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

>> live from Boston, Massachusetts. It's the Cube covering AWS reinforce 2019. Brought to you by Amazon Web service is and its ecosystem partners. >> Okay, welcome back. It was two cubes. Live coverage in Boston, Massachusetts, for Amazon Web services reinforces A W s, his first inaugural conference around security, cloud security and all the benefits of security vendors of bringing. We're here with a man who runs the marketplace and more. Dave McCann Cube, alumni vice president of migration, marketplace and control surfaces. That's a new tail you were that you have here since the last time we talked. Lots changed. Give us the update. Welcome to the Cube. >> Great to be back, ma'am. Believe it's seven months of every event. >> Feels like this. Seven years. You know, you've got a lot new things happening. >> We do >> explain. You have new responsibility. You got the marketplace, which we talked about a great product solutions. What else do you have? >> So we've obviously been expanding our service portfolio, right? So either us is launching. New service is all the time. We have a set of service is a road in the migration of software. So I run. No, the immigration Service's team and interesting. We were sitting in Boston, and that's actually headquartered 800 yards down the road. So there's a set of surfaces around the tools to help you as a CEO. Move your applications onto the clothes. Marketplace is obviously where we want you to find short where you need to buy. And then once you get into the topic of governance, we had one product called Service Catalog and reinvent. We announced a new product. That was a preview called Control. Yesterday we went to G A full availability off control, Terror and Control term service catalog together are in the government space, but we're calling them control service is because it's around controlling the access off teams to particular resources. So that's control service. >> What people moving into the cloud and give us a sense of the the workload. I know you see everything but any patterns that you can see a >> lot of patterns and merging and migration, and they are very industry specific. But there are some common patterns, so you know we're doing migrations and frozen companies were weighed and professional service is run by. Todd Weatherby is engaged in hundreds of those migrations. But we also have no over 70 partners that we've certified of migration partners. Migration partners are doing three times as many migrations as our old professional service is. Team are doing so in collection. There's a lot going on there, one of the common patterns. First of all, everybody is moved a Web development other websites have done. They're all running on the AWS know what they're doing is they're modernizing new applications. So the building in Europe or bring enough over moving onto containers. So it was a lie that ran on a sever server on. As they move into the clothes, they're gonna reshape the throw away. Some of the court brief the court up into micro service is on. Deploy out, Let's see on E. C s, which is continuing. There's a lot of application organization, and then on the migration side, we're seeing applications clearly were migrating a lost a lot of ASAP. So the big partners like Deloitte and Accenture are doing a C P migrations, and we've done a lot of ASAP migrations. And then there are other business applications are being moved with particular software vendors. You know there's a company here in Boston called Pegasystems. They do a world leading workflow platform. We've worked with Pagan, and we have migrated loss of paga warped floors in dozens of paying customers up on the float. >> You innovated on the marketplace, which is where people buy so they can contract with software. So now you got moving to the cloud, buying on the cloud, consuming the cloud and then governing it and managing that aspect all under one cohesive unit. That's you. Is that good? >> Yeah, it's a good way to think about it. It's a san of engineering teams with Coleman purpose for the customer. So you know, one of the things we do AWS is we innovate a lot, and then we organize the engineering teams around a common customer needs. So we said, above all of the computer stories service is on. We pay attention to the application layer. We described the application, So if you think of a migration service is says, I've actually got a service called Discovery, I crawl over your servers and I find what you have way. Then what we do is we have a tool that says, Are you gonna bring and move the till. So you have to build a business case. We just bought a company in Canada called TSA Logic. They had a Super Two for building a business case that said, what would this absolutely running with either of us. >> So is the need of the business case. What's the courtney that you guys have focused on? What was that? >> So, interestingly, we run more Windows Server and the clothes when Microsoft. So you actually have to business keys here. So many windows servers are running on print. What does it look like when a run on either the U. S. And T s so logic? Really good, too. And we find our customers using it. That says, Here's your own prim Windows server configuration with an app on run the mortal What would it look like when it runs on AWS? >> But why would you just do that with a spreadsheet? What? What is the T s so logic do that you couldn't do especially >> well? First of all, you want to make a simple too Somebody has to go run a spreadsheet. They've turned it into a tool that a business years Ercan used a sales person you could use on. They've built on top of a database. So it's got a rich set of choices. You are richer than you put in. A special with a U IE is intuitive, and you're gonna learn it in 20 minutes. I'm not gonna have you made up >> this date in their best practice things like that that you can draw a library >> of what's going down, and it keeps the data store of all the ones we've done. So we're turning that into two. Were giving Old Toller solution architect. >> Well, you got a good thing going on with the marketplace. Good to see you wrapping around those needs there. I gotta ask for the marketplace. Just give us the latest stats. How many subscriptions air in the marketplace these days? What's the overall number in the marketplace? It's >> pretty exciting. Way decided just at San Francisco to announce that we now have over 1,000,000 active subscriptions in the marketplace, which is a main boggling number on its own 1,000,000 subscriptions. Ice of Scrape. Within those subscriptions, we've got over 240 foes and active accounts, you know, and the audience doors you could be an enterprise with 100 cases and in an enterprise. What we typically see is that there are seven or eight teams that are buying or using software, so we'll have seven or eight accounts that have the right to subscribe. So you could be a one team and you're in another team you're buying B I tools. You're buying security tools. So those accounts on what? We're announcing the show for the first time ever. Its security is we have over 100,000 security subscriptions. That's a while. That's a big number. Some companies only have 100 customers, and the market, please. Our customers are switched on 100,000 security. So >> many product listings is that roughly it's just security security. At 300 >> there's over 100 listings. Thing is a product with a price okay on a vendor could be Let's see Paolo off networks or crowdstrike or trains or semantic or McAfee or a brand new company like Twist located of Israel. These companies might have one offer or 20 offers, so we have over 800 offers from over 300. Vendors were having new vendors every week. >> That's the next question. How many security app developers are eyes? Do you have over 300? 300? Okay. About 100. Anyway, I heard >> this morning from Gartner that they believe that are over 1000 security vendors. So I'm only 30% done. I got a little work >> tonight. How >> do you >> govern all this stuff? I was a customer. Sort of Make sure that they're in compliance. >> Great question. Steven Smith yesterday was talking about governance once she moved things on the clothes. It's very elastic. You could be running it today, not running a tomato, running it in I d running in Sydney. So it's easy to fire up running everywhere. So how did the governance team of a company nor watch running where you know, you get into tagging, everything has to be tagged. Everything has to have a cord attached to it. And then you do want to control who gets to use what I may have bought about a cuter appliance. But I don't know that I gave you rates to use it, right, so we could have border on behalf of the company. But I need to grant you access. So we launched a couple of years ago. Service catalog is our first governance to and yesterday we went into full release over new to call the control tower. >> Right. What you announced way reinvents >> preview. And yesterday we went to Jenny. What control does is it Natural Owes me to set up a set of accounts. So if you think of it, your development team, you've got David Kay and tested and the product ain't your brand new to the company. I'm a little worried. What, you're going to get up. You >> don't want to give him the keys to the kingdom, >> so I'm actually going to grant you access to a set of resources, and then I'm gonna apply some rules, or what we call God reels is your brand. You you haven't read my manual, you're in the company. So I'm gonna put a set of God reels on you to make sure that you follow our guide length >> Just training. And so is pressing the wrong button, that kind of thing. So I gotta ask you I mean, on the buying side consumption. I heard you say in a talk upstairs on Monday. You have a buyer, buyer, lead, engineering teams and cellar Let engineering, which tells me that you got a lot of innovation going on the marketplace. So the results are obviously they mention the listings. But one of the trends that's here security conference and it was proper is ecosystems importance in monetization. So back in the old days, Channel partners were a big part of the old computer industry. You're essentially going direct with service listings, which is great. How does that help the channel? Is there sinking around channel as a buyer opportunity? How do you How does that work with the market? Is what your thinking around the relationship between the scale of a simplicity and efficiency, the marketplace with the relationships the channel partners may have with their customers? And how do you bridge that together? What's the thinking >> you've overstayed? Been around a long time? >> Uh, so you have 90 Sydney? Well, the channels have been modernizes the nineties. You think about a >> long time. It's really interesting when we conceived Market please candidly. Way didn't put the channel in marketplace, and in retrospect, that was a miss. Our customers are big customers or small customers. Trust some of the resellers. Some resellers operates surely on price. Some resellers bring a lot of knowledge, even the biggest of the global 2000 Fortune 100. They have a prepared advisor. Let's take a company record. You often got 700 security engineers that are blue chip companies in America trusts or they buy the software the adoptive recommends. So mark it, please really didn't accommodate for Let's Pick another One in Europe, it would be computer center. So in the last two years we've dedicated the data separate engineering team were actually opened up. A team in a different city on their sole customer is a reseller. And so we launch this thing called Consulting Partner Private offer. And so now you're Palo. Also, for your trained, you can authorize active or serious or s h I to be the re sailor at this corporation, and they can actually negotiate the price, which is what a role resellers do. They negotiate price in terms, so we've actually true reseller >> write software for fulfillment through the marketplace. Four partners which are now customers to you now so that they could wrap service is because that's something we talk to. People in the Channel number one conversation is we love the cloud. But how do I make money and that is Service is right. They all want to wrap Service's around, So okay, you guys are delivering this. Is that my getting that right? You guys are riding a direct link in tow marketplace for partners, and they could wrap service is around there, >> will you? Seeing two things? First of all, yes. We're lowering the resale of to sell the software for absolutely. So you re sailor, you can quote software you build rebuild for you so that I become the billing partner for a serious or a billing partner for active on active can use marketplace to fulfill clothes software for their customers. Dan Burns to see you about pretty happy. You crossed the line into a second scenario, which is condone burns attached. Service is on. Clearly, that's a use case we hear usually would we hear use cases way end up through feeling that a little, little not a use case I have enabled, but we've done >> what you're working on It. We've had what the customer. How does the reseller get into the marketplace? What kind of requirements are there. Is it? Is it different than some of your other partners, or is it sort of a similar framework? >> They have to become an approved resale or so First of all, they have to be in a peon partner. I mean, we work tightly with a p N e p M screens partners for AWS. So Josh Hoffman's team Terry Wise, his team, whole part of team screen. The reseller we would only work with resellers are screened and approved by the PM Wants the AP en approved way have no set up a dedicated program team. They work with a reseller with trained them what's involved. Ultimately, however, the relationship is between Splunk in a tree sailor, a five and a three sailor named after a tree sailor or Paulo trend or Croat straight. So it's up to the I S V to tail us that hey, computer centers my reseller. I don't control that relationship. A fulfillment agent you crow strike to save resellers, and I simply have to meet that work so that I get the end customer happy. >> So your enabler in that instance, that's really no, I'm >> really an engine, even team for everybody engineer for the Iast way, engineer for the buyer. And they have to engineer for the re. So >> you have your hands in a lot of the action because you're in the middle of all this marketplace and you must do a lot of planning. I gotta ask you the question and this comes up. That kind of put on my learning all the Amazon lingo covering reinvent for eight years and covering all the different events. So you gotta raise the bar, which is an internal. You keep innovating. Andy Jassy always sucks about removing the undifferentiated heavy lifting. So what is the undifferentiated heavy lifting that you're working toe automate for your customers? >> Great questions. Right now there's probably three. We'll see what the buyer friction is, and then we'll talk about what the sale of friction is. The buyer frustration that is, undifferentiated. Heavy lifting is the interestingly, it's the team process around choosing software. So a couple of customers were on stage yesterday right on those big institutions talked about security software. But in order for an institution to buy that software, there are five groups involved. Security director is choosing the vendor, but procurement has to be involved. Andre. No procurement. We can't be left out the bit. So yesterday we did. The integration to Cooper is a procurement system. So that friction is by subscribing marketplace tied round. Match it with appeal because the p O is what goes on the ledgers with the company. A purchase order. So that has to be a match in purchase order for the marketplace subscription. And then engineers don't Tidwell engineers to always remember you didn't tag it. Hi, this finance nowhere being spent. So we're doing work on working service catalog to do more tagging. And so the buyer wants good tagging procurement integrated. So we're working on a walk slow between marketplace service catalog for procurement. >> Tiring. So you've kind of eliminated procurement or are eliminating procurement as a potential blocker, they use another. Actually, we won't be >> apart for leading procurement. VPs want their V piece of engineering to be happy. >> This is legal. Next. Actually, Greek question. We actually tackled >> legal. First, we did something called Enterprise Code tracked and our customer advisory board Two years ago, one of our buyers, one of our customers, said we're gonna be 100 vendors to deploy it. We're not doing 100 tracks. We've only got one lawyer, You know, 6000 engineers and one lawyer. Well, lawyers, good cord is quickly. So we've created a standard contract. It take stain to persuade legal cause at risk. So we've got a whole bunch of corporations adopting enterprise contract, and we're up to over 75 companies adopting enterprise contract. But legal is apartment >> so modernizing the procurement, a key goal >> procurement, legal, security, engineering. And then the next one is I t finance. So if you think of our budgets on their course teams on AWS, everything needs to be can become visible in either of US budgets. And everything has become visible in course exporter. So we have to call the rate tags. >> I heard a stat that 6,000,000 After moving to the cloud in the next 6,000,000 3 to 5 years, security as a focus reinforces not a summit. It's branded as a W s reinforce, just like reinvents. Same kind of five year for security. What's your impression of the show so far? No, you've been highly active speaking, doing briefing started a customer's burn, the midnight oil with partners and customers What's that? What's your vibe of the show? What's your takeaway? What's the most important thing happening here? What's your what's your summary? >> So I always think you get the truth in the booth. Cut to the chase. I made a customer last night from a major media company who we all know who's in Los Angeles. His comment was weeks, either. These expectations wasn't she wanted to come because he goes to reinvent. Why am I coming to Boston in June? Because I'm gonna go to reinvent November on this. The rates of security for a major media company last night basically said, I love the love. The subject matter, right? It's so security centric. He actually ended up bringing a bunch of people from his team on, and he loves the topics in the stations. The other thing he loved was everybody. Here is insecurity, reinvent. There's lots of people from what's the functions, But everybody here is a security professional. So that was the director of security for a media company. He was at an event talking to one of the suppliers, the marketplace. I asked this president of a very well known security vendor and I said. So what's your reaction to reinforce? And he said, Frankly, when you guys told me it was coming, we didn't really want the bother. It's the end of the quarter. It's a busy time of year. It's another event, he said. I am sure glad we came on. He was standing talking to these VP of marketing, saying, We want to bring more people, make sure, So he's overjoyed. His His comment was, when I go to Rio event 50,000 people but only 5% of their own security. I can't reinforce everybody's insecurity >> in Houston in 2020. Any inside US tow? Why Houston? I have no clue what I actually think >> is really smart about the Vineyard, and this is what a customer said Last night. I met a customer from Connecticut who isn't a load to travel far. They don't get to go to reinvent in Vegas. I think what we did when we came to Boston way tapped into all the states that could drive. So there are people here who don't get to go to reinvent. I think when we go to Houston, we're going to get a whole bunch of takes its customers. Yeah, you don't get a flight to Vegas. So I think it's really good for the customer that people who don't get budget to travel >> makes sense on dry kind of a geographic beograd. The world >> if we're expanding the customers that can learn. So from an education point of view, we're just increase the audience that we're teaching. Great, >> Dave. Great to have you on. Thanks for the insights and congratulations on the new responsibility as you get more coz and around marketplace been very successful. 1,000,000 subscriptions. That's good stuff again. They were >> you reinvented and >> a couple of months, Seven days? What? We're excited. I love covering the growth of the clouds. Certainly cloud security of his own conference. Dave McCann, Vice president Marketplace Migration and Control Service is controlled cattle up. How they how you how you move contract and governed applications in the future. All gonna be happening online. Cloud Mr. Q coverage from Boston. They just reinforced. We right back with more after this short break