>>LA from Las Vegas. It's the cube covering AWS reinvent 2019 brought to you by Amazon web services and along with its ecosystem partners. >>Hey, welcome back everyone. Live cube covers here at reinvent 2019 in Las Vegas. I'm John, your host extracting the signal from the noise with Stu Miniman analysts at Silicon angle, the cube and Wiki bond. We've got two great guests talking about the ecosystem and the future of software and how customers are consuming it in the cloud. Todd Osborne G VP of alliances and channels at new Relic and Josh Hoffman, GM and global lead of ISB partner ecosystem of AWS. Guys, welcome to the cube. Thanks so much for having us. So guys, we're the top story to me at this show. So far as I'll see infrastructure at scale. The software development life cycle is continuing to evolve. We are more automation, more as Andy says, heavy lifting's being done, which means that application developers are going to get more and more goodness. Dev ops created infrastructure as code check. Now we've got data, tons of data everywhere. So we're, we're seeing an ISB Renaissance more software. You guys are out there writing software. So what you guys take so far of the impact of the ISV here, Josh, to talk about that because this is a big story, does >>massive, I mean if you walk around the floor, you'll see folks that are automating new ways of doing dev ops. You're looking at new ways of securing serverless functions. Um, you're looking at new types of storage. So you could go across every category of technology in this room and you will see an incredible amount of batim innovation. Our partners are really driving that. >>Talk about the relationship with AWS, new Relic, longstanding partnership. Where is it now? Where's it going? It's, I mean, it's off the charts. So even just the last year, the amount of momentum we've built together as has been fantastic. So we participated in a whole bunch of different programs. We've got dozens, hundreds of joint customers that were doing things together. I mean, just look at this event. It's just a, it's just astonishing. We operate in a lot of different partner models, um, from, from reselling, uh, with, with various partners to building technology programs to participating, uh, with Josh and team and our friends. Uh, our friend Dave McCann and team on a eight of us marketplace. Just a whole host of different things that just continue to, to, uh, expand the partnership at scale. And the consumer is ation of the software, the procurement process she's had Teresa crossing off from public sector, whether you're in the public sector or commercial procurement still stuck in 1995 it feels like, right? >>I mean, like, are they modernizing? They've got a lot more ways to get software with the marketplace. What are you guys seeing with customers? Is it really that bad? Am I over over it? It's not that bad, but you know what I'm saying? I mean, so from my perspective, one of the cool we're seeing is, um, AWS in the cloud. Providers are driving a consolidation of budget of modern stuff, of cloud, of, of all the new things that companies want to do. That's all getting consolidated either in a new groups or new budget cycles and AWS is making it really easy to participate in those. So through programs like the marketplace, through various other other initiatives that we're doing, we can combine what we want to achieve with, with what the customer wants to achieve, which is speed to market with, which is with what AWS wants to achieve, which is faster adoption of all the different services and bringing the right ecosystem along with it. >>So the modernization of the procurement cycles along with the monetization of the technology is really cool to watch. Well, I wanted to ask that before. I want to get to the question that I'm that interested Andy Jassy his point on this keynote, Hey, this is the first time I heard him talk like this. We see two types of developers and two types of customers. People want the low level building blocks, the builders and then a new set of customers who want solutions. Yup. This is, this is your wheelhouse. This is where the solution network kind of ecosystem is evolving very quickly. Can you guys share your observations on what that, what he means by that and what does it mean for customers? >>I'll share it in the context of what we're doing with new Relic. Um, when you think of the concept of a solution, a lot of our customers, hundreds of our enterprise customers are going through our migration programs. They need help making sure that what they're doing on prem is translating to what's happening in the cloud, what the applications are doing on prem, and how they're performing in the cloud. So we've collaborated with NewRelic over the last year and a half on a number of new, not just migration programs, but windows or views into how the applications are performing. And we've designed those specifically for customers who are going through those migrations. So you just take that one little category. Um, and it's an area where we're collaborating together to bring something that is a full solution to the customer for those who are going through that migration journey. >>Your take on the whole solution thing. Yeah. So we, uh, last year at reinvent, we announced really the first solution that new Relic had ever launched trying to meet that market need and we, we announced the cloud adoption solution. So everybody knows we've got this great platform with all these cool features. We had never really gone to market and said, not only do we just address application monitoring or infrastructure mining, we actually address the business outcome of migrating to the cloud and all the benefits of doing that. So we announced that as a methodology last year. We added to that over this, this past year because we've enhanced our platform to, uh, have this new capability that we call programmability, which is the ability to write applications on top of the new Relic platform. So we've built, and we launched today a cloud adoption solution application. Kind of a mouthful. >>But what it is, is it is, it's the ability to use our technology and our platform to very easily drop that into a customer and help them very quickly get time to value of delivering on a solution and ultimately achieving the business outcome they're looking for. Yeah, I taught actually. So as you know, I was at your conference earlier this year in New York city where you really defined what a platform should be. And just like Amazon, what you want is you want builders and you want them putting solutions on Dabo. It gives a little bit of the momentum of what you've seen since new Relic one, and then the rollouts. So I don't know the formal count, but I know we're way past the dozen applications that we launched since then. Uh, we also added several different features including logging and some other technologies. We've closed a bunch of different deals with these new technologies since then. >>Um, and then a couple of the cool things from the partner ecosystem that we've done is with the platform capabilities we have, uh, firstly we're now, uh, getting ready to embark on building our first technology partner program. So we were talking to dozens of different partners in this room about how they can build with us on new Relic to make the platform even stickier, uh, for our customers that can now integrate NewRelic with various other technologies. And then the second, uh, thing we were proud to announce today is we've, we've actually just signed a three new managed service providers. So kind of another partner motion that we're driving in this ecosystem. And the new, all the new features of the neurotic platform helped enable us, uh, to do some really cool things with the platform and also evolving business model, uh, to close. Uh, so we were excited to to close three, top 80 best partners, which is best been global, uh, uh, blaze clan and out of California mission cloud as three new partners that we, uh, just, uh, signed agreements with. >>So we're happy to do that. Yeah. When we talk about the transformation, you know, one of the biggest challenges for customers is their application portfolio. I noticed new Relic has two boosts here. There's one specifically just focused on serverless, which I think is awesome. It's got some cool things. They're very focused on that developer app dev deployment there. Um, but you know, your customers, they've got a broad spectrum of applications and that journey to transformation in a modern nation is going to take time. How do you deal with the spectrum of what they're dealing with? But Todd, maybe start with you and then Josh would love your viewpoints too. I mean the spectrum. Massive. So our biggest challenge is keeping up with everything and continuing to innovate with all the things that are happening. But again, the benefits of the platform that we have enables us to do that in the enhancements. >>We wait and we made this year, this year. Um, now that our platform is, is more open, we can connect data, collect data from multiple entities, not just the new Relic, uh, agents that we've, that we were built on. So, uh, the concept of observability and being able to observe the entire application environment, um, is built on the fact that data's gotta come from all these different places. Then we need to turn that around and curate it, uh, into the right experience and the right use case that the customer's looking for. So, uh, all I can say is that, uh, our, our company is built on innovation. We try and stay on the cutting edge of all that. Try and stay current with that and meet the customer's needs as, as everyone here is innovating like S easy at scale. Todd, talk about what's going on in New York. >>What's the coolest thing going out with new Relic right now? Cause Lou always comes on the Q lose to CEO and he's cool. We love him, but he's always got his hands in something. Yes, he got the observability down. Cloud operations becoming standard. That's a tailwind for you guys as a company. But what cool things are you guys working on right now? Um, I certainly can't do Lou any justice. So the customer stories and things and he comes up with are amazing, but you know, from an industry's perspective, like gaming is hot. Um, and it's just like media and entertainment is hot. So we're just doing some really cool things with some really cool customers. Um, maybe not as cool as Lou would be, but you know, customers like, uh, are really adopting our migration story and we're really driving some significant business together. So customers like world fuel services and fleet complete, uh, we've recently come out and announced the stories of how we're helping these companies migrate. >>And frankly that's what's, that's what's cool about it is like everyone wants to get on the cloud faster, do more faster, and we're, we're enabling that, uh, in some really cool customers. So I'll to get your both reactions just to memes that we're developing on the cube this week. One is called, one is cloud native. If you take the T out, it's cloud naive. Okay. So, and the other one is something that I use on my post when my Andy story I did was you got born in the cloud, which is clear benefits. There's no, there's no discussion there. Check winning builder, but reborn in the cloud as companies are becoming reborn, this isn't the Mike, not just migration. There's a fundamental mind shift shift. Yeah. This is a reborn enterprise. And if you're not be born in the cloud and you're probably not going to be around longer, that seems to be the message. What's your reaction to cloud native without the T and reborn in the cloud? >>Well, I think it's, I think it's an accurate statement. It's funny. It's the first I've heard it. I may steal it. If I can use it, please pass it on. I will. Um, I would say that from an APM perspective, many of our partners are in different phases of their journey. Um, and so everything that we do is around three anchor points, which is helping those companies build great software if they haven't already, or if they're making that transition. Once they've made that transition, how do we help them market the software? And then the third piece is really how do we help them sell it? So in the case of new Relic, um, we've got a number of folks around the world that are helping with that co-sale process based on the solutions that we've jointly defined. Um, and then we also help build out the channel because as AWS, we've got tens of thousands of consulting partners. So the idea when you talk about that journey of becoming cloud native is how do you help a partner through that? You've got to hit on all three of those pillars to do it right. The leadership's got to be there for the top. Totally. You've got to have board alignment. You've got to have executive sponsorship, you've got to have technical buying, all of it. >>You guys have a very savvy customer base, Bray cloud native observability. What is the naivety uh, um, issue? What are people mostly naive about? Cause if you don't do it right with instrumentation observability if you're naive about that, you're going to get bitten in the, you know what? Well being, being naive there is not having your observability platform in place. So, but, but you really can't anymore. The old world of if you had a monolithic application running on servers monitoring, sometimes it was optional or a nice to have something today. You couldn't, you could only afford on your most mission critical applications as soon as you flipped a dev ops, a bunch of cloud native technologies, um, modern applications, but on the most modern frameworks with entities that are, that have all these dependencies to make sure that application works. Monitoring is a must, must have an observability is a must have. >>So that's now even in day one, out of the box, out of the one and two, the in to the reborn comment. As soon as you cross that path, you report, you rebirth yourself every day. Like it's constant. You're releasing code daily or multiple times a day, and so there's no like reborn statement anymore. It's a completely agile process. System changeover. This is not just saying it. You got to really believe what you're doing. You have to measure improvement, which is what new Relic is great at because if you take what's happening now on premise and you go to that transformation, you've got to show that you've actually achieved not just savings, but you're helping developers be more efficient and so you, you can't prove that story without the before and after. Yeah, yeah. Love talking to the cloud native gurus that you guys are, congratulations on your marketplace and ISV success. It's only getting the beginning of that run. It's kicking butt. Congratulations. Hundreds of thousands of customers are buying and hundreds of thousands more talk congratulates a new rule. Always great to have you guys on X. Great, impressive company, great results. Always great team, great product cloud, native ashore. Props to that. Thanks for coming on. Appreciate shit. Thanks so much. I'm John here in the cube, extracting the signal in the noise day. Two of three days of wall-to-wall coverage. Two sets here on the ground. Thanks for watching. We'll be right back.

>> live from Orlando, Florida It's the que covering Accelerate nineteen. Brought to you by Fortunate >> Welcome back to the Cube. Lisa Martin with Peter Burgers. We are coming to you Live from Orlando, Florida We've been at forty nine. Accelerate twenty nineteen all day. Peter, What a day our third year co hosting the Cuba Forty and accelerate. We heard a lot about industry leadership, product, leadership in innovation, partner. Success fourteen and accelerate. What? Some of the things that really stuck with you from the keynote all the way to the end of our interviews. >> Well, I was going to say first put a fork in May. Um, uh, Here's one of the things that I've observed. I've been doing the analyst thing and been a practitioner I t for over thirty years now on DH. Uh, it's amazing the degree to its security. People are often some of the smartest people you meet and some of the most straightforward people you meet, and partly that's because they are paid to ferret out nonsense. It's very, very difficult to fake security on. Uh, it just is, if there's one thing that even more than the last couple of years just struck me today. Perhaps it's because we're coming more familiar. Affording it is how smart these guys are, how smart they are, how informed they are, how well spoken they are. I mean, the interviews have been a breeze. I learned something from every single one of these for Jeanette interviews. So that's probably the first thing I'd say. The second thing I'd say is, um, the Ford. It has taken a different tack. We talked about this in the open, they have acknowledged, or they believe that having a degree of control over the underlying hardware is going to be a source of benefit to the customer on a source of advantage to Ford in it. And they continue to push that, and it appears pretty clear that they made a good bet that regard. We heard a lot about how a lot of new products are being placed on top of that platform and top those appliances a lot of additional functionality. But it also is pretty obvious that the ecosystem is growing faster, even in many respects and fortunate is in terms of the number of the amount of invention and innovation it's happening, and that's in part made possible by having a platform that's just higher performance. Oh, and if there's one last thing that I'd say is the degree to which Fortunate has made talked about this a second ago but made good bets and it appears clear that they're going to continue to make good bets bringing full circle Smart people that get stuff done in a domain that's absolutely essential to business are in a position to really shape the way that all this digital business transformation of digital business evolves. And Ford Net is punching above their weight in terms of how they're influencing the directions of the industry. >> They are punching up that there way. I think you mentioned that during one of our interview segment. I think they're proud of that. I think their confidence in what they're delivering and their history of being able to be pretty good at predicting what's going to happen was evident from the keynote this morning, where they showed a number of times where they are from an industry leadership in a market share perspective, calling out the names of their competitors, showing how much how far they've come, how much their customers are benefiting how much their business is growing as a result. So that confidence on pride was evident from the first time CEO Kinsey stepped on stage this morning. And I think we heard that throughout every interview segment today that you and I did with their leaders and some of their partners as well that there's since there that they know what they're doing. To your point, I agree. There was a lot of clarity of message. It's a very it's Security's a very interesting topic of conversation because it's pervasive across every industry. >> There wasn't the interviews weren't interchangeable. Each of them bought their expertise to bear on DH had something really interesting and useful to say, But it's at the core. You could see that the culture is thriving, that obviously it's a great Tam's great total addressable market that's growing. There's a lot of excitement inside the fortunate employee base about the possibilities and the role that they're likely to play, and I are playing on, you know, they talked a lot about Canada, Dabo's and some of the new. Some of the new alliance isn't even able to put together and influence. I mean, it's just It's a very good story in a market that is increasingly important. That's a potent combination for the Cube and for customers overall. >> And they did a great job on the education piece. Education was you mentioned Davis. That was an interesting kind of nod back to what they talked about last year's Accelerate twenty eighteen Educate education Ecosystem technology knows of the three pillars that were discussed in Davos is being essential components for safe and secure digital transformation, which they even set of Davos. Hey, there's the potential here in the next ten years for digital transformation to unlock. Ten can't be million. Maybe it is a huge value for businesses for society, and they said, Hey, fortunate, we've talked about these three tenants last year. We talked to John both just a little bit ago about how they are actively educating the channel from their bars to help them become msp sto. MSS peas their distributors how they're really educating, helping to mitigate some of the ostensible cybersecurity skills gap that we've talked about a very long time. But that's a a dedicated business model for them that hey, they want to drive preference with their partners. Everybody has. His customers have toys. Partners have choice. They've put a very strategic and evolutionary focus on evolving that. So customers in any industry have the opportunity to leverage security as as a best practice it as a benefit to their business. >> And there's a degree of altruism for why they did it, because they recognize that there's three and a half million open cybersecurity positions in the world. But they also demonstrated how smart and practical it is. Try to take that leadership. They want to become more competency based. How? Okay, great. Now, what does that allow you to do? It allows you to have your partners, your partner, network, connect independent of you to create solutions independent of you still based in your technology and basing your capabilities and services, but to engage customers in faster ways that may not necessarily involve you. Okay, so competency leads to new partner arrangements. Well, that also leads to more complex kinds of customer relations that generate greater value, greater service, all with the certainty of trust behind it, because you've done a better job of articulating what constitutes competency in an extremely complex domain. So it's a It's a It's a really interesting story. They've. They've clearly taken some best practices that we've seen emerge in the industry over the last few years and applied them anew. In a company that's going quite fast and a market that's growing faster than any other in Tech, >> this is largely this event accelerated. Think Derek Banky. I mention this is his seven. So around the seventh or eighth forty nine accelerate event that started its history wise as a partner conference. Obviously, it's grown tremendously, but there's a lot of partners here I would love to hear next year from the voice of the customer, a customer who has faced these challenges. We were speaking with one of their partners. It'LL come to me with Siemens, who was talking about Hey together. Seaman's from an O. T. Challenge and Opportunity, Perspective and Fortunate can help a customer transform and converge, and ot and thirty days in a harsh type of environment that's huge would love to hear more stories like showed the impact that customers can make by addressing these challenges and leveraging these technologies to not just react to threats as they come all the time. But she eventually become proactive and predictive. >> Well, the the the world economic form Dabo's uh, sport that put up a couple charts that showed how the World Economic Forum is basically putting cyber security at the center of a lot of the new economic activity associated with digital business on way would tend to agree with that. That's a very, very important feature, if for no other reason than just this notion of trust becomes so very essential. And so you know, for Net is in a position to make some crucial to really have a strong influence on how this industry plays out to make some pretty decent money. This they're generating more patents, then eighty percent. I mean, I don't know what the number is, but three times as many patents in the segment that they're operating in as anybody else. Lot of innovation, lot of dedication to doing that kind of stuff. But I think it is important for them to take on Maura the customer. You and I were talking about this earlier. They did it, you know, this conference and the keynotes and the conversations spoke to network administrators, network pros, security prose partners. We would weigh. Both believe that digital business outcomes are going to be tied into a CZ moral economic form. Does that core cybersecurity capability of abyss that of his says? And so it would be nice to have them feature more customers, but also to do eh clear job of taking a pull on that thread from outcome all the way to technology because the market needs that. It's not clear to a lot of people what really is the relationship between investment in cyber security and how that translates into new classes of business value that are gonna have a long term implications on how markets operate. >> Yeah, and it's going to be We gotta hear more than scalability, flexibility and speed those air obvious. But how our industry's being and business is being transformed. I know they >> are >> so waken boy, a lot of that down to that, that simple word trust. I mean, we heard a lot here. If there has been an erosion of trust and a lot of the most important institutions that we operate under, and if that continues, that's going to create a whole bunch of problems looking forward and so having a brand have trust associated with it in a physical as well as the digital world is going to be a major determinant of whether or not a company is going to be able to transform and take advantage of some of the new technologies and approaches to doing business in the future. >> That's a great point. Well, Peter, I enjoyed co hosting the Cube with you at our third ported. Accelerate. Appreciate all your insights and your time. >> You too. >> Thank you so much. We want to thank you for watching the queue began. We've been live here. Fortinet Accelerate twenty nineteen from Florida, Orlando, Florida for Peter Bourjos. Lisa Martin, You're watching the Cube?