>>Good afternoon from the Venetian Expo, center, hall, whatever you wanna call it, in Las Vegas. Lisa Martin here. It's day four. I'm not sure what this place is called. Wait, >>What? >>Lisa Martin here with Dave Ante. This is the cube. This is day four of a ton of coverage that we've been delivering to you, which, you know, cause you've been watching since Monday night, Dave, we are almost at the end, we're almost at the show wrap. Excited to bring back, we've been talking about security, a lot about security. Excited to bring back a, an alumni to talk about that. But what's your final thoughts? >>Well, so just in, in, in the context of security, we've had just three in a row talking about cyber, which is like the most important topic. And I, and I love that we're having Palo Alto Networks on Palo Alto Networks is the gold standard in security. Talk to CISOs, they wanna work with them. And, and it was, it's interesting because I've been following them for a little bit now, watch them move to the cloud and a couple of little stumbling points. But I said at the time, they're gonna figure it out and, and come rocking back. And they have, and the company's just performing unbelievably well despite, you know, all the macro headwinds that we love to >>Talk about. So. Right. And we're gonna be unpacking all of that with one of our alumni. As I mentioned, Anker Shaw is with us, the SVP and GM of Palo Alto Networks. Anker, welcome back to the Cub. It's great to see you. It's been a while. >>It's good to be here after a couple years. Yeah, >>Yeah. I think three. >>Yeah, yeah, for sure. Yeah. Yeah. It's a bit of a blur after Covid. >>Everyone's saying that. Yeah. Are you surprised that there are still this many people on the show floor? Cuz I am. >>I am. Yeah. Look, I am not, this is my fourth, last year was probably one third or one fourth of this size. Yeah. But pre covid, this is what dream went looked like. And it's energizing, it's exciting. It's just good to be doing the good old things. So many people and yeah. Amazing technology and innovation. It's been incredible. >>Let's talk about innovation. I know you guys, Palo Alto Networks recently acquired cyber security. Talk to us a little bit about that. How is it gonna compliment Prisma? Give us all the scoop on that. >>Yeah, for sure. Look, some of the recent, the cybersecurity attacks that we have seen are related to supply chain, the colonial pipeline, many, many supply chain. And the reason for that is the modern software supply chain, not the physical supply chain, the one that AWS announced, but this is the software supply chain is really incredibly complicated, complicated developers that are building and shipping code faster than ever before. And the, the site acquisition at the center, the heart of that was securing the entire supply chain. White House came with a new initiative on supply chain security and SBO software bill of material. And we needed a technology, a company, and a set of people who can really deliver to that. And that's why we acquired that for supply chain security, otherwise known as cicd, security, c >>IDC security. Yeah. So how will that complement PRIs McCloud? >>Yeah, so look, if you look at our history lease over the last four years, we have been wanting to, our mission mission has been to build a single code to cloud platform. As you may know, there are over 3000 security vendors in the industry. And we said enough is enough. We need a platform player who can really deliver a unified cohesive platform solution for our customers because they're sick and tired of buying PI point product. So our mission has been to deliver that code to cloud platform supply chain security was a missing piece and we acquired them, it fits right really nicely into our portfolio of products and solution that customers have. And they'll have a single pin of glass with this. >>Yeah. So there's a lot going on. You've got, you've got an adversary that is incredibly capable. Yeah. These days and highly motivated and extremely sophisticated mentioned supply chain. It's caused a shift in, in CSO strategies, talking about the pandemic, of course we know work from home that changed things. You've mentioned public policy. Yeah. And, and so, and as well you have the cloud, cloud, you know, relatively new. I mean, it's not that new, but still. Yeah. But you've got the shared responsibility model and not, not only do you have the shared responsibility model, you have the shared responsibility across clouds and OnPrem. So yes, the cloud helps with security, but that the CISO has to worry about all these other things. The, the app dev team is being asked to shift left, you know, secure and they're not security pros. Yeah. And you know, kind audit is like the last line of defense. So I love this event, I love the cloud, but customers need help in making their lives simpler. Yeah. And the cloud in and of itself, because, you know, shared responsibility doesn't do that. Yeah. That's what Palo Alto and firms like yours come in. >>Absolutely. So look, Jim, this is a unable situation for a lot of the Cisco, simply because there are over 26 million developers, less than 3 million security professional. If you just look at all the announcement the AWS made, I bet you there were like probably over 2000 features. Yeah. I mean, they're shipping faster than ever before. Developers are moving really, really fast and just not enough security people to keep up with the velocity and the innovation. So you are right, while AWS will guarantee securing the infrastructure layer, but everything that is built on top of it, the new machine learning stuff, the new application, the new supply chain applications that are developed, that's the responsibility of the ciso. They stay up at night, they don't know what's going on because developers are bringing new services and new technology. And that's why, you know, we've always taken a platform approach where customers and the systems don't have to worry about it. >>What AWS new service they have, it's covered, it's secured. And that's why the adopters, McCloud and Palo Alto Networks, because regardless what developers bring, security is always there by their side. And so security teams need just a simple one click solution. They don't have to worry about it. They can sleep at night, keep the bad actors away. And, and that's, that's where Palo Alto Networks has been innovating in this area. AWS is one of our biggest partners and you know, we've integrated with, with a lot of their services. We launch about three integrations with their services. And we've been doing this historically for more and >>More. Are you still having conversations with the security folks? Or because security is a board level conversation, are your conversations going up a stack because this is a C-suite problem, this is a board level initiative? >>Absolutely. Look, you know, there was a time about four years ago, like the best we could do is director of security. Now it's just so CEO level conversation, board level conversation to your point, simply because I mean, if, if all your financial stuff is going to public cloud, all your healthcare data, all your supply chain data is going to public cloud, the board is asking very simple question, what are you doing to secure that? And to be honest, the question is simple. The answer's not because all the stuff that we talked about, too many applications, lots and lots of different services, different threat vectors and the bad actors, the bad guys are always a step ahead of the curve. And that's why this has become a board level conversation. They wanna make sure that things are secure from the get go before, you know, the enterprises go too deep into public cloud adoption. >>I mean there, there was shift topics a little bit. There was hope or kinda early this year that that cyber was somewhat insulated from the sort of macro press pressures. Nobody's safe. Even the cloud is sort of, you know, facing those, those headwinds people optimizing costs. But one thing when you talk to customers is, I always like to talk about that, that optiv graph. We've all seen it, right? And it's just this eye test of tools and it's a beautiful taxonomy, but there's just too many tools. So we're seeing a shift from point tools to platforms because obviously a platform play, and that's a way. So what are you seeing in the, in the field with customers trying to optimize their infrastructure costs with regard to consolidating to >>Platforms? Yeah. Look, you rightly pointed out one thing, the cybersecurity industry in general and Palo Alto networks, knock on wood, the stocks doing well. The macro headwinds hasn't impacted the security spend so far, right? Like time will tell, we'll, we'll see how things go. And one of the primary reason is that when you know the economy starts to slow down, the customers again want to invest in platforms. It's simple to deploy, simple to operationalize. They want a security partner of choice that knows that they, it's gonna be by them through the entire journey from code to cloud. And so that's why platform, especially times like these are more important than they've ever been before. You know, customers are investing in the, the, the product I lead at Palo Alto network called Prisma Cloud. It's in the cloud network application protection platform seen app space where once again, customers that investing in platform from quote to cloud and avoiding all the point products for sure. >>Yeah. Yeah. And you've seen it in, in Palo Alto's performance. I mean, not every cyber firm has is, is, >>You know, I know. Ouch. CrowdStrike Yeah. >>Was not. Well you saw that. I mean, and it was, and and you know, the large customers were continuing to spend, it was the small and mid-size businesses Yeah. That were, were were a little bit soft. Yeah. You know, it's a really, it's really, I mean, you see Okta now, you know, after they had some troubles announcing that, you know, their, their, their visibility's a little bit better. So it's, it's very hard to predict right now. And of course if TOMA Brava is buying you, then your stock price has been up and steady. That's, >>Yeah. Look, I think the key is to have a diversified portfolio of products. Four years ago before our CEO cash took over the reins of the company, we were a single product X firewall company. Right. And over time we have added XDR with the first one to introduce that recently launched x Im, you know, to, to make sure we build an NextGen team, cloud security is a completely net new investment, zero trust with access as workers started working remotely and they needed to make sure enterprises needed to make sure that they're accessing the applications securely. So we've added a lot of portfolio products over time. So you have to remain incredibly diversified, stay strong, because there will be stuff like remote work that slowed down. But if you've got other portfolio product like cloud security, while those secular tailwinds continue to grow, I mean, look how fast AWS is growing. 35, 40%, like $80 billion run rate. Crazy at that, that scale. So luckily we've got the portfolio of products to ensure that regardless of what the customer's journey is, macro headwinds are, we've got portfolio of solutions to help our customers. >>Talk a little bit about the AWS partnership. You talked about the run rate and I was reading a few days ago. You're right. It's an 82 billion arr, massive run rate. It's crazy. Well, what are, what is a Palo Alto Networks doing with aws and what's the value in it to help your customers on a secure digital transformation journey? >>Well, absolutely. We have been doing business with aws. We've been one of their security partners of choice for many years now. We have a presence in the marketplace where customers can through one click deploy the, the several Palo Alto Networks security solutions. So that's available. Like I said, we had launch partner to many, many new products and innovation that AWS comes up with. But always the day one partner, Adam was talking about some of those announcements and his keynote security data lake was one of those. And they were like a bunch of others related to compute and others. So we have been a partner for a long time, and look, AWS is an incredibly customer obsessed company. They've got their own security products. But if the customer says like, Hey, like I'd like to pick this from yours, but there's three other things from Palo Alto Networks or S MacCloud or whatever else that may be, they're open to it. And that's the great thing about AWS where it doesn't have to be wall garden open ecosystem, let the customer pick the best. >>And, and that's, I mean, there's, there's examples where AWS is directly competitive. I mean, my favorite example is Redshift and Snowflake. I mean those are directly competitive products, but, but Snowflake is an unbelievably great relationship with aws. They do cyber's, I think different, I mean, yeah, you got guard duty and you got some other stuff there. But generally speaking, the, correct me if I'm wrong, the e the ecosystem has more room to play on AWS than it may on some other clouds. >>A hundred percent. Yeah. Once again, you know, guard duty for examples, we've got a lot of customers who use guard duty and Prisma Cloud and other Palo Alto Networks products. And we also ingest the data from guard duty. So if customers want a single pane of glass, they can use the best of AWS in terms of guard duty threat detection, but leverage other technology suite from, you know, a platform provider like Palo Alto Networks. So you know, that that, you know, look, world is a complicated place. Some like blue, some like red, whatever that may be. But we believe in giving customers that choice, just like AWS customers want that. Not a >>Problem. And at least today they're not like directly, you know, in your space. Yeah. You know, and even if they were, you've got such a much mature stack. Absolutely. And my, my frankly Microsoft's different, right? I mean, you see, I mean even the analysts were saying that some of the CrowdStrike's troubles for, cuz Microsoft's got the good enough, right? So >>Yeah. Endpoint security. Yeah. And >>Yeah, for sure. So >>Do you have a favorite example of a customer where Palo Alto Networks has really helped them come in and, and enable that secure business transformation? Anything come to mind that you think really shines a light on Palo Alto Networks and what it's able to do? >>Yeah, look, we have customers across, and I'm gonna speak to public cloud in general, right? Like Palo Alto has over 60,000 customers. So we've been helping with that business transformation for years now. But because it's reinvented aws, the Prisma cloud product has been helping customers across different industry verticals. Some of the largest credit card processing companies, they can process transactions because we are running security on top of the workloads, the biggest financial services, biggest healthcare customers. They're able to put the patient health records in public cloud because Palo Alto Networks is helping them get there. So we are helping accelerated that digital journey. We've been an enabler. Security is often perceived as a blocker, but we have always treated our role as enabler. How can we get developers and enterprises to move as fast as possible? And like, my favorite thing is that, you know, moving fast and going digital is not a monopoly of just a tech company. Every company is gonna be a tech company Oh absolutely. To public cloud. Yes. And we want to help them get there. Yeah. >>So the other thing too, I mean, I'll just give you some data. I love data. I have a, ETR is our survey partner and I'm looking at Data 395. They do a survey every quarter, 1,250 respondents on this survey. 395 were Palo Alto customers, fortune 500 s and P 500, you know, big global 2000 companies as well. Some small companies. Single digit churn. Yeah. Okay. Yeah. Very, very low replacement >>Rates. Absolutely. >>And still high single digit new adoption. Yeah. Right. So you've got that tailwind going for you. Yeah, >>Right. It's, it's sticky because especially our, our main business firewall, once you deploy the firewall, we are inspecting all the network traffic. It's just so hard to rip and replace. Customers are getting value every second, every minute because we are thwarting attacks from public cloud. And look, we, we, we provide solutions not just product, we just don't leave the product and ask the customers to deploy it. We help them with deployment consumption of the product. And we've been really fortunate with that kind of gross dollar and netten rate for our customers. >>Now, before we wrap, I gotta tease, the cube is gonna be at Palo Alto Ignite. Yeah. In two weeks back here. I think we're at D mgm, right? We >>Were at D MGM December 13th and >>14th. So give us a little, show us a little leg if you would. What could we expect? >>Hey, look, I mean, a lot of exciting new things coming. Obviously I can't talk about it right now. The PR Inc is still not dry yet. But lots of, lots of new innovation across our three main businesses. Network security, public cloud, security, as well as XDR X. Im so stay tuned. You know, you'll, you'll see a lot of new exciting things coming up. >>Looking forward to it. >>We are looking forward to it. Last question on curf. You, if you had a billboard to place in New York Times Square. Yeah. You're gonna take over the the the Times Square Nasdaq. What does the billboard say about why organizations should be working with Palo Alto Networks? Yeah. To really embed security into their dna. Yeah. >>You know when Jim said Palo Alto Networks is the gold standard for security, I thought it was gonna steal it. I think it's pretty good gold standard for security. But I'm gonna go with our mission cyber security partner's choice. We want to be known as that and that's who we are. >>Beautifully said. Walker, thank you so much for joining David in the program. We really appreciate your insights, your time. We look forward to seeing you in a couple weeks back here in Vegas. >>Absolutely. Can't have enough of Vegas. Thank you. Lisa. >>Can't have in Vegas, >>I dunno about that. By this time of the year, I think we can have had enough of Vegas, but we're gonna be able to see you on the cubes coverage, which you could catch up. Palo Alto Networks show Ignite December, I believe 13th and 14th on the cube.net. We want to thank Anker Shaw for joining us. For Dave Ante, this is Lisa Martin. You're watching the Cube, the leader in live enterprise and emerging tech coverage.

(light music) (airy white noise rumbling) >> Hey everyone, welcome back to Las Vegas. It's theCUBE. We're here, day four of our coverage of AWS re:Invent 22. There's been about, we've heard, north of 55,000 folks here in person. We're seeing only a fraction of that but it's packed in the expo center. We're at the Venetian Expo, Lisa Martin, Dave Vellante. Dave, we've had such great conversations as we always do on theCUBE. With the AWS ecosystem, we're going to be talking with another partner on that ecosystem and what they're doing to innovate together next. >> Well, we know security is the number one topic on IT practitioners, mine, CIOs, CISOs. We also know that they don't have the bench strength, that's why they look to manage service providers, manage service security providers. It's a growing topic, we've talked about it. We talked about it at re:Inforce earlier this year. I think it was July, actually, and August, believe it or not, not everybody was at the Cape. It was pretty well attended conference and that's their security focus conference, exclusive on security. But there's a lot of security here too. >> Lot of security, we're going to be talking about that next. We have two guests from Capgemini joining us. Mike Wasielewski, the head of cloud security, and NextGen secure architectures, welcome Mike. Anne Saunders also joins us, the Director of Cybersecurity Technology Partnerships at Capgemini, welcome Anne. >> Thank you. >> Dave: Hey guys. >> So, day four of the show, how you feeling? >> Anne: Pretty good. >> Mike: It's a long show. >> It is a long, and it's still jamming in here. Normally on the last day, it dwindles down. Not here. >> No, the foot traffic around the booth and around the totality of this expo floor has been amazing, I think. >> It really has. Anne, I want to start with you. Capgemini making some moves in the waves in the cloud and cloud security spaces. Talk to us about what Cap's got going on there. >> Well, we actually have a variety of things going on. Very much partner driven. The SOC Essentials offering that Mike's going to talk about shortly is the kind of the starter offer where we're going to build from and build out from. SOC Essentials is definitely critical for establishing that foundation. A lot of good stuff coming along with partners. Since I manage the partners, I'm kind of keen on who we get involved with and how we work with them to build out value and focus on our overall cloud security strategy. Mike, you want to talk about SOC Essentials? >> Yeah, well, no, I mean, I think at Capgemini, we really say cybersecurity is part of our DNA and so as we look at what we do in the cloud, you'll find that security has always been an underpinning to a lot of what we deliver, whether it's on the DevSecOps services, migration services, stuff like that. But what we're really trying to do is be intentional about how we approach the security piece of the cloud in different ways, right? Traditional infrastructure, you mentioned the totality of security vendors here and at re:Inforce. We're really seeing that you have to approach it differently. So we're bringing together the right partners. We're using what's part of our DNA to really be able to drive the next generation of security inside those clouds for our clients and customers. So as Anne was talking about, we have a new service called the Capgemini Cloud SOC Essentials, and we've really brought our partners to bear, in this case Trend Micro, really bringing a lot of their intelligence and building off of what they do so that we can help customers. Services can be pretty expensive, right, when you go for the high end, or if you have to try to run one yourself, there's a lot of time, I think you mentioned earlier, right, the people's benches. It's really hard to have a really good cybersecurity people in those smaller businesses. So what we're trying to do is we're really trying to help companies, whether you're the really big buyers of the world or some of the smaller ones, right? We want to be able to give you the visibility and ability to deliver to your customers securely. So that's how we're approaching security now and we're cloud SOC Essentials, the new thing that we're announcing while we were here is really driving out of. >> When I came out of re:Invent, when you do these events, you get this Kool-Aid injection and after a while you're like hm, what did I learn? And one of the things that struck me in talking to people is you've got the shared responsibility model that the cloud has sort of created and I know there's complexities across cloud but let's just keep it at cloud generically for a moment. And then you've got the CISO, the AppDev, AppSecDev group is being asked to do a lot. They're kind of being dragged into security that's really not their wheelhouse and then you've got audit which is like the last line of defense. And so one of the things that struck me at re:Inforce is like, okay, Amazon, great job for their portion of the shared responsibility model but I didn't hear a lot in terms of making the CISO's life easier and I'm guessing that's where you guys come in. I wonder if you could talk about that trend, that conceptual layers that I just laid out and where you guys fit. >> Mike: Sure, so I think first and foremost, I always go back to a quote from, I think it's attributed to Peter Drucker, whether that's right or wrong, who knows? But culture eats strategy for breakfast, right? And I think what we've seen in our conversations with whether you're talking to the CISO, the application team, the AppDev team, wherever throughout the organization, we really see that culture is what's going to drive success or failure of security in the org, and so what we do is we really do bring that totality of perspective. We're not just cloud, not just security, not just AppDev. We can really bring across the totality of the Capgemini estate. So that when we go, and you're right, a CISO says, I'm having a hard time getting the app people to deliver what I need. If you just come from a security perspective, you're right, that's what's going to happen. So what we try to do is so, we've got a great DevSecOps service, for example in the cloud where we do that. We bring all the perspectives together, how do we align KPIs? That's a big problem, I think, for what you're seeing, making CISO's lives easier, is about making sure that the app team KPIs are aligned with the CISO's but also the CISO's KPIs are aligned with the app teams. And by doing that, we have had really great success in a number of organizations by giving them the tools then and the people on our side to be able to make those alignments at the business level, to drive the right business outcome, to drive the right security outcome, the right application outcome. That's where I think we've really come to play. >> Absolutely, and I will say from a partnering perspective, what's key in supporting that strategy is we will learn from our partners, we lean on our partners to understand what the trends they're seeing and where they're having an impact with regards to supporting the CISO and supporting the overall security strategy within a company. I mean, they're on the cutting edge. We do a lot to track their technology roadmaps. We do a lot to track how they build their buyer personas and what issues they're dealing with and what issues they're prepared to deal with regards to where they're investing and who's investing in them. A lot of strategy around which partner to bring in and support, how we're going to address the challenges, the CISO and the IT teams are having to kind of support that overall. Security is a part of everything, DNA kind of strategy. >> Yeah, do you have a favorite example, Anne, of a partner that came in with Capgemini, helped a customer really be able to do what Capgemini is doing and that is, have cybersecurity be actually part of their DNA when there's so many challenges, the skills gap. Any favorite example that really you think articulates how you're able to enable organizations to achieve just that? >> Anne: Well, actually the SOC Essentials offering that we're rolling out is a prime example of that. I mean, we work very, very closely with Trend on all fronts with regards to developing it. It's one of those completely collaborative from day one to going to the customer and that it's almost that seamless connectivity and just partnering at such a strategic level is a great example of how it's done right, and when it's done right, how successful it can be. >> Dave: Why Trend Micro? Because I mean, I'm sure you've seen, I think that's Optiv, has the eye test with all the tools and you talk to CISOs, they're like really trying to consolidate those tools. So I presume there's a portfolio play there, but tell us, tell the audience a little bit more about why Trend Micro and I mean your branding with them, why those guys? >> Well, it goes towards the technology, of course, and all the development they've done and their position within AWS and how they address assuring security for our clients who are moving onto and running their estates on AWS. There's such a long heritage with regards to their technology platform and what they've developed, that deep experience, that kind of the strength of the technology because of the longevity they've had and where they sit within their domain. I try to call partners out by their domain and their area of expertise is part of the reason, I mean. >> Yeah, I think another big part of it is Gartner is expecting, I think they published this out in the next three years, we expect to see another consolidation both inside of the enterprises as well as, I look back a couple years, when Palo Alto went on a very nice spending spree, right? And put together a lot of really great companies that built their Prisma platform. So what I think one of the reasons we picked Trend in this particular case is as we look forward for our customers and our clients, not just having point solutions, right? This isn't just about endpoint protection, this isn't just about security posture management. This is really who can take the totality of the customer's problems and deliver on the right outcomes from a single platform, and so when we look at companies like Trend, like Palo, some of the bigger partners for us, that's where we try to focus. They're definitely best in breed and we bring those to our customers too for certain things. But as we look to the future, I think really finding those partners that are going to be able to solve a swath of problems at the right price point for their customers, that is where I think we see the industry moving. >> Dave: And maybe be around as an independent company. Was that a factor as well? I mean, you see Thoma Bravo buying up all his hiring companies and right, so, and maybe they're trying to create something that could be competitive, but you're saying Trend Micros there, so. >> Well I think as Anne mentioned, the 30 year heritage, I think, of Trend Micro really driving this and I've done work with them in various past things. There's also a big part of just the people you like, the people that are good to work with, that are really trying to be customer obsessed, going back right, at an AWS event, the ones that get the cloud tend to be able to follow those Amazon LPs as well, right, just kind of naturally, and so I think when you look at the Trend Micros of the world, that's where that kind of cloud native piece comes out and I like working with that. >> In this environment, the macro environment, lets talk a bit, earning season, it's really mixed. I mean you're seeing some really good earnings, some mixed earnings, some good earnings with cautious guidance. So nobody really (indistinct), and it was for a period time there was a thinking that security was non-discretionary and it's clearly non-discretionary, but the CISO, she or he, doesn't have unlimited budgets, right? So what are you seeing in terms of how are customers dealing with this challenging macro environment? Is it through tools consolidation? Is that a play that's going on? What are you seeing in the customer base? >> Anne: I see ways, and we're working through this right now where we're actually weaving cybersecurity in at the very beginning of how we're designing offers across our entire offer portfolio, not just the cybersecurity business. So taking that approach in the long run will help contain costs and our hope, and we're already seeing it, is it's actually helping change the perception that security's that cost center and that final obstacle you have to get over and it's going to throw your margins off and all that sort of stuff. >> Dave: I like that, its at least is like a security cover charge. You're not getting in unless we do the security thing. >> Exactly, a security cover charge, that's what you should call it. >> Yeah. >> Like it. >> Another piece though, you mentioned earlier about making CISO's life easier, right? And I think, as Anne did a really absolutely true about building it in, not to the security stack but application developers, they want visibility they want observability, they want to do it right. They want CI/CD pipeline that can give them confidence in their security. So should the CISO have a budget issue, right? And they can't necessarily afford, but the application team as they're looking at what products they want to purchase, can I get a SaaS or a DaaS, right? The static or dynamic application security testing in my product up front and if the app team buys into that methodology, the CISO convinces them, yes, this is important. Now I've got two budgets to pull from, and in the end I end up with a cheaper, a lower cost of a service. So I think that's another way that we see with like DevSecOps and a few other services, that building in on day one that you mentioned. >> Lisa: Yeah. >> Getting both teams involved. >> Dave: That's interesting, Mike, because that's the alignment that you were talking about earlier in the KPIs and you're not a tech vendor saying, buy my product, you guys have deep consultancy backgrounds. >> Anne: And the customer appreciates that. >> Yeah. >> Anne: They see us as looking out for their best interest when we're trying to support them and help them and bringing it to the table at the very beginning as something that is there and we're conscientious of, just helps them in the long run and I think, they're seeing that, they appreciate that. >> Dave: Yeah, you can bring best practice around measurements, alignment, business process, stuff like that. Maybe even some industry expertise which you're not typically going to get from a product company. >> Well, one thing you just mentioned that I love talking about with Capgemini is the industry expertise, right? So when you look at systems integrators, there are a lot of really, really good ones. To say otherwise would be foolish. But Capgemini with our acquisition of Altran, a couple years ago, I think think it was, right? How many other GSIs or SIs are actually building silicon for IoT chips? So IoT's huge right now, the intelligent industry moving forward is going to drive a lot of those business outcomes that people are looking for. Who else can say we've built an autonomous vehicle, Capgemini can. Who can say that we've built the IoT devices from the ground up? We know not just how to integrate them into AWS, into the IoT services in the cloud, but to build and have that secure development for the firmware and all and that's where I think our customers really look to us as being those industry experts and being able to bring that totality of our business to bear for what they need to do to achieve their objectives to deliver to their customer. >> Dave: That's interesting. I mean, using silicon as a differentiator to drive a lot of business outcomes and security. >> Mike: Absolutely. >> I mean you see what Amazon's doing in silicon, Look at Apple. Look at what Tesla's doing with silicon. >> Dave: That's where you're seeing a lot of people start focusing 'cause not everybody can do it. >> Yeah. >> It's hard. >> Right. >> It's hard. >> And you'll see some interesting announcements from us and some interesting information and trends that we'll be driving because of where we're placed and what we have going around security and intelligent industry overall. We have a lot of investment going on there right now and again, from the partner perspective, it's an ecosystem of key partners that collectively work together to kind of create a seamless security posture for an intelligent industry initiative with these companies that we're working with. >> So last question, probably toughest question, and that's to give us a 30 second like elevator pitch or a billboard and I'm going to ask you, Anne, specifically about the SOC Essentials program powered by Trend Micro. Why should organizations look to that? >> Organizations should move to it or work with us on it because we have the expertise, we have the width and breadth to help them fill the gaps, be those eyes, be that team, the police behind it all, so to speak, and be the team behind them to make sure we're giving them the right information they need to actually act effectively on maintaining their security posture. >> Nice and then last question for you, Mike is that billboard, why should organizations in any industry work with Capgemini to help become an intelligent industrial player. >> Mike: Sure, so if you look at our board up top, right, we've got our tagline that says, "get the future you want." And that's what you're going to get with Capgemini. It's not just about selling a service, it's not just about what partners' right in reselling. We don't want that to be why you come to us. You, as a company have a vision and we will help you achieve that vision in a way that nobody else can because of our depth, because of the breadth that we have that's very hard to replicate. >> Awesome guys, that was great answers. Mike, Anne, thank you for spending some time with Dave and me on the program today talking about what's new with Capgemini. We'll be following this space. >> All right, thank you very much. >> For our guests and for Dave Vellante, I'm Lisa Martin, you're watching theCUBE, the leader in live enterprise and emerging tech coverage. (gentle light music)

(upbeat music) >> Hey, everyone, welcome back to Las Vegas, "theCube" is on our fourth day of covering AWS re:Invent, live from the Venetian Expo Center. This week has been amazing. We've created a ton of content, as you know, 'cause you've been watching. But, there's been north of 55,000 people here, hundreds of thousands online. We've had amazing conversations across the AWS ecosystem. Lisa Martin, Paul Gillan. Paul, what's your, kind of, take on day four of the conference? It's still highly packed. >> Oh, there's lots of people here. (laughs) >> Yep. Unusual for the final day of a conference. I think Werner Vogels, if I'm pronouncing it right kicked things off today when he talked about asymmetry and how the world is, you know, asymmetric. We build symmetric software, because it's convenient to do so, but asymmetric software actually scales and evolves much better. And I think that that was a conversation starter for a lot of what people are talking about here today, which is how the cloud changes the way we think about building software. >> Absolutely does. >> Our next guest, Holger Mueller, that's one of his key areas of focus. And Holger, welcome, thanks for joining us on the "theCube". >> Thanks for having me. >> What did you take away from the keynote this morning? >> Well, how do you feel on the final day of the marathon, right? We're like 23, 24 miles. Hit the ball yesterday, right? >> We are going strong Holger. And, of course, >> Yeah. >> you guys, we can either talk about business transformation with cloud or the World Cup. >> Or we can do both. >> The World Cup, hands down. World Cup. (Lisa laughs) Germany's out, I'm unbiased now. They just got eliminated. >> Spain is out now. >> What will the U.S. do against Netherlands tomorrow? >> They're going to win. What's your forecast? U.S. will win? >> They're going to win 2 to 1. >> What do you say, 2:1? >> I'm optimistic, but realistic. >> 3? >> I think Netherlands. >> Netherlands will win? >> 2 to nothing. >> Okay, I'll vote for the U.S.. >> Okay, okay >> 3:1 for the U.S.. >> Be optimistic. >> Root for the U.S.. >> Okay, I like that. >> Hope for the best wherever you work. >> Tomorrow you'll see how much soccer experts we are. >> If your prediction was right. (laughs) >> (laughs) Ja, ja. Or yours was right, right, so. Cool, no, but the event, I think the event is great to have 50,000 people. Biggest event of the year again, right? Not yet the 70,000 we had in 2019. But it's great to have the energy. I've never seen the show floor going all the way down like this, right? >> I haven't either. >> I've never seen that. I think it's a record. Often vendors get the space here and they have the keynote area, and the entertainment area, >> Yeah. >> and the food area, and then there's an exposition, right? This is packed. >> It's packed. >> Maybe it'll pay off. >> You don't see the big empty booths that you often see. >> Oh no. >> Exactly, exactly. You know, the white spaces and so on. >> No. >> Right. >> Which is a good thing. >> There's lots of energy, which is great. And today's, of course, the developer day, like you said before, right now Vogels' a rockstar in the developer community, right. Revered visionary on what has been built, right? And he's becoming a little professorial is my feeling, right. He had these moments before too, when it was justifying how AWS moved off the Oracle database about the importance of data warehouses and structures and why DynamoDB is better and so on. But, he had a large part of this too, and this coming right across the keynotes, right? Adam Selipsky talking about Antarctica, right? Scott against almonds and what went wrong. He didn't tell us, by the way, which often the tech winners forget. Scott banked on technology. He had motorized sleds, which failed after three miles. So, that's not the story to tell the technology. Let everything down. Everybody went back to ponies and horses and dogs. >> Maybe goes back to these asynchronous behavior. >> Yeah. >> The way of nature. >> And, yesterday, Swami talking about the bridges, right? The root bridges, right? >> Right. >> So, how could Werner pick up with his video at the beginning. >> Yeah. >> And then talk about space and other things? So I think it's important to educate about event-based architecture, right? And we see this massive transformation. Modern software has to be event based, right? Because, that's how things work and we didn't think like this before. I see this massive transformation in my other research area in other platforms about the HR space, where payrolls are being rebuilt completely. And payroll used to be one of the three peaks of ERP, right? You would size your ERP machine before the cloud to financial close, to run the payroll, and to do an MRP manufacturing run if you're manufacturing. God forbid you run those three at the same time. Your machine wouldn't be able to do that, right? So it was like start the engine, start the boosters, we are running payroll. And now the modern payroll designs like you see from ADP or from Ceridian, they're taking every payroll relevant event. You check in time wise, right? You go overtime, you take a day of vacation and right away they trigger and run the payroll, so it's up to date for you, up to date for you, which, in this economy, is super important, because we have more gig workers, we have more contractors, we have employees who are leaving suddenly, right? The great resignation, which is happening. So, from that perspective, it's the modern way of building software. So it's great to see Werner showing that. The dirty little secrets though is that is more efficient software for the cloud platform vendor too. Takes less resources, gets less committed things, so it's a much more scalable architecture. You can move the events, you can work asynchronously much better. And the biggest showcase, right? What's the biggest transactional showcase for an eventually consistent asynchronous transactional application? I know it's a mouthful, but we at Amazon, AWS, Amazon, right? You buy something on Amazon they tell you it's going to come tomorrow. >> Yep. >> They don't know it's going to come tomorrow by that time, because it's not transactionally consistent, right? We're just making every ERP vendor, who lives in transactional work, having nightmares of course, (Lisa laughs) but for them it's like, yes we have the delivery to promise, a promise to do that, right? But they come back to you and say, "Sorry, we couldn't make it, delivery didn't work and so on. It's going to be a new date. We are out of the product.", right? So these kind of event base asynchronous things are more and more what's going to scale around the world. It's going to be efficient for everybody, it's going to be better customer experience, better employee experience, ultimately better user experience, it's going to be better for the enterprise to build, but we have to learn to build it. So big announcement was to build our environment to build better eventful applications from today. >> Talk about... This is the first re:Invent... Well, actually, I'm sorry, it's the second re:Invent under Adam Selipsky. >> Right. Adam Selipsky, yep. >> But his first year. >> Right >> We're hearing a lot of momentum. What's your takeaway with what he delivered with the direction Amazon is going, their vision? >> Ja, I think compared to the Jassy times, right, we didn't see the hockey stick slide, right? With a number of innovations and releases. That was done in 2019 too, right? So I think it's a more pedestrian pace, which, ultimately, is good for everybody, because it means that when software vendors go slower, they do less width, but more depth. >> Yeah. >> And depth is what customers need. So Amazon's building more on the depth side, which is good news. I also think, and that's not official, right, but Adam Selipsky came from Tableau, right? >> Yeah. So he is a BI analytics guy. So it's no surprise we have three data lake offerings, right? Security data lake, we have a healthcare data lake and we have a supply chain data lake, right? Where all, again, the epigonos mentioned them I was like, "Oh, my god, Amazon's coming to supply chain.", but it's actually data lakes, which is an interesting part. But, I think it's not a surprise that someone who comes heavily out of the analytics BI world, it's off ringside, if I was pitching internally to him maybe I'd do something which he's is familiar with and I think that's what we see in the major announcement of his keynote on Tuesday. >> I mean, speaking of analytics, one of the big announcements early on was Amazon is trying to bridge the gap between Aurora. >> Yep. >> And Redshift. >> Right. >> And setting up for continuous pipelines, continuous integration. >> Right. >> Seems to be a trend that is common to all database players. I mean, Oracle is doing the same thing. SAP is doing the same thing. MariaDB. Do you see the distinction between transactional and analytical databases going away? >> It's coming together, right? Certainly coming together, from that perspective, but there's a fundamental different starting point, right? And with the big idea part, right? The universal database, which does everything for you in one system, whereas the suite of specialized databases, right? Oracle is in the classic Oracle database in the universal database camp. On the other side you have Amazon, which built a database. This is one of the first few Amazon re:Invents. It's my 10th where there was no new database announced. Right? >> No. >> So it was always add another one specially- >> I think they have enough. >> It's a great approach. They have enough, right? So it's a great approach to build something quick, which Amazon is all about. It's not so great when customers want to leverage things. And, ultimately, which I think with Selipsky, AWS is waking up to the enterprise saying, "I have all this different database and what is in them matters to me." >> Yeah. >> "So how can I get this better?" So no surprise between the two most popular database, Aurora and RDS. They're bring together the data with some out of the box parts. I think it's kind of, like, silly when Swami's saying, "Hey, no ETL.". (chuckles) Right? >> Yeah. >> There shouldn't be an ETL from the same vendor, right? There should be data pipes from that perspective anyway. So it looks like, on the overall value proposition database side, AWS is moving closer to the universal database on the Oracle side, right? Because, if you lift, of course, the universal database, under the hood, you see, well, there's different database there, different part there, you do something there, you have to configure stuff, which is also the case but it's one part of it, right, so. >> With that shift, talk about the value that's going to be in it for customers regardless of industry. >> Well, the value for customers is great, because when software vendors, or platform vendors, go in depth, you get more functionality, you get more maturity you get easier ways of setting up the whole things. You get ways of maintaining things. And you, ultimately, get lower TCO to build them, which is super important for enterprise. Because, here, this is the developer cloud, right? Developers love AWS. Developers are scarce, expensive. Might not be want to work for you, right? So developer velocity getting more done with same amount of developers, getting less done, less developers getting more done, is super crucial, super important. So this is all good news for enterprise banking on AWS and then providing them more efficiency, more automation, out of the box. >> Some of your customer conversations this week, talk to us about some of the feedback. What's the common denominator amongst customers right now? >> Customers are excited. First of all, like, first event, again in person, large, right? >> Yeah. >> People can travel, people meet each other, meet in person. They have a good handle around the complexity, which used to be a huge challenge in the past, because people say, "Do I do this?" I know so many CXOs saying, "Yeah, I want to build, say, something in IoT with AWS. The first reference built it like this, the next reference built it completely different. The third one built it completely different again. So now I'm doubting if my team has the skills to build things successfully, because will they be smart enough, like your teams, because there's no repetitiveness and that repetitiveness is going to be very important for AWS to come up with some higher packaging and version numbers.", right? But customers like that message. They like that things are working better together. They're not missing the big announcement, right? One of the traditional things of AWS would be, and they made it even proud, as a system, Jassy was saying, "If we look at the IT spend and we see something which is, like, high margin for us and not served well and we announced something there, right?" So Quick Start, Workspaces, where all liaisons where AWS went after traditional IT spend and had an offering. We haven't had this in 2019, we don't have them in 2020. Last year and didn't have it now. So something is changing on the AWS side. It's a little bit too early to figure out what, but they're not chewing off as many big things as they used in the past. >> Right. >> Yep. >> Did you get the sense that... Keith Townsend, from "The CTO Advisor", was on earlier. >> Yep. >> And he said he's been to many re:Invents, as you have, and he said that he got the sense that this is Amazon's chance to do a victory lap, as he called it. That this is a way for Amazon to reinforce the leadership cloud. >> Ja. >> And really, kind of, establish that nobody can come close to them, nobody can compete with them. >> You don't think that- >> I don't think that's at all... I mean, love Keith, he's a great guy, but I don't think that's the mindset at all, right? So, I mean, Jassy was always saying, "It's still the morning of the day in the cloud.", right? They're far away from being done. They're obsessed over being right. They do more work with the analysts. We think we got something right. And I like the passion, from that perspective. So I think Amazon's far from being complacent and the area, which is the biggest bit, right, the biggest. The only thing where Amazon truly has floundered, always floundered, is the AI space, right? So, 2018, Werner Vogels was doing more technical stuff that "Oh, this is all about linear regression.", right? And Amazon didn't start to put algorithms on silicon, right? And they have a three four trail and they didn't announce anything new here, behind Google who's been doing this for much, much longer than TPU platform, so. >> But they have now. >> They're keen aware. >> Yep. >> They now have three, or they own two of their own hardware platforms for AI. >> Right. >> They support the Intel platform. They seem to be catching up in that area. >> It's very hard to catch up on hardware, right? Because, there's release cycles, right? And just the volume that, just talking about the largest models that we have right now, to do with the language models, and Google is just doing a side note of saying, "Oh, we supported 50 less or 30 less, not little spoken languages, which I've never even heard of, because they're under banked and under supported and here's the language model, right? And I think it's all about little bit the organizational DNA of a company. I'm a strong believer in that. And, you have to remember AWS comes from the retail side, right? >> Yeah. >> Their roll out of data centers follows their retail strategy. Open secret, right? But, the same thing as the scale of the AI is very very different than if you take a look over at Google where it makes sense of the internet, right? The scale right away >> Right. >> is a solution, which is a good solution for some of the DNA of AWS. Also, Microsoft Azure is good. There has no chance to even get off the ship of that at Google, right? And these leaders with Google and it's not getting smaller, right? We didn't hear anything. I mean so much focused on data. Why do they focus so much on data? Because, data is the first step for AI. If AWS was doing a victory lap, data would've been done. They would own data, right? They would have a competitor to BigQuery Omni from the Google side to get data from the different clouds. There's crickets on that topic, right? So I think they know that they're catching up on the AI side, but it's really, really hard. It's not like in software where you can't acquire someone they could acquire in video. >> Not at Core Donovan. >> Might play a game, but that's not a good idea, right? So you can't, there's no shortcuts on the hardware side. As much as I'm a software guy and love software and don't like hardware, it's always a pain, right? There's no shortcuts there and there's nothing, which I think, has a new Artanium instance, of course, certainly, but they're not catching up. The distance is the same, yep. >> One of the things is funny, one of our guests, I think it was Tuesday, it was, it was right after Adam's keynote. >> Sure. >> Said that Adam Selipsky stood up on stage and talked about data for 52 minutes. >> Yeah. Right. >> It was timed, 52 minutes. >> Right. >> Huge emphasis on that. One of the things that Adam said to John Furrier when they were able to sit down >> Yeah >> a week or so ago at an event preview, was that CIOs and CEOs are not coming to Adam to talk about technology. They want to talk about transformation. They want to talk about business transformation. >> Sure, yes, yes. >> Talk to me in our last couple of minutes about what CEOs and CIOs are coming to you saying, "Holger, help us figure this out. We have to transform the business." >> Right. So we advise, I'm going quote our friends at Gartner, once the type A company. So we'll use technology aggressively, right? So take everything in the audience with a grain of salt, followers are the laggards, and so on. So for them, it's really the cusp of doing AI, right? Getting that data together. It has to be in the cloud. We live in the air of infinite computing. The cloud makes computing infinite, both from a storage, from a compute perspective, from an AI perspective, and then define new business models and create new best practices on top of that. Because, in the past, everything was fine out on premise, right? We talked about the (indistinct) size. Now in the cloud, it's just the business model to say, "Do I want to have a little more AI? Do I want a to run a little more? Will it give me the insight in the business?". So, that's the transformation that is happening, really. So, bringing your data together, this live conversation data, but not for bringing the data together. There's often the big win for the business for the first time to see the data. AWS is banking on that. The supply chain product, as an example. So many disparate systems, bring them them together. Big win for the business. But, the win for the business, ultimately, is when you change the paradigm from the user showing up to do something, to software doing stuff for us, right? >> Right. >> We have too much in this operator paradigm. If the user doesn't show up, doesn't find the click, doesn't find where to go, nothing happens. It can't be done in the 21st century, right? Software has to look over your shoulder. >> Good point. >> Understand one for you, autonomous self-driving systems. That's what CXOs, who're future looking, will be talked to come to AWS and all the other cloud vendors. >> Got it, last question for you. We're making a sizzle reel on Instagram. >> Yeah. >> If you had, like, a phrase, like, or a 30 second pitch that would describe re:Invent 2022 in the direction the company's going. What would that elevator pitch say? >> 30 second pitch? >> Yeah. >> All right, just timing. AWS is doing well. It's providing more depth, less breadth. Making things work together. It's catching up in some areas, has some interesting offerings, like the healthcare offering, the security data lake offering, which might change some things in the industry. It's staying the course and it's going strong. >> Ah, beautifully said, Holger. Thank you so much for joining Paul and me. >> Might have been too short. I don't know. (laughs) >> About 10 seconds left over. >> It was perfect, absolutely perfect. >> Thanks for having me. >> Perfect sizzle reel. >> Appreciate it. >> We appreciate your insights, what you're seeing this week, and the direction the company is going. We can't wait to see what happens in the next year. And, yeah. >> Thanks for having me. >> And of course, we've been on so many times. We know we're going to have you back. (laughs) >> Looking forward to it, thank you. >> All right, for Holger Mueller and Paul Gillan, I'm Lisa Martin. You're watching "theCube", the leader in live enterprise and emerging tech coverage. (upbeat music)

(corporate electronic xylophone jingle intro) >> Good afternoon everyone. Welcome back to theCUBE's live coverage of AWS re:Invent 22 from Vegas. We're at the Venetian Expo Hall with we're hearing, north of 50,000 people. I know we've been giving you different numbers but, that's kind of what we've settled on here. Hundreds of thousands are watching online. This is a huge event. People, John Furrier, Lisa Martin are ready to be back. >> Yes, it's really great show. A lot of change going on at Amazon. They're continuing the innovation, continuing to grow. The theme this year's data security and their partner ecosystem, which is continuing to grow. Their partners are filling the gaps on solutions and, it's just a whole another, I think, partner friendly cloud. This next gen wave that's coming, it's really next segment I think speaks to, I'm looking forward to this. >> It does. We're going to be digging into that partner network. We've got two guests. One of them's an alumni, Reza Honarmand SVP Global Cloud at TD SYNNEX. Great to have you back. >> Hello. >> Sergio Farache joins us as well, the Chief Strategy Officer at TD SYNNEX. Welcome to the program. >> Thank you. Thank you for having us. >> Great to be back in person, isn't it? >> Yeah, absolutely. It's a great experience. >> Amazing. The energy here has been hot at the highest levels since we came here Monday, Monday night, which is great. Sergio, I want to start with you. Last year when you guys were on the show, Tech Data. Tech Data has been around a long time. Now your TD SYNNEX. Talk a little bit about that. What's new, that transformation? >> Yeah, that is correct. It's great to be able now to present TD Synnex as a new merger between Tech Data and Synnex Corporation. Now, we are the largest distributor basically, across the world, with more than 62 billion dollar in a business. And, Amazon is obviously a strategic partner with a hyper growth and, we has been very focused to working with them to expand that partner ecosystem across solution ISVs and service providers. There has been very nice experience combine these two company and now have the reach and a scale that enable more than 140,000 partners across the world. >> Wow. >> And, the partner's message here is changing too. The new leader, Aruba is up on stage talking about this new partner paths. A lot of changes in a good way. They're bringing people together. What's your guys take and reaction to AWS's new posture towards partners? Obviously, the ecosystem we see going to be doubling and tripling we see in size and, also the value proposition is going to be stronger too and, more money making of course. But, the new Amazon's posture with partners. What's your reaction? >> We were at Aruba just an hour ago. Fantastic. If I look at the change from when we first got here a few years ago to now, it is beyond comparison. The realization is that technology and, especially what we work with Amazon is deflationary force and, we need scale to actually drive that across all of our partners to the customers. And, I can only see that accelerating now in terms of what Amazon is doing and actually with the channel and what Aruba is doing. I think this is exactly the right direction. >> John: What's your message? >> My message is, this is now channel. This is channel and this is serious. So, partners with Amazon equals growth. >> As we've seen so much transformation in the last couple of years, Sergio, with every business having to become digital to survive, right. And then, to eventually thrive and succeed and grow and the challenging economic times that we've had. What are some of the pivots that TD Synnex has made through your partner program to meet customer needs to accelerate their transformation? >> Yeah, as you said, has been a significant transformation. I think that in the past was clear what was a technology company and what an industrial company etcetera and, those frontiers are blending right now. Then, as a consequence we has been investing in several elements. One is to really increase the capability of the partner network in a way that they can on one side provide more solution-oriented activities to those customers to drive either growth or cost optimization. The other element has been verticalization meaning, know the industry where you are playing. We have been investing in the healthcare market, of course, as a consequence of all the demand that has been generating. But, at the same time and, we recently announced the competency in the government sector where we expand drastically our capabilities around specifically the federal and non federal business. But, not only in US but, across the world with those elements. Then, I would say that it's a combination of enhancing the skill, enhancing the knowledge on the industry, and finally provide the tools through our platform to enable the partner to operate in a digital way and enable the access of ISVs to the Iotly and serving the customers end to end. >> Is that the ISV experience project that I heard about, ISV experience with SaaS companies? Is that what you're referring to? >> Yeah, ISVs is one, ISV experience is one of the components that we use but, basically what we are trying to achieve with the ISV is helping in the journey of certification. Is how you transform either a partner that is born in the cloud or a partner that is still in the on-premise side. How you transition to the cloud and enabling how you reach to the end user in a more effective way and, how we expose 140,000 partner across the multiple geographies to help those ISVs to reach more customers. >> It's great distribute, it's great distribution. It's a business model innovation. >> Sorry? >> It's a business model innovation for these ISVs. >> Absolutely. Some of the ISVs, as you can imagine, they're incumbent with us. We work with them. So, actually it's finding new ways of consuming technology but, there's thousands of them that actually do not understand how to operate with a channel. And, this is a part where we help them with the channel, build a program, coach them through the process, help them access their partners and the customers that Sergio was referring to. >> Let me ask you guys a question. Where's the growth going to come from? You mentioned ecosystem, more growth, Aruba mentioned that's where the growth is. They are serious. So, you going to deliver that keynote now. Where do you guys see your growth coming from? >> Well, to be honest, the growth is unlimited in our opinion, right? It's so many areas. >> John: The wave is still coming. Yeah, the wave is still there. When you see still the amount of platform that need to be migrated to the cloud then, we have been investing in a significant way in enable capabilities of migration programs from the on-premise to the off-premise. At the same time, we have been expanding geographically because, it's still several segments and markets we operate globally. As an example, we recently launched our public sector capability in Latin America and Europe, expanding those segments. And, in addition to that, again, how we bring more ISVs more solution oriented driven. There's many spots of growth. And, I think that Amazon message recently recognized more and more the value of, nobody have all the solutions. You need this ecosystem playing together to bring those solutions to market. >> So if I build on that. If we look at the growth in the public cloud last year, was around 40 billion dollars. We expect a similar growth level this year as well. I mentioned about deflationary force, the technology being a deflationary force. Now, everybody knows a lot of businesses out there are going under a lot of challenges. So, they have to compete, they have to have the insights, they have to be efficient, and actually, they're going to get a lot of that through the technologies that we're talking about here. The key to that is partners with the right skill sets. What we are seeing is the partners with the skill sets who can participate in that 40 billion dollar growth, take a big, big share of it. >> And you guys are providing a great service. I think, when I wrote the story on Friday that I published. One of my premise was is that, this next-gen cloud is going to lift up more ISVs which is kind of a legacy classic, independent software vendor, create new kinds of partners that have platforms or unique solutions for verticals. So, the ISV classic definition will still exist and, new customers are emerging. It's got a new dynamic developing. We're seeing people build clouds on top of the cloud, tap the ecosystem, partner distribution services. It's a whole new way to build and take something to market. What do you guys think about that? >> Yeah, I think that the beauty of our position in the market is that we are in the center of that ecosystem. Again, we have access to thousands of ISVs, thousands of hardware vendors, the hyperscalers. Then somebody need to put all those pieces together. That is our role in the market. >> John: It's a good position to be in. >> It's a good place to be. And, enabling those partners now to collaborate with all those entities to bring the solution because, the customer is not acquiring technology anymore. They're acquiring a solution to a problem now. And, that solution require multiple components. >> Last year, no, this year, I'm sorry, you guys were announced as EMEA Distributor of the Year. Congratulations on that. >> Yeah, thank you. >> Talk about that in terms of just the evolution of the partnership. >> The partnership in EMEA is now across our entire geo. The growth that we've driven across the EMEA market space is I think, the reason why we have won it, as well as the competencies that we have built. Now, you were just talking about ISVs to give you an example. There are many ISVs that sit in EMEA that want to access the US market and vice versa. So, where we sit in the middle and enable that access, the frameworks that they need to move. So, those are the kind of things that contribute to the strength in the relationship what those awards are coming from. >> Yeah, the other critical factor here is again, how we bring more capability in terms of the serve to the market to Amazon. And, that has been another component of data where that we are very thankful. Again, we has been enabling and bringing numerous new partners and numerous new end customers that now have access, support, and services including, again, the competencies that we already described but, including service oriented businesses like migration, like cost optimization of the use, et cetera, that now we through partner serve to the market. >> Reza, Sergio. I want to ask you guys a question around trust. Trust. You're a trust broker because you have a lot of services and people and companies to put together. We were just talking about the good position you're in. Trust is a big part of your relationship with your customers. You've got two sides of your business. You got one side is the supply side and you got the distribution side, and then both sides are working together. Requires a lot of trust. What's that look like inside your company? Could you just take a minute to explain, take a bit to explain what's that like, the culture of the company and that trust. >> Yeah, absolutely. And, that is why the term of Trust Advisor came to the table, right? And, and again, for more than 40 years we has been building this ecosystem. We has been driving that motion and, we have been proving to the market a consistent approach with a strong support to the two tier model. We never get in opposition to our customers and, we enable those customers in a consistent way. Then, I think that trust is something that you earn not something that you ask for. And, that is what we are doing day basis. >> Well, congratulations. It's been great chatting with you. Challenge time for the challenge >> Lisa: Challenge Time, all right guys. >> A new challenge on theCUBE, new format. We usually say... >> Yes at the end of the interview. What's the take on the show? What's the bumper sticker? So, think of it like an Instagram Reel. Thought leadership, hot take. Each of you, spend a minute, 30 seconds to share a hot take, thought leadership, what you think was going on at Amazon, why you're here, what's important. What would you say if you were going to do an Instagram Reel right now? >> Yeah, the Amazon enable a new way to do business and a new transformation of the Iotly economy. We are here in TD Synnex to expand that capability across the segments enhancing partners to reach to their goals and, in users to get those transformations. In general, we will provide what is needed and, we continue investing to continue growing the capacity across all geographies and all the type of solutions that we deliver. >> All right, Sergio, you nailed it. Reza, you're up, your hot take, your sizzle reel. >> Well, frankly, I think, Sergio nailed it. It's about covering the geos and taking the competencies and, make sure we execute consistently across all of our geos. >> All right, nailed it. Thanks so much. >> Consistent execution. Reza, Sergio, thank you so much... >> Thank you so much. for joining John and me on the program, talking about what TD SYNNEX has done since we've last seen you. What you're doing with AWS and the partner ecosystem. We really appreciate you stopping by the set >> Thank you. >> Thank you for the time. >> All right, our pleasure. For our guests and for John Furrier, I'm Lisa Martin. You're watching theCUBE, the leader at live tech coverage. (corporate electronic xylophone jingle outro)

(soft music) >> Welcome back to Sin City, guys and girls we're glad you're with us. You've been watching theCUBE all week, we know that. This is theCUBE's live coverage of AWS re:Invent 22, from the Venetian Expo Center where there are tens of thousands of people, and this event if you know it, covers the entire strip. There are over 55,000 people here, hundreds of thousands online. Dave, this has been a fantastic show. It is clear everyone's back. We're hearing phenomenal stories from AWS and it's ecosystem. We got a great customer story coming up next, featured on the main stage. >> Yeah, I mean, you know, post pandemic, you start to think about, okay, how are things changing? And one of the things that we heard from Adam Selipsky, was, we're going beyond digital transformation into business transformation. Okay. That can mean a lot of things to a lot of people. I have a sense of what it means. And I think this next interview really talks to business transformation beyond digital transformation, beyond the IT. >> Excellent. We've got two guests. One of them is an alumni, Scott Mullins joins us, GM, AWS Worldwide Financial Services, and Brad Peterson is here, the EVP, CIO and CTO of NASDAQ. Welcome guys. Great to have you. >> Hey guys. >> Hey guys. Thanks for having us. >> Yeah >> Brad, talk a little bit, there was an announcement with NASDAQ and AWS last year, a year ago, about how they're partnering to transform capital markets. It was a highlight of last year. Remind us what you talked about and what's gone on since then. >> Yeah, so, we are very excited. I work with Adena Friedman, she's my boss, CEO of NASDAQ, and she was on stage with Adam for his first Keynote as CEO of AWS. And we made the commitment that we were going to move our markets to the Cloud. And we've been a long time customer of AWS and everyone said, you know the last piece, the last frontier to be moved was the actual matching where all the messages, the quotes get matched together to become confirmed orders. So that was what we committed to less than a year ago. And we said we were going to move one of our options markets. In the US, we have six of them. And options markets are the most challenging, they're the most high volume and high performance. So we said, let's start with something really challenging and prove we can do it together with AWS. So we committed to that. >> And? Results so far? >> So, I can sit here and say that November 7th so we are live, we're in production and the MRX Exchange is called Mercury, so we shorten it for MRX, we like acronyms in technology. And so, we started with a phased launch of symbols, so you kind of allow yourself to make sure you have all the functionality working then you add some volume on it, and we are going to complete the conversion on Monday. So we are all good so far. And I have some results I can share, but maybe Scott, if you want to talk about why we did that together. >> Yeah. >> And what we've done together over many years. >> Right. You know, Brian, I think it's a natural extension of our relationship, right? You know, you look at the 12 year relationship that AWS and NASDAQ have had together, it's just the next step, in the way that we're going to help the industry transform itself. And so not just NASDAQ's business transformation for itself, but really a blueprint and a template for the entire capital markets industry. And so many times people will ask me, who's using Cloud well? Who's doing well in the Cloud? And NASDAQ is an easy example to point to, of somebody who's truly taking advantage of these capabilities because the Cloud isn't a place, it's a set of capabilities. And so, this is a shining example of how to use these capabilities to actually deliver real business benefit, not just to to your organization, but I think the really exciting part is the market technology piece of how you're serving other exchanges. >> So last year before re:Invent, we said, and it's obvious within the tech ecosystem, that technology companies are building on top of the Cloud. We said, the big trend that we see in the 2020s is that, you know, consumers of IT, historically, your customers are going to start taking their stacks, their software, their data, their services and sassifying, putting it on the Cloud and delivering new services to customers. So when we saw Adena on stage last year, we called it by the way, we called it Super Cloud. >> Yeah. >> Okay. Some people liked the term but I love it. And so yeah, Super Cloud. So when we saw Adena on stage, we said that's a great example. We've seen Capital One doing some similar things, we've had some conversations with US West, it's happening, right? So talk about how you actually do that. I mean, because you've got a lot, you've got a big on-premises stay, are you connecting to that? Is it all in the Cloud? Paint a picture of what the architecture looks like? >> Yeah. And there's, so you started with the business transformation, so I like that. >> Yeah. >> And the Super Cloud designation, what we are is, we own and operate exchanges in the United States and in Europe and in Canada. So we have our own markets that we're looking at modernizing. So we look at this, as a modernization of the capital market infrastructure, but we happen to be the leading technology provider for other markets around the world. So you either build your own or you source from us. And we're by far the leading provider. So a lot of our customers said, how about if you go first? It's kind of like Mikey, you know, give it to Mikey, let him try it. >> See if Mikey likes it. >> Yeah. >> Penguin off the iceberg thing. >> Yeah. And so what we did is we said, to make this easy for our customers, so you want to ask your customers, you want to figure out how you can do it so that you don't disrupt their business. So we took the Edge Compute that was announced a few years ago, Amazon Outposts, and we were one of their early customers. So we started immediately to innovate with, jointly innovate with Amazon. And we said, this looks interesting for us. So we extended the region into our Carteret data center in Northern New Jersey, which gave us all the services that we know and love from Amazon. So our technical operations team has the same tools and services but then, we're able to connect because in the markets what we're doing is we need to connect fairly. So we need to ensure that you still have that fairness element. So by bringing it into our building and extending the Edge Compute platform, the AWS Outpost into Carteret, that allowed us to also talk very succinctly with our regulators. It's a familiar territory, it's all buttoned up. And that simplified the conversion conversation with the regulators. It simplified it with our customers. And then it was up to us to then deliver time and performance >> Because you had alternatives. You could have taken a more mature kind of on-prem legacy stack, figured out how to bolt that in, you know, less cloudy. So why did you choose Outposts? I am curious. >> Well, Outposts looked like when it was announced, that it was really about extending territory, so we had our customers in mind, our global customers, and they don't always have an AWS region in country. So a lot of you think about a regulator, they're going to say, well where is this region located? So finally we saw this ability to grow the Cloud geographically. And of course we're in Sweden, so we we work with the AWS region in Stockholm, but not every country has a region yet. >> And we're working as fast as we can. - Yes, you are. >> Building in every single location around the planet. >> You're doing a good job. >> So, we saw it as an investment that Amazon had to grow the geographic footprint and we have customers in many smaller countries that don't have a region today. So maybe talk a little bit about what you guys had in mind and it's a multi-industry trend that the Edge Compute has four or five industries that you can say, this really makes a lot of sense to extend the Cloud. >> And David, you said it earlier, there's a trend of ecosystems that are coming onto the Cloud. This is our opportunity to bring the Cloud to an ecosystem, to an existing ecosystem. And if you think about NASDAQ's data center in Carteret, there's an ecosystem of NASDAQ's clients there that are there to be with NASDAQ. And so, it was actually much easier for us as we worked together over a really a four year period, thinking about this and how to make this technological transition, to actually bring the capabilities to that ecosystem, rather than trying to bring the ecosystem to AWS in one of our public regions. And so, that's been our philosophy with Outpost all along. It's actually extending our capabilities that our customers know and love into any environment that they need to be able to use that in. And so to Brad's point about servicing other markets in different countries around the world, it actually gives us that ability to do that very quickly, very nimbly and very succinctly and successfully. >> Did you guys write a working backwards document for this initiative? >> We did. >> Yeah, we actually did. So to be, this is one of the fully exercised. We have a couple of... So by the way, Scott used to work at NASDAQ and we have a number of people who have gone from NASDAQ data to AWS, and from AWS to NASDAQ. So we have adopted, that's one of the things that we think is an effective way to really clarify what you're trying to accomplish with a project. So I know you're a little bit kidding on that, but we did. >> No, I was close. Because I want to go to the like, where are we in the milestone? And take us through kind of what we can expect going forward now that we've worked backwards. >> Yep, we did. >> We did. And look, I think from a milestone perspective, as you heard Brad say, we're very excited that we've stood up MRX in production. Having worked at NASDAQ myself, when you make a change and when you stand up a market that's always a moment where you're working with your community, with your clients and you've got a market-wide call that you're working and you're wanting to make sure that everything goes smoothly. And so, when that call went smoothly and that transition went smoothly I know you were very happy, and in AWS, we were also very happy as well that we hit that milestone within the timeframe that Adena set. And that was very important I know to you. >> Yeah. >> And for us as well. >> Yeah. And our commitment, so the time base of this one was by the end of 2022. So November 7th, checked. We got that one done. >> That's awesome. >> The other one is we said, we wanted the performance to be as good or better than our current platform that we have. And we were putting a new version of our derivative or options software onto this platform. We had confidence because we already rolled it to one market in the US then we rolled it earlier this year and that was last year. And we rolled it to our nordic derivatives market. And we saw really good customer feedback. So we had confidence in our software was going to run. Now we had to marry that up with the Outpost platform and we said we really want to achieve as good or better performance and we achieved better performance, so that's noticeable by our customers. And that one was the biggest question. I think our customers understand when we set a date, we test them with them. We have our national test facility that they can test in. But really the big question was how is it going to perform? And that was, I think one of the biggest proof points that we're really proud about, jointly together. And it took both, it took both of us to really innovate and get the platform right, and we did a number of iterations. We're never done. >> Right. >> But we have a final result that says it is better. >> Well, congratulations. - Thank you. >> It sounds like you guys have done a tremendous job. What can we expect in 2023? From NASDAQ and AWS? Any little nuggets you can share? >> Well, we just came from the partner, the partner Keynote with Adam and Ruba and we had another colleague on stage, so Nick Ciubotariu, so he is actually someone who brought digital assets and cryptocurrencies onto the Venmo, PayPal platform. He joined NASDAQ about a year ago and we announced that in our marketplace, the Amazon marketplace, we are going to offer digital custody, digital assets custody solution. So that is certainly going to be something we're excited about in 2023. >> I know we got to go, but I love this story because it fits so great at the Super cloud but we've learned so much from Amazon over the years. Two pieces of teams, we talked about working backwards, customer obsession, but this is a story of NASDAQ pointing its internal capabilities externally. We're already on that journey and then, bringing that to the Cloud. Very powerful story. I wonder what's next in this, because we learn a lot and we, it's like the NFL, we copy it. I think about product market fit. You think about scientific, you know, go to market and seeing that applied to the financial services industry and obviously other industries, it's really exciting to see. So congratulations. >> No, thank you. And look, I think it's an example of Invent and Simplify, that's another Amazon principle. And this is, I think a great example of inventing on behalf of an industry and then continually working to simplify the way that the industry works with all of us. >> Last question and we've got only 30 seconds left. Brad, I'm going to direct it to you. If you had the opportunity to take over the NASDAQ sign in Times Square and say a phrase that summarizes what NASDAQ and AWS are doing together, what would it say? >> Oh, and I think I'm going to put that up on Monday. So we're going to close the market together and it's going to say, "Modernizing the capital market's infrastructure together." >> Very cool. >> Excellent. Drop the mic. Guys, this was fantastic. Thank you so much for joining us. We appreciate you joining us on the show, sharing your insights and what NASDAQ and AWS are doing. We're going to have to keep watching this. You're going to have to come back next year. >> All right. >> For our guests and for Dave Vellante, I'm Lisa Martin. You're watching theCUBE, the leader in live enterprise and emerging tech coverage. (soft music)

(upbeat music) >> Good afternoon everyone. Welcome back to The Cube's live coverage of AWS Reinvent 22 from Vegas. We're at the Venetian Expo Hall, we're hearing north of 50 000 people. I know we've been giving you different numbers but that's kind of what we've settled on here. Hundreds of thousands are watching online. This is a huge event people. John Ferrior and Lisa Martin are ready to be back. >> Yes, it's really great show. A lot of change going on at Amazon. They're continuing the innovation, continuing to grow. The theme this year's Data Security. And their partner ecosystem, which is continuing to grow. Their partners are filling the gaps on solutions. And it's just a whole nother, I think partner friendly cloud. This NextGen wave that's coming is really, the next thing segment I think speaks to that, I'm looking forward to this. >> It does. We're going to be digging into that partner network. We've got two guests, one of them is an alumni, Reza Honarmand SVP Global Cloud at TD Synnex. Great to have you back. >> Yeah. >> Sergio Farache joins us as well the Chief Strategy Officer at TD Synnex. Welcome to the program. >> Thank you. >> Thank you for having us. >> Great to be back in person, isn't it? >> Yeah absolutely. That's great experience. >> Amazing, the energy here at the highest level since we came here Monday night, which is great. Sergio, I want to start with you. Last year when you guys were on the show Tech Data. Tech Data has been around a long time now you're TD Synnex. Talk a little bit about that, what's new, that transformation? >> Yeah, that is correct. It's great to be able now to present it in Synnex as a new merger between Tech Data and Synnex Corporation. And now we are the largest distributor basically across the world with more than $62 billion in a business. And Amazon is obviously an strategic partner with a hyper growth and we have been very focused to working with them to expand that partner ecosystem across solution ISVs and service providers. That has been very nice experience combine these two company and now have the reach and skill that enable more than 140,000 partners across the world. >> Wow. >> And the partner's message here is changing too. The new leader, Ruba is up on stage talking about this new partner paths, a lot of changes in a good way. They're bringing people together. What's your guys take and reaction to AWS's new posture towards partners? Obviously the ecosystem we see going to be doubling and tripling we see in size. And also the value proposition being stronger too and more money making of course. But the new Amazon's posture with partners. What's your reaction? >> Well, (indistinct) just an hour ago. Fantastic. I mean, if I look at the change from when we first got here a few years ago to now, it is beyond comparison. The realization is that technology and especially what we work with Amazon is deflationary force and we need scale to actually drive that across all of our partners to the customers. And yeah, I can only see that accelerating now in terms of what Amazon is doing and actually with the channel and what Ruba is doing. I think this is exactly in the right direction. >> What's your message? >> My message is, this is now channel. This is channel and this is serious. So partners with Amazon equals growth. >> As we've seen so much transformation in the last couple of years, Sergio, with every business having to become digital to survive. Right and then to eventually thrive and succeed and grow in the challenging economic times that we've had. What are some of the, the pivots that TD Synnex has made through your partner program to meet customer needs to accelerate their transformation? >> Yeah, as you said, has been a significant transformation. I think that in the past was clear what was a technology company and what industrial company, et cetera and those frontiers are blending right now. Then as a consequence we have been investing in several elements. Once is to really increase the capability of the partner network in a way that they can on one side provide more solution-oriented activities to those customers to drive either growth or cost optimization. The other element has been verticalization meaning know the industry where you are playing. We have been investing in the healthcare market, of course as a consequence of all the demand that has been generating. But at the same time and we recently announced the competence in the government sector where we expand drastically our capabilities around specifically the federal, and non feral business, but not only in US but across the world with those elements. Then I would say it's a combination of enhancing the skill, enhancing the knowledge on the industry, and finally provide the tools through our platform to enable the partner to operate in a digital way and enable the access of ISVs to digitally and serving the customers end to end. >> Is that the ISV experience project that I heard about? ISV experience with SaaS companies, Is that what you're referring to? >> Yeah, ISVs is one. ISP experience is one of the components that we use, but basically what we are trying to achieve with the ISV is helping in the journey of specification. It's how you transform either a partner that is born in the cloud or a partner that is still in the, in the OnPrem side how you transition to the cloud and enabling how you reach to the end user in a more effective way. And how we expose 140,000 partner across the multiple geographies to help those ISVs to reach more customers. >> It's great distribution. I mean this is, a business model innovation. >> Sorry? >> It's a business model innovation for these ISVs. >> Absolutely. Some of the ISVs, as you can imagine they're incumbent with us. We work with them. So actually it's finding new ways of consuming technology. But there's thousands of them that actually do not understand how to operate with a channel. And this is a part where we help them with the channel, build a program. Coach them through the process, help them access the partners and the customers that Sergio was referring to. >> Let me ask you guys a question. Where's the growth going to come from? I mean you mentioned ecosystem, more growth, Ruba was mentioned that's where the growth is. They are serious. She's going to deliver that keynote now. Where do you guys see your growth coming from? >> Well, to be honest the growth is unlimited in our opinion, right. It's so many areas. >> The wave is still coming. Yeah >> The wave is still there, you know. When you see still the amount of platform that need to be immigrated to the cloud then we have been investing in a significant way in enable capabilities of migration programs from the on-premise to off premise. At the same time, we have been expanding geographically because it's still several segments and markets we operate globally. As an example we recently launched our public sector capability in Latin America and Europe, expanding those segments. And in addition to that again, how we bring more ISVs more solution oriented driven than many spots of growth. And I think that Amazon message recently recognized more and more the value of nobody have all the solutions. You need this ecosystem plan together to bring those solutions to market. >> So if I build on that. If we look at the growth in public cloud last year, was around $40 billion. We expect a similar growth level this year as well. I mentioned about deflationary force, the technology being a deflationary force. Now everybody knows a lot of businesses out there are going under a lot of challenges. So they have to compete, they have to have the insights they have to be efficient and actually they're going to get a lot of that through the technologies that we're talking about here. The key to that is partners with the right skillsets. What we are seeing is the partners with the skillsets who can participate in that $40 billion growth, take a big, big share of it. >> And you guys are providing a great service. I think when I wrote the story on Friday that I published one of my premise was, is that this Next-Gen cloud is going to lift up more ISVs which is kind of a legacy classic, independent software vendor. Create new kinds of partners that have platforms or unique solutions for verticals. So, the ISV classic definition will still exist and new customers are emerging. It's got a new dynamic developing. We're seeing people build clouds on top of the cloud tap the ecosystem, partner distribution, services. It's a whole new way to build and take something to market. What do you guys think about that? >> Yeah, I think that the beauty of our position in the market is that we are in the center of that ecosystem. Again, we have access to thousands of ISVs thousands of hardware vendors, the hyper-scalers then somebody need to put all those pieces together. That is our role in the market. >> It's a good position to be in. >> It's a good place to be. And enabling those partners now to collaborate with all those entities to bring the solution because the customer is not acquiring technology anymore. They're acquiring a solution to a problem now. And that solution require multiple components. >> Last year. No, this year, I'm sorry. You guys were announced as EMEA distributor of the, of the year. Congratulations on that. >> Yeah, thank you. Talk about that in terms of just the evolution of the partnership. >> The partnership in EMEA is now across our entire geo. The growth that we have driven across the EMEA market space, is I think the reason why we have won it. As well as the competencies that we have built. Now you were just talking about ISVs to give you an example, there are many ISVs that sit in EMEA that want to access the US market and vice versa. So where we sit in the middle and enable that access. The frameworks that they need to move. So those are the kind of things that contribute to the strengthened in the relationship and what those awards are coming from. >> Yeah. The other critical factor here is, again how we bring more capillarity in terms of the serve to the market to Amazon. And that has been another component of data that we are very thankful. Again, we has been enabling and bringing numerous new partners and numerous new end customers that now have access, support and services. Including again, the competencies that we already described but including service oriented businesses like migration, like cost optimization of the use, et cetera. That now we through partners serve to the market. >> Reza and Sergio, I want ask you guys a question around trust. Trust. You're a trust broker because you have a lot of services and people and companies to put together. We were just talking about the good position you're in. >> Trust is a big part of your relationship with your customers. You've got two sides of your business, you got one side's the supply side and you got the distribution side and then both sides are working together, requires a lot of trust. What's that look like inside your company? Can you just chip in and explain, take a bit to explain what's that like? The culture of the company and that trust. >> Yeah, absolutely. And that is why the term of trust advisor came to the table right? And again, for more than 40 years we have been building this ecosystem. We have been driving that motion and we have been proving to the market a consistent approach with a strong support to the two tier model. We never, you know get in opposition to our customers and we enable those customers in a consistent way. And I think that trust is something that you earn, not something that you ask for. And that is what we are doing day to day basis. >> Congratulations, it's been great. Great chatting with you. Challenge time? For the challenge time? >> Challenge time. >> Alright guys. >> New challenge on the Cuba new format. We usually say yes at the end of the interview. What's take on the show, what's the bumper sticker? So think of it like an Instagram reel, thought leadership, hot take. Each of you, spend a minute 30 seconds to share a hot take, thought leadership, what you think was going on at Amazon? Why you're here? What's important? What would you say if you were going to do an Instagram reel right now? >> Yeah, the Amazon enable a new way to do business and a new transformation of the digital economy. We are here TD Synnex to expand that capability across the segments. Enhancing partners to reach to their goals and in users to get those transformations. In general we will provide what is needed and we continue investing to continue growing the capacity across all geographies and all the type of solutions that we deliver. >> All right, Sergio you nailed it. Reza you're up. Your hot take your sizzle reel. >> Well, frankly I think Sergio nailed it. It's about covering the geos and taking the competencies and make sure we execute consistently across all of our geos. >> All right, nailed it. Thanks so much. >> Consistent execution. Reza, Sergio. Thank you so much for joining John and me on the program, talking about what TD Synnex has done since we've last seen you. What you're doing with AWS and the partner ecosystem. We really appreciate you stopping by this side. >> Thank you very much. Thank you for the time. >> Alright, our pleasure. For our guests and for John Furrier, I'm Lisa Martin. You're watching theCUBE, the leader at Live Tech coverage.

(bright upbeat music) >> Hey, good morning from Las Vegas. It's Lisa Martin and Paul Gillin here. We are on day three of AWS re:Invent. We started Monday night, we went all day yesterday, we are going all day today and all day tomorrow. The amount of content coming at you from theCUBE, great, interesting, fascinating conversations with AWS, its customers, its ecosystem partners is incredible. Paul, what's your take so far on re:Invent? We've been here two and a half days. >> Well, it's just a fire hose. Like I've said before, this morning's keynote was about was about ML, machine learning and AI, and I stopped counting at 15 new announcements during about a 90 minute keynote, it's just one thing after another. And that's the nature of re:Invent, you know? It's always a showcase for new stuff. And they talk about customers, you talk about customers, I love it when we have a chance to talk to customers on theCUBE as we are about to do. >> We are about to talk to one of the nation's leading digital banks, you know them well, Capital One. Please welcome, Lo Li, Managing Vice President of Customer Digital Experience and Payments. Thank you so much, Lo, for joining us. >> Why, thank you, I'm glad to be here. >> Talk a little bit about your role where it fits within the organization, what it encompasses? >> Sure, yeah. So, I lead the retail bank technology organization which is a form of, you know, we have teams that lead digital experiences for our consumers. We look after agent in-person experiences with their cafes in branches, our call centers and as well as of our MarTech and payments ecosystem. >> So you're new to Capital One, in the last less than a year, you know, we all know it, we love it, we know the tagline, what's in your wallet? I think we can all recite that. It's as I said in the opening, it's one of the nation's leading digital banks and technology is really core to its business strategy and delivering value to customers. What attracted you to Capital One and talk about it really as a digital bank that delivers all that value. >> Of course. Yeah, so, you know, I spent 20 years of my career in a digital space in retail, and fashion and hospitality. And that is what I love about IT and the industry that I'm in and what I do, which is bringing really great solutions and products to consumers and getting them excited about an experience and a brand. So I knew early on in my career I was attracted to really great brands and brands that wanted to innovate and disrupt the consumer space. So when Capital One gave me an opportunity, I couldn't be happier, right? This is an incredible bank, we have an incredible story, we're a young bank and yet we are very much on the leading edge of a digital bank experience. >> And you were in an interesting place because as we know retail banking is declining or at least bank branches are in decline. More and more people want to do their banking on their mobile apps or through their computers, particularly younger customers. And so you're having to manage all this, what are you doing? How are you tracking to these demographic changes accelerated by the pandemic and recreating the customer experience through multiple channels? >> Yeah, great question. We want to give our consumers an omnichannel experience irrespective of, you know, the few that still want to go into branches or perhaps they want to experience a cafe, and while there meet with one of our branch ambassadors to talk about their banking, we have consumers that want to go digital. So what we do is that we make sure that we're looking after the consumer holistically, irrespective of the channel. So whether they call into the call center because they need servicing or if they're physically present or they want to carry that on digitally, we make sure that we create super personalized custom experiences. We also work with a bunch of designers that are thinking through, you know, the life of a consumer now and their relationship to a bank. It is, to your point, it is no longer a branch, you know? That is a ubiquitous experience that we're by large knowing that we have to figure out and rethink. So, we're very lucky to have great designers that work with us and work on what is that experience that we want our consumers to have, from the pastries and the coffee, and the experience of being with an ambassador and how we can lead them through our iPads and digital experiences to continue to stay with us and for us to service them. >> You know, if we think about how much banking has changed especially in the last couple of years, when suddenly you couldn't get into a branch, even if you wanted to, it's amazing how we have this expectation that on my phone I can do any transaction I want in real time, I'm going to be able to see my balance, I can transfer money, I can make a payment. And we don't think about the technology on the back end but it's absolutely critical to powering that experience. >> Yeah. >> Talk about how you're doing that and is there customer feedback in that process? >> There is, but that's music to my ears by the way. The fact that you don't think about it tells me we're doing something really right, right? So first and foremost, we are super hypervigilant about security, that is top of mind, we are well managed. The cloud has enabled us to create these infrastructures that are highly secure, that are scalable and that allows us to really focus on innovation. So we use our mobile platform and our apps in that way, right? We know that this is a scalable, secure platform. We create really great products, we create very custom experiences for you that are relevant to you and your family and we create these digital products that are supposed to meet you where you are. >> But we certainly have, you know, this expectation that I'm going to get what I want, it's going to be relevant, it's going to be timely. If not, I'm going to pick up, not the phone, I'm going to go on social media and make a complaint. So from a brand reputation perspective, you guys, what you're doing is clearly going in the right direction. >> Yeah, yeah. Look, we take our bank voice and the voice of the customer extremely seriously. So, we have a really large infrastructure from a bank operations perspective. We have our bank voice agents that work with us that give us kind of really real-time feedback from our customers. You know, by the time you pick up the phone and call usually something has gone really wrong, right? So, we make sure that we stay lockstep with what our first level agents are hearing. Then we also look into our feedbacks, we have obviously ways to look into our mobile app. We look at all the reviews that we have and incorporate that into how we think about our product and how we invest and innovate on them. >> Before we turned on the cameras, you said an amazing thing. Capital One doesn't have any data centers anymore, doesn't have any mainframes anymore, it is fully in the cloud. Understanding that you weren't there in those old days but how does that change the way you think about new features, about technology, new technology developments for the customer when you don't have that legacy to drag along with you? >> It's incredible, right? Our cost efficiency, our production efficiency, how we think about going to the market now is really getting us to focus on the right parts of that product. We don't have to carry a lot of the technical debt, we don't carry that old infrastructure. So the way we develop, the way we design, the way we go to market is a lot faster than it ever was. >> Well, and the culture is there, the cultural mindset is there to be able to do that. I mean, if you think about who you compete with some of these institutions that have been around for a hundred years that also have to transform and digitize 'cause the customers expect it. That has to be a seamless process but their culture also has to be there because changing from being On-prem data centers to being completely in the cloud, it's a big change. >> Yeah, actually, you hit it, right? The cloud transformation is big, and hard and sticky. You got to move these workloads, you got to make 'em native, you got to deploy. But to your point, the harder part really is the culture, right? Because the cloud will then unleash productivity, it will unleash continuous improvement. It will bring product partners along the ride because they have to think differently about what they want to go to the market with, how they think about the cost of those units, how they think about cloud. So, you know, in my opinion, Capital One has done an incredible job bringing that entire, the entire organization along this cloud transformation including our culture, our processes, and our people. >> I know Capital One is proud of the work it's been doing in AI and machine learning. Can you talk about from the retail banking perspective, how is machine learning being applied to improve the customer experience? >> Yeah, well, you know, as you know, AI and machine learning is the heart of the bank, is the heart of Capital One. When we started in the early 90s, we were the only bank that was really trying to challenge how we use data to provide better products for our consumers, and that is ingrained in our DNA and everything that we do. So if you were to look at bank, we would start with, you know, from the time you are authenticating yourself, how we think about fraud and how do we capture bad actors, all the way to if you were to call into a call center, we use a lot of natural language processing models to make sure that we assess your sentiment, we give you the support that you need, and then of course, use that to learn more about how we service you. >> Interesting, I'm just wondering, do you think about Capital One as a technology company that does banking or a bank that is powered by technology? >> We are a technology company, and we happen to also have a bank. >> Lisa: I love that. What are some of the things that you've heard and seen at the show? Obviously, we're hearing numbers between 55 and 70,000 people here. It's crazy. And we're only getting a snapshot of that because here we are at Venetian Expo and the conference is going on all over the strip. But what are some of the things that you've heard from AWS that excite you about the partnership going forward? >> You know, I'll be honest, one of my happiest, proud moments, when we're talking about Lambda SnapStart yesterday, we actually, our team that is here today was part of the first beta of bringing in Lambda SnapStart. And we're super excited because it helps propel our serverless agenda. You know, we're continued to transform into the cloud. So, we have a lot of these partnership opportunities that, you know, make me super proud. >> Well follow up on serverless because to a lot of people, it's a concept that they don't really understand how to put it to practice. How is serverless a step forward? What has it enabled you to do that you couldn't otherwise do? >> Wow, a bunch. I think first and foremost, it helps us stay, you know, very well managed, security wise, right? It allows us to create automation and it takes away a lot of the heavy lifting that our engineers would have to do otherwise. And the byproduct of that is that we get to go focus on really fun, innovative ideas, and we get to go work on product development. We're taking a lot of the grit work of the management of the servers out of the engineer's hand and automating them. >> Banking, of course, one of the most regulated industries on the planet, has Cloud been able to help you in that respect? >> Yes. Yes it has. Look, we are in a regulated space which means everything we do has a ton of scrutiny, for the right reasons. So we actually built it into our design, so our design, our products, we design our platforms with security in mind, with the regulations in mind and make it where it's less of a thought, right? So, we obviously spend a lot of time from a risk posture helping our associates understand, really respecting the responsibility that we have to look after everybody's assets, right? Like it's, what a more incredible job than that? So, we spend a lot of time thinking about what is our risk posture, where is it, you know, from what you would imagine the regular scan vulnerabilities all the way to data protection. And now that we protect that data in Fly, like they're all things that is our number one job and we spend a ton of time focused on it. >> That's good, it's very complex but security is a topic we discuss regularly. We've seen the threat landscape change so dramatically in the last couple of years. Bad actors are getting far more sophisticated. They're leveraging the technology but when it comes to banking as Paul was talking about, from a regulations perspective, from an end customer perspective, we have this expectation that you're going to keep my data secure because nobody wants to be the next headline. >> Lo: Yes, that's right. That's right, and look, we are getting, we're getting smarter as well, right? So we are able to detect and monitor and go after the bad actors faster. We're doing it in a way that allows us configurability, it gives us time, it gives us speed, but at the same time we also work as a network, right? So a lot of our banks, we, you know, in some ways share a lot of this information to make sure that we're all going after a common enemy. >> Capital One recently launched a software company, Capital One Software, which is a relatively unusual move by a financial services organization. How has that affected the thinking at the company about what the company is and what other opportunities there might be outside of pure banking? >> Yeah, absolutely. So, Capital One Software is a very exciting new line of business. I think the team that is there is doing some really incredible, innovative work. But you know what's really interesting is they were talking about our new product SlingShot, it was born out of our needs, right? We knew that we needed to have better governance around our data. We created really great tools and it was very obvious that there was a commercial applicability there. And that is how we will continue to operate, right? As a bank, we're all in the cloud, we're all in in the cloud. It will give us the ability to start sharing some of these best practices. And I think the best is yet to come, I think we got some really good stuff in the pipeline. >> Lisa: Anything you can share in the-- >> No. >> Lisa: No? Tight lips. >> Tight lips. >> Excellent, well, last couple of questions. What's the main theme here? When people walk into the Venetian Expo and they see Capital One next to all these tech companies, what's the main theme that Capital One wants to get across to the greater community? >> Yeah, look, our mission is to change banking for good, it always has been our mission. We're very fortunate to be in a position to be tech innovators, and we're fortunate to disrupt, and that's what I want people to get out of it. >> Excellent, my last question for you, kind of continuing on this theme. If you had, you were going to have the opportunity to create new branding and it's going to go in the cafes and it's going to be like a little billboard inside about Capital One being a technology company that does banking. What do you think that that billboard, that sign would say? >> I think I'm going to stick with the change banking for good. I mean, that really is at the heart of our mission. >> Paul: It's a nice double message too, yeah. >> Yeah, with technology, with disruption, ultimately that's where our hearts and minds are at. >> Awesome. Lo, it's been great to have you on the program. Thank you for sharing what you're doing at Capital One, how you're working with AWS and also emerging technologies like AI and ML to really create a seamless digital customer experience. We really appreciate your time and your insights. >> Thank you. >> All right, for our guest and for Paul Gillin I'm Lisa Martin. You're watching theCUBE, the leader in live emerging and enterprise tech coverage. (upbeat music)

>> Good afternoon, fellow cloud nerds and welcome back to AWS Reinvent 2022. We are live here from fabulous Las Vegas, Nevada. My name is Savannah Peterson, joined by Lisa Martin. So excited to be here Lisa, it's my first reinvent. >> Is it really? >> Yeah. >> I think it's only like my fourth or fifth. >> Only your fourth or fifth. >> Only. >> You're such a pro here. >> There's some serious veterans here in attendance that have been to all 11. >> I love that. >> Yeah. Wow, go them. I know, maybe we'll be at that level sooner. >> One day we will. >> Are you enjoying the show so far? >> Absolutely, it is. I cannot believe how many people are here. We've had 70,000 and we're only seeing what's at the foundation Expo Hall, not at the other hotel. So, I can only imagine. >> I mean, there's a world outside of this. >> Yes, and there's sunlight. There's actual sunlight outside of this room. >> Nobel idea. Well, Lisa, I'm very excited to be sitting here next to you and to welcome our fabulous guests, from TEKsystems, we have Brandon and Srini. Thank you so much for being here. How is the show going for you gentlemen so far? >> It's great. Lot of new insights and the customers are going to love what AWS is releasing in this reinvent. >> There is such a community here, and I love that vibe. It's similar to what we had at Cloud Native con in Detroit. So much collaboration going on. I assume most folks know a lot about TEKsystems who are watching, but just in case they don't, Brandon, give us the pitch. >> You bet. So full stack IT solutions firm, been in business for over 40 years, 80,000 global employees, really specializing in digital transformation, enterprise modernization services. We have partners in One Strategy, which is an an acquisition we made, but a well known premier partner in the Amazon partner ecosystem, as well as One North Interactive, who is our boutique brand, creative and digital strategy firm. So together, we really feel like we can bring full end-to-end solutions for digital and modernization initiatives. >> So, I saw some notes where TEKsystems are saying organizations need experienced AWS partners that are not afraid doing the dirty work of digital transformation, who really can advise and execute. Brandon, talk to us about how TEKsystems and AWS are working together to help customers on that journey which is nebulous of digital transformation. >> So, our real hallmark is the ability to scale. We partner with AWS in a lot of different ways. In fact, we just signed our strategic collaboration agreement. So, we're in the one percenter group in the whole partner network. >> Savanna: That's a pretty casual flex there. >> Not bad. >> I love that, top 1%, that no wonder you're wearing that partner pin so proud today. (speaking indistinctly) >> But we're working all the way on the advisory and working with their pro serve organization and then transforming that into large scale mass migration services, a lot of data modernization that Srini is an absolute expert in. I'm sure he can add some context too, but it's been a great partnership for many years now. >> In the keynote, Adam spent almost 52 minutes on data, right? So, it emphasizes how organizations are ready to take data to cloud and actually make meaningful insights and help their own customers come out of it by making meaningful decisions. So, we are glad to be part of this entire ecosystem. >> I love that you quantified how many minutes. >> I know. >> Talked about it, that was impressive. There's a little bit of data driven thinking going on here. >> I think so. >> Yeah. >> Well, we can't be at an event like this without talking about data for copious amounts of time, 52 minutes, has just used this morning. >> Right, absolutely. >> But every company these days has to be a data company. There's no choice to be successful, to thrive, to survive. I mean, even to thrive and grow, if it's a grocery store or your local gas station or what? You name it, that company has to be a data company. But the challenge of the data volume, the explosion in data is huge for organizations to really try to figure out and sift through what they have, where is all of it? How do we make sense of it? How do we act on it and get insights? That's a big challenge. How is TEKsystems helping customers tackle that challenge? >> Yeah, that's a great question because that's the whole fun of handling data. You need to ensure its meaning is first understood. So, we are not just dumping data into a storage place, but rather assign a meaningful context. In today's announcement, again, the data zone was unveiled to give meaning to data. And I think those are key concrete steps that we take to our customers as well with some good blueprints, methodical ways of approaching data and ultimately gaining business insights. >> And maybe I'll add just something real quick to that. The theme we're seeing and hearing a lot about is data monetization. So, technology companies have figured it out and used techniques to personalize things and get you ads, probably that you don't want half the time. But now all industries are really looking to do that. Looking at ways to open new revenue channels, looking at ways to drive a better customer experience, a better employee experience. We've got a ton of examples of that, Big Oil and Gas leveraging like well and machine data, coming in to be more efficient when they're pumping and moving commodities around. We work a lot in the medium entertainment space and so obviously, getting targeted ads to consumers during the right periods of TV or movies or et cetera. Especially with the advert on Netflix and all your streaming videos. So, it's been really interesting but we really see the future in leveraging data as one of your biggest corporate assets. >> Brilliant. >> So, I'm just curious on the ad thing, just real quick and I'll let you go, Lisa. So, do you still fall victim to falling for the advertising even though you know it's been strategically put there for you to consume in that moment? >> Most of the time. >> I mean, I think we all do. We're all, (indistinct), you're behind the curtain so to speak. >> The Amazon Truck shows up every day at my house, which is great, right? >> Hello again >> Same. >> But I think the power of it is you are giving the customer what they're looking for. >> That's it. >> And you know... >> Exactly. We have that expectation, we want it. >> 100%. >> We know that. >> Agree. >> We don't need to buy it. But technology has made it so easy to transact. That's like when developers started going to the cloud years ago, it was just, it was a swipe. It was so simple. Brandon, talk about the changes in cloud and cloud migration that TEKsystems has seen, particularly in the last couple of years as every company was rushing to go digital because they had to. >> So several years ago, we kind of pushed away that cloud first mentality to the side and we use more of a cloud smart kind of fashion, right? Does everything need to go to the cloud? No. Do applications, data, need to go to the cloud in a way that's modern and takes advantages of what the cloud can provide and all the new services that are being released this week and ongoing. So, the other thing we're seeing is initiatives that have traditionally been in the CTO, CIO organization aren't necessarily all that successful because we're seeing a complete misalignment between business goals and IT achievements, outcomes, et cetera. You can automate things, you can move it to the cloud, but if you didn't solve a core business problem or challenge, what'd you really do? >> Yeah, just to add on that, it's all about putting data and people together. And then how we can actually ensure the workforce is equally brought up to speed on these new technologies. That has been something that we have seen tremendous improvement in the last 24 months where customers are ready to take up new challenges and the end users are ready to learn something new and not just stick onto that status quo mindset. >> Where do you guys factor in to bringing in AWS in the customer's cloud journeys? What is that partnership like? >> We always first look for where the customer is in their cloud journey path and make sure we advise them with the right next steps. And AWS having its services across the spectrum makes it even easier for us to look at what business problem they're solving and then align it according to the process and technology so that at the end of the day, we want end user adoption. We don't want to build a fancy new gadget that no one uses. >> Just because you built it doesn't mean they'll come. And I think that's the classic engineering marketing dilemma as well as balance to healthy tension. I would say between both. You mentioned Srini, you mentioned workforce just a second ago. What sort of trends are you seeing in workforce development? >> Generally speaking, there are a lot of services now that can quantify your code for errors and then make sure that the code that you're pushing into production is well tested. So what we are trying to make sure is a healthy mix of trying to solve a business problem and asking the right questions. Like today, even in the keynote, it was all about how QuickSight, for example, has additional features now that tells why something happened. And that's the kind of mindset we want our end users to adopt. Not just restricting themselves to a reactive analytics, but rather ask the question why, why did it happen? Why did my sales go down? And I think those technologies and mindset shift is happening across the workforce. >> From a workforce development standpoint, we're seeing there's not enough workforce and the core skills of data, DevOps, standard cloud type work. So, we're actually an ATP advanced training partner, one of the few within the AWS network. So, we've developed programs like our Rising Talent Program that are allowing us to bring the workforce up to the skills that are necessary in this new world. So, it's a more build versus buy strategy because we're on talents real, though it may start to wane a little bit as we change the macroeconomic outlook in 2023, but it's still there. And we still believe that building those workforce and investing in your people is the right thing to do. >> It is, and I think there's a strong alignment there with AWS and their focus on that as well. I wanted to ask you, Brandon. >> Brandon: Absolutely. >> One of the things, so our boss, John Furrier, the co CEO of theCUBE, talked with Adam Selipsky just a week or maybe 10 days ago. He always gets an exclusive interview with the CEO of AWS before reinvent, and one of the things that Adam shared with him is that customers, CEOs and CIOs are not coming to Adam, to this head of AWS to talk about technology, they want to talk about transformation. He's talking about... >> The topic this year. >> Moving away from amorphous topic of digital transformation to business transformation. Are you seeing the same thing in your customer? >> 100%, and if you're not starting at the business level, these initiatives are going to fail. We see it all the time. Again, it's about that misalignment and there's no good answer to that. But digital, I think is amorphous to some degree. We play a lot with the One North partnership that I mentioned earlier, really focusing on that strategy element because consumer dollars are shrinking via inflation, via what we're heading into, and we have to create the best experience possible. We have to create an omnichannel experience to get our products or services to market. And if we're not looking at those as our core goals and we're looking at them as IT or technology challenges, we're not looking in the right place. >> Well, and businesses aren't going to be successful if they're looking at it in those siloed organizations. Data has to be democratizing and we've spent same data democratization for so long, but really, we're seeing that it has to be moving out into the lines of business because another thing Adam shared with John Furrier is that he sees and I'm curious what your thoughts are on this, the title of data analysts going away because everybody in different functions and different lines of business within an organization are going to have to be data analysts to some degree, to use data whether it's marketing, ops, sales, finance, are you seeing the same? >> That is true. I mean, at this point, we are all in the connected world, right? Every data point is connected in some form or shape to another data point. >> Savanna: There are many data points, just sitting here, yeah. >> Absolutely, so I think if you are strategizing, data needs to be right in the center of it. And then your business problems need to be addressed with reliable data. >> No, I mean, advertising, supply chain, marketing, they're all interconnected now, and we're looking at ways to bring a lot of that siloed data into one place so we can make use to it. It goes back to that monetization element of our data. >> That's a lot about context and situational awareness. We want what we want, when we want it, even before we knew we needed it then. I think I said that right. But you know, it's always more faster, quicker and then scaling things up. You see a lot of different customers across verticals, you have an absolutely massive team. Give us a sneak peek into 2023. What does the future hold? >> 2023 is again, to today's keynote, I'm bringing it back because it was a keynote filled with vision and limitless possibilities. And that's what we see. Right now, our customers, they are no longer scared to go and take the plunge into the cloud. And as Brandon said, it's all about being smart about those decisions. So, we are very excited that together with the partnership that we recently acquired and the services and the depth, along with the horizontal domain expertise, we can actually help customers make meaningful message out of their data points. And that keeps us really excited for next year. >> Love that, Brandon, what about you? >> I think the obvious one is DevOps and a focus on optimization, financially, security, et cetera, just for the changing times. The other one is, I still think that digital is going to continue to be a big push in 2023, namely making sure that experience is at its best, whether that's employee and combating the war on talent, keeping your people or opening new revenue streams, enhancing existing revenue streams. You got to keep working on that. >> We got to keep the people happy with the machines and the systems that we are building as we all know. But it's very nice, it's been a lot of human-centric focus and a lot of customer obsession here at the show. We know it's a big thing for you all, for Amazon, for pretty much everyone who sat here. Hopefully it is in general. Hopefully there's nobody who doesn't care about their community, we're not talking to them, if that's the case, we have a new challenge on theCUBE for the show, this year as we kind of prepped you for and can call it a bumper sticker, you can call it a 30 second sizzle reel. But this is sort of your Instagram moment, your TikTok, your thought of leadership highlight. What's the most important story coming out of the show? Srini, you've been quoting the keynotes very well, so, I'm going to you first on this one. >> I think overall, it's all about owning the change. In our TEKsystems culture, it's all about striving for excellence through serving others and owning the change. And so it makes me very excited that when we get that kind of keynote resonating the same message that we invite culturally, that's a big win-win for all the companies. >> It's all about the shared vision. A lot of people with similar vision in this room right now, in this room, like it's a room, it's a massive expo center, just to be clear, I'm sure everyone can see in the background. Brandon >> I would say partnership, continuing to enhance our strategic partnership with AWS, continuing to be our customers' partners in transformation. And bringing those two things together here has been a predominance of my time this week. And we'll continue throughout the week, but we're in it together with our customers and with AWS and looking forward to the future. >> Yeah, that's a beautiful note to end on there. Brandon, Srini, thank you both so much for being here with us. Fantastic to learn from your insights and to continue to emphasize on this theme of collaboration. We look forward to the next conversation with you. Thank all of you for tuning in wherever you happen to be hanging out and watching this fabulous live stream or the replay. We are here at AWS Reinvent 2022 in wonderful sunny Las Vegas, Nevada with Lisa Martin. My name is Savannah Peterson, we are theCUBE, the leading source for high tech coverage.

(upbeat music) >> Welcome back friends. It's theCUBE LIVE in Las Vegas at the Venetian Expo, covering the first full day of AWS re:Invent 2022. I'm Lisa Martin, and I have the privilege of working much of this week with Dave Vellante. >> Hey. Yeah, it's good to be with you Lisa. >> It's always good to be with you. Dave, this show is, I can't say enough about the energy. It just keeps multiplying as I've been out on the show floor for a few minutes here and there. We've been having great conversations about cloud migration, digital transformation, business transformation. You name it, we're talking about it. >> Yeah, and I got to say the soccer Christians are really happy. (Lisa laughing) >> Right? Because the USA made it through. So that's a lot of additional excitement. >> That's true. >> People were crowded around the TVs at lunchtime. >> They were, they were. >> So yeah, but back to data. >> Back to data. We have a couple of guests here. We're going to be talking a lot with customer challenges, how they're helping to overcome them. Please welcome Kevin Zawodzinski, VP of Sales Engineering at COMMVAULT. >> Thank you. >> And Paul Meighan, Director of Product Management at AWS. Guys, it's great to have you on the program. Thank you for joining us. >> Thanks for having us. >> Thanks for having us. >> Isn't it great to be back in person? >> Paul: It really is. >> Kevin: Hell, yeah. >> You cannot replicate this on virtual, you just can't. It's nice to see how excited people are to be back. There's been a ton of buzz on our program today about Adam's keynote this morning. Amazing. A lot of synergies with the direction, Paul, that AWS is going in and where we're seeing its ecosystem as well. Paul, first question for you. Talk about, you know, in the customer environment, we know AWS is very customer obsessed. Some of the main challenges customers are facing today is they really continue this business transformation, this digital transformation, and they move to cloud native apps. What are some of those challenges and how do you help them eradicate those? >> Well, I can tell you that the biggest contribution that we make is really by focusing on the fundamentals when it comes to running storage at scale, right? So Amazon S3 is unique, distributed architecture, you know, it really does deliver on those fundamentals of durability, availability, performance, security and it does it at virtually unlimited scale, right? I mean, you guys have talked to a lot of storage folks in the industry and anyone who's run an estate at scale knows that doing that and executing on those fundamentals day after day is just super hard, right? And so we come to work every day, we focus on the fundamentals, and that focus allows customers to spend their time thinking about innovation instead of on how to keep their data durably stored. >> Well, and you guys both came out of the storage world. >> Right. >> Yeah, yeah. >> It was a box world, (Kevin laughs) and it ain't no more. >> Kevin: That's right, absolutely. >> It's a service and a service of scale. >> Kevin: Yeah. So architecture matters, right? >> Yeah. >> Yeah. >> Paul, talk a little bit about, speaking of innovation, talk about the evolution of S3. It's been around for a while now. Everyone knows it, loves it, but how has AWS architected it to really help meet customers where they are? >> Paul: Right. >> Because we know, again, there's that customer first focus. You write the press release down the road, you then follow that. How is it evolving? >> Well, I can tell you that architecture matters a lot and the architecture of Amazon S3 is pretty unique, right? I think, you know, the most important thing to understand about the architecture of S3 is that it is truly a regional service. So we're laid out across a minimum of 3 Availability Zones, or AZs, which are physically separated and isolated and have a distance of miles between them to protect against local events like floods and fires and power interruption, stuff like that. And so when you give us an object, we distribute that data across that minimum of 3 Availability Zones and then within multiple devices within each AZ, right? And so what that means is that when you store data with us, your data is on storage that's able to tolerate the failure of multiple devices with no impact to the integrity of your data, which is super powerful. And then again, super hard to do when you're trying to roll your own. So that's sort of a, like an overview of the architecture. In terms of how we think about our roadmap, you know, 90% of our roadmap comes directly from what customers tell us matters, and that's a tenant of how we think about customer obsession at AWS and it really is how we drive a roadmap. >> Right, so speaking of customers Kevin, what are customers asking you guys- >> Yeah. >> for, how does it relate to what you're doing with S3? >> Yeah, it's a wonderful question and one that is actually really appropriate for us being at re:Invent, right? So we got, last three years we've had customers here with us on stage talking about it. First of all, 3 years ago we did a virtual session, unfortunately, but glad to be back as you mentioned, with Coca-Cola and theirs was about scale and scope and really about how can we protect hundreds of thousands of objects, petabyte to data, in a simple and secure way, right. Then last year we actually met with a ACT, Inc. as well and co-presented with them and really talked about how we could protect modern workloads and their modern workloads around whether it was Aurora or as well as EKS and how they continue to evolve as well. And, last but not least it's going to be, this year we're talking with Illinois State University as well about how they're going to continue to grow, adapt and really leverage AWS and ourselves to further their support of their teachers and their staff. So that is really helping us quite a bit to continue to move forward. And the things we're doing, again, with our customer base it's really around, focused on what's important to them, right? Customer obsession, how are we working with that? How are we making sure that we're listening to them? Again, working with AWS to understand how can we evolve together and really ultimately their journeys. As you heard, even with those 3 examples they're all very different, right? And that's the point, is that everybody's at a different point in the journey. They're at a different place from a modernization perspective. So we're helping them evolve, as they're helping us evolve as well, and transform with AWS. >> So very mature COMMVAULT stack, the S3 bucket and all the other capabilities. Paul, you just talked about coming together- >> Right. >> Dave: for your customers. >> Yeah, yeah, absolutely. And just, you know, we were talking the other day, Paul and I were talking the other day, it's been, you know, we've worked with AWS, with integration since 2009, right? So a long time, right? I mean, for some that may not seem like a long time ago, but it is, right? It's, you know, over a decade of time and we've really advanced that integration considerably as well. >> What are some of the things that, I don't know if you had a chance to see the keynote this morning? >> Yeah, a little bit. >> What are some of the things that there was, and in fact this is funny, funny data point for you on data. One of my previous guests told me that Adam Selipsky spent exactly 52 minutes talking about data this morning. 52 minutes. >> Okay. >> That there's a data point. But talk about some of the things that he talked about, the direction AWS is going in, obviously new era in the last year. Talk about what you heard and how you think that will evolve the COMMVAULT-AWS relationship. >> Yeah, I think part of that is about flexibility, as Paul mentioned too, architecture matters, right? So as we evolve and some of the things that we pride ourselves on is that we developed our systems and our software and everything else to not worry about what do I have to build to today but how do I continue to evolve with my customer base? And that's what AWS does, right? And continues to do. So that's really how we would see the data environment. It's really about that integration. As they grow, as they add more features we're going to add more features as well. And we're right there with them, right? So there's a lot of things that we also talk about, Paul and I talk about, around, you know, how do we, like Graviton3 was brought up today around some of the innovations around that. We're supporting that with Auto Scale right now, right? So we're right there releasing, right when AWS releasing, co-developing things when necessary as well. >> So let's talk about security a little bit. First of all, what is COMMVAULT, right? You're not a security company but you're an adjacency to security. It's sort of, we're rethinking security. >> Kevin: Yep. >> including data protection, not a bolt-on anymore. You guys both have a background in that world and I'm sure that resonates. >> Yeah. >> So what is the security play here? What role does COMMVAULT play? I think we know pretty well what role AWS plays, but love to hear, Paul, your thoughts as well on security. >> Yeah, I'll start I guess. >> Go on Paul. >> Okay. Yeah, so on the security side of things, there's a quite a few things. So again, on the development side of things, we do things like file anomaly detection, so seeing patterns in data. We talked a lot about analytics as well in the keynote this morning. We look at what is happening in the customer environment, if there's something odd or out of place that's happening, we can detect that and we'll notify people. And we've seen that, we have case studies about that. Other things we do are simple, simple but elegant. Is with our security dashboard. So we'll use our security dashboard to show best practices. Are they using Multi-Factor Authentication? Are you viewing password complexity? You know, things like that. And allows people to understand from a security landscape perspective, how do we layer in protection with their other systems around security. We don't profess to be the security company, or a security company, but we help, you know, obviously add in those additional layers. >> And obviously you're securing, you know, the S3 piece of it. >> Mmmhmm. >> You know, from your standpoint because building it in. >> That's right. And we can tell you that for us, security is job zero. And anyone at AWS will tell you that, and not only that but it will always be our top priority. Right from the infrastructure on down. We're very focused on our shared responsibility model where we handle security from the hypervisor, or host operating system level, down to the physical security of the facilities in which our services run and then it's our customer's responsibility to build secure applications, right. >> Yeah. And you talk about Graviton earlier, Nitro comes into play and how you're, sort of, fencing off, you know, the various components of the system from the operating system, the VMs, and then that is designed in and that's a new evolution that it comes as part of the package. >> Yeah, absolutely. >> Absolutely. >> Paul, talk a little bit about, you know, security, talking about that we had so many conversations this year alone about the threat landscape and how it's dramatically changing, it's top of mind for everybody. Huge rise in ransomware attacks. Ransomware is now, when are we going to get hit? How often? What's the damage going to be? Rather than, are we going to get hit? It's, unfortunately it's progressed in that direction. How does ensuring data security impact how you're planning the roadmap at AWS and how are partners involved in shaping that? >> Right, so like I said, you know, 90% of our roadmap comes from what customers tell us matters, right? And clearly this is an issue that matters very much to customers right now, right? And so, you know, we're certainly hearing that from customers, and COMMVAULT, and partners like COMMVAULT have a big role to play in helping customers to secure and protect their applications, right? And that's why it's so critical that we come together here at re:Invent and we have a bunch of time here at the show with the COMMVAULT technical folks to talk through what they're hearing from customers and what we're hearing. And we have a number of regular touch points throughout the year as well, right? And so what COMMVAULT gets from the relationship is, sort of, early access and feedback into our features and roadmap. And what we get out of it really is that feedback from that large number of customers who interface with Amazon S3 through COMMVAULT. Who are using S3 as a backup target behind COMMVAULT, right? And so, you know, that partnership really allows us to get close to those customers and understand what really matters to them. >> Are you doing joint engineering, or is it more just, hey here you go COMMVAULT, here's the tools available, go, go build. Can you address that? >> Yeah, no, absolutely. There's definitely joint engineering like even things around, you know, data migration and movement of data, we integrate really well and we talk a lot about, hey, what are you, like as Paul mentioned, what are you seeing out there? We actually, I just left a conversation about an hour ago where we're talking about, you know, where are we seeing placement of data and how does that matter to, do you put it on, you know, instant access, or do you put it on Glacier, you know, what should be the best practices? And we tell them, again, some of the telemetry data that we have around what do we see customers doing, what's the patterns of data? And then we feed that back in and we use that to create joint solutions as well. >> You know, I wonder if we could talk about cloud, you know, optimization of cloud costs for a minute. That's obviously a big discussion point in the hallways with customers. And on your earnings call you guys talked about specifically some customers and they specifically mentioned, for example, pushing storage to lower cost tiers. So you brought up Glacier just then. What are you seeing in the field in that regard? How are customers taking advantage of that? And where does COMMVAULT play in, sort of, helping make that decision? >> You want to take part one or you want me to take it? >> I can take part one. I can tell you that, you know, we're very focused on helping customers optimize costs, however necessary, right? And, you know, we introduced intelligent hearing here at the show in 2019 and since launch it's helped customers to reduce costs by over $750 million, right? So that's a real commitment to optimizing costs on behalf of customers. We also launched, you know, later in 2020, Glacier Deep Archive, which is the lowest cost storage in the cloud. So it's an important piece of the puzzle, is to provide those storage options that can allow customers to match the workloads that are, that need to be on folder storage to the appropriate store. >> Yeah, and so, you know, S3 is not this, you know, backup and recovery system, not an archiving system and, you know, in terms of, but you have that intelligence in your platform. 'Cause when I heard that from the earnings call I was like, okay, how do customers then go about deciding what they can, you know, when it's all good times, like yeah, who cares? You know, just go, go, go. But when you got to tighten the belt, how do you guys? >> Yeah, and that goes back to understanding the data pattern. So some of that is we have intelligence and artificial intelligence and everything else and machine learning within our, so we can detect those patterns, right? We understand the patterns, we learn from that and we help customers right size, right. So ultimately we do see a blend, right? As Paul mentioned, we see, you know, hey I'm not going to put everything on Glacier necessarily upfront. Maybe they are, it all depends on their workloads and patterns. So we use the data that we collect from the different customers that we have to share those best practices out and create, you know, the right templates, so to speak, in ways for people to apply it. >> Guys, great joint, you talked about the joint engineering, joint go to market, obviously a very strong synergistic partnership between the two. A lot of excitement. This is only day one, I can only imagine what's going to be coming the next couple of days. But I have one final question for you, but I have same question for both of you. You had the chance to create your own bumper sticker, so you get a shiny new car and for some reason you want to put a bumper sticker on it. About COMMVAULT, what would it say? >> Yeah, so for me I would say comprehensive, yet simple, right? So ultimately about giving you all the bells and whistles but if you want to be very simple we can help you in every shape and form. >> Paul, what's your bumper sticker say about AWS? >> I would say that AWS starts with the customer and works backwards from there. >> Great one. >> Excellent. Guys- >> Kevin: Well done. >> it's been a pleasure to have you on the program. Thank you- >> Kevin: Thank you. >> for sharing what's going on, the updates on the AWS-COMMVAULT partnership and what's in it for customers. We appreciate it. >> Dave: Thanks you guys. >> Thanks a lot. >> Thank you. >> All right. For our guests and Dave Vellante, I'm Lisa Martin. You're watching theCUBE, the leader in live enterprise and emerging tech coverage. (upbeat music)

>> 10, nine, eight, (clears throat) four, three. >> Good afternoon, fellow cloud nerds and welcome back to AWS Reinvent 2022. We are live here from fabulous Las Vegas, Nevada. My name is Savannah Peterson, joined by Lisa Martin. So excited to be here Lisa, it's my first reinvent. >> Is it really? >> Yeah. >> I think it's only like my fourth or fifth. >> Only your fourth or fifth. >> Only. >> You're such a pro here. >> There's some serious veterans here in attendance that have been to all 11. >> I love that. >> Yeah. Wow, go them. I know, maybe we'll be at that level sooner. >> One day we will. >> Are you enjoying the show so far? >> Absolutely, it is. I cannot believe how many people are here. We've had 70,000 and we're only seeing what's at the foundation Expo Hall, not at the other hotel. So, I can only imagine. >> I mean, there's a world outside of this. >> Yes, and there's sunlight. There's actual sunlight outside of this room. >> Nobel idea. Well, Lisa, I'm very excited to be sitting here next to you and to welcome our fabulous guests, from TEKsystems, we have Brandon and Srini. Thank you so much for being here. How is the show going for you gentlemen so far? >> It's great. Lot of new insights and the customers are going to love what AWS is releasing in this reinvent. >> There is such a community here, and I love that vibe. It's similar to what we had at Cloud Native con in Detroit. So much collaboration going on. I assume most folks know a lot about TEKsystems who are watching, but just in case they don't, Brandon, give us the pitch. >> You bet. So full stack IT solutions firm, been in business for over 40 years, 80,000 global employees, really specializing in digital transformation, enterprise modernization services. We have partners in One Strategy, which is an an acquisition we made, but a well known premier partner in the Amazon partner ecosystem, as well as One North Interactive, who is our boutique brand, creative and digital strategy firm. So together, we really feel like we can bring full end-to-end solutions for digital and modernization initiatives. >> So, I saw some notes where TEKsystems are saying organizations need experienced AWS partners that are not afraid doing the dirty work of digital transformation, who really can advise and execute. Brandon, talk to us about how TEKsystems and AWS are working together to help customers on that journey which is nebulous of digital transformation. >> So, our real hallmark is the ability to scale. We partner with AWS in a lot of different ways. In fact, we just signed our strategic collaboration agreement. So, we're in the one percenter group in the whole partner network. >> Savanna: That's a pretty casual flex there. >> Not bad. >> I love that, top 1%, that no wonder you're wearing that partner pin so proud today. (speaking indistinctly) >> But we're working all the way on the advisory and working with their pro serve organization and then transforming that into large scale mass migration services, a lot of data modernization that Srini is an absolute expert in. I'm sure he can add some context too, but it's been a great partnership for many years now. >> In the keynote, Adam spent almost 52 minutes on data, right? So, it emphasizes how organizations are ready to take data to cloud and actually make meaningful insights and help their own customers come out of it by making meaningful decisions. So, we are glad to be part of this entire ecosystem. >> I love that you quantified how many minutes. >> I know. >> Talked about it, that was impressive. There's a little bit of data driven thinking going on here. >> I think so. >> Yeah. >> Well, we can't be at an event like this without talking about data for copious amounts of time, 52 minutes, has just used this morning. >> Right, absolutely. >> But every company these days has to be a data company. There's no choice to be successful, to thrive, to survive. I mean, even to thrive and grow, if it's a grocery store or your local gas station or what? You name it, that company has to be a data company. But the challenge of the data volume, the explosion in data is huge for organizations to really try to figure out and sift through what they have, where is all of it? How do we make sense of it? How do we act on it and get insights? That's a big challenge. How is TEKsystems helping customers tackle that challenge? >> Yeah, that's a great question because that's the whole fun of handling data. You need to ensure its meaning is first understood. So, we are not just dumping data into a storage place, but rather assign a meaningful context. In today's announcement, again, the data zone was unveiled to give meaning to data. And I think those are key concrete steps that we take to our customers as well with some good blueprints, methodical ways of approaching data and ultimately gaining business insights. >> And maybe I'll add just something real quick to that. The theme we're seeing and hearing a lot about is data monetization. So, technology companies have figured it out and used techniques to personalize things and get you ads, probably that you don't want half the time. But now all industries are really looking to do that. Looking at ways to open new revenue channels, looking at ways to drive a better customer experience, a better employee experience. We've got a ton of examples of that, Big Oil and Gas leveraging like well and machine data, coming in to be more efficient when they're pumping and moving commodities around. We work a lot in the medium entertainment space and so obviously, getting targeted ads to consumers during the right periods of TV or movies or et cetera. Especially with the advert on Netflix and all your streaming videos. So, it's been really interesting but we really see the future in leveraging data as one of your biggest corporate assets. >> Brilliant. >> So, I'm just curious on the ad thing, just real quick and I'll let you go, Lisa. So, do you still fall victim to falling for the advertising even though you know it's been strategically put there for you to consume in that moment? >> Most of the time. >> I mean, I think we all do. We're all, (indistinct), you're behind the curtain so to speak. >> The Amazon Truck shows up every day at my house, which is great, right? >> Hello again >> Same. >> But I think the power of it is you are giving the customer what they're looking for. >> That's it. >> And you know... >> Exactly. We have that expectation, we want it. >> 100%. >> We know that. >> Agree. >> We don't need to buy it. But technology has made it so easy to transact. That's like when developers started going to the cloud years ago, it was just, it was a swipe. It was so simple. Brandon, talk about the changes in cloud and cloud migration that TEKsystems has seen, particularly in the last couple of years as every company was rushing to go digital because they had to. >> So several years ago, we kind of pushed away that cloud first mentality to the side and we use more of a cloud smart kind of fashion, right? Does everything need to go to the cloud? No. Do applications, data, need to go to the cloud in a way that's modern and takes advantages of what the cloud can provide and all the new services that are being released this week and ongoing. So, the other thing we're seeing is initiatives that have traditionally been in the CTO, CIO organization aren't necessarily all that successful because we're seeing a complete misalignment between business goals and IT achievements, outcomes, et cetera. You can automate things, you can move it to the cloud, but if you didn't solve a core business problem or challenge, what'd you really do? >> Yeah, just to add on that, it's all about putting data and people together. And then how we can actually ensure the workforce is equally brought up to speed on these new technologies. That has been something that we have seen tremendous improvement in the last 24 months where customers are ready to take up new challenges and the end users are ready to learn something new and not just stick onto that status quo mindset. >> Where do you guys factor in to bringing in AWS in the customer's cloud journeys? What is that partnership like? >> We always first look for where the customer is in their cloud journey path and make sure we advise them with the right next steps. And AWS having its services across the spectrum makes it even easier for us to look at what business problem they're solving and then align it according to the process and technology so that at the end of the day, we want end user adoption. We don't want to build a fancy new gadget that no one uses. >> Just because you built it doesn't mean they'll come. And I think that's the classic engineering marketing dilemma as well as balance to healthy tension. I would say between both. You mentioned Srini, you mentioned workforce just a second ago. What sort of trends are you seeing in workforce development? >> Generally speaking, there are a lot of services now that can quantify your code for errors and then make sure that the code that you're pushing into production is well tested. So what we are trying to make sure is a healthy mix of trying to solve a business problem and asking the right questions. Like today, even in the keynote, it was all about how QuickSight, for example, has additional features now that tells why something happened. And that's the kind of mindset we want our end users to adopt. Not just restricting themselves to a reactive analytics, but rather ask the question why, why did it happen? Why did my sales go down? And I think those technologies and mindset shift is happening across the workforce. >> From a workforce development standpoint, we're seeing there's not enough workforce and the core skills of data, DevOps, standard cloud type work. So, we're actually an ATP advanced training partner, one of the few within the AWS network. So, we've developed programs like our Rising Talent Program that are allowing us to bring the workforce up to the skills that are necessary in this new world. So, it's a more build versus buy strategy because we're on talents real, though it may start to wane a little bit as we change the macroeconomic outlook in 2023, but it's still there. And we still believe that building those workforce and investing in your people is the right thing to do. >> It is, and I think there's a strong alignment there with AWS and their focus on that as well. I wanted to ask you, Brandon. >> Brandon: Absolutely. >> One of the things, so our boss, John Furrier, the co CEO of theCUBE, talked with Adam Selipsky just a week or maybe 10 days ago. He always gets an exclusive interview with the CEO of AWS before reinvent, and one of the things that Adam shared with him is that customers, CEOs and CIOs are not coming to Adam, to this head of AWS to talk about technology, they want to talk about transformation. He's talking about... >> The topic this year. >> Moving away from amorphous topic of digital transformation to business transformation. Are you seeing the same thing in your customer? >> 100%, and if you're not starting at the business level, these initiatives are going to fail. We see it all the time. Again, it's about that misalignment and there's no good answer to that. But digital, I think is amorphous to some degree. We play a lot with the One North partnership that I mentioned earlier, really focusing on that strategy element because consumer dollars are shrinking via inflation, via what we're heading into, and we have to create the best experience possible. We have to create an omnichannel experience to get our products or services to market. And if we're not looking at those as our core goals and we're looking at them as IT or technology challenges, we're not looking in the right place. >> Well, and businesses aren't going to be successful if they're looking at it in those siloed organizations. Data has to be democratizing and we've spent same data democratization for so long, but really, we're seeing that it has to be moving out into the lines of business because another thing Adam shared with John Furrier is that he sees and I'm curious what your thoughts are on this, the title of data analysts going away because everybody in different functions and different lines of business within an organization are going to have to be data analysts to some degree, to use data whether it's marketing, ops, sales, finance, are you seeing the same? >> That is true. I mean, at this point, we are all in the connected world, right? Every data point is connected in some form or shape to another data point. >> Savanna: There are many data points, just sitting here, yeah. >> Absolutely, so I think if you are strategizing, data needs to be right in the center of it. And then your business problems need to be addressed with reliable data. >> No, I mean, advertising, supply chain, marketing, they're all interconnected now, and we're looking at ways to bring a lot of that siloed data into one place so we can make use to it. It goes back to that monetization element of our data. >> That's a lot about context and situational awareness. We want what we want, when we want it, even before we knew we needed it then. I think I said that right. But you know, it's always more faster, quicker and then scaling things up. You see a lot of different customers across verticals, you have an absolutely massive team. Give us a sneak peek into 2023. What does the future hold? >> 2023 is again, to today's keynote, I'm bringing it back because it was a keynote filled with vision and limitless possibilities. And that's what we see. Right now, our customers, they are no longer scared to go and take the plunge into the cloud. And as Brandon said, it's all about being smart about those decisions. So, we are very excited that together with the partnership that we recently acquired and the services and the depth, along with the horizontal domain expertise, we can actually help customers make meaningful message out of their data points. And that keeps us really excited for next year. >> Love that, Brandon, what about you? >> I think the obvious one is DevOps and a focus on optimization, financially, security, et cetera, just for the changing times. The other one is, I still think that digital is going to continue to be a big push in 2023, namely making sure that experience is at its best, whether that's employee and combating the war on talent, keeping your people or opening new revenue streams, enhancing existing revenue streams. You got to keep working on that. >> We got to keep the people happy with the machines and the systems that we are building as we all know. But it's very nice, it's been a lot of human-centric focus and a lot of customer obsession here at the show. We know it's a big thing for you all, for Amazon, for pretty much everyone who sat here. Hopefully it is in general. Hopefully there's nobody who doesn't care about their community, we're not talking to them, if that's the case, we have a new challenge on theCUBE for the show, this year as we kind of prepped you for and can call it a bumper sticker, you can call it a 30 second sizzle reel. But this is sort of your Instagram moment, your TikTok, your thought of leadership highlight. What's the most important story coming out of the show? Srini, you've been quoting the keynotes very well, so, I'm going to you first on this one. >> I think overall, it's all about owning the change. In our TEKsystems culture, it's all about striving for excellence through serving others and owning the change. And so it makes me very excited that when we get that kind of keynote resonating the same message that we invite culturally, that's a big win-win for all the companies. >> It's all about the shared vision. A lot of people with similar vision in this room right now, in this room, like it's a room, it's a massive expo center, just to be clear, I'm sure everyone can see in the background. Brandon >> I would say partnership, continuing to enhance our strategic partnership with AWS, continuing to be our customers' partners in transformation. And bringing those two things together here has been a predominance of my time this week. And we'll continue throughout the week, but we're in it together with our customers and with AWS and looking forward to the future. >> Yeah, that's a beautiful note to end on there. Brandon, Srini, thank you both so much for being here with us. Fantastic to learn from your insights and to continue to emphasize on this theme of collaboration. We look forward to the next conversation with you. Thank all of you for tuning in wherever you happen to be hanging out and watching this fabulous live stream or the replay. We are here at AWS Reinvent 2022 in wonderful sunny Las Vegas, Nevada with Lisa Martin. My name is Savannah Peterson, we are theCUBE, the leading source for high tech coverage.

(upbeat music) >> Welcome back to Las Vegas, guys and girls. We're so happy that you're with us. This is our first full day of coverage live on theCube at AWS re:Invent '22. We're in Vegas, as I said at the Venetian Expo one of the biggest places to host, and there's probably about 50,000 people here or so. Lisa Martin and Dave Vellante Dave, we've had such great conversations. We talked about data, data, data. Every company is a data company. The most important thing is to make sure that data is accessible, that there's insights gained from it, but that it's protected and recoverable should anything happen. >> Yeah, security is the most important topic right now. We all know that it's the number one priority. The Cloud has changed the security model. the shared responsibility model is great, but at the same time, now you got shared responsibilities across multiple clouds, your developers are being asked to do more, right? It kind of the audit is like the last line of defense. So what the ecosystem does with AWS is really make the CISO's job easier. As opposed to, I mean AWS is a friendly place for security companies and I'm excited to talk about that. >> Yeah, we're going to be unpacking that. Rick Holtman is here, the VP of Advertising and Media Security at Human Security. Rick, welcome to theCUBE. >> Oh, thank you so much. Thanks for having me on. >> Pleasure to have you on here. So talk to us about Human Security. What do you do, what are the differentiators and what's in the name? >> Sure. Human is a cybersecurity company. It's been around for about 12 years right now, and our mission is truly to disrupt the economics of cyber crime. And right now, businesses are under attack like they have not been before. There's been a proliferation of bots on site that are truly hitting people's businesses. And what everyone will understand is that when bots hit your site and permeate your business, you'll never end up with a positive business outcome. >> Let's just say. What are in terms of competitive differentiators, when you're in customer conversations, what are those top three things that you say, this is why you go Human. >> Yeah, and that's great. This is why you go Human. We have a tremendous sensor network and what that gives us is observability. Because of our clients and partners, we're actually able to see 20 trillion transactions a week that we filter. And what that does is enables us to look across a broad spectrum of industry. Because of our partner networks, we're able to see all the media transacted across this ecosystem. And what we're working to do is preserve and protect that. So when we work with an SSP, DSP, ad servers and truly the pillars of technology across media, those are our core clients. And we very quickly, in under 10 milliseconds, let them know is this a bot or a human being you're about to serve an ad to, which is paramount to saving them money and not wasting their precious ad dollars. >> So what am I buying from you? Is it a subscription? Explain that. >> Sure. You're buying a subscription to the Human Defense Platform, and across that platform we've got multiple cyber tools. And what we do is we'll take different combinations of those tools and create a specific solution to address a use case. Each one of these businesses is very unique, so we had to be very flexible and malleable with the tools that we use and be able to create custom solutions, which is really what sets us apart in market. >> What are some of the key use cases that you're helping customers to address? >> Sure. It can be anything from simply guarding a website, and actually providing insights and the ability to mitigate bots, it can be guarding against account takeover, form fills. There are so many ways and attack vectors right now for people to get us at that we've got multiple disciplinary ways of looking at how to deploy solutions. It is going to continue to grow because we're seeing more and more new platforms and new types of innovation. A great example is in-game advertising. It is very new, but the industry is starting to look at it and say, hey, we know as growth comes, we're going to see fraud. How do we get out in front of that? How do we make sure that we don't have the same issue we had with CTV? Explosive growth happen before standards were in place, and now we're playing catch up and it's a huge issue. >> How are you doing that as the fraudsters are just getting more and more sophisticated? >> And that's really the problem. I think you hit it on the head. They'll continually change how they attack. They'll continually put resources behind it. And that's why I talk about disrupting the economics of cyber crime because the more we're able to mitigate and stop this, we actually make the cost of attack more and more expensive. Eventually, they're going to move on to a softer target and we want to harden up all of our clients so they're not that soft target. >> I always say, you're in the denominator business You get the bigger denominator, less value so they'll move on to somewhere else. What is your secret sauce? Is it your data? Is it your humans? >> You know, it's actually really three pillars. Part of what we talked about, which is observability. How much we're able to see because of the vast view through our partner network. And that's the other piece is this partner network. So we have what we'll call collective protection because we have so many different data inputs and understanding or what we'll call signal that we're able to interpret. And that is really one of our large differentiators. The last piece is disruption. So we'll use both the signal, our network, and truly go after these fraudsters and actually penalize 'em. And we are responsible for partly one of the largest ad fraud take downs, and someone is sitting in jail today because of it. >> Can you explain the anatomy of an ad hack? Like, what's that look like? I mean, I'm sure there's a lot of different profiles, but what's a common thing? >> And there's a few different profiles, right? One could simply be bots hitting your site, your homepage, right? That could skew data that will be used by a marketing team to make strategic decisions for a business. Form fills, account takeovers, there's all these different types of attack vectors. And then what we also specialize in across the programmatic industry is really reading what we'll call a bid stream. All these pieces of data that are going to come in, and that's how we can actually take a look at the device, the IP, and some of these signals when you put them all together, they give us a true picture of is this a human being or an automated bot swarm trying to permeate a business? >> Okay, and the automated bot swarm. So take it from the hacker's point of view. What's their objective of, you know, hitting you with those bots? What happens after they flood the zone? >> It really depends what they want. In certain cases it could be to actually take over someone's account and buy things. It can be, again, hitting the marketing component and actually driving differentiation on someone's site with form fills and surveys. So there's lots of different ways that they come to us. Inside the bid streams we're able to stop quickly because we're really high up in the actual food chain of that technology. So before some of these ad servers make a single decision, they'll make a call to Human and we'll quickly tell them serve this ad or do not. >> And the profile is largely criminals, not so much nation-state attack, or is it? >> Well, it really could be a little bit of everybody. That's the toughest part to tell. I would say we deal mostly with criminals more than I think nation-states. And people that are simply going after money, and when they see soft targets and people that don't have either they're site hardened or a true understanding of what they're fighting against, they get taken advantage of very quickly. >> What are some of the positive business outcomes that your customers are achieving? Maybe you have a favorite customer story example that you think really shines light on the value that Human is delivering. >> Sure. There's a huge customer inside the media ecosystem, and they truly serve as the gatekeepers or barriers to a lot of fraud. They look at Human as a strategic partner to make sure that when we bring on customers, they're all above board and we are not actually allowing anyone to permeate this advertising and media ecosystem with fraud. So we work hand in glove with lots of the largest platforms across media to really make sure this ecosystem is protected as it can be. >> So- >> You have the sets... Oh, go ahead please. I'm sorry. >> I was going to say, but you do more than media, is that right? >> Absolutely. We have a tremendous enterprise side of our business as well. And that is looking at financials, hospitality companies, travel companies. We really work across a full ecosystem. Bots aren't siloed. They don't care what industry you're in. So we set up industry expertise and domain expertise both across the media spectrum, as well as other components so that we can go as deep as we need to to really mitigate this. >> So you've got this huge observation space, this kind of sensor network if you will. what's the proportionality between the number of channels that we've seen evolve, and the way that that attackers are approaching the hacks? >> Sure. I think, you know, when we look at channels or platforms, the moment a new platform opens up, it gets attacked and we're continually seeing this. So the minute there is money moving towards any sort of industry, you'll see fraud right behind it. So we very carefully track industries, and we make sure we understand the changes and evolutions that are happening so we can get out in front. And a great example is in-game advertising and audio in-game advertising. They're brand new and we're starting to see money shift there for the first time. So those are the companies that have come to us immediately and said, hey, we know what's coming next. The money's here, fraud's on the way, how can Human help us? >> We haven't talked about 5G. It's rare that we don't talk about 5G, but how is that going to affect your customers? >> 5G is really going to give everybody ubiquity in terms of access, right? The more access we have, it allows your device `to become an attack vector. >> It's going to open up more channels. >> Rick: That's right. That's right. >> And so how are you planning as that becomes more mainstream to help customers combat that? As things just keep changing, there's so much flux going on. >> And that's it. You know, cyber is polymorphic. It will continue to change on us. So we are constantly evolving, and one of the things I always like to talk about with Human is the depth of the talent inside the company. And we source cyber talent globally, truly globally. All over the world, we have humans working with extreme expertise. So we've got this global perspective of what's happening everywhere in the world right now. And we're really leveraging that tremendously to fight the economics of cyber crime. >> How are you helping with your expertise at Human, companies address the massive skills gap in cybersecurity? >> Well, that's exactly it. I think there's a lot of education going on. When we meet customers or prospects, we make sure they understand the gravity of the situation and make sure we can help them see and provide insights so they understand who's attacking them, what they're being attacked with, and how to fight back. >> So what's the next step for your technology approach? How should we think about your roadmap? What are your customers asking you 'cause it's hard, right? Like you said, it's polymorphic. Sometimes it's hard to predict, but at the same time, you know, it's like you defend against yourself. You know, you say, okay let's flip the equation. You know, where are weaknesses? What are you guys thinking about in the future? >> Sure, it's a great question. We've continued to build out the Human defense platform. We merged with another company about six months ago, and we just acquired a company as well. The reason we continue on this growth path is to continue to put products and services in place so that we can continue to grow and really actually mitigate against all the different potential attacks out there. So we'll continue to add products, we'll continue to add services because as we see more and more attacks coming, we've got a greater understanding of the how and the why. So we're actually building out products that specifically hit these new pockets in industry so we can get there first and really create a beachhead. >> And how do you work with AWS? >> Sure, AWS is strategic partner and they've done a great job of helping lean in with us. We're not only working with AWS, but working across their ecosystem and working with some of their partners as well and some of their clients as well. So we're really standing up this Human Defense Platform for our partners and direct clients as well. >> Can you give us any examples of that? >> I'm not really allowed to name names when it comes to that. I apologize, but it's truly across their entire partner network. >> Got it. What are some of the things that you've heard? We're only at day one, obviously of re:Invent '22. Anything that you've heard today, maybe during the keynote or some of the things on the show floor that really excite you about the direction that AWS is moving, and the opportunities that it's going to deliver to Human? >> Sure. Absolutely. I think one of the things that was mentioned today was their clean room initiative, and I think that is an excellent place where Human has a great fit. And I think that our filtering technology and our layer there will really make sure that a clean room stays clean, and that the data that is actually joined and used is pure data and not rife with any bots. >> Got it. Humansecurity.com. Last question, Rick. If you had a bumper sticker to put on a fancy shiny new car and it was about Human, what would it say? >> It would say, know who's real. Keep it human. >> Love it. Know who's real, keep it human. Rick, thank you so much for joining us on the program. >> Thanks so much for having me. >> Introducing Human Security to our audience. We appreciate that. Really exciting stuff and so needed, especially in today's dynamic cyber landscape. We appreciate your insights. >> Rick: My pleasure. Thank you guys. >> All right. For our guest and for Dave Vellante, I'm Lisa Martin. You're watching theCUBE. The leader in live enterprise and emerging tech coverage. (soft bright music)

(upbeat music) >> Welcome back to Vegas. Lisa Martin and Dave Vellante here with theCUBE live on the Venetian Expo Hall Floor, talking all things AWS re:Invent 2022. This is the first full day of coverage. It is jam-packed here. People are back. They are ready to hear all the new innovations from AWS. Dave, how does it feel to be back yet again in Vegas? >> Yeah, Vegas. I think it's my 10th time in Vegas this year. So, whatever. >> This year alone. You must have a favorite steak restaurant then. >> There are several. The restaurants in Vegas are actually really good. >> You know? >> They are good. >> They used to be terrible. But I'll tell you. My favorite? The place that closed. >> Oh! >> Yeah, closed. In between where we are in the Wynn and the Venetian. Anyway. >> Was it CUT? >> No, I forget what the name was. >> Something else, okay. >> It was like a Greek sort of steak place. Anyway. >> Now, I'm hungry. >> We were at Pure Accelerate a couple years ago. >> Yes, we were. >> When they announced Cloud Block Store. >> That's right. >> Pure was the first- >> In Austin. >> To do that. >> Yup. >> And then they made the acquisition of Portworx which was pretty prescient given that containers have been going through the roof. >> Yeah. >> So I'm sort of excited to have these guys on and talk about that. >> We're going to unpack all of this. We've got one of our alumni back with us, Venkat Ramakrishna, VP of Product, Portworx by Pure Storage. And Dan Kogan joins us for the first time, VP of Product Management and Product Marketing, FlashArray at Pure Storage. Guys, welcome to the program. >> Thank you. >> Hey, guys. >> Dan: Thanks for having us. >> Do you have a favorite steak restaurant in Vegas? Dave said there's a lot of good choices. >> There's a lot of good steak restaurants here. >> I like SDK. >> Yeah, that's a good one. >> That's the good one. >> That's a good one. >> Which one? >> SDK. >> SDK. >> Where's that? >> It's, I think, in Cosmopolitan. >> Ooh. >> Yeah. >> Oh, yeah, yeah, yeah. >> It's pretty good, yeah. >> There's one of the Western too that's pretty. >> I'm an Herbs and Rye guy. Have you ever been there? >> No. >> No. >> Herbs and Rye is off strip, but it's fantastic. It's kind of like a locals joint. >> I have to dig through all of this great stuff today and then check that out. Talk to me. This is our first day, obviously. First main day. I want to get both of your perspectives. Dan, we'll start with you since you're closest to me. How are you finding this year's event so far? Obviously, tons of people. >> Busy. >> Busy, yeah. >> Yeah, it is. It is old times. Bigger, right? Last re:Invent I was at was 2019 right before everything shut down and it's probably half the size of this which is a different trend than I feel like most other tech conferences have gone where they've come back, but a little bit smaller. re:Invent seems to be the IT show. >> It really does. Venkat, are you finding the same? In terms of what you're experiencing so far on day one of the events? >> Yeah, I mean... There's tremendous excitement. Overall, I think it's good to be back. Very good crowd, great turnout, lot of excitement around some of the new offerings we've announced. The booth traffic has been pretty good. And just the quality of the conversations, the customer meetings, have been really good. There's very interesting use cases shaping up and customers really looking to solve real large scale problems. Yeah, it's been a phenomenal first day. >> Venkat, talk a little bit about, and then we'll get to you Dan as well, the relationship that Portworx by Pure Storage has with AWS. Maybe some joint customers. >> Yeah, so we... Definitely, we have been a partner of AWS for quite some time, right? Earlier this year, we signed what is called a strategic investment letter with AWS where we kind of put some joint effort together like to better integrate our products. Plus, kind of get in front of our customers more together and educate them on how going to how they can deploy and build vision critical apps on EKS and EKS anywhere and Outpost. So that partnership has grown a lot over the last year. We have a lot of significant mutual customer wins together both on the public cloud on EKS as well as on EKS anywhere, right? And there are some exciting use cases around Edge and Edge deployments and different levels of Edge as well with EKS anywhere. And there are pretty good wins on the Outpost as well. So that partnership I think is kind of like growing across not just... We started off with the one product line. Now our Portworx backup as a service is also available on EKS and along with the Portworx Data Services. So, it is also expanded across the product lanes as well. >> And then Dan, you want to elaborate a bit on AWS Plus Pure? >> Yeah, it's for kind of what we'll call the core Pure business or the traditional Pure business. As Dave mentioned, Cloud Block Store is kind of where things started and we're seeing that move and evolve from predominantly being a DR site and kind of story into now more and more production applications being lifted and shifted and running now natively in AWS honor storage software. And then we have a new product called Pure Fusion which is our storage as code automation product essentially. It takes you from moving and managing of individual arrays, now obfuscates a fleet level allows you to build a very cloud-like backend and consume storage as code. Very, very similar to how you do with AWS, with an EBS. That product is built in AWS. So it's a SaaS product built in AWS, really allowing you to turn your traditional Pure storage into an AWS-like experience. >> Lisa: Got it. >> What changed with Cloud Block Store? 'Cause if I recall, am I right that you basically did it on S3 originally? >> S3 is a big... It's a number of components. >> And you had a high performance EC2 instances. >> Dan: Yup, that's right. >> On top of lower cost object store. Is that still the case? >> That's still the architecture. Yeah, at least for AWS. It's a different architecture in Azure where we leverage their disc storage more. But in AWS were just based on essentially that backend. >> And then what's the experience when you go from, say, on-prem to AWS to sort of a cross cloud? >> Yeah, very, very simple. It's our replication technology built in. So our sync rep, our async rep, our active cluster technology is essentially allowing you to move the data really, really seamlessly there and then again back to Fusion, now being that kind of master control plan. You can have availability zones, running Cloud Block Store instances in AWS. You can be running your own availability zones in your data centers wherever those may happen to be, and that's kind of a unification layer across it all. >> It looks the same to the customer. >> To the customer, at the end of the day, it's... What the customer sees is the purity operating system. We have FlashArray proprietary hardware on premises. We have AWS's hardware that we run it on here. But to the customer, it's just the FlashArray. >> That's a data super cloud actually. Yeah, it's a data super cloud. >> I'd agree. >> It spans multiple clouds- >> Multiple clouds on premises. >> It extracts all the complexity of the underlying muck and the primitives and presents a common experience. >> Yeah, and it's the same APIs, same management console. >> Dave: Yeah, awesome. >> Everything's the same. >> See? It's real. It's a thing, On containers, I have a question. So we're in this environment, everybody wants to be more efficient, what's happening with containers? Is there... The intersection of containers and serverless, right? You think about all the things you have to do to run containers in VMs, configure everything, configure the memory, et cetera, and then serverless simplifies all that. I guess Knative in between or I guess Fargate. What are you seeing with customers between stateless apps, stateful apps, and how it all relates to containers? >> That's a great question, right? I think that one of the things that what we are seeing is that as people run more and more workloads in the cloud, right? There's this huge movement towards being the ability to bring these applications to run anywhere, right? Not just in one public cloud, but in the data centers and sometimes the Edge clouds. So there's a lot of portability requirements for the applications, right? I mean, yesterday morning I was having breakfast with a customer who is a big AWS customer but has to go into an on-prem air gap deployment for one of their large customers and is kind of re-platforming some other apps into containers in Kubernetes because it makes it so much easier for them to deploy. So there is no longer the debate of, is it stateless versus it stateful, it's pretty much all applications are moving to containers, right? And in that, you see people are building on Kubernetes and containers is because they wanted multicloud portability for their applications. Now the other big aspect is cost, right? You can significantly run... You know, like lower cost by running with Kubernetes and Portworx and by on the public cloud or on a private cloud, right? Because it lets you get more out of your infrastructure. You're not all provisioning your infrastructure. You are like just deploying the just-enough infrastructure for your application to run with Kubernetes and scale it dynamically as your application load scales. So, customers are better able to manage costs. >> Does serverless play in here though? Right? Because if I'm running serverless, I'm not paying for the compute the whole time. >> Yeah. >> Right? But then stateless and stateful come into play. >> Serverless has a place, but it is more for like quick event-driven decision. >> Dave: The stateless apps. >> You know, stuff that needs to happen. The serverless has a place, but majority of the applications have need compute and more compute to run because there's like a ton of processing you have to do, you're serving a whole bunch of users, you're serving up media, right? Those are not typically good serverless apps, right? The several less apps do definitely have a place. There's a whole bunch of minor code snippets or events you need to process every now and then to make some decisions. In that, yeah, you see serverless. But majority of the apps are still requiring a lot of compute and scaling the compute and scaling storage requirements at a time. >> So what Venkat was talking about is cost. That is probably our biggest tailwind from a cloud adoption standpoint. I think initially for on-premises vendors like Pure Storage or historically on-premises vendors, the move to the cloud was a concern, right? In that we're getting out the data center business, we're going all in on the cloud, what are you going to do? That's kind of why we got ahead of that with Cloud Block Store. But as customers have matured in their adoption of cloud and actually moved more applications, they're becoming much more aware of the costs. And so anywhere you can help them save money seems to drive adoption. So they see that on the Kubernetes side, on our side, just by adding in things that we do really well: Data reduction, thin provisioning, low cost snaps. Those kind of things, massive cost savings. And so it's actually brought a lot of customers who thought they weren't going to be using our storage moving forward back into the fold. >> Dave: Got it. >> So cost saving is great, huge business outcomes potentially for customers. But what are some of the barriers that you're helping customers to overcome on the storage side and also in terms of moving applications to Kubernetes? What are some of those barriers that you could help us? >> Yeah, I mean, I can answer it simply from a core FlashArray side, it's enabling migration of applications without having to refactor them entirely, right? That's Kubernetes side is when they think about changing their applications and building them, we'll call quote unquote more cloud native, but there are a lot of customers that can't or won't or just aren't doing that, but they want to run those applications in the cloud. So the movement is easier back to your data super cloud kind of comment, and then also eliminating this high cost associated with it. >> I'm kind of not a huge fan of the whole repatriation narrative. You know, you look at the numbers and it's like, "Yeah, there's something going on." But the one use case that looks like it's actually valid is, "I'm going to test in the cloud and I'm going to deploy on-prem." Now, I dunno if that's even called repatriation, but I'm looking to help the repatriation narrative because- >> Venkat: I think it's- >> But that's a real thing, right? >> Yeah, it's more than repatriation, right? It's more about the ability to run your app, right? It's not just even test, right? I mean, you're going to have different kinds of governance and compliance and regulatory requirements have to run your apps in different kinds of cloud environments, right? There are certain... Certain regions may not have all of the compliance and regulatory requirements implemented in that cloud provider, right? So when you run with Kubernetes and containers, I mean, you kind of do the transformation. So now you can take that app and run an infrastructure that allows you to deliver under those requirements as well, right? So that portability is the major driver than repatriation. >> And you would do that for latency reasons? >> For latency, yeah. >> Or data sovereign? >> Data sovereignty. >> Data sovereignty. >> Control. >> I mean, yeah. Availability of your application and data just in that region, right? >> Okay, so if the capability is not there in the cloud region, you come in and say, "Hey, we can do that on-prem or in a colo and get you what you need to comply to your EDX." >> Yeah, or potentially moves to a different cloud provider. It's just a lot more control that you're providing on customer at the end of the day. >> What's that move like? I mean, now you're moving data and everybody's going to complain about egress fees. >> Well, you shouldn't be... I think it's more of a one-time move. You're probably not going to be moving data between cloud providers regularly. But if for whatever reasons you decide that I'm going to stop running in X Cloud and I'm going to move to this cloud, what's the most seamless way to do? >> So a customer might say, "Okay, that's certification's not going to be available in this region or gov cloud or whatever for a year, I need this now." >> Yeah, or various commercial. Whatever it might be. >> "And I'm going to make the call now, one-way door, and I'm going to keep it on-prem." And then worry about it down the road. Okay, makes sense. >> Dan, I got to talk to you about the sustainability element there because it's increasingly becoming a priority for organizations in every industry where they need to work with companies that really have established sustainability programs. What are some of the factors that you talk with customers about as they have choice in all FlashArray between Pure and competitors where sustainability- >> Yeah, I mean we've leaned very heavily into that from a marketing standpoint recently because it has become so top of mind for so many customers. But at the end of the day, sustainability was built into the core of the Purity operating system in FlashArray back before it was FlashArray, right? In our early generation of products. The things that drive that sustainability of high density, high data reduction, small footprint, we needed to build that for Pure to exist as a company. And we are maybe kind of the last all-flash vendor standing that came ground up all-flash, not just the disc vendor that's refactored, right? And so that's sort of engineering from the ground up that's deeply, deeply into our software as a huge sustainability payout now. And we see that and that message is really, really resonating with customers. >> I haven't thought about that in a while. You actually are. I don't think there's any other... Nobody else made it through the knothole. And you guys hit escape velocity and then some. >> So we hit escape velocity and it hasn't slowed down, right? Earnings will be tomorrow, but the last many quarters have been pretty good. >> Yeah, we follow you pretty closely. I mean, there was one little thing in the pandemic and then boom! It's just kept cranking since, so. >> So at the end of the day though, right? We needed that level to be economically viable as a flash bender going against disc. And now that's really paying off in a sustainability equation as well because we consume so much less footprint, power cooling, all those factors. >> And there's been some headwinds with none pricing up until recently too that you've kind of blown right through. You know, you dealt with the supply issues and- >> Yeah, 'cause the overall... One, we've been, again, one of the few vendors that's been able to navigate supply really well. We've had no major delays in disruptions, but the TCO argument's real. Like at the end of the day, when you look at the cost of running on Pure, it's very, very compelling. >> Adam Selipsky made the statement, "If you're looking to tighten your belt, the cloud is the place to do it." Yeah, okay. It might be that, but... Maybe. >> Maybe, but you can... So again, we are seeing cloud customers that are traditional Pure data center customers that a few years ago said, "We're moving these applications into the cloud. You know, it's been great working with you. We love Pure. We'll have some on-prem footprint, but most of everything we're going to do is in the cloud." Those customers are coming back to us to keep running in the cloud. Because again, when you start to factor in things like thin provisioning, data reduction, those don't exist in the cloud. >> So, it's not repatriation. >> It's not repatriation. >> It's we want Pure in the cloud. >> Correct. We want your software. So that's why we built CBS, and we're seeing that come all the way through. >> There's another cost savings is on the... You know, with what we are doing with Kubernetes and containers and Portworx Data Services, right? So when we run Portworx Data Services, typically customers spend a lot of money in running the cloud managed services, right? Where there is obviously a sprawl of those, right? And then they end up spending a lot of item costs. So when we move that, like when they run their data, like when they move their databases to Portworx Data Services on Kubernetes, because of all of the other cost savings we deliver plus the licensing costs are a lot lower, we deliver 5X to 10X savings to our customers. >> Lisa: Significant. >> You know, significant savings on cloud as well. >> The operational things he's talking about, too. My Fusion engineering team is one of his largest customers from Portworx Data Services. Because we don't have DBAs on that team, it's just developers. But they need databases. They need to run those databases. We turn to PDS. >> This is why he pays my bills. >> And that's why you guys have to come back 'cause we're out of time, but I do have one final question for each of you. Same question. We'll start with you Dan, the Venkat we'll go to you. Billboard. Billboard or a bumper sticker. We'll say they're going to put a billboard on Castor Street in Mountain View near the headquarters about Pure, what does it say? >> The best container for containers. (Dave and Lisa laugh) >> Venkat, Portworx, what's your bumper sticker? >> Well, I would just have one big billboard that goes and says, "Got PX?" With the question mark, right? And let people start thinking about, "What is PX?" >> I love that. >> Dave: Got Portworx, beautiful. >> You've got a side career in marketing, I can tell. >> I think they moved him out of the engineering. >> Ah, I see. We really appreciate you joining us on the program this afternoon talking about Pure, Portworx, AWS. Really compelling stories about how you're helping customers just really make big decisions and save considerable costs. We appreciate your insights. >> Awesome. Great. Thanks for having us. >> Thanks, guys. >> Thank you. >> For our guests and for Dave Vellante, I'm Lisa Martin. You're watching theCUBE, the leader in live enterprise and emerging tech coverage. (upbeat music)

(upbeat music) >> You got it, it's theCUBE. We are in Vegas. This is the Cube's live coverage day one of the full event coverage of AWS reInvent '22 from the Venetian Expo Center. Lisa Martin here with Dave Vellante. We love being in Vegas, Dave. >> Well, you know, this is where Super Cloud sort of was born. >> It is. >> Last year, just about a year ago. Steve Mullaney, CEO of of Aviatrix, you know, kind of helped us think it through. And we got some fun stories around. It's happening, but... >> It is happening. We're going to be talking about Super Cloud guys. >> I guess I just did the intro, Steve Mullaney >> You did my intro, don't do it again. >> Sorry I stole that from you, yeah. >> Steve Mullaney, joined just once again, one of our alumni. Steve, great to have you back on the program. >> Thanks for having me back. >> Dave: It's happening. >> It is happening. >> Dave: We talked about a year ago. Net Studio was right there. >> That was two years. Was that year ago, that was a year ago. >> Dave: It was last year. >> Yeah, I leaned over >> What's happening? >> so it's happening. It's happening. You know what, the thing I noticed what's happening now is the maturity of the cloud, right? So, if you think about this whole journey to cloud that has been, what, AWS 12 years. But really over the last few years is when enterprises have really kind of joined that journey. And three or four years ago, and this is why I came out of retirement and went to Aviatrix, was they all said, okay, now we're going to do cloud. You fast forward now three, four years from now, all of a sudden those five-year plans of evacuating the data center, they got one year left, two year left, and they're going, oh crap, we don't have five years anymore. We're, now the maturity's starting to say, we're starting to put more apps into the cloud. We're starting to put business critical apps like SAP into the cloud. This is not just like the low-hanging fruit anymore. So what's happening now is the business criticality, the scale, the maturity. And they're all now starting to hit a lot of limits that have been put into the CSPs that you never used to hit when you didn't have business critical and you didn't have that scale. They were always there. The rocks were always there. Just it was, you never hit 'em. People are starting to hit 'em now. So what's happening now is people are realizing, and I'm going to jump the gun, you asked me for my bumper sticker. The bumper sticker for Aviatrix is, "Good enough is no longer good enough." Now it's funny, it came in a keynote today, but what we see from our customers is it's time to upgrade the native constructs of networking and network security to be enterprise-grade now. It's no longer good enough to just use the native constructs because of a lack of visibility, the lack of controls, the lack of troubleshooting capabilities, all these things. "I now need enterprise grade networking." >> Let me ask you a question 'cause you got a good historical perspective on the industry. When you think about when Maritz was running VMWare. He was like any app, he said basically we're building a software mainframe. And they kind of did that, right? But then they, you know, hit the issue with scale, right? And they can't replicate the cloud. Are there things that we can draw from that experience and apply that to the cloud? What's the same, what's different? >> Oh yeah. So, 1992, do you remember what happened in 1992? I do this, weird German software company called SAP >> Yeah, R3. announced a release as R/3. Which was their first three-tier client-server application of SAP. Before that it ran on mainframes, TCP/IP. Remember that Protocol War? Guess what happened post-1992, everybody goes up like this. Infrastructure completely changes. Cisco, EMC, you name it, builds out these PCE client-server architectures. The WAN changes, MPLS, the campus, everything's home running back to that data center running SAP. That was the last 30 years ago. Great transformation of SAP. They've did it again. It's called S/4Hana. And now it's running and people are switching to S/4Hana and they're moving to the cloud. It's just starting. And that is going to alter how you build infrastructure. And so when you have that, being able to troubleshoot in hours versus minutes is a big deal. This is business critical, millions of dollars. This is not fun and games. So again, back to my, what was good enough for the last three or four years for enterprises no longer good enough, now I'm running business critical apps like SAP, and it's going to completely change infrastructure. That's happening in the cloud right now. And that's obviously a significant seismic shift, but what are some of the barriers that customers have been able to eliminate in order to get there? Or is it just good enough isn't good enough anymore? >> Barriers in terms of, well, I mean >> Lisa: The adoption. Yeah well, I mean, I think it's all the things that they go to cloud is, you know, the complexity, really, it's the agility, right? So the barrier that they have to get over is how do I keep the developer happy because the developer went to the cloud in the first place, why? Swipe the credit card because IT wasn't doing their job, 'cause every time I asked them for something, they said no. So I went around 'em. We need that. That's what they have to overcome in the move to the cloud. That is the obstacle is how do I deliver that visibility, that control, the enterprise, great functionality, but yet give the developer what they want. Because the minute I stop giving them that swipe the card operational model, what do you think they're going to do? They're going to go around me again and I can't, and the enterprise can't have that. >> That's a cultural shift. >> That's the main barrier they've got to overcome. >> Let me ask you another question. Is what we think of as mission critical, the definition changing? I mean, you mentioned SAP, obviously that's mission critical for operations, but you're also seeing new applications being developed in the cloud. >> I would say anything that's, I call business critical, same thing, but it's, business critical is internal to me, like SAP, but also anything customer-facing. That's business critical to me. If that app goes down or it has a problem, I'm not collecting revenue. So, you know, back 30 years ago, we didn't have a lot of customer-facing apps, right? It really was just SAP. I mean there wasn't a heck of a lot of cust- There were customer-facing things. But you didn't have all the digitalization that we have now, like the digital economy, where that's where the real explosion has come, is you think about all the customer-facing applications. And now every enterprise is what? A technology, digital company with a customer-facing and you're trying to get closer and closer to who? The consumer. >> Yeah, self-service. >> Self-service, B2C, everybody wants to do that. Get out of the middle man. And those are business critical applications for people. >> So what's needed under the covers to make all this happen? Give us a little double click on where you guys fit. >> You need consistent architecture. Obviously not just for one cloud, but for any cloud. But even within one cloud, forget multicloud, it gets worst with multicloud. You need a consistent architecture, right? That is automated, that is as code. I can't have the human involved. These are all, this is the API generation, you've got to be able to use automation, Terraform. And all the way from the application development platform you know, through Jenkins and all other software, through CICD pipeline and Terraform, when you, when that developer says, I want infrastructure, it has to go build that infrastructure in real time. And then when it says, I don't need it anymore it's got to take it away. And you cannot have a human involved in that process. That's what's completely changed. And that's what's giving the agility. And that's kind of a cloud model, right? Use software. >> Well, okay, so isn't that what serverless does, right? >> That's part of it. Absolutely. >> But I might still want control sometimes over the runtime if I'm running those mission critical applications. Everything in enterprise is a heterogeneous thing. It's like people, people say, well there's going to, the people going to repatriate back to on-prem, they are not repatriating back to on-prem. >> We were just talking about that, I'm like- >> Steve: It's not going to happen, right? >> It's a myth, it's a myth. >> And there's things that maybe shouldn't have ever gone into the cloud, I get that. Look, do people still have mainframes? Of course. There's certain things that you just, doesn't make sense to move to the new generation. There were things, certain applications that are very static, they weren't dynamic. You know what, keeping it on-prem it's, probably makes sense. So some of those things maybe will go back, but they never should have gone. But we are not repatriating ever, you know, that's not going to happen. >> No I agree. I mean, you know, there was an interesting paper by Andreessen, >> Yeah. >> But, I mean- >> Steve: Yeah it was a little self-serving for some company that need more funding, yeah. You look at the numbers. >> Steve: Yeah. >> It tells the story. It's just not happening. >> No. And the reason is, it's that agility, right? And so that's what people, I would say that what you need to do is, and in order to get that agility, you have to have that consistency. You have to have automation, you have to get these people out of the way. You have to use software, right? So it's that you have that swipe the card operational model for the developers. They don't want to hear the word no. >> Lisa: Right. >> What do you think is going to happen with AWS? Because we heard, I don't know if you heard Selipsky's keynote this morning, but you've probably heard the hallway talk. >> Steve: I did, yeah. >> Okay. You did. So, you know, connecting the dots, you know doubling down on all the primitives, that we expected. We kind of expected more of the higher level stuff, which really didn't see much of that, a little bit. >> Steve: Yeah. So, you know, there's a whole thing about, okay, does the cloud get commoditized? Does it not? I think the secret weapon's the ecosystem, right? Because they're able to sell through with guys like you. Make great margins on that. >> Steve: Yeah, well, yeah. >> What are your thoughts though on the future of AWS? >> IAS is going to get commoditized. So this is the fallacy that a lot of the CSPs have, is they thought that they were going to commoditize enterprise. It never happens that way. What's going to happen is infrastructure as a service, the lower level, which is why you see all the CSPs talking about what? Oracle Cloud, industry cloud. >> Well, sure, absolutely, yeah. >> We got to get to the apps, we got to get to SAP, we got to get to all that, because that's not going to get commoditized, right. But all the infrastructural service where AWS is king that is going to get commoditized, absolutely. >> Okay, so, but historically, you know Cisco's still got 60% plus gross margins. EMC always had good margin. How pure is the lone survivor in Flash? They got 70% gross margins. So infrastructure actually has always been a pretty good business. >> Yeah that's true. But it's a hell of a lot easier, particularly with people like Aviatrix and others that are building these common architectural things that create simplicity and abstract the way the complexities of underneath such that we allow your network to run an AWS, Azure, Google, Oracle, whatever, exactly the same. So it makes it a hell of a lot easier >> Dave: Super cloud. >> to go move. >> But I want to tap your brain because you have a good perspective of this because servers used to be a great margin business too on-prem and now it's not. It's a low margin business 'cause all the margin went to Intel. >> Yeah. But the cloud guys, you know, AWS in particular, makes a ton of dough on servers, so, or compute. So it's going to be interesting to see over time if that gets com- that's why they're going so hard after silicon. >> I think if they can, I think if you can capture the workload. So AWS and everyone else, as another example, this SAP, they call that a gravity workload. You know what gravity workload is? It's a black hole. It drags everything else with it. If you get SAP or Oracle or a mainframe app, it ain't going anywhere. And then what's going to happen is all your other apps are going to follow it. So that's what they're all going to fight for, is type of app. >> You said something earlier about, forget multicloud, for a moment, but, that idea of the super cloud, this abstraction layer, I mean, is that a real business value for customers other than, oh I got all these clouds, I need 'em to work together. You know, from your perspective from Aviatrix perspective, is it an opportunity for you to build on top of that? Or are you just looking at, look, I'm going to do really good work in AWS, in Azure? Now we're making the same experience. >> I hear this every single day from our customers is they look and they say, good enough isn't good enough. I've now hit the point, I'm hitting route limitations. I'm hitting, I'm doing things manually, and that's fine when I don't have that many applications or I don't have mission critical. The dogs are eating the dog food, we're going into the cloud and they're looking and then saying this is not an operational model for me. I've hit the point where I can't keep doing this, I can't throw bodies at this, I need software. And that's the opportunity for us, is they look and they say, I'm doing it in one cloud, but, and there's zero chance I'm going to be able to figure that out in the two or three other clouds. Every enterprise I talk to says multicloud is inevitable. Whether they're in it now, they all know they're going to go, because it's the business units that demand it. It's not the IT teams that demand it, it's the line of business that says, I like GCP for this reason. >> The driver's functionality that they're getting. >> It's the app teams that say, I have this service and GCP's better at it than AWS. >> Yeah, so it's not so much a cost game or the end all coffee mug, right? >> No, no. >> Google does this better than Microsoft, or better than- >> If you asked an IT person, they would rather not have multicloud. They actually tried to fight it. No, why would you want to support four clouds when you could support one right? That's insane. >> Dave and Lisa: Right. If they didn't have a choice and, and so it, the decision was made without them, and actually they weren't even notified until day before. They said, oh, good news, we're going to GCP tomorrow. Well, why wasn't I notified? Well, we're notifying you now. >> Yeah, you would've said, no. >> Steve: This is cloud bottle, let's go. >> Super cloud again. Did you see the Berkeley paper, sky computing I think they call it? Down at Berkeley, yep Dave Linthicum from Deloitte. He's talking about, I think he calls it meta cloud. It's happening. >> Yeah, yeah, yeah. >> It's happening. >> No, and because customers, customers want that. They... >> And talk about some customer example or two that you think really articulates the value of why it's happening and the outcomes that it's generating. >> I mean, I was just talking to Lamb Weston last night. So we had a reception, Lamb Weston, huge, frozen potatoes. They serve like, I dunno, some ungodly percentage of all the french fries to all the fast food. It's unbelievable what they do. Do you know, they have special chemicals they put on the french fries. So when you get your DoorDash, they stay crispy longer. They've invented that patented it. But anyway, it's all these businesses you've never heard of and they do all the, and again, they're moving to SAP or they're actually SAP in the cloud, they're one of the first ones. They did it through Accenture. They're pulling it back off from Accenture. They're not happy with the service they're getting. They're going to use us for their networking and network security because they're going to get that visibility and control back. And they're going to repatriate it back from a managed service and bring it back and run it in-house. And the SAP basis engineers want it to happen because they see the visibility and control that the infrastructure guy's going to get because of us, which leads to, all they care about is uptime and performance. That's it. And they're going to say the infrastructure team's going to lead to better uptime and better performance if it's running on Aviatrix. >> And business performance and uptime, business critical >> That is the business. That is the business. >> It is. So what are some of the things next coming down the pike from Aviatrix? Any secret sauce you can share? >> Lot of secrets. So, two secrets. One, the next thing people really want to do, embedded network security into the network. We've kind of talked about this. You're going to be seeing some things from us. Where does network security belong? In the network. Embedded in the fabric of the network, not as this dumb device called the next-gen firewall that you steer traffic to. It has to be into the fabric of what we do, what we call airspace. You're going to see us talk about that. And then the next thing, back to the maturity of the cloud, as they build out the core, guess what they're doing? It's this thing called edge, Dave, right? And guess what they're going to do? It's not about connecting the cloud to the edge to the cloud with dumb things like SD-WAN, right? Or SaaS. It's actually the other way around. Go into the cloud, turn around, look out at the edge and say, how do I extend the cloud out to the edge, and make it look like a VPC. That's what people are doing. Why, 'cause I want the operational model. I want all the things that I can do in the cloud out at the edge. And everyone knows it's been in networking. I've been in networking for 37 years. He who wins the core does what? Wins the edge, 'cause that's what happens. You do it first in the core and then you want one architecture, one common architecture, one consistent way of doing everything. And that's going to go out to the edge and it's going to look like a VPC from an operational model. >> And Amazon's going to support that, no doubt. >> Yeah, I mean every, you know, every, and then it's just how do you want to go do that? And us as the networking and network security provider, we're getting dragged to the edge by our customer. Because you're my networking provider. And that means, end to end. And they're trying to drag us into on-prem too, yeah. >> Lot's going on, you're going to have to come back- >> Because they want one networking vendor. >> But wait, and you say what? >> We will never do like switches and any of the keep Arista, the Cisco, and all that kind of stuff. But we will start sucking in net flow. We will start doing, from an operational perspective, we will integrate a lot of the things that are happening in on-prem into our- >> No halfway house. >> Copilot. >> No halfway house, no two architectures. But you'll take the data in. >> You want one architecture. >> Yeah. >> Yeah, totally. >> Right play. >> Amazing stuff. >> And he who wins the core, guess what's more strategic to them? What's more strategic on-prem or cloud? Cloud. >> It flipped three years ago. >> Dave: Yeah. >> So he who wins in the clouds going to win everywhere. >> Got it, We'll keep our eyes on that. >> Steve: Cause and effect. >> Thank you so much for joining us. We've got your bumper sticker already. It's been a great pleasure having you on the program. You got to come back, there's so, we've- >> You posting the bumper sticker somewhere? >> Lisa: It's going to be our Instagram. >> Oh really, okay. >> And an Instagram sto- This is new for you guys. Always coming up with new ideas. >> Raising the bar. >> It is, it is. >> Me advance, I mean, come on. >> I love it. >> All right, for our guest Steve Mullaney and Dave Vellante, I'm Lisa Martin. You're watching theCUBE, the leader in live enterprise and emerging tech coverage.

>>Hey everyone, and welcome back to The Cube's live coverage of AWS Reinvented 2022 Live from the Venetian Expo in Las Vegas. We're happy to be back. This is first full day of coverage over here last night. We've got three full days of coverage in addition to last night, and there's about 50,000 people here. This event is ready, people are ready to be back, which is so exciting. Lisa Martin here with Paul Gill and Paul, it's great to be back in person. Great to be hosting with you >>And likewise with you, Lisa. I think the first time we hosted again, >>It is our first time exactly. >>And we come here to the biggest event that the cube ever does during the year. >>It's the Super Bowl of the >>Cube. It's it's elbow to elbow out there. It's, it's, it's full tackle football, totally on the, on the floor of reinvent. And very exciting. This, you know, I've been to a lot of conferences going back 40 years, long as I can remember. Been going to tech conferences. This one, the, the intensity, the excitement around this is really unusual. People are jazzed, they're excited to be here, and that's great to see, particularly coming back from two years of isolation. >>Absolutely. The energy is so palpable. Even yesterday, evening, afternoon when I was walking in, you just feel it with all the people here. You know, we talk to so many different companies on the Q Paul. Every company these days has to be a data company. The most important thing about data is making sure that it's backed up and it's protected, that it's secure, that it can be recovered if anything happens. So we're gonna be having a great conversation next about data resiliency with one of our alumni. >>And that would be Rick Scott, Rick, excuse me, Rick Scott, >>Rick Clark. Rick Clark, say Rick Scott, cloud sales Veritas. Rick, welcome back >>To the program. Thank you. Thank you so much. It's a pleasure being here, you know, thank you so much. You're definitely very excited to myself and 40,000 of my closest cousins and friends all in one place. Yep. Or I could possibly go wrong, right? So >>Yeah, absolutely nothing. So, Rick, so Veritas has made some exciting announcements. Talk to us about some of the new things that you've >>Unveiled. Yeah, we've been, we've been incredibly busy and, you know, the journey that we've been on, one of the big announcement that we made about three or four weeks ago is the introduction, really, of a brand new cloud native data management platform that we call Veritas Alta. And this is a journey that we've been on for the better part of seven years. We actually started it with our, our flex appliances. We continued, that was a containerization of our traditional net backup business in, into a highly secured appliance that was loved by our customers. And we continued that theme and that investment into what we call a scale out and scale up form factor appliance as well, what we called flex scale. And then we continued on that investment theme, basically spending over a billion dollars over that seven year journey in our cloud native. And we call that basically the Veritas altar platform with our cloud native platform. And I think if you really look at what that is, it truly is a data management platform. And I emphasize the term cloud native. And so our traditional technologies around data protection, obviously application resiliency and digital compliance or data compliance and governance. We are the only, the first and only company in the world to provide really a cloud optimized, cloud native platform, really, that addresses that. So it's been fun, it's been a fun journey. >>Talk a little bit about the customer experience. I see over 85% of the Fortune 100 trust Veritas with their data management. That's >>A big number. Yeah. Yeah. It's, it is incredible actually. And it really comes back to the Veritas older platform. We sort of built that with, with four tenants in mind, all driving back to this very similar to AWS's customer obsession. Everything we do each and every day of our waiting moments is a Veritas employee is really surrounds the customer. So it starts with the customer experience on how do they find us to, how do they procure our solutions through things like AWS marketplace and how do they deploy it? And the second thing is around really cost optimization, as we know, you know, to, to say that companies are going through a digital transformation and moving workloads to the cloud. I mean, I've got customers that literally were 20% in cloud a year ago and 80% a year later, we've never seen that kind of velocity. >>And so we've doubled down on this notion of cost optimization. You can only do that with these huge investments that I talked about. And so we're a very profitable company. We've been around, got a great heritage of over 30 years, and we've really taken those investments in r and d to provide that sort of cloud native technology to ultimately make it elastic. And so everything from will spin up and spin down services to optimize the cloud bill for our customers, but we'll also provide the greatest workload support. You know, obviously on-prem workloads are very different from cloud workloads and it's almost like turning the clock back 20 years to see all of those new systems. There's no standard API like s and MP on the network. And so we have to talk to every single PAs service, every single DB PAs, and we capture that information and protect it. So it's really has been a phenomenal journey. It's been great. >>You said this, that that al represents a shift from clouds from flex scale to cloud native. What is the difference there? >>The, the main difference really is we took, you know, obviously our traditional product that you've known for many media years, net backup. It's got, you know, tens of millions of lines of code in that. And we knew if we lifted and shifted it up into the cloud, into an I AEs infrastructure, it's just not, it obviously would perform extremely well, but it wasn't cost optimized for our customer. It was too expensive to to run. And so what we did is we rewrote with microservices and containerization, Kubernetes huge parts of that particular product to really optimize it for the cloud. And not only have we done it for that technology, what we now call alter data protection, but we've done it across our entire port portfolio. That was really the main change that we made as part of this particular transition. And >>What have you done to prepare customers for that shift? Is this gonna be a, a drop in simple upgrade for them? >>Absolutely. Yeah. In fact, one of the things that we introduced is we, we invest still very heavily with regards to our OnPrem solutions. We're certainly not abandoning, we're still innovating. There's a lot of data still OnPrem that needs to move to the cloud. And so we have a unique advantage of all of the different workload supports that we provide OnPrem. We continue that expansion into the cloud. So we, we create it as part of the Veritas AL Vision, a technology, we call it AL view. So it's a single painter glass across both OnPrem and cloud for our customers. And so now they can actually see all of their data protection, all our application availability, single collect, all through that single unified interface, which is really game changing in the industry for us. >>It's game changing for customers too, because customers have what generally six to seven different backup technologies in their environment that they're having to individually manage and provision. So the, the workforce productivity improvements I can imagine are, are huge with Veritas. >>Yeah. You you nailed it, right? You must have seen my script, but Absolutely. I mean, I look at the analogy of, you think about the airlines, what's one of the first things airlines do with efficiency? South Southwest Airlines was the best example, a standardized on the 7 37, right? And so all of their pilots, all of their mechanics, all know how to operate the 7 37. So we are doing the same thing with enterprise data protection. So whether you're OnPrem at the edge or in the cloud or even multi-cloud, we can provide that single painter glass. We've done it for our customers for 30 plus years. We'll continue to do it for another 30 something years. And so it's really the first time with Veritas altar that, that we're, we're coming out with something that we've invested for so long and put, put such a huge investment on that can create those changes and that compelling solution for our customers. So as you can see, we're pretty pumped and excited about it. >>Yes, I can >>Use the term data management to describe Alta, and I want to ask about that term because I hear it a lot these days. Data management used to be database, now data management is being applied to all kinds of different functions across the spectrum. How do you define data management in Veritas >>Perspective? Yeah, there's a, we, we see it as really three main pillars across the environment. So one is protection, and we'll talk a little bit about this notion of ransomware is probably the number one use case. So the ability to take the most complex and the biggest, most vast applications. SAP is an example with hundreds of different moving parts to it and being able to protect that. The second is application resiliency. If, if you look at the cloud, there's this notion of, of responsibility, shared responsibility in the cloud. You've heard it, right? Yep. Every single one of the cloud service providers, certainly AWS has up on their website, this is what we protect, here's the demarcation line, the line in the sand, and you, the customer are responsible for that other level. And so we've had a technology, you previously knew it as InfoScale, we now call it alter application resiliency. >>And it can provide availability zone to availability zone, real time replication, high availability of your mission critical applications, right? So not only do we do the traditional backups, but we can also provide application resiliency for mission critical. And then the third thing really from a data management standpoint is all around governance and compliance. You know, ac a lot of our customers need to keep data for five, 10 years or forever. They're audited. There's regulations and different geographies around the world. And, and those regulations require them to be able to really take control of their cloud, take control of their data. And so we have a whole portfolio of solutions under that data compliance, data government. So back to your, your question Paul, it's really the integration and the intersection of those three main pillars. We're not a one trick pony. We've been at this for a long time, and they're not just new products that we invented a couple of months ago and brought to market. They're tried and tested with eight 80,000 customers and the most complex early solutions on the planet that we've been supporting. >>I gotta ask you, you know, we talked about those three pillars and you talked about the shared responsibility model. And think of that where you mentioned aws, Salesforce, Microsoft 365, Google workspace, whatnot. Are you finding that most customers aren't aware of that and haven't been protecting those workloads and then come to you and saying, Hey guys, guess what, this is what this is what they're responsible for. The data is >>You Yeah, I, it's, it's our probably biggest challenge is, is one of awareness, you know, with the cloud, I mean, how many times have you spoken to someone? You just put it in the cloud. Your applications, like the cloud providers like aws, they'll protect everything. Nothing will ever go down. And it's kind like if you, unless your house was ever broken into, you're probably not gonna install that burglar alarm or that fire alarm, right? Hopefully that won't be an event that you guys have to suffer through. So yeah, it's definitely, it wasn't till the last year or so the cloud service providers really published jointly as to where is their responsibility, right? So a great example is an attack vector for a lot of corporations is their SAS applications. So, you know, whether it it's your traditional SA applications that is available that's available on the web to their customers as a sas. >>And so it's certainly available to the bad actors. They're gonna, where there's, there's gonna be a point they're gonna try to get in. And so no matter what your resiliency plan is, at the end of the day, you really need to protect it. And protection isn't just, for example, with M 365 having a snapshot or a recycle bin, that's just not good enough. And so we actually have some pretty compelling technology, what we call ALTA SAS protection, which covers the, pretty much the, the gamut of the major SAS technologies to protect those and make it available for our customers. So yeah, certainly it's a big part of it is awareness. Yeah. >>Well, I understand that the shared responsibility model, I, I realize there's a lot of confusion about that still, but in the SaaS world that's somewhat different. The responsibility of the SaaS provider for protecting data is somewhat different. How, how should, what should customers know about that? >>I think, you know, the, the related to that, if, if you look at OnPrem, you know, approximately 35 to 40% of OnPrem enterprise data is protected. It's kind of in a long traditional problem. Everyone's aware of it. You know, I remember going to a presentation from IBM 20 something years ago, and someone held their push hand up in the room about the dis drives and says, you need to back it up. And the IBM sales guy said, no, IBM dis drives never crash. Right? And so fast forward to here we are today, things have changed. So we're going through almost a similar sort of changes and culture in the cloud. 8% of the data in the cloud is protected today, 8%. That's incredible. Meaning >>That there is independent backup devoted >>To that data in some cases, not at all. And something many cases, the customer just assumes that it's in the cloud, therefore it's always available. I never have to worry about protecting it, right? And so that's a big problem that we're obviously trying to, trying to solve. And we do that all under the umbrella of ransomware. That's a huge theme, huge investment that, that Veritas does with regards to providing that resiliency for our >>Customers. Ransomware is scary. It is becoming so prolific. The bad actors have access to technologies. Obviously companies are fighting them, but now ransomware has evolved into, no longer are we gonna get hit, it's when, yeah, it's how often it's what's the damage going to be. So the ability to help customers recover from ransomware, that resiliency is table stakes for businesses in any industry these days. Does that, that one of the primary pain points that your customers are coming to you with? >>It's the number one pain point. Yeah, it's, it's incredible. I mean, there's not a single briefing that our teams are doing customer meetings where that term ransomware doesn't come up as, as their number one use case. Just to give you something, a couple of statistics. There's a ransomware attack attack that happens 11 times a second right around the globe. And this isn't just, you know, minor stuff, right? I've got friends that are, you know, executives of large company that have been hit that have that some, you know, multimillion dollar ransom attack. So our, our play on this is, when you think about it, is data protection is the last line of defense. Yes. And so if they break through, it's not a case, Lisa, as you mentioned, if it's a case of when Yeah. And so it's gonna happen. So one of the most important things is knowing how do you know you have a gold copy, a clean copy, and you can recover at speed in some cases. >>We're talking about tens of thousands of systems to do that at speed. That's in our dna. We've been doing it for many, many years. And we spoke through a lot of the cyber insurance companies on this particular topic as well. And what really came back from that is that they're actually now demanding things like immutable storage, malware detection, air gaping, right? Anomaly detection is sort of core technologies tick the box that they literally won't ensure you unless you have those core components. And so what we've done is we've doubled down on that investment. We use AI in ML technologies, particularly around the anomaly detection. One of the, the, the unique and ne differentiators that Verto provides is a ransomware resiliency scorecard. Imagine the ability to save uran a corporation. We can come in and run our analytics on your environment and kind of give you a grade, right? Wouldn't you prefer that than waiting for the event to take place to see where your vulnerability really is? And so these are some of the advantages that we can actually provide for our customers, really, really >>To help. Just a final quick question. There is a, a common perception, I believe that ransomware is an on premise problem. In fact, it is also a cloud problem. Is that not right? >>Oh, absolutely. I I think that probably the biggest attack vector is in the cloud. If it's, if it's OnPrem, you've certainly got a certain line of defense that's trying to break through. But, you know, you're in the open world there. Obviously with SAS applications in the cloud, it's not a case of if, but when, and it's, and it's gonna continue to get, you know, more and more prevalent within corporations. There's always gonna be those attack factors that they find the, the flash wounds that they can attack to break through. What we are concentrating on is that resiliency, that ability for customers to recover at speed. We've done that with our traditional appliances from our heritage OnPrem. We continue to do that with regard to resiliency at speed with our customers in the cloud, with partners like aws >>For sure. Almost done. Give me your 30 seconds on AWS and Veritas. >>We've had a partnership for the better part of 10 years. It's incredible when you think about aws, where they released the elastic compute back in 2006, right? We've been delivering data protection, a data management solutions for, for the better part of 30 years, right? So, so we're, we're Junos in our space. We're the leader in, in data protection and enterprise data protection. We were on-prem. We, we continue to be in the cloud as AWS was with the cloud service provided. So the synergies are incredible. About 80 to 85% of our, our joint customers are the same. We take core unique superpowers of aws, like AWS outposts and AWS Glacier Instant retrieval, for example, those core technologies and incorporate them into our products as we go to Mark. And so we released a core technology a few months ago, we call it ultra recovery vault. And it's an air gap, a mutable storage, worm storage, right Once, right? You can't change it even when the bad actors try to get in. They're independent from the customer's tenant and aws. So we manage it as a managed backup service for our customers. Got it. And so our customers are using that to really help them with their ransomware. So it's been a tremendous partnership with AWS >>Standing 10 years of accounting. Last question for you, Rick. You got a billboard on the 1 0 1 in Santa Clara, right? By the fancy Verto >>1 0 1? >>Yeah. Right. Well, there's no traffic. What does that billboard say? What's that bumper sticker about? Vertus, >>I think, I think the billboard would say, welcome to the new Veritas. This is not your grandfather's old mobile. We've done a phenomenal job in, in the last, particularly the last three or four years, to really reinvent ourselves in the cloud and the investments that we made are really paying off for our customers today. So I'm excited to be part of this journey and excited to talk to you guys today. >>Love it. Not your grandfather's Veritas. Rick, thank you so much for joining Paula, me on the forgot talking about what you guys are doing, how you're helping customers, really established that cyber of resiliency, which is absolutely critical these days. We appreciate your >>Time. My pleasure. Thank you so much. >>All right, for our guest and Paul Gilland, I'm Lisa Martin, you're watching the Queue, which as you know is the leader in live enterprise and emerging check coverage.

(upbeat music) >> Hello friends and welcome back to theCUBE's Live coverage of AWS re:Invent 2022 from the Venetian Expo in Vegas, baby. This show is absolutely packed. Lisa Martin with Dave Vellante, Dave this is day two, but really full day one of our wall to wall coverage on theCUBE. We've had great conversations the last half day this morning already, we've been talking with a lot of companies, a lot of Amazonians and some Amazonians that have left and gone on to interesting more things, which is what we're going to talk about next. >> Well, I'm excited about this segment because it's a really interesting space. You've got a search company who's gotten into observability and security and through our ETR partner our research, we do quarterly research and Elastic off the charts. Obviously they're the public company, so you can see how well they're doing. But the spending momentum on this platform is very, very strong and it has been consistently for quite some time. So really excited to learn more. >> The voice of the customer speaking loudly, from Elastic, its Chief Product Officer joins us, Ken Exner. Ken, welcome to the program. Hi, thank you, good to be here. >> Dave Vellante: Hey Ken. >> So a lot of us know about Elastic from Elastic Search but it's so much more than that these days. Talk about Elastic, what's going on now? What's the current product strategy? What's your vision? >> Yeah. So people know Elastic from the ELK Stack, you know Elastic Search, Logstash, Kibana. Very, very popular open source projects. They've been used by millions of developers for years and years. But one of the things that we started noticing over the years is that people were using it for all kinds of different use cases beyond just traditional search. So people started using Elastic Search to search through operational data, search through logs, search through all kinds of other types of data just to find different answers. And what we started realizing is the customers were taking us into different spaces. They took us into log analytics they started building log management solutions. And we said, cool, we can actually help these customers by providing solutions that already do this for them. So it took us into observability, they took us into security, and we started building solutions for security and observability based on what customers were starting to do with the platform. So customers can still use the platform for any number of different use cases for how do you get answers added data or they can use our pre-built packaged solutions for observability and security. >> So you were a longtime Amazonian. >> I was. I was. >> Talk a little bit about some of the things that you did there and what attracted you to Elastic? 'Cause it's only been a couple months, right? >> I've been here three months, I think three months as of yesterday. And I was at AWS for 16 years. So I was there a long, long time. I was there pretty much from the beginning. I was hired as one of the first product managers in AWS. Adam Selipsky hired me. And it was a great run. I had a ton of fun, I learned a lot. But you know, after 16 years I was kind of itching to do something new and it was going to take something special because I had a great gig and enjoyed the team at AWS. But I saw in Elastic sort of a great foundational technology they had a lot of momentum, a huge community behind it. I saw the business opportunity where they were going. I saw, you know the business opportunity of observability and security. These are massive industries with tons of business problems. Customers are excited about trying to get more answers out of data about their operational environment. And I saw, you know, that customers were struggling with their operating environments and things were becoming increasingly complicated. We used to talk in AWS about, you know how customers want to move from monolithic applications to monoliths, but one of the secrets was that things were increasingly complicated. Suddenly people had all these different microservices they had all these different managed services and their operating environment got complicated became this constellation of different systems, all emitting data. So companies like Elastic were helping people find answers in that data, find the problems with their systems so helping tame that complexity. So I saw that opportunity and I said I want to jump on that. Great foundational technology, good community and building solutions that actually helped solve real problems. >> Right. >> So, before you joined you probably looked back, and said, let think about the market, what's happening in the market space. What were the big trends that you saw that sort of informed your decision? >> Well, just sort of the mountain of data that was sort of emerging. Adam Selipsky in his talk this morning began by talking about how data is just multiplying constant. And I saw this, I saw how much data businesses were drowning in. Operational data, security data. You know, if you're trying to secure your business you have all these different endpoints you have all these different devices, you have different systems that you need to monitor all tons of data. And companies like Elastic were helping companies sort of manage that complexity, helping them find answers in that. So, when you're trying to track intruders or trying to track you know, malicious activity, there's a ton of different systems you need to pay attention to. And you know, there's a bunch of data. It's different devices, laptops and phone devices and stuff that you need to pay attention to. And you find correlations across that to figure out what is going on in your network, what is going on in your business. And that was exciting to me. This is a company sort of tackling one of the hardest problems which is helping you understand your operating environment, helping you understand and secure your business. >> So everybody's getting into observability. >> Yep. >> Right, it's a very crowded space right now. First of all, you know it's like overnight it just became the hottest thing going. VCs were throwing money at it. Why was that and how were you guys different? >> Well, we began by focusing on log analytics because that was the core of what we were doing. But customers started using it beyond log analytics and started using it for APM and started using it for performance data. And what we realized is that we could do all this for customers. So we ended up, sort of overnight over the course of three years building that a complete observe observability suite. So you can do APM, you can do profiling, you can do tracing, sort of distributed tracing, you can do synthetic monitoring everything you want to do, wheel user wondering. >> Metrics? >> All of it, metrics, all of it. And you can use the same system for this. So this was sort of a powerful concept, not only is it the best in leading log system, it also provides everything you need for complete observability. And because it's based on this open platform you can extend it to a number of different scenarios. So this is important, a lot of the different observability companies provide you something that's sort of packaged and as long as you're trying to do what it wants to support, it's great. But with Elastic, you have this flexible data architecture that you can use for anything. So companies use it to monitor assembly lines, they use it to monitor dish networks, for example use it to not only manage their fleet of servers they also use it to manage all their devices. So 25 million desktop devices. So, you know, observability systems like that that can do a number of different scenarios, I think that's a powerful thing. It's not just about how do you manage your servers how do you manage the things that are simple. It's how do you manage anything? How do you get observability into anything. >> Multiple use cases. >> Sorry, when you say complete, okay you talked about all the different APM, log analytics tracing, metrics, and also end-to-end. >> Ken Exner: End-to-end, yeah. >> Could you talk about that component of complete? >> So, if you're trying to find an issue like you have some metric that goes into alarm. You want to have a metric system that has alarming. Once that metric goes in alarm you're going to want to dig into your log. So you're going to want it to take you to the area of your logs that has that issue. Once you gets to there, you're going to want to find the trace ID that takes you to your traces and looks at sort of profiling, distributed tracing information. So a system that can do all of that end-to-end is a powerful solution. So it not only helps you track things end-to-end across the different signals that you're monitoring, but it actually helps you remediate more quickly. And the other thing that Elastic does that is unique is a lot of ML in this. So not only helping you find the information but surfacing things before you even know of them. So anomaly detection for example, helps you know about something before you even realize that there was an issue. So you should pay attention to this because it's anomalous. So a lot of systems help you find something if you know what to look for. But we're trying to help you not only find the things that you know to look for, but help you find the things that you didn't even think to know about. >> And it's fair to say one of your differentiators is you're open, open source. I mean, maybe talk about the ELK stack a little bit and how that plays. >> Yeah, well, so the great thing about this is we've extended that openness to both security and to observability. An example of this on the security side is all the detection rules that you use for looking for intrusion all the detection rules are open source and there's an entire community around this. So if you wanted to create a detection rule you can publish an open source, there's a bunch in GitHub you can benefit from what the community is doing as well. So in the world of security you want to be supported by the entire community, everyone looking for the same kind of issues. And there's an entire community around Elastic that is helping support these detection rules. So that approach, you know wanting to focus on community is differentiating for us. Not just, we got you covered as long you use things from us you can use it from the entire community. >> Well there implies the name Elastic. >> Yeah >> Talk a little bit about the influence that the customer has in the product roadmap and the direction. You've talked a little bit in the beginning about customers were leading us in different directions. It sounds very Amazonian in terms of following the customers where they go. >> It does, it actually does, it was one of the things that resonated for me personally is the journey that Elastic took to observability and security was customer led. So, we started looking at what customers were doing and realized that they were taking us into log analytics they were taking us into APM, they were taking us into these different solutions, and yeah, it is an Amazonian thing, so it resonated for me personally. And they're going to continue taking us in new places. Like we love seeing all the novel things that customers do with the platform and it's sort of one of the hallmarks of a great platform is you can have all kinds of novel things that, novel use cases for how people use your platform and we'll continue to see things and we may get taken into other solutions as well as we start seeing things emerge, like common patterns. But for now we're really excited about security and observability. >> So what do you see, so security's a big space, right? >> Yep. >> You see the optiv taxonomy and it makes your eyes bleed 'cause there's so many tools in there. Where do you fit in that taxonomy? How do you see and think about the security space and the opportunity for your customers? >> Yeah, so we began with logs in the security space as well. So SIEM, which is intrusion detection is based on aggregating a bunch of logs and helping you do threat hunting on those logs. So looking for patterns of malicious behavior or intrusion. So we started there and we did both detections as well as just ad hoc threat hunting. But then we started expanding into endpoint protection. So if we were going to have agents on all these different devices they were gathering logs, what if we also started providing remediation. So if you had malicious activity that was happening on one of the servers, don't just grab the information quarantine it, isolate it. So that took us into sort of endpoint protection or XDR. And then beyond that, we recently got into cloud security as well. So similar to observability, we started with logs but expanded to a full suite so that you can do everything. You can have both endpoint protection, you can have cloud security, all of it from one solution. >> Security is a very crowded market as well. What's your superpower? >> Ken Exner: What's our super power? >> Yeah. >> I think it, a lot of it is just the openness. It's the open platform, there's the community around it. People know and love the, the Elastic Search ELK stack and use it, we go into businesses all the time and they're familiar, their security engineers are using our product for searching through logs. So they're familiar with the product already and the community behind it. So they were excited about being able to use detection rules from other businesses and stay on top of that and be part of that community. The transparency of that is important to the customers. So if you're trying to be the most secure place, the most secure business, you want to basically invest in a community that's going to support that and not be alone in that. >> Right, absolutely, so much that rides on that. Favorite customer example that you think really articulates the value of Elastic, its openness, its transparency. >> Well, there's a customer Dish Media Dish Networks that's going to present here at re:Invent tomorrow at 1:45 at Mandalay Bay. I'm excited about their example because they use it to manage, I think it's 10 billion records a day across 25 million devices. So it illustrates the scale that we can support for managing observability for a company but also just sort of the unique use cases. We can use this for set top boxes for all their customers and they can track the performance that those customers are having. It's a unique case that a lot of vendors couldn't support but we can support because of the openness of the platform, the open data architecture that we have. So I think it illustrates the scale that we support, the elasticity, but also the openness of the data platform. >> Awesome and folks can catch that tomorrow, 1:45 PM at the Mandalay Bay. Last question for you, Ken, is you have a bumper sticker. >> Ken Exner: A bumper sticker? >> A bumper sticker you're going to put it on your fancy sexy new car and it's about elastic, what does it say? >> Helping you get answers out of data. So yeah. >> Love it, love it. Brilliant. >> Ken Exner: Thank you. >> Short and sweet. Ken, it's been a pleasure. >> It's been a pleasure being here, thank you. >> Thank you so much for sharing your journey with us as an Amazonian now into Elastic what Elastic is doing from a product perspective. We will keep our eyes peeled as Dave was saying. >> Ken Exner: Fantastic. >> The data show is really strong spending momentum so well done. >> Thank you very much, good to meet you. >> Our pleasure. For our guest and Dave Vellante, I'm Lisa Martin. You're watching theCUBE, the leader in live enterprise and emerging tech coverage. (upbeat music)

>>Hey everyone. Welcome back to Las Vegas. The cube is live at the Venetian Expo Center for AWS Reinvent 2022. There are thousands and thousands and thousands of people here joining myself, Lisa Martin at Dave Valante. David, it's great to see the energy of day one alone. People are back, they're ready to be back. They're ready to hear from AWS and what it's gonna announce to. >>Yeah, all through the pandemic. Of course, we've talked about digital transformation, but the conversation is evolving beyond that to business transformation now, deeper integration of the cloud to really transform fundamental business operations and And that's a new era. >>It is a new era. It's exciting. We've got a couple of guests that we're gonna unpack that with. Anan. Beji joins us, the President Digital Business Services at HCL Tech and Prar, SVP and Global head of AWS business unit. Also from HCL Tech. Guys, welcome. Thank >>You. Thank you, >>Thank you. >>Let's talk about some of the latest trends anon. We'll start with you. What are some of the latest trends in digitalization, especially as it relates to cloud adoption? What are you hearing out in the marketplace? >>Yeah, I think you said it right. The post pandemic, every industry, every enterprise and every industry realize that for resilience, for their ability to change and adapt change and their ability to increase, you know, velocity of change so that they can move fast and keep up the expectations of their consumers, their partners, their employees, they need to have composability at the core and resilience at the core. And so, digital transformation became all about the ability to change, an ability to pivot faster. Now, it's easier said than done, right? Larger enterprises, especially as you move into complex regulated industries, you know, oil and gas, manufacturing, life sciences, healthcare, utilities, these are industries that are not easy to change. They're not adaptable to change, and yet they had to really become more adaptable. And they saw cloud as an enabler to, to all of that, right? So they started looking at every area of their business, business processes that make up their value chains and really look at how can they increase the adaptability and the ability to change these value chains so that they can engage with their customers better, their partners, better their employees better, and also build some of the composability. >>And what might mean that is that just kind of like Lego blocks, they don't have to make changes that are sweeping and big that are difficult to make, but make them in parts so that they can make them again and again. So velocity of change becomes important. Clouds become an enabler to all of this. And so if I look at the last four years, every industry, whether regulated or not b2c, B2B to C, B2B is adopting cloud for digital acceleration. >>I'm curious to what you're seeing on the front lines, given the macro headwinds. You mentioned business resilience and during the pandemic, it was a lot of CIOs told us, wow, we were, we were kind of focused on disaster recovery, but our business wasn't resilient. We were really optimizing for efficiency. And then they started to okay, build in that business resilience. But now you got the economic headwinds. Yes. People are tapping their brakes a little bit. There's some uncertainty, a longer sales cycle, even the cloud's not immune. Yeah. Even though it's still growing at 30% plus per year. What are you guys seeing in the field with the AWS partnership? How are customers, you know, dealing with some of those more strategic transformation projects? Yeah, >>Yeah. So you know, first off, one thing that's changed and is different is every industry realizes that there is no choice. They don't have a choice to not be resilient. They don't have a choice to not be adaptable. The pandemic has taught them that the markets and the macros are increasingly changing supply chains. It's changing customer behavior for their own industries. It's changing their pricing and their cost models. And for all of that, they need to continue on their digital journeys. Now, what's different though is they wanna prioritize. They wanna prioritize and do more with less. They want to adapt faster, but also make sure that they don't, they don't just try to do everything together. And so there's a lot of focus on what do we prioritize? How do we leverage cloud to move faster, you know, and cheaper in terms of our change. >>And also to decide where do we consume and where do we compose? We'll talk a little bit more about that. There are certain things that you don't want to invent yourself. You can consume from cloud providers, whether it's business features, whether it is cloud capabilities. And so it's, there is a shift from adopting cloud just for cost takeout and just for resilience, but also for composability, which means let's consume what I can consume from the cloud and really build those features faster. So squeeze the go to market time, squeeze the time to market and squeeze the price to market, right? So that's the >>Change and really driving those business outcomes. As we talked about Absolut ard, talk to us about how hcl tech and AWS are working together. How are you enabling customers to achieve what an was talking about? >>Oh, absolutely. I mean, our partnership has started almost 10 years back, but over the last one year, we have created what we call as AWS dedicated business unit to look at end to end stock from an AWS perspective. So what we see in the market as a explained is more drive from clients for optimization, driving, app modernization, driving consolidation, looking at the cost, sustainability angles, looking at the IOT angle, manufacturing platforms, the industry adoption. All this is actually igniting the way the industry would look at AWS and as well as the partnership. So from an HCL tech and AWS partnership, we're actually accelerating most of these conversations by building bespoke accelerated industry solutions. So what I mean is, for example, there is an issue with a manufacturing plant and take Covid situation, people can't get into a a manufacturing plant. So how can AWS help put it in the cloud, accelerate those conversations. So we are building those industry specific solutions so that it can be everybody from a manufacturing sector can adopt and actually go to market. As well as you can access all this applications once it is in the cloud from anywhere, any device with a scalable options. That's where our partnership is actually igniting lot of cloud conversations and playing conversations in the market. So we see a lot of traction there. Lisa, on >>That, incredibly important during the last couple of years alone. >>Absolutely. I mean, last couple of years have been groundbreaking, right? Especially with the covid, for example, Amazon Connect, we use, we used Amazon Connect to roll out, you know, call center at the cloud, right? So you don't have to walk into an office, for example. People are working in the banking sector, especially in the trading platform. They were, they were not able to get there. So, but they need to make calls. How do you do the customer service? So Amazon Connect came right at the junction, so call center in the cloud and you can access, dial the number so the customer don't feel the pain of, you know, somebody not answering. It's accessible. That's where the partnership or the HCL tech partnership and AWS comes into play because we bring the scale, the skill set capability with the services of, you know, aws, Amazon, and that forms a concrete story for the client, right? That's one such example. And you know, many such examples are in the market that we are accelerating in the, in the discussions. >>And connect is a good example. Lisa, we were talking earlier about Amazon doubling down on the primitives, but also moving up up market as well, up chain up the value chain. And it needs partners like HCL to be able to go into various industries and apply that effectively. Absolutely. And that's where business transformation comes >>In. Absolutely. Absolutely. I think some of the aspects that we are looking at is, you know, while we do most of this cloud transformation initiatives from an tech perspective, what we are doing is we are encompassing them into a story, which we call it as cloud smart, right? So we are calling it as cloud smart, which is a go-to market offering from Atcl Tech, where the client doesn't have to look at each of these services from various vendors. So it's a one stop shop, right? From strategy consulting, look, implementation, underpinned by app modernization, consolidation, and the operational. So we do that as end to end service with our offerings, which is why helping us actually accelerate conversations on the crowd. What happen is the clients are also building these capabilities more and more often. You see a lot of new services are being added to aws, so not many clients are aware of it. So it is the responsibility of system integrator like us to make them aware and bring it into a shape where the client can consume in a low cost option, in an optimized way. That's where I think it's, it's, it's working out very well for us. With the partnership of, so >>You curate those services that you know will fit the customer's business. You, you know, the ingredients that you could put together, the, the dinner. >>Absolutely. You're preparing a dish, right? So you're preparing a dish, you know where the ingredients are. So the ingredients are supplied by aws. So you need to prepare a pasta dish, right? So you, you how spicy you want to make it howland, you want to make it, you know what source you want to use. How do you bring all those elements together? That's what, you know, tech has been focusing on. >>And you use the word curation, right? Curation is really industry process down, depending on your industry, every industry, every enterprise, there are things that are differentiating them. There's a business processes that differentiate you and there are business processes that don't necessarily differentiate you but are core to you. For example, if you're a retailer, you know, you're retailing, you're merchandising, how you price your products, how you market your products, your supply chains, those differentiate you. How you run your general ledger, your accounting, your payables. HR is core to your business but doesn't differentiate you. And the choices you make in the cloud for each of these areas are different. What differentiates you? You compose what doesn't differentiate you consume because you don't want to try and compose what >>Telco Exactly. Oh my gosh. >>Our biggest examples are in Telco, right? Right. Their omnichannel marketing, you know, how they connect with their consumers, how they do their billing systems, how they do their pricing systems. Those are their differentiations and things that don't they want to consume. And that's where cloud adoption needs to come with really a curation framework. We call it the Phoenix framework, which defines what differentiates you versus not. And based on that, what are the architectural choices you make at the applications layer, the integration layer, the data layer, and the infrastructure layer all from aws and how do you make those choices? >>Talk about a customer example anon that really articulates that value. >>Yeah, I'll give you an example that sort of, everybody can relate to a very large tools company that manufactures tools that we all use at home for, you know, remodeling our houses, building stuff, building furniture. Their business post pandemic dramatically shifted in every way possible. Nobody was going anymore to Home Depot and Lowe's to buy their tools, their online business surge by 200%. Their supply chains were changing because their manufacturers originally were in China and Malaysia. They were shifting a lot of that base to Taiwan and Germany and Latin America. Their pricing model was changing. Their last mile deliveries were changing cuz they were not used to delivering you and me last mile deliveries. So every aspect of their business was changing. They hadn't thought of their business in the same way, but guess what? That business was growing, but the needs were changing and they needed to rethink every value chain in their business. >>And so they had to adopt cloud. They leverage AWS at their core to rethink every part of their business. Rebuilding their supply chain applications, modernizing their warehouse management systems, modernizing their pricing systems, modernizing their sales and marketing platforms, every aspect you can think of and all of that within 24 months. Cuz otherwise they would lose market share, you know, in any given market. And all of this, while they were, you know, delivering their day to day business, they were manufacturing the goods and they were shipping products. So that was quite a lot to achieve in 24 months. And that's not just one example is across industries, examples like that that we have. That's >>One of the best business transformation examples I think I've heard. >>Absolutely. Absolutely. And so cloud does need to start with a business transformation objective. And that's what's happening to the cloud. It's changing away from an infrastructure consolidation discussion to business task. >>Because I know you guys have a theater session tomorrow on, on continuous modern, it was experiencing cloud transformation and continuous modernization. That's the theme. Pre-cloud. It was just a, you'd, you'd live, you'd rip and replace your infrastructure and it was a big application portfolio assessment and rationalization. It was just, it just became this years long, you know, like an SAP installation. Yes. How has cloud changed that and what's, tell us more about that session and that continuous modernization. Yeah, >>So, so we are doing a John session with a client on how HCL Tech helped the client in terms of transforming the landscape and adopting cloud much faster, you know, into the ecosystem. So what we are currently doing is, so it's a continuous process. So when we talk about cloud adoption transformation, it doesn't stop there. So it, it needs to keep evolving. So what we came up with a framework for the all such clients who are on the cloud transformation part need to look at which we call it a smart waste cloud, cloud smart. Where once it is in the clouds, smart waste to cloud for cloud and in the cloud. So what happens is, when it is to cloud, what do you do? What are the accelerators? What are the frameworks? Smart waste for clouds? How do you look at the governance of it? >>Okay? Consolidation activities of it, once it is in the cloud, how do we optimize, what do you look at? Security aspects, et cetera. So the client doesn't have to go to multiple ecosystem partners to look at it. So he is looking at one such service provider who can actually encompass and give all this onto the plate in a much more granular fashion with accelerated approach. So we build accelerated solutions frameworks, which helps the client to actually pick and choose in a much lower cost, I think. And it has to be a continuous modernization for the client. So why we are calling it as a continuous modernization is we are also also creating what we call cloud foundries and factories. What happens is the client can look at not only in a transformation journey, but also futuristic when there are new services are adapted, how this transformation and factories helping them in a lower cost option and driving that a acceleration story. So we are addressing it in multiple ways. One on the transformation front, one on the TCO front, one on the AX accelerated front, one on the operational front. So all this combined into one single framework, which is what is a continuous modernization of clouded option from xgl tech. >>When you apply this framework with customers, how do you deal with technical debt? Can you avoid technical debt? Can you hide technical debt? Or is it like debt and taxes? We're always gonna have technical debt because Amazon, you know, they'll talk about, they don't ever deprecate anything. Yeah. You know, are they gonna, are we gonna see Amazon take on tech? How do you avoid that? Or at least shield the customer for that technical debt. >>So every cio, right? Key ambitions are digital cloud, TCO optimization, sustainability. So we have a framework for that. So every CIO will look at, okay, I wanna spend, but I want to be optimized. My TCO should not go up. So that's where a system integrator like us comes. We have AOP story where, which does the complete financial analysis of your cloud adoption as to what estate and what technical client already has. How can we optimize that and how can we, how can we overlay on top of that our own services to make it much more optimized solution for the client? And there are several frameworks that we have defined for the CIO organizations where the CIO can actually look at some of these elements and adopt it internally within the system. You wanna pick it from there? >>Yeah, I think, I think it's, it's, it's a great question. First of all, there's a generational shift in the last three years where nobody's doing lift and shift of traditional applications or traditional data systems to the cloud. As you said, nobody's taking their technical debt to the cloud anymore. >>Business value's not there. >>There's no business value, right? The value is really being cloud native, which means you want to continuously modernize your value chains, which means your applications, your integration, your data to leverage the cloud and continuously modernize. Now you will still make priority decisions, right? Things that really differentiate you. You will modernize them through composition things that don't, you'll rather consume them, but in both factors, you're modernizing, I use the word surround and drown enterprises are surrounding their traditional, you know, environments and drowning them over a period of time. So over the next five years, you'll see more and more irrelevant legacy because the relevance is being built in the cloud, cloud for the future. That's the way I see it. >>Speaking of, take us out here, speaking of business value and on, we're almost outta time here. If there's a billboard on 1 0 1 in Palo Alto regarding HCL tech, what's the value prop? What does it say? >>It's a simple billboard. We say we are super charging our customers, our partners, our employees. We are super charging progress. And we believe that the strength that we bring from learnings of over 200,000 professionals that work at hcl working with over half of, you know, 500 of the, the largest Fortune thousands in the world is, is really bringing those learnings that we continuously look at every day that we live with, every day across all kind of regulations, all kind of industries, in adopting new technologies, in modernizing their business strategies and achieving their business transformation goals with the velocity they want. That's kind of the supercharging progress mantra, >>Super charging progress. Love it. Guys, thank you so much for joining. David, me on the program talking about, thank you for having a conversation. Our pleasure. What's going on with HCL Tech, aws, the value that you're delivering for customers. Thank you so much for your time. Thank >>You. Thank you. Thanks. Have a great time. >>Take care for our guests. I'm Lisa Martin, he's Dave Valante. You're watching The Cube, the leader in live enterprise and emerging tech coverage.

>>Hey everyone. Welcome to Las Vegas. The Cube is here, live at the Venetian Expo Center for AWS Reinvent 2022. Amazing attendance. This is day one of our coverage. Lisa Martin here with Day Ante. David is great to see so many people back. We're gonna be talk, we've been having great conversations already. We have a wall to wall coverage for the next three and a half days. When we talk to companies, customers, every company has to be a data company. And one of the things I think we learned in the pandemic is that access to real time data and real time analytics, no longer a nice to have that is a differentiator and a competitive all >>About data. I mean, you know, I love the topic and it's, it's got so many dimensions and such texture, can't get enough of data. >>I know we have a great guest joining us. One of our alumni is back, Evan Kaplan, the CEO of Influx Data. Evan, thank you so much for joining us. Welcome back to the Cube. >>Thanks for having me. It's great to be here. So here >>We are, day one. I was telling you before we went live, we're nice and fresh hosts. Talk to us about what's new at Influxed since the last time we saw you at Reinvent. >>That's great. So first of all, we should acknowledge what's going on here. This is pretty exciting. Yeah, that does really feel like, I know there was a show last year, but this feels like the first post Covid shows a lot of energy, a lot of attention despite a difficult economy. In terms of, you know, you guys were commenting in the lead into Big data. I think, you know, if we were to talk about Big Data five, six years ago, what would we be talking about? We'd been talking about Hadoop, we were talking about Cloudera, we were talking about Hortonworks, we were talking about Big Data Lakes, data stores. I think what's happened is, is this this interesting dynamic of, let's call it if you will, the, the secularization of data in which it breaks into different fields, different, almost a taxonomy. You've got this set of search data, you've got this observability data, you've got graph data, you've got document data and what you're seeing in the market and now you have time series data. >>And what you're seeing in the market is this incredible capability by developers as well and mostly open source dynamic driving this, this incredible capability of developers to assemble data platforms that aren't unicellular, that aren't just built on Hado or Oracle or Postgres or MySQL, but in fact represent different data types. So for us, what we care about his time series, we care about anything that happens in time, where time can be the primary measurement, which if you think about it, is a huge proportion of real data. Cuz when you think about what drives ai, you think about what happened, what happened, what happened, what happened, what's going to happen. That's the functional thing. But what happened is always defined by a period, a measurement, a time. And so what's new for us is we've developed this new open source engine called IOx. And so it's basically a refresh of the whole database, a kilo database that uses Apache Arrow, par K and data fusion and turns it into a super powerful real time analytics platform. It was already pretty real time before, but it's increasingly now and it adds SQL capability and infinite cardinality. And so it handles bigger data sets, but importantly, not just bigger but faster, faster data. So that's primarily what we're talking about to show. >>So how does that affect where you can play in the marketplace? Is it, I mean, how does it affect your total available market? Your great question. Your, your customer opportunities. >>I think it's, it's really an interesting market in that you've got all of these different approaches to database. Whether you take data warehouses from Snowflake or, or arguably data bricks also. And you take these individual database companies like Mongo Influx, Neo Forge, elastic, and people like that. I think the commonality you see across the volume is, is many of 'em, if not all of them, are based on some sort of open source dynamic. So I think that is an in an untractable trend that will continue for on. But in terms of the broader, the broader database market, our total expand, total available tam, lots of these things are coming together in interesting ways. And so the, the, the wave that will ride that we wanna ride, because it's all big data and it's all increasingly fast data and it's all machine learning and AI is really around that measurement issue. That instrumentation the idea that if you're gonna build any sophisticated system, it starts with instrumentation and the journey is defined by instrumentation. So we view ourselves as that instrumentation tooling for understanding complex systems. And how, >>I have to follow quick follow up. Why did you say arguably data bricks? I mean open source ethos? >>Well, I was saying arguably data bricks cuz Spark, I mean it's a great company and it's based on Spark, but there's quite a gap between Spark and what Data Bricks is today. And in some ways data bricks from the outside looking in looks a lot like Snowflake to me looks a lot like a really sophisticated data warehouse with a lot of post-processing capabilities >>And, and with an open source less >>Than a >>Core database. Yeah. Right, right, right. Yeah, I totally agree. Okay, thank you for that >>Part that that was not arguably like they're, they're not a good company or >>No, no. They got great momentum and I'm just curious. Absolutely. You know, so, >>So talk a little bit about IOx and, and what it is enabling you guys to achieve from a competitive advantage perspective. The key differentiators give us that scoop. >>So if you think about, so our old storage engine was called tsm, also open sourced, right? And IOx is open sourced and the old storage engine was really built around this time series measurements, particularly metrics, lots of metrics and handling those at scale and making it super easy for developers to use. But, but our old data engine only supported either a custom graphical UI that you'd build yourself on top of it or a dashboarding tool like Grafana or Chronograph or things like that. With IOCs. Two or three interventions were important. One is we now support, we'll support things like Tableau, Microsoft, bi, and so you're taking that same data that was available for instrumentation and now you're using it for business intelligence also. So that became super important and it kind of answers your question about the expanded market expands the market. The second thing is, when you're dealing with time series data, you're dealing with this concept of cardinality, which is, and I don't know if you're familiar with it, but the idea that that it's a multiplication of measurements in a table. And so the more measurements you want over the more series you have, you have this really expanding exponential set that can choke a database off. And the way we've designed IIS to handle what we call infinite cardinality, where you don't even have to think about that design point of view. And then lastly, it's just query performance is dramatically better. And so it's pretty exciting. >>So the unlimited cardinality, basically you could identify relationships between data and different databases. Is that right? Between >>The same database but different measurements, different tables, yeah. Yeah. Right. Yeah, yeah. So you can handle, so you could say, I wanna look at the way, the way the noise levels are performed in this room according to 400 different locations on 25 different days, over seven months of the year. And that each one is a measurement. Each one adds to cardinality. And you can say, I wanna search on Tuesdays in December, what the noise level is at 2:21 PM and you get a very quick response. That kind of instrumentation is critical to smarter systems. How are >>You able to process that data at at, in a performance level that doesn't bring the database to its knees? What's the secret sauce behind that? >>It's AUM database. It's built on Parque and Apache Arrow. But it's, but to say it's nice to say without a much longer conversation, it's an architecture that's really built for pulling that kind of data. If you know the data is time series and you're looking for a time measurement, you already have the ability to optimize pretty dramatically. >>So it's, it's that purpose built aspect of it. It's the >>Purpose built aspect. You couldn't take Postgres and do the same >>Thing. Right? Because a lot of vendors say, oh yeah, we have time series now. Yeah. Right. So yeah. Yeah. Right. >>And they >>Do. Yeah. But >>It's not, it's not, the founding of the company came because Paul Dicks was working on Wall Street building time series databases on H base, on MyQ, on other platforms and realize every time we do it, we have to rewrite the code. We build a bunch of application logic to handle all these. We're talking about, we have customers that are adding hundreds of millions to billions of points a second. So you're talking about an ingest level. You know, you think about all those data points, you're talking about ingest level that just doesn't, you know, it just databases aren't designed for that. Right? And so it's not just us, our competitors also build good time series databases. And so the category is really emergent. Yeah, >>Sure. Talk about a favorite customer story they think really articulates the value of what Influx is doing, especially with IOx. >>Yeah, sure. And I love this, I love this story because you know, Tesla may not be in favor because of the latest Elon Musker aids, but, but, but so we've had about a four year relationship with Tesla where they built their power wall technology around recording that, seeing your device, seeing the stuff, seeing the charging on your car. It's all captured in influx databases that are reporting from power walls and mega power packs all over the world. And they report to a central place at, at, at Tesla's headquarters and it reports out to your phone and so you can see it. And what's really cool about this to me is I've got two Tesla cars and I've got a Tesla solar roof tiles. So I watch this date all the time. So it's a great customer story. And actually if you go on our website, you can see I did an hour interview with the engineer that designed the system cuz the system is super impressive and I just think it's really cool. Plus it's, you know, it's all the good green stuff that we really appreciate supporting sustainability, right? Yeah. >>Right, right. Talk about from a, what's in it for me as a customer, what you guys have done, the change to IOCs, what, what are some of the key features of it and the key values in it for customers like Tesla, like other industry customers as well? >>Well, so it's relatively new. It just arrived in our cloud product. So Tesla's not using it today. We have a first set of customers starting to use it. We, the, it's in open source. So it's a very popular project in the open source world. But the key issues are, are really the stuff that we've kind of covered here, which is that a broad SQL environment. So accessing all those SQL developers, the same people who code against Snowflake's data warehouse or data bricks or Postgres, can now can code that data against influx, open up the BI market. It's the cardinality, it's the performance. It's really an architecture. It's the next gen. We've been doing this for six years, it's the next generation of everything. We've seen how you make time series be super performing. And that's only relevant because more and more things are becoming real time as we develop smarter and smarter systems. The journey is pretty clear. You instrument the system, you, you let it run, you watch for anomalies, you correct those anomalies, you re instrument the system. You do that 4 billion times, you have a self-driving car, you do that 55 times, you have a better podcast that is, that is handling its audio better, right? So everything is on that journey of getting smarter and smarter. So >>You guys, you guys the big committers to IOCs, right? Yes. And how, talk about how you support the, develop the surrounding developer community, how you get that flywheel effect going >>First. I mean it's actually actually a really kind of, let's call it, it's more art than science. Yeah. First of all, you you, you come up with an architecture that really resonates for developers. And Paul Ds our founder, really is a developer's developer. And so he started talking about this in the community about an architecture that uses Apache Arrow Parque, which is, you know, the standard now becoming for file formats that uses Apache Arrow for directing queries and things like that and uses data fusion and said what this thing needs is a Columbia database that sits behind all of this stuff and integrates it. And he started talking about it two years ago and then he started publishing in IOCs that commits in the, in GitHub commits. And slowly, but over time in Hacker News and other, and other people go, oh yeah, this is fundamentally right. >>It addresses the problems that people have with things like click cows or plain databases or Coast and they go, okay, this is the right architecture at the right time. Not different than original influx, not different than what Elastic hit on, not different than what Confluent with Kafka hit on and their time is you build an audience of people who are committed to understanding this kind of stuff and they become committers and they become the core. Yeah. And you build out from it. And so super. And so we chose to have an MIT open source license. Yeah. It's not some secondary license competitors can use it and, and competitors can use it against us. Yeah. >>One of the things I know that Influx data talks about is the time to awesome, which I love that, but what does that mean? What is the time to Awesome. Yeah. For developer, >>It comes from that original story where, where Paul would have to write six months of application logic and stuff to build a time series based applications. And so Paul's notion was, and this was based on the original Mongo, which was very successful because it was very easy to use relative to most databases. So Paul developed this commitment, this idea that I quickly joined on, which was, hey, it should be relatively quickly for a developer to build something of import to solve a problem, it should be able to happen very quickly. So it's got a schemaless background so you don't have to know the schema beforehand. It does some things that make it really easy to feel powerful as a developer quickly. And if you think about that journey, if you feel powerful with a tool quickly, then you'll go deeper and deeper and deeper and pretty soon you're taking that tool with you wherever you go, it becomes the tool of choice as you go to that next job or you go to that next application. And so that's a fundamental way we think about it. To be honest with you, we haven't always delivered perfectly on that. It's generally in our dna. So we do pretty well, but I always feel like we can do better. >>So if you were to put a bumper sticker on one of your Teslas about influx data, what would it >>Say? By the way, I'm not rich. It just happened to be that we have two Teslas and we have for a while, we just committed to that. The, the, so ask the question again. Sorry. >>Bumper sticker on influx data. What would it say? How, how would I >>Understand it be time to Awesome. It would be that that phrase his time to Awesome. Right. >>Love that. >>Yeah, I'd love it. >>Excellent time to. Awesome. Evan, thank you so much for joining David, the >>Program. It's really fun. Great thing >>On Evan. Great to, you're on. Haven't Well, great to have you back talking about what you guys are doing and helping organizations like Tesla and others really transform their businesses, which is all about business transformation these days. We appreciate your insights. >>That's great. Thank >>You for our guest and Dave Ante. I'm Lisa Martin, you're watching The Cube, the leader in emerging and enterprise tech coverage. We'll be right back with our next guest.