24 hours a day in their home, they develop a relationship with that individual and then through that they can really drive greater you know more intimate care plan and a more intimate relationship with their human caregivers that's built using basic technology behind Alexa pauline lacks as well as IOT core and a lot of other ai ml services from from amazon as well. >>Not to get all nerdy and kind of seeking out here because under the hood it's all the goodness of amazon. We've got a server list, you got tennis is probably in there doing something who knows what's going on there, You've got polly let's do this and that but it also highlights the edge the ultimate network edges the human and if you've got to care for the patient at home or wherever on the run whatever. Yeah you got to get the access to the data so yeah I can imagine a lot of monitoring involved too. Yeah can you take us through how that works? >>Yeah and for us we like to talk about intelligence as opposed to data because data for data sakes isn't actionable. So really what can we do through machine learning and artificial intelligence to be able to make that data more actionable before the human caregiver because you're never going to take a human out of the equation. Uh But uh we had a lot of data inputs, they're both direct data inputs such as vital signs, we also get subtle data input. So with our with our uh with Addison or virtual caregiver uh the product actually come to the camera away from intel called the real sense cameras. And with that we get to see several signs of changes in terms of gate which might be in the indicative of falls risk of falls. We can see body temperature, pulse, heart rate, signs of stress, lack of sleep. Maybe that's a sign of uh adverse reaction to a new medication. There's a bunch of different direct and indirect inputs. We can take run some analysis against and then say hey there's something here you might want to look at because it might be indicating a change in health. >>So this is where the innovation around these bots and ai come in because you're essentially getting pattern matching on other signals you already know. So using the cameras and or sensors in to understand and get the patients some signaling where they can maybe take action call >>fun or Yeah, that's exactly. And the other thing we get, we get to integrate information related to what are called social determinants of health. So there's a whole body of research now showing that 65% of someone's health is actually driven by non clinical issues. So again issues of food security, transportation, access to care, mental health type issues in terms of stress and stuff like we can start gathering some of that information to based upon people's behaviors or for you to assessments which can also provide insights to help direct care. >>So maybe when I'm doing the Cuban reviews, you guys can go to work and look at me. I'm stressed out right now, having a great time here public sector, this is really cool. So take a minute to explain the vision. What does this go from here? I'll see low hanging fruit, telemedicine, check data, observe ability for patient for optimizing care, check what happens next industry disruption, what how these dominoes have been kind of fall? >>Yeah, for us uh we really are seeing more providers and more payers system. Integrators looking now to say how do I put together a comprehensive solution from the doctor's office to inpatient hospital to home that can remove it. A lot of barriers to care addi which is our platform is designed to be interoperable to plug into electronic health care systems, whether it's Cerner, Epic or Athenahealth, whatever it might be to be able to create that you pick us seamless platform for provider to use. We can push all of the data to their platform if they want to use that or they could use our platform and dashboard as well. We make it available to healthcare providers but also a lot of people are trying to age in place and they're getting treated by private duty providers, senior housing providers and other maybe less clinical caregivers. But if you're there every day with somebody you can pick up signs which might prevent a major health episode down the road. So we want to close that circle our our vision is how do we close the circle of care so that people get the right information at the right time to deliver the right >>care. So it's kind of a health care stack of a new kind of stack. So I have to ask you if there was an eye as pass and sass category um infrastructure as a service platform as a service. And then says it sounds like you guys are kind of combine the lower parts of the stack and enable your partners to develop on top of. Is that how it >>works? Yes it does. Yeah. Yeah. So with addie, the interesting thing that we've done it's designed to have open a P. I. For a lot of modules as well. So if we're working with the american Heart Association and we want to do a uh cardiac care module from using their I. P. We could do that if we want to integrate with Uber health or lift we could do that as well if we want to do something in the amazon and pill pack, it's a plug in that we could do that. So if I'm a patient or or a loved one at home instead of going to 10 different places or use our platform and then pull up four different apps. Everything can be right there at their fingertips. You can either do it by touch or you can use this voice because it's all a voice or a touch of interaction. >>So just because I'm curious and and and for clarification, the idea of going past versus SAS platform versus software as a service is why flexibility or customization? Why not go SAS and be a SAS application? >>Uh we've talked mostly about, we've we've gone back and forth platform as a service or infrastructure as a service. So that's more the debate that we've had. It's more about the scalability that we can offer. Um uh not just in the United States, but globally as well. Um and really that's really the thing that we've been looking at, especially because there's so many different sources of data, if you want to provide high quality care that needs to be integrated. We want to make sure that we created a platform, not just for what we provide but for what others in the environment can provide. >>So you really want to enable other people to create that very much layer on top of you guys, do you have out of the box SAS to get people going or is that just >>With the release of adding 2.0, now we do. So now folks go to our website and they contact our development those tools and and those libraries are available. >>Now, this is an awesome opportunity. So for people out there who are wanting to innovate on you, they can just say, okay, I'll leverage your the amazon web services of healthcare essentially. >>That's a nice bold ambitious statement. Yeah, but I mean kind of but if we if we can achieve that, then we'd be quite happy and we think the industry, you're gonna partner >>benefit of that. It's an ecosystem play. Exactly, yeah. It's kind of like. >>Yeah, yeah, yeah, yeah. And for us, what we do covert is a perfect example going back to that. So when Covid hit um were based in las cruces, new Mexico last winter lost crew system to el paso and overwhelmed. They're at capacity. Different health care systems came to us, they asked if we partner with them to deliver a basically a triage program for folks that were coming into the er with Covid. So we designed a Kobe at home programs. So you get diagnosed, get a kit, go home and using telehealth virtual visits, remote monitoring. Be able to stay healthy at home without doing community spread. And by making sure that you were being watched over by a care professionals 24 hours a day. We did that um worked with 300 people Malcolm would all of them said healthy. We were able to expand uh inpatient capacity by 77%. We saved the system over $6 million in in three months. We've now been asked and we're actually replicating that in Memphis now and then also we've been asked to do so down in Mississippi >>mark, great conversation. Uh real quick. I only I don't have much time left but I want to ask you, does this mean that we're gonna see a clip of proliferation of in home kind of devices to assist? >>Yeah, we will. Uh, what we've seen is a big pivot now towards hospital at home model of care. So you have providers saying, you know, I'll see you in my facility but also extend capabilities so I can see you and treat you at home as well. We've also seen a realization that telehealth is more than a than an occasional video visit because if all you're doing is replacing an occasional in person visit with an occasional video visit. You're not really changing things now. There's a whole different sensors ai other integrations that come together to be able to enable these different models >>for all the business school folks out there and people who understand what's going on with structural change. That's when innovation really changes. Yeah, this is structural change. >>Absolutely. >>Mark, thanks for coming on. Mark Francis chief Digital Health Integration Officer Electronic Caregiver here on the Q. Thanks. Coming >>on. Thank you. My pleasure. >>Okay, more coverage after this short break. I'm john Kerry, your host Aws public Sector summit, We'll be right back mm mm mm

>>Mhm. Mhm Hello and welcome back to the cubes coverage of AWS summit here. Public sector summit here in Washington, D. C. I'm john for your host, We're live at a physical event. People face to face. We're here with the cube on the ground back in business. Of course we have a virtual cube. We got the cube studios in Palo alto in boston. We're gonna bring you all the great coverage and our next guest is parallel casa, Anita Casanova got it. Chief of Channels at Pegasystems, also known as mega official titles, head of global partner ecosystem. But you're known as the Chief of channels. >>Absolutely, thank >>you for coming on. >>Absolutely nice to be here face to face in an event. >>Feel happy, feels good. It feels great. People are happy. I'm still good attendance. Considering what it is about 5, 6000 people roughly give or take maybe up to 7000, who knows. But you guys have a really strong relationship with AWS, you're the chief of the channel. You guys have a great enabling product that crashes itself, as you guys say. So let's get into it before explain what PEG A does. >>Okay, so paga he's a $1 billion dollar company. It's a software company and we call it that software built itself Because we are definitely here to crash customer complexity. So we do it by three doing three things, 1-1 customer engagement customers, customer service and also intelligent automation. So we are a platform and we are helping any single client that has a complex solution to make it simple and to have a good customer experience. >>So I got it wrong. It doesn't crash itself, it crashes complexity, It builds itself okay there it is. All right, I got that out of the way. Software that crashes itself actually doesn't really kind of doesn't sound like a compelling products, but it's not the case. So I gotta ask you So ecosystems are a big part of the cloud amazon has a great ecosystem but the ecosystem has ecosystem is starting to see an expansion of the cloud business with the software model. With cloud scale. What are you guys doing in the channel within the public sector? How do you guys work, how do people engage with you? >>Okay, so first of all we we were always very friendly channel partner but we were using our partners only for implementation because our product is so so uh built for each of the clients, there's a lot of services opportunity and we have very strong peg a practices in the different partners. But last year when I came in I came in almost 16 months ago we decided that we wanted also to improve our our sales with the partners. So we are engaging with partners and to and from the beginning of a sale cycle and brainstorming on what the client needs in order to be more efficient to reduce cost to the moment of the implementation. So we have been working with several uh system integrators, some resellers and with aws as our cloud platform. So we have been moving everything we can to the peg, a cloud that is on aws and clients are are really happy to be modernized in there because there you have the security, the scalability then you the new versions of the product without having to be worrying about it because it's done by our support. >>So it's software on amazon. So customers can buy your software through the marketplace or whatever through a partner or the marketplace and then they can still use the higher level services at in AWS, correct? >>They can use a high services in AWS or with any other partner system Integrator that also works with AWS and we have many cases where we are we we use the power of three. Right. We work with AWS accenture and and for example, Peg or we can use lay does or or booz allen or a parrot on any of the partners that are here in government. >>So you know, the channel equation, you're the chief of the channel. Channel channels love simplicity, simple products to buy. They love products that can throw off gross profit. And you said services, how is that going? Are you guys seeing a good economic equation with your partners? >>Well, our partners do between five and 10 IX of uh, of the revenue that we do on software on services. So that equation definitely works and they love it for that. At the same time we have invested five x the quantity of people that we have supporting the channel. For example, here in government we have invested also two or three times on the rest of the of the business. But there has been definitely good investments for partners. The partners are happy with us because again they not only they can do a good business one off, they can then radiate one. You usually clients one day once they buy peg for one of their use cases or case management as we call it, they usually want to replicate it in other cases and that is where the partners are doing enormous money because they are replicating the same use case in different departments. >>That's the way it's supposed to be, it's their touching the customer, they're adding value on top of your product. So they get to have the best of both worlds high margins on the profits and the services but yet worked with the customer directly to engage, make sure they get the right solution from you and a W. S together. >>Absolutely. Okay, >>what are the key challenges that you find that partners need to solve and overcome to keep this this this equation going. What do you guys focus on? You mentioned more people, what are some of the trends in the public cloud? I mean public sector area? What's this with the dynamics? >>So in in this moment the whole world is with a huge need of digital transformation the every single client but especially in government, they had all digital transformation projects. But they were going at slow motion because of the situation of the pandemic that I don't even want to name it again because everybody's talking about it but it's a reality. These projects have to accelerate 10 times. So whatever it was going to be done in five years has been done in one. So the biggest challenge that we are having is to ensure that we have that capacity to support all these projects that are being done very fast and and for that that's why we also need our partners right Because they have big mega practices. They have been investing as well as we are to ensure that we cover all those needs and but for now we are doing well and so that's that's right. We are growing as a company and with the partners >>carol great to have you on board with the company now kicking some butt now in the channel, Chief of channel good margins happy customers growth. What are some of the use case successes that you've had. Can you name a few customers and what they've done and what's their best practice? >>Well we have, I will name some government because we are in a public secretary event but we have and I will name north America although we also have in the rest of the world. So U. S. Census. That is something that everybody has done right. Even if you did in your mobile, you did it on paper, you did it on the phone. All of that was managed by paga And for the first time ever there was zero than downtime. Not a single problem to access the web. For example, the the US census took us 50% less expense than the one that we did in 2010 just because we use this digital approach And then we also were 50% more efficient because we needed, we didn't need to use all that paper storage that was used in the past. So we taxpayers have to be happy because they really spend less than what they should have spent on this topic. So definitely that was one of the biggest cases that we have in 2020. We have other, we took big big projects like the US and or we do smaller projects and there's one that is not small but that is smaller, that is the New Jersey court that caught my attention because I imagine myself in a situation like that that you are like my mistake taken to the court and you and they are, they are you have to defend yourself that was taking three hours and it's stressful, right? And you don't have to be there if you don't need to And this process got to 20 minutes, that is also reduction and expenses even jail expenses sometimes. So that was one that we did as well. And and that was just by making four legacy systems getting to one having a much faster experience on that. So >>a lot of migrations, a lot of cloud native re factoring going on in the applications sounds like >>yes. What we do is whatever legacy systems you have, we managed to ensure that we connect them all and to have a front line so that you can access information real time and that you can as a user and that you can really have a better experience whatever you do today, whatever company telco company you have, bank you use, I can guarantee you have you have, you speak to you just don't know about >>that. It's under the covers. I gotta ask you my final question. So you guys really doing some good business out here, what if people watching here trying to understand the dynamics of public sector market? What's your take, what's your what do you what would you say, that person? What's the big story happening in public sector? >>Well, to begin with, I'm not a public sector experts, I'm sure that there's a lot of public sector experts out there that can tell me, oh no, you missed this point. But what I have seen in these days that I have been here with the team is that the government needs to act fast in order to digitalized all these projects. So one of our partners yesterday was telling me that there is a mandate in in the army for example to move everything to cloud. How do you do it? They don't even know they're there, there are people that they don't they don't know how to do this. So our partners are building solutions to help them faster get into the cloud because they have to do it by the end of the year. And these are the key things that we are working on with partners to build solutions that can really can access for robust and they can >>escape. It's a very robust ecosystem. Yes, So amazon is an ecosystem you guys and you have an ecosystem. >>It's an ecosystem of ecosystems and that is what works right because Amazon has very good sellers for example, very good people that know the clients and they have a lot of experience but they are not specialized in what to do >>with the channel. These >>other partners have a peg a practice, they are experts and as I told you this is about crushing complexity. So it's making you need to understand the technology and the details behind it to make the best solution to the client. >>Corolla. Great to have you on very dynamic. Love, Love chatting with you Corolla Cazenove >>Cazenove >>Cazenove chief of channels that Pegasystems also known as peg a great to have you on, congratulations on your success. Ecosystems within an ecosystem crushing complexity. Mr que bringing you all the signal out there from the noise. I'm john Kerry. Thanks for watching. Mhm. Mhm.

>>Yeah. Hello and welcome back to the cubes coverage of AWS public sector summit here in Washington D. C. We're live on the ground for two days. Face to face conference and expo hall and everything here but keith brooks who is the director and head of technical business development for a dress government Govcloud selling brains 10th birthday. Congratulations. Welcome to the cube. Thank you john happy to be E. C. 2 15 S three is 9.5 or no, that maybe they're 10 because that's the same day as sqs So Govcloud. 10 years, 20 years. What time >>flies? 10 years? >>Big milestone. Congratulations. A lot of history involved in Govcloud. Yes. Take us through what's the current situation? >>Yeah. So um let's start with what it is just for the viewers that may not be familiar. So AWS Govcloud is isolated. AWS cloud infrastructure and services that were purposely built for our U. S. Government customers that had highly sensitive data or highly regulated data or applications and workloads that they wanted to move to the cloud. So we gave customers the ability to do that with AWS Govcloud. It is subject to the fed ramp I and D O D S R G I L four L five baselines. It gives customers the ability to address ITAR requirements as well as Seaga's N'est ce MMC and Phipps requirements and gives customers a multi region architecture that allows them to also designed for disaster recovery and high availability in terms of why we built it. It starts with our customers. It was pretty clear from the government that they needed a highly secure and highly compliant cloud infrastructure to innovate ahead of demand and that's what we delivered. So back in august of 2011 we launched AWS GovCloud which gave customers the best of breed in terms of high technology, high security, high compliance in the cloud to allow them to innovate for their mission critical workloads. Who >>was some of the early customers when you guys launched after the C. I. A deal intelligence community is a big one but some of the early customers. >>So the Department of Health and Human Services, the Department of Veterans Affairs, the Department of Justice and the Department of Defense were all early users of AWS GovCloud. But one of our earliest lighthouse customers was the Nasa jet propulsion laboratory and Nasa Jpl used AWS GovCloud to procure Procure resources ahead of demand which allowed them to save money and also take advantage of being efficient and only paying for what they needed. But they went beyond just I. T. Operations. They also looked at how do they use the cloud and specifically GovCloud for their mission programs. So if you think back to all the way to 2012 with the mars curiosity rover, Nasa Jpl actually streamed and processed and stored that data from the curiosity rover on AWS Govcloud They actually streamed over 150 terabytes of data responded to over 80,000 requests per second and took it beyond just imagery. They actually did high performance compute and data analytics on the data as well. That led to additional efficiencies for future. Over there >>were entire kicking they were actually >>hard core missing into it. Mission critical workloads that also adhere to itar compliance which is why they used AWS GovCloud. >>All these compliance. So there's also these levels. I remember when I was working on the jetty uh stories that were out there was always like level for those different classifications. What does all that mean like? And then this highly available data and highly high availability all these words mean something in these top secret clouds. Can you take us through kind of meetings >>of those? Yeah absolutely. So it starts with the federal compliance program and the two most popular programs are Fed ramp and Dodi srg fed ramp is more general for federal government agencies. There are three levels low moderate and high in the short and skinny of those levels is how they align to the fisma requirements of the government. So there's fisma low fisma moderate fisma high depending on the sensitivity of the government data you will have to align to those levels of Fed ramp to use workloads and store data in the cloud. Similar story for D. O. D. With srg impact levels to 45 and six uh impacts levels to four and five are all for unclassified data. Level two is for less sensitive public defense data levels. Four and five cover more sensitive defense data to include mission critical national security systems and impact level six is for classified information. So those form the basis of security and compliance, luckily with AWS GovCloud celebrating our 10th anniversary, we address Fed ramp high for our customers that require that and D. O. D impact levels to four and five for a sensitive defense guy. >>And that was a real nuanced point and a lot of the competition can't do that. That's real people don't understand, you know, this company, which is that company and all the lobbying and all the mudslinging that goes on. We've seen that in the industry. It's unfortunate, but it happens. Um, I do want to ask you about the Fed ramp because what I'm seeing on the commercial side in the cloud ecosystem, a lot of companies that aren't quote targeting public sector are coming in on the Fed ramp. So there's some good traction there. You guys have done a lot of work to accelerate that. Any new, any new information to share their. >>Yes. So we've been committed to supporting the federal government compliance requirements effectively since the launch of GovCloud. And we've demonstrated our commitment to Fed ramp over the last number of years and GovCloud specifically, we've taken dozens of services through Fed ramp high and we're 100% committed to it because we have great relationships with the Fed ramp, Jabor the joint authorization board. We work with individual government agencies to secure agency A. T. O. S. And in fact we actually have more agency A. T. O. S. With AWS GovCloud than any other cloud provider. And the short and skinny is that represents the baseline for cloud security to address sensitive government workloads and sensitive government data. And what we're seeing from industry and specifically highly regulated industries is the standard that the U. S. Government set means that they have the assurance to run control and classified information or other levels of highly sensitive data on the cloud as well. So Fed ramp set that standard. It's interesting >>that the cloud, this is the ecosystem within an ecosystem again within crossover section. So for instance um the impact of not getting Fed ramp certified is basically money. Right. If you're a supplier vendor uh software developer or whatever used to being a miracle, no one no one would know right bed ramp. I'm gonna have to hire a whole department right now. You guys have a really easy, this is a key value proposition, isn't it? >>Correct. And you see it with a number of I. S. V. S. And software as the service providers. If you visit the federal marketplace website, you'll see dozens of providers that have Fed ramp authorized third party SAAS products running on GovCloud industry leading SAAS companies like Salesforce dot com driven technology Splunk essay PNS to effectively they're bringing their best of breed capabilities, building on top of AWS GovCloud and offering those highly compliant fed ramp, moderate fed ramp high capabilities to customers both in government and private industry that need that level of compliance. >>Just as an aside, I saw they've got a nice tweet from Teresa Carlson now it's plunk Govcloud yesterday. That was a nice little positive gesture uh, for you guys at GovCloud, what other areas are you guys moving the needle on because architecturally this is a big deal. What are some areas that you're moving the needle on for the GovCloud? >>Well, when I look back across the last 10 years, there were some pretty important developments that stand out. The first is us launching the second Govcloud infrastructure region in 2018 And that gave customers that use GovCloud specifically customers that have highly sensitive data and high levels of compliance. The ability to build fault tolerant, highly available and mission critical workloads in the cloud in a region that also gives them an additional three availability zones. So the launch of GovCloud East, which is named AWS GovCloud Us East gave customers to regions a total of six availability zones that allowed them accelerate and build more scalable solutions in the cloud. More recently, there is an emergence of another D O D program called the cybersecurity maturity model, C M M C and C M M C is something where we looked around the corner and said we need to Innovate to help our customers, particularly defense customers and the defense industrial based customers address see MMC requirements in the cloud. So with Govcloud back in December of 2020, we actually launched the AWS compliant framework for federal defense workloads, which gives customers a turnkey capability and tooling and resources to spin up environments that are configured to meet see MMC controls and D. O. D. Srg control. So those things represent some of the >>evolution keith. I'm interested also in your thoughts on how you see the progression of Govcloud outside the United States. Tactical Edge get wavelength coming on board. How does how do you guys look at that? Obviously us is global, it's not just the jet, I think it's more of in general. Edge deployments, sovereignty is also going to be world's flat, Right? I mean, so how does that >>work? So it starts back with customer requirements and I tie it back to the first question effectively we built Govcloud to respond to our U. S. Government customers and are highly regulated industry customers that had highly sensitive data and a high bar to meet in terms of regulatory compliance and that's the foundation of it. So as we look to other customers to include those outside of the US. It starts with those requirements. You mentioned things like edge and hybrid and a good example of how we marry the two is when we launched a W. S. Outpost in Govcloud last year. So outpost brings the power of the AWS cloud to on premises environments of our customers, whether it's their data centers or Coehlo environments by bringing AWS services, a. P. I. S and service and points to the customer's on premises facilities >>even outside the United States. >>Well, for Govcloud is focused on us right now. Outside of the U. S. Customers also have availability to use outpost. It's just for us customers, it's focused on outpost availability, geography >>right now us. Right. But other governments gonna want their Govcloud too. Right, Right, that's what you're getting at, >>Right? And it starts with the data. Right? So we we we spent a lot of time working with government agencies across the globe to understand their regulations and their requirements and we use that to drive our decisions. And again, just like we started with govcloud 10 years ago, it starts with our customer requirements and we innovate from there. Well, >>I've been, I love the D. O. D. S vision on this. I know jet I didn't come through and kind of went scuttled, got thrown under the bus or whatever however you want to call it. But that whole idea of a tactical edge, it was pretty brilliant idea. Um so I'm looking forward to seeing more of that. That's where I was supposed to come in, get snowball, snowmobile, little snow snow products as well, how are they doing? And because they're all part of the family to, >>they are and they're available in Govcloud and they're also authorized that fed ramp and Gov srg levels and it's really, it's really fascinating to see D. O. D innovate with the cloud. Right. So you mentioned tactical edge. So whether it's snowball devices or using outposts in the future, I think the D. O. D. And our defense customers are going to continue to innovate. And quite frankly for us, it represents our commitment to the space we want to make sure our defense customers and the defense industrial base defense contractors have access to the best debris capabilities like those edge devices and edge capable. I >>think about the impact of certification, which is good because I just thought of a clean crows. We've got aerospace coming in now you've got D O. D, a little bit of a cross colonization if you will. So nice to have that flexibility. I got to ask you about just how you view just in general, the intelligence community a lot of uptake since the CIA deal with amazon Just overall good health for eight of his gum cloud. >>Absolutely. And again, it starts with our commitment to our customers. We want to make sure that our national security customers are defense customers and all of the customers and the federal government that have a responsibility for securing the country have access to the best of breed capability. So whether it's the intelligence community, the Department of Defense are the federal agencies and quite frankly we see them innovating and driving things forward to include with their sensitive workloads that run in Govcloud, >>what's your strategy for partnerships as you work on the ecosystem? You do a lot with strategy. Go to market partnerships. Um, it's got its public sector pretty much people all know each other. Our new firms popping up new brands. What's the, what's the ecosystem looks like? >>Yeah, it's pretty diverse. So for Govcloud specifically, if you look at partners in the defense community, we work with aerospace companies like Lockheed martin and Raytheon Technologies to help them build I tar compliant E. R. P. Application, software development environments etcetera. We work with software companies I mentioned salesforce dot com. Splunk and S. A. P. And S. To uh and then even at the state and local government level, there's a company called Pay It that actually worked with the state of Kansas to develop the Icann app, which is pretty fascinating. It's a app that is the official app of the state of Kansas that allow citizens to interact with citizens services. That's all through a partner. So we continue to work with our partner uh broad the AWS partner network to bring those type of people >>You got a lot of MST is that are doing good work here. I saw someone out here uh 10 years. Congratulations. What's the coolest thing uh you've done or seen. >>Oh wow, it's hard to name anything in particular. I just think for us it's just seeing the customers and the federal government innovate right? And, and tie that innovation to mission critical workloads that are highly important. Again, it reflects our commitment to give these government customers and the government contractors the best of breed capabilities and some of the innovation we just see coming from the federal government leveraging the count now. It's just super cool. So hard to pinpoint one specific thing. But I love the innovation and it's hard to pick a favorite >>Child that we always say. It's kind of a trick question I do have to ask you about just in general, the just in 10 years. Just look at the agility. Yeah, I mean if you told me 10 years ago the government would be moving at any, any agile anything. They were a glacier in terms of change, right? Procure Man, you name it. It's just like, it's a racket. It's a racket. So, so, but they weren't, they were slow and money now. Pandemic hits this year. Last year, everything's up for grabs. The script has been flipped >>exactly. And you know what, what's interesting is there were actually a few federal government agencies that really paved the way for what you're seeing today. I'll give you some examples. So the Department of Veterans Affairs, they were an early Govcloud user and way back in 2015 they launched vets dot gov on gov cloud, which is an online platform that gave veterans the ability to apply for manage and track their benefits. Those type of initiatives paved the way for what you're seeing today, even as soon as last year with the U. S. Census, right? They brought the decennial count online for the first time in history last year, during 2020 during the pandemic and the Census Bureau was able to use Govcloud to launch and run 2020 census dot gov in the cloud at scale to secure that data. So those are examples of federal agencies that really kind of paved the way and leading to what you're saying is it's kind >>of an awakening. It is and I think one of the things that no one's reporting is kind of a cultural revolution is the talent underneath that way, the younger people like finally like and so it's cooler. It is when you go fast and you can make things change, skeptics turned into naysayers turned into like out of a job or they don't transform so like that whole blocker mentality gets exposed just like shelf where software you don't know what it does until the cloud is not performing, its not good. Right, right. >>Right. Into that point. That's why we spend a lot of time focused on education programs and up skilling the workforce to, because we want to ensure that as our customers mature and as they innovate, we're providing the right training and resources to help them along their journey, >>keith brooks great conversation, great insight and historian to taking us to the early days of Govcloud. Thanks for coming on the cube. Thanks thanks for having me cubes coverage here and address public sector summit. We'll be back with more coverage after this short break. Mhm. Mhm mm.

(high intensity music) >> Everyone, welcome back to theCube coverage of AWS, Amazon Web Services, Public Sector Summit live in D.C. We're in-person, I'm John Furrier, the host of theCube. I'm here with Max Peterson, the Head of Public Sector, Vice President. Max, great to see you in in-person event. >> Great to be here. We're in-person and we're also live streaming. So, we're here, however customers, however partners want to participate. >> I got to say, I'm very impressed with the turnout. The attendance is strong. People excited to be here. We're not wearing our masks cause we're on stage right now, but great turnout. But it's a hybrid event. >> It is. >> You've got engagement here physically, but also digitally as well with theCube and other live streams everywhere. You're putting it everywhere. >> It's been a great event so far. We did a pre-day yesterday. We had great participation, great results. It was about imagining education. And then today, from the executive track to the main tent, to all of the learning, live streaming 'em, doing things in person. Some things just don't translate. So, they'll won't be available, but many things will be available for viewing later as well. So all of the breakout sessions. >> The asynchronous consumption, obviously, the new normal, but I got to say, I was just on a break. I was just walking around. I heard someone, two people talking, just cause I over walk pass them, over hear 'em, "Yeah, we're going to hire this person." That's the kind of hallway conversations that you get. You got the programs, you got people together. It's hard to do that when you're on a virtual events. >> Max: It's hard. The customers that we had up on stage today, the same sort of spontaneity and the same sort of energy that you get from being in-person, it's hard to replicate. Lisa from State of Utah, did a great job and she got an opportunity to thank the team back home who drove so much of the innovation and she did it spontaneously and live. You know, it's a great motivator for everybody. And then Lauren from Air force was phenomenal. And Suchi, our "Imagine Me and You" artist was just dynamite. >> I want to unpack some of that, but I want to just say, it's been a really change of a year for you guys at Public Sector. Obviously, the pandemic has changed the landscape of Public Sector. It's made it almost like Public-Private Sector. It's like, it seems like it's all coming together. Incredible business performance on your end. A lot of change, a lot of great stuff. >> We had customers we talked today with SBA, with VA, with NASA, about how they just embraced the challenge and embraced digital and then drove amazing things out onto AWS. From the VA, we heard that they took tele-health consultations. Get this from 25,000 a month to 45,000 a day using AWS and the Cloud. We heard SBA talk about how they were able to turn around the unemployment benefits programs, you know, for the unemployed, as a result of the traumatic impact of the COVID-19 pandemic in a matter of weeks. And then, scaled their systems up just to unbelievable heights as President Biden announced the news. >> You had a lot of announcement. I want to get to a couple of them. One of them was the health equity thing. What is that about? Take us through that announcement. >> So the pandemic, it was hard. It was traumatic in a lot of different ways. It also turned into this little innovation laboratory, but one of the things that it laid bare more than anything else where the inequities associated with some of these systems that had to spring into action. And in particular, in the space of health, healthcare equity. We saw simply communities that didn't have access and weren't included in the same sorts of responses that the rest of the community may have been included in. And so we launched this global initiative today to power health equity solutions. It's a $40 million program. Lasts for three years. And it's open to customers or it's open to partners. Anybody who can contribute to three different areas of health equity. It's people who are leveraging data to build more equal, more sustainable health systems. Is people that are using analytics to do greater study of socioeconomic and social situational conditions that contribute to health inequities. And then finally, it's about building systems that deliver more equitable care to those who are underserved around the world. >> So, just to get this right, 40 million. Is that going to go towards the program for three years and are you going to dolo that out or as funding, or is that just a fund the organization? >> It's actually very similar to the development diagnostic initiative that we ran when COVID hit. We've launched the program. We're welcoming applications from anybody who is participating in those three developmental areas. They'll get Cloud credits. They'll get technical consulting. They may need professional services. They'll get all manner of assistance. And all you have to do is put in an application between now and November 15th for the first year. >> That's for the health equity? >> For the health equity. >> Got it. Okay, cool. So, what's the other news? You guys had some baseline data, got a lot of rave reviews from ACORE. I interviewed Constance and Thompson on the Cube earlier. That's impressive. You guys really making a lot of change. >> Well, you're hundred percent right. Sustainability is a key issue from all of our customers around the world. It's a key issue for us, frankly, as inhabitants of planet earth, right? >> John: Yeah. >> But what's really interesting is we've now got governments around the world who are starting to evaluate whether they're not their vendors have the same values and sustainability. And so that the AWS or the Amazon Climate Pledge is a game changer in terms of going carbon zero by 2040, 10 years ahead of most sort of other programs of record. And then with ACORE, we announced the ability to actually start effecting sustainability in particular parts around the world. This one's aim at that. >> But the key there is that, from what I understand is that, you guys are saying a baseline on the data. So, that's an Amazonian kind of cultural thing, right? Like you got to measure, you can't know what you're doing. >> The world is full of good intentions, but if you want to drive change at scale, you've got to figure out a way to measure the change. And then you've got to set aggressive goals for yourself. >> That's really smart. Congratulations! That's a good move. Real quick on the announcement at re:Invent, you've talked about last re:Invent, you're going to train 29 million people. Where are you on that goal? >> Well, John, we've been making tremendous progress and I'm going to use theCube here to make a small teaser. You know, stay tuned for our re:Invent conference that comes up shortly because we're actually going to be sharing some more information about it. But we've done digital trainings, self-training, online skills workshops. We just took a program called re/Start, which serves an unemployed or underemployed individuals. We launched that around the world and we're really excited. Today, we announced we're bringing it to Latin America too. So we're expanding into Colombia, Mexico, Peru, Brazil, and Argentina. And the amazing thing about that re/Start program, it's a 12 week intensive program. Doesn't require skills in advance. And after 12 weeks, 90% of the people graduating from that course go right onto a job interview. And that's the real goal, not just skills, but getting people in jobs. >> Yeah. The thing about the Cloud. I keep on banging the drum. I feel like I'm beating a dead horse here, but the level up, you don't need to have a pedigree from some big fancy school. The Cloud, you can be like top tier talent from anywhere. >> And you heard it from some of our speakers today who said they literally helped their teams bootstrap up from old skills like COBOL, you know, to new skills, like Cloud. And I will tell you, you know, right now, Cloud skills are still in a critical shortage. Our customers tell us all the time they can use every single person we can get to 'em. >> I'm going to tell my son, who's a sophomore in CS. I'm like, "Hey, work on COBOL Migration to AWS. You'll be a zillionaire." (John and Max laughs) No one knows what the passwords of the COBOL. I love that 80s jazzy jokes from two re:Invents ago. (John laughs) I got to ask you about the National-Local Governments, how they're monetizing Cloud of the past 18 months. What have you seeing at that level? >> Yeah. National and Local Governments, of course, were tremendously impacted first by the pandemic itself and the health concerns around it, but then all of the secondary effects, you know, unemployment. And immediately, you needed to put into action unemployment benefits systems. We work with the U.S. Small Business Administration, 15 other States across the U.S. You know, to have those systems in place in like weeks to be able to serve the unemployed as a result of the COVID-19 pandemic. Then you saw things progress, to the point where we had States across the country, standing up call centers on Amazon Connect. Instantly, they could have a high scalable volume call center that was situated for their instantly remote workforce, as opposed to their old call center technology. So, across the U.S. we saw those. And in fact, around the world, as governments mobilized to be able to respond to citizens. But the final thing that I think is really incredible, is though is the way that the AWS teams and partners sprung into action to work with National Governments around the world. Over 26 National Governments run their vaccine management scheduling systems on AWS. The largest to date, being in India, where in a single day, the vaccine management system scheduled and conducted 22.5 million vaccinations. Which is more than the population of New York State in one week and one day. >> Wow. That's good. That's great progress. I got to say, I mean, that kind of impact is interesting. And we had Shannon Kellogg on earlier, talking about the Virginia impact with the Amazon $220 million being spread over a few Counties just in one year. The partnership between business... and governments with the Cloud, so much more agility. This really strikes at the core of the future of government. >> Max: I think so. People have talked about private-public partnerships for a long time. I'm really proud of some of the work that Amazon and the whole team is doing around the world in those types of public private partnerships. Whether they're in skilling and workforce with partnerships, like eight different States across the U.S. to deliver skills, training through community college based systems. Whether it's with healthcare systems. Like NHS or GEL over in the UK, to really start applying cloud-scale analytics and research to solve the problems that eventually you're going to get us to personalized healthcare. >> That's a great stuff. Cloud benefits are always good. I always say the old joke is, "You hang around the barbershop long enough, you'll get a haircut." And if you get in the Cloud, you can take advantage of the wave. If you don't get on the wave, your driftwood. >> And States found that out, in fact. You'd have customers who were well on their journey. They were really able to turn on a dime. They pivoted quickly. They delivered new mission systems with customers. Those who hadn't quite progressed to the same state, they found out their legacy. IT systems were just brittle and incapable of pivoting so quickly to the new needs. And what we found, John, was that almost overnight, a business, government, which was largely in-person and pretty high touch had to pivot to the point where their only interaction was now a digital system. And those who- >> John: Middle of the day, they could have race car on the track, like quickly. >> Well, we've got it. We do have race cars on the track, right? Every year we've got the artificial intelligence powered Amazon DeepRacer and Red River on the track. >> I can see it. Always a good showing. Final question. I know you got to go on and I appreciate you coming on- >> It's been great. >> with all your busy schedule. Looking ahead. What tech trends should we be watching as Public Sector continues to be powered by this massive structural change? >> Well, I think there's going to be huge opportunity in healthcare. In fact, this afternoon at four o'clock Eastern, we're talking with Dr. Shafiq Rab from Wellforce. He and folks at Veterans Affairs to tell you telehealth and telemedicine are two, the areas where there's still the greatest potential. The number of people who now are serviced, and the ability to service a population far more broadly dispersed, I think has dramatic potential in terms of simply making the planet more healthy. >> Like you said, the pandemics have exposed the right path and the wrong path. And agility, speed, new ways of doing things, telemedicine. Another example, I interviewed a great company that's doing a full stack around healthcare with all kinds of home, agents, virtual agents, really interesting stuff. >> It is. I think it's going to change the world. >> John: Max Peterson, Head of Public Sector. Thank you for coming on theCube, as always. >> John, it's my pleasure. Love the cube. We've always had a good time. >> Yeah. Great stuff. >> Peter: We'll keep on making this difference. >> Hey, there's too many stories. We need another Cube here. So many stories here, impacting the world. Here at the Amazon Web Services Public Sector Summit. I'm John Furrier, your host. Thanks for watching. (soft music)