>>LA Las Vegas. It's the cube covering AWS reinvent 2019 brought to you by Amazon web services and don't along with its ecosystem partners. >>Hey, welcome back to the cubes coverage of AWS reinvent 19 from Las Vegas. This is our third day of covering the event. Lots of conversations, two cube sets, as John would say, a Canon of cube content. Lisa Martin here with my esteemed colleague Justin. Um, and Justin, I have a couple of guests joining us. We've got to my left jus bhandarkar had a product for FreshWorks inc and Broughton Sahar VP and GM of machine learning services from Amazon. Gentlemen, welcome to the cube. You still have voices, which is very impressive after three days. A lot of practice it does or hiding out in quiet areas. Right? So Tay, Jess FreshWorks inc I souping on the website. Justin and I were talking before we went live, you guys have 150,000 of businesses using your technologies. I hadn't heard of FreshWorks, but it looks like it's about customer relationship management and customer experience. Tell our audience a little bit about what FreshWorks is and the technologies that you deliver. >>Okay. So we were founded in, uh, back in 2010. We were born in the cloud in the AWS cloud. Uh, and we started off as a, uh, customer support, uh, application. And we have grown on to now deliver a suite of customer engagement applications that include marketing and automation capabilities, CRM, uh, customer support and customer success. And so what we really are looking after is, is to deliver a value across the entire customer journey. Uh, you know, >>so there's been some big legacy CRMs around for a long time. What was the market opportunity back in 2010? The FreshWorks folks saw there's a gap here. We need to fill it. >>Yeah. We, well, we, uh, like any other startup, we decided to focus in one place and our focus, uh, was really around SMBs. We felt like SMBs were underserved and, uh, we felt like as rich as the technology is and the experiences have become, uh, we felt like we needed to democratize access to that. And because SMBs tended to have fewer resources and maybe, uh, in some cases weren't as tech savvy. Uh, we felt like they were kind of getting left behind. And so we wanted to step in there and make them whole and kind of offer them the same set of richness that you would expect, you know, for a large enterprise customer to have. And for that actually working in conjunction with AWS has been super important for us cause we have really been able to deliver on that promise. >>Maybe you can tell us a bit about the relationship between yourselves and FreshWorks. I believe the fresh works is built completely on AWS and always has been. >>Yeah. So how did that relationship begin and how has that grown as, as FreshWorks has grown into, into this massive company that you've become? >>Yeah, so, um, FreshWorks got off on AWS and then when we launched Sage maker and as you know, we have 700 tens of thousands of customers today doing the machine learning on AWS and on Sage maker. What customers have seen is that they get significant benefits in terms of features and developer productivity. And lower cost of ownership and FreshWorks saw that they could reduce that time to getting the models out by an order of magnitude. And their house was saying for example, that they used to take couple of days to get the models out to production. And by using Sage maker they were able to get it down to a couple of hours. And we have seen this happen with many other customers into it. For example, got down from six months to about a week. And just because of the productivity, performance and cost benefits that Sage makeup provides, you have seen the house FreshWorks and then many other companies, many of the customers more to AWS for the machine learning. >>Are they what are you using this machine learning to do? So you have all of these different models and we were talking a little bit before we went live about how you, how you use different models for different customers. But what are those models actually used to do? What service do they provide? >>Okay. So as you know, we have a set of these applications which are built around functional use cases. And so if you take a given customer, they might have multiple products from us and they might be doing multiple different use cases on us. And so you can quickly think of this as being, you know, maybe three to five specific use cases that require, you know, machine learning, you know, assistance. Uh, and so as a result, as we scale this up to the our entire, uh, set of customers, we now literally have thousands and thousands of these ML models that we have built, addressed, uh, geared to, uh, addressing specific pain points of that particular customer. Right? So it's all about catering the ML model for a specific use in a specific context. And then it's not only just about building it, uh, which, you know, obviously Sage Merker does a great job of helping us do that, but it's also about maintaining it over time and making sure that it stays relevant and fresh and so on. >>And again, working with AWS has been instrumental in for us to kind of stay ahead of that curve and make sure that we're continuing to drive accuracy and scale and simplicity into, uh, into, you know, into those particular use cases for customers. Then, you know, we released many features this year that makes this important. So one of the things that we have as part of Sage maker studio is a Sage make a model monitor that automatically monitors predictions and allows a customer to say, when are those predictions not being of the appropriate quality? And then we can send an allowance. So we are really building Sage maker out as a machine learning platform that they get all of the undifferentiated heavy lifting so that customers can really focus on what they need to do to build a model, train the model, and deploy the model. >>So in terms of your users, you mentioned too just the, the, the gap in the market back in 2010 was the small, the SMB space that probably something like a Salesforce or an Oracle was possibly too complex for an SMB. But now we're talking about emerging technologies, machine learning, AI. What is the appetite for the smaller, are you dealing with, I guess my question is a lot of SMBs that are born in the cloud companies, so smaller and more agile and more willing to understand and embrace technology versus legacy SMBs that might be, I don't want to say technology averse but not born within it. >>Yeah. So, so we, uh, we run through the entire gamut. So we obviously have, uh, you know, Silicon Valley based startups. We have more traditional companies around travel and hospitality and real estate and other, other verticals. Uh, and what we have really, really seen the commonality has been is that, uh, as good as the technology has become for AI and ML, uh, there is still some disparity in how people are able to consume it. Right. And if you have a lot of resources, a lot of skilled engineers, it is very easy for you to do that, thanks to all of the capabilities that are delivered by AWS. But in the other cases, uh, they do require more handholding specifically for those use cases that really impact them. Like how do I reduce my churn amongst customers? How do I maximize the chances of closing a deal? How do I make sure that the marketing campaign I run delivers on all of the, the objectives that I have? Right? So all of those things they re they need help. And so we are in there to kind of simplify that for them and leveraging all of the underlying technologies from AWS. We're able to deliver that together >>and going in from the beginning all in on AWS when AWS was only about four years old or so, right? Back in 2010. Um, talk to me about the opportunities that that is opened up for FreshWorks to evolve, you know, offer a suite of different solutions. Talk to us about Amazon and AWS is evolution and how quickly that they're evolving and developing new products and services as like fuel for FreshWorks business. >>Yeah. So really the big focus that we have always had is to deliver the right experiences that really impact end users. For those particular functional use cases around marketing, sales support and customer success, right? So as part of that, while we are focusing on on that experience, we also need to be focusing on delivering all of these services at scale, right? And with all the right security built in and all the right, uh, other, you know, tool set that that's built in. And so, so the synergy that we have found with between us and AWS is that we're able to rely on all of the right things for AWS to deliver upon. So they are also all about offering simple API APIs about making things scalable right from the get go about being extremely cost effective about uh, continuing to drive innovation. And these are all the things that drive us as well for our customers. And so it's been a very complimentary partnership from that respect is, you know, we kind of like go on this journey together and in our customer obsession is a key leadership principle. And so everything we do at AWS is really working back from the customer and making sure that we are really addressing all of the pain points. And making them successful? >>Well, because customer experience is a D it can be a deal breaker for companies, right? You think of you have a problem with your ISP and you call in or you go through social media or um, a chat bot and you can't get that problem resolved. As a consumer, you have so much choice to go to another vendor who might be able to better meet your needs or have the use the data to make sure they already know what's the problem. It's the same thing in the CRM space, right? If businesses don't have the right technologies to use the data to really know their customers, this customer's churn. And so it's really, we see CX as a driving force in any industry that if you can't get that right, customers are going to go, I'm going to go somewhere else because I have that choice. >>Yes. I mean customer expectations that you said have risen customer inpatients with bad experiences gone down. And one of the things that we have really focused on is as we go through this entire journey, we collect the data of that customer's journey. And we learn from it and we're able to visualize that for the sales person or the tech support person who's actually working with that customer. So they can actually see the journey of that customer. They visited the pricing page a couple of times, maybe they're interested to make a purchase or they visited the cancellation policy page. Okay, maybe I need to do something about that. Right. And so that is really been instrumental kind of in success success. And you know, what we are doing at AWS and Sage maker is making sure that all our customers get access to this technology. And that is where we start with how do we make machine learning accessible to all developers so that all of the experiences that we have gained at Amazon from investing in machine learning for the last 20 years, we take all of those learnings and make it available to our customers so they can apply machine learning for transforming their businesses. >>Yup. >>And that's exactly what it can be as transformational. Well gentlemen, thank you very much for joining Justin and me on the program talking to us about FreshWorks. What you guys are doing with Amazon and the opportunity to really dial up that CX experience with machine learning. We appreciate your time. >>Thank you. Thank you very much. >>All right. For my car is Justin Warren. I'm Lisa Martin and your Archie, the cube from AWS. Reinvent 19 from Vegas. Thanks.

>>LA Las Vegas. It's the cube hovering AWS reinvent 2019 brought to you by Amazon web services and along with its ecosystem partners. >>Hey, welcome back everyone. This is the cubes live covers Las Vegas anus. Re-invent. I'm John furrier with Dave Alante extracting the signal from the noise sponsored by Intel and AWS. They put the stage together, two big stages. Day two, we're here day Jew, I rapid fire a devil's execs coming on. Dave McCann, cube alumni, VP of ADAS migration marketplace and control services known most for the marketplace and a lot of stuff going on. That's exciting in the marketplace. It's where all the ecosystem actions happening. Congratulations on you six. I know you're busy, you've got new stuff, but the marketplace seems to be changing the procurement and the consumption of software and solutions, whether it's SAS or images and technology, your demand on the marketplace. So great to be back, Kimberly. It's another reinvent. This is my sixth. Um, so lots going on. Marketplace has got a lot bigger in the last year. >>We're up to 260,000 customers, so not substantial growth from last year. And we're adding thousands of customers every month. Um, big headline I have to start with is marketplace has been a marketplace for software for the last seven years. And two weeks ago we launched a marketplace for data and it's a new service that we call AWS data exchange. And instead of allowing you to point, click subscribe to software, and if you're a data consumer and a bank and you're an analyst or you're a researcher and a pharma company, you actually buy data from hundreds of companies, you know, you can go into the new console, find the product and market, please go over to this console called data exchange. And you can go buy research data or you can buy healthcare data from change healthcare. You can buy news data from Thomson Reuters, you can buy consumer data from Experian. >>And we've launched 1400 products from 19 data providers and we've made it available globally. So it's a whole new class of intellectual property data sources in there as well. There's some open source public sources as well. And we're adding literally dozens of products every day. So really easy API. And the cool thing is that after you subscribe, you copy it right into your S three bucket, moves into your VPC and then you move it into your project and you can actually create a Lambda function with the next version of the data. The next day gets updated and know the data just gets updated. And the use case here is like, if I'm a retail outlet, I could buy or go and get weather data and do some things. Is that kind of the model? Exactly. Right. I mean companies all over the world by $150 billion worth of data, but it's all delivered thousands of different EPA. >>Dave, we got cube data, we put all of our advanced data out there, which might be an opportunity. But seriously, Q three 65 is our new listing on the market place. So we have a Q cloud service, little plug for the cube cube three 65 on the marketplace and we're, we're happy. But I want to ask you because one of the things that's coming up is, um, from your team in the marketplace, the industry is this notion of buying through the marketplace. The trend is increasing private offers is a hot feature that you guys have put in place. And there's some news there. Could you explain how private offers is changing the game in the marketplace? I'd love to show you, if you think about it, a lot of our customers are developers and builders and they're working on something on test and it's a pilot and you use it for a few hours or a week. >>But once a company contracts for software and if you're contracting for a lot of software, procurement, one's best price, legal one's best terms, and there's going to be in negotiation and we call that negotiation of private offer. And so that involves salespeople. And so our top software vendors like a Splunk and new Relic of trend micro, uh, Palo Alto, their sales guys, or negotiate our sales ladies and negotiating with the customer for a couple hundred thousand dollars and there's a price and terms. When are you going to pay? What clauses do you agree? How many of you buying? Where are you going to deploy? All of that's negotiated and no, we have a portal for the sailor. We've had it for a year, we've made some really good changes and the central, they arose the seller to automate that price court rate into your account and then the buyer subscribes, and this is allowing our sailors to do quotations in the hundreds of thousands, the millions and sometimes in the tens of millions on a contract rate through marketplace, you're doing millions of dollars of business with with private offers today we've seen vendors write contracts for over $10 million, Peter over three years SAS contracts. >>So we've had that program available for the last year and we'd be working on a lot of features with the help of people at Splunk and new Relic today, we've made it available for all ISBNs and marketplace. You say all the iterations get to take place in the market place, so it's all those informations. I should just speak, just make sure I get it right before private offers were invite only kind of thing. Now you're making it available to all ASVs. Correct. We've got one. As of today, we've over 1,500 ASVs in the marketplace. You're one of them. And with those 1500 vendors within our go into marketplace, there's a new button and the seller portal and it says create Piper offer and any over ISV can note create a private. So I'm going to put my little seller hat on. I have a SAS application. Look at, I don't have a big Salesforce. >>How can you guys help me? How do I, how do I get more sales? Is there a, there's the money just following my bank account. Oh, are you overstaffed to do marketing? You have to do some discussions. You know, we had a company in the UK called Matilda MAF last year on, on the cube. Medallian Staffan was 17 engineers and new salespeople and now they're like 300 people, two runs of venture and everything's through marketplace. Big booth here. Well, congratulations to those guys. We love them. And to come Mytilene again, they engage rafted with you guys. It is all the sales and go to market through AWS complete everything goes through marketplace. Okay. We've made it available to 1,500 vendors today. Okay. So changing procurement. I love that trend. You kind of modernizing the procurement process with the marketplace. What about um, resellers? What's the update there? >>So the big update there is, you know, for the first six years of marketplace we couldn't handle the resaler. We didn't conceive of the VAR or the consulting partner and we got a lot of feedback that we had to do work. And so we've taken private offers and we've designed consulting partner, private offers and no, we've saved up over a hundred top consulting partner resellers, the likes of an OCT of an Ashi, a Rackspace in Europe computer center and Softcat and they were working with all of the world's top resellers and know if you are a Splunk or trend micro, you can authorize computer center to offer private prices to their customers and you can actually authorize a wholesale price from Splunk directly to computer and get paid for. Well, they could actually set the price. Mark it up. I got to ask you, Dave, what's your vision for marketplace? >>Because you're doing a great job. It seems like you're paddling as fast as you can constantly improving the service. I know you've got a big to do list, you want to make it easy or make it faster, all that good stuff, but what's the vision? Where do you see marketplace evolving? You know, Jeff Bezos says it's only day one. We're seven years old. We've barely scratched the surface. Global software is 450 billion growing 8% data is 150 billion growing at 3% you've got a $600 billion industry. Marketplace has not touched a tiny percentage. We want all of our customers to be able to find, discover, provision, and run all of their software and their data out of marketplace and it's gonna take us another 10 years and you get a lot of teen. How big is the team? We never publish JFK K but just let's say the Andy Jassy continues to invest in the business and as we add engineers and we add business people and development people, you know we work well with our partners. >>We cool market. Yeah, we grew up well, as Andy always says, you know, and you always say this, the customer needs come first. That's kind of a vetting process. Then working backwards documents, we know all about that history. What is the number one customer need that you're hearing, that you're addressing, that you see coming up around the corner, you're constantly working on and new potentially new requests that are coming in that are relevant to your business. There's two or three big customer needs. The number one is governance. So while engineers are going fast, innovating, legal, finance and procurement need to be confident that the contracts are being written well and is the spend under control. And so we're doing a lot of work around tagging or the resources so that it's tagged to the right project. Did you overspend on the project? And then on the contracting inside we launched this thing called enterprise contract and we're continuing to work with customers. >>We just integrated into the leading procurement system called ACP a Reebok and we launched that last week. And so we know have a procurement workflow that says procurement's happy it finances happy legal needs to be happy because the engineers want to go quick, but we can't leave the it finance legal professionals behind because they protect the risks for the kinda, the contracts too are all there. So you're modernizing procurement. We are transforming the supply chain for data and for software, you know big. You know I'm a big fan of what you do and I know you got a lot of hard work, a lot of demand, there's a lot of money to be made there, water customers to make happy and you know we've got great customers that BP or shell or Coca Cola, Coke industries that are using marketplace on a regular basis and we have customers now with over a foes and subscriptions from over 50 vendors and that's a single customer. >>Dave, thank you so much for coming on. I know you're super busy and making the time for wrestling the cube means a lot. You've been with us the entire journey for the Ravens, our seventh reinvent. You've been a great one. I missed one but usually patients man it's just you. You saw it working backwards and it's happening. It's working well and you know we learn from our customers and I'm having a dinner tonight with 40 more and I'm sure they'll hit us with more requirements. I'll check my email for the invite. I'm sure it's in there somewhere. Dave McKenna inside the cube. Good friend of the cube, hardworking, billable in the next generation, the next gen marketplace. Check it out. Of course, the cube three 65 our new offering is up there as of Monday. It's kind of a soft launch, but we're telling you now, I'm John Freud. Dave Volante. Thanks for watching back with more. Thanks and have a short break.

>>LA Las Vegas. It's the cube covering AWS reinvent 2019 brought to you by Amazon web services and along with its ecosystem partners. >>Good morning from Las Vegas. Lisa Martin with Summa and Amanda, we are coming to you live from AWS reinvent 19. This is the QSA second full day of coverage and Stu and I are pleased to welcome one of our cube alum back to the program. We have Greg Hughes, the CEO of bear toss. Greg, welcome back. Good morning. >>Be here. Thank you. Yeah, >>this, this is 10, 10, 15 in the morning and this is already jam pack. Lots of buzz. Lots of, lots of news yesterday. I think that's kind of an understatement. Give us a little, a bit of an overview of their and AWS, what you guys got going on. >>It's, it's an amazing show, first of all. And uh, I was, the keynote yesterday was pretty incredible. Three hours long. I mean that, that stamina involved in a three hour keynote. I got to get hats off to Andy Jassy for doing that. Uh, one of the big announcements that was in that, uh, keynote was that outpost has been, is now generally available. And, uh, Amazon outpost is basically the Amazon web services that you can put within your data center. Okay. So we talk a lot about this hybrid cloud model on-prem in your data center and private cloud all the way to the public cloud. And so that is the outpost announcement and we're really excited to say that we are a partner with AWS on Amazon, uh, outpost and we have a designed and tested and validated solution on AWS outpost. So if you move your applications of customer moves, their applications on to outpost, they have the peace of mind knowing that their data is protected by Veritas. >>So we're really excited. Yeah. So, so Greg, everybody absolutely is very interested in outposts. Uh, I've just spent a couple of days in meetings trying to dig in. Uh, it is the building block, Amazon juicing for things like AWS, local zones, uh, AWS wavelength for 5g. One of the questions I really have for the ecosystem, cause I've seen a lot of announcement is this is yes it's the nitro chip and hardware and a subset of services that you would get from AWS. And from a management standpoint it looks like you've just put in a Z in your data center. But talk to us a little bit about what does it mean to actually integrate there. Cause Veritas has been an AWS partner for a number of years. I understand what it means to use Veritas in the public cloud. Walk us through some of the nuance and detail of what new we, well we have a very, very close partnership with AWS. >>Our engineers work very closely together and we did proceeding this announcement. And basically in this specific case, it means if you have an application or data on Alpos, it will be automatically backed up to the cloud, to a S3 through Veritas NetBackup. And so you can manage your outposts through Amazon, you're Veritas to state through our NetBackup console. And though things work seamlessly together. Yeah. So, so just one, when I looked at it, it's a, there, there's things like a, you know, ECS and EMR and RDS are in there. Yes. Three is not yet a service available on outpost, not available on outposts, but we can button connect it as three in the back. So that's what I'm trying to understand is where does my data live and how do I protect it without posts? Well you can, you can manage that through a essentially. So that's primarily the use case is for backing up to make sure your data is protected when it's on outpost. We see customers that want to experiment with outposts, they want to try cloud services. They have certain applications and certain workloads that are low latency and need low latency. And so they're going to run those in their data centers and those applications, those workloads can be protected through Veritas just like everything else is protected by Veritas. That's the idea. >>So for customers who have been with Veritas for a long time and they've got a cloud strategy that they're working on, walk us through maybe a, I don't want to use the word migration, but maybe an evolution. If they're saying, all right, there's workloads that we want to move to public cloud, what would that process be like for an existing customer? We spend >>a lot of time working with AWS on what that journey looks like and, uh, we developed a set of what we call well architected reviewed solutions that, that Amazon reviews and that we've invested in so that, uh, our customers can depend on this. These solutions working well together usually starts with backing up to the cloud. Okay. Instead of using secondary storage or tape backing up to the cloud. And so, uh, we have a customer put to furrow grope. It's a financial services firm that was able to leverage our appliances for on-prem rapid restore, but tear off the data to S three. So that's usually the start. Uh, the second step is using the cloud as a dr site. A lot of companies as you know, invest in data center capacity just for disaster recovery. It's not used all that often. And so that's an obvious thing. >>You can move to the cloud and have a data center on demand, so to speak. So we have a customer China Marine that is using our, our product Veritas resiliency platform to do that with AWS. And then finally it's moving your whole application stack to the cloud in migrating your data to the cloud. It still needs to be protected, right? Uh, it's still a customer's responsibility to protect that data in the cloud. And in that case, the Veritas products work really well in AWS. We can protect the workloads in the cloud. We have a environmental services firm, they, uh, that has moved their applications cloud still using Veritas for data protection. So that's really how we think about it. So Greg Veritas, what one of your strengths do you have? A very large install base and therefore I expect you to have a good visibility into what your customers are doing. >>Bring us on site a little bit when we talk about, you know, leveraging the cloud, it's agility and a modernizing my applications. We know, you know, changing my application stack is a longterm challenging thing to do. But do you have any kind of business outcomes, any proof points as to, you know, what your customers, you know, what do they get as they're uh, maturing their, their, their cloud journey. And evolution has a Veritas, so we work with, you know, our customers are 86% of the fortune 500. We work with the largest institutions on the planet the most. So I like to say the largest, most complicated, most highly regulated enterprises on the, on in the world, 10 of the top 10 financial services, 10 of the top 10 telco healthcare. Those are all our customers and they're all moving towards a hybrid world to leverage the cloud, but also have on prem data centers in a hybrid environment. >>And one of these they really want to leverage is that cheap and deep storage in the cloud. So, and we're seeing a very easy thing for our customers to do is to migrate from backing up to disk and tape for long term retention to backing up to the cloud, leveraging S3 glacier deep archive. Andy talked about it yesterday. It's lower than the price to tape our cus. Many of our customers still using tape for longterm retention. And it's just very simple step to data protection modernization, leveraging the cloud to replace though that secondary storage and tape with, with the cloud and the storage in the cloud. So for an organization that has thousands of endpoints, servers, virtual environments, SAS applications, can they manage all of that in the cloud through like a, a single bear toss dashboard? How do you allow that, like comprehensive data protection? >>That's our journey essentially. And you know, weight and, and our value proposition is that end to end data management. Uh, we, we kind of think of ourselves as the Switzerland of the storage and data protection world. We work with everything. Uh, we work with a 500 different workload types. We back up to 150 different, uh, storage targets, including many of the cloud service providers. So that's really our whole value proposition is that ability to give you that abstraction across all the complex storage silos you have. We can take care of availability, protection and insights. That's what we do. So a few years ago, uh, we, we saw a little bit of a bit flip when we talk about security and the cloud. It used to be, you know, for, for the early days of the cloud it was, I can't do cloud because I'm worried about the security. And now many thought security is an opportunity, uh, when I go to the cloud the last year or two, it's a very nuanced discussion. >>Uh, and the relationship between my data, my cloud providers, my information and data protection, uh, is something that we've been digging into a lot. Uh, at the 80 most reinforced show inaugural show this year. Uh, we had a lot of great conversations. CSOs, um, have a challenge. It's a board level discussion. Uh, what are you hearing from your customers and what's their tosses role? And a straight question. Uh, look, uh, security is a board level conversation and when I go talk, I spend about 30 to 50% of my time talking to customers and the cyber threat is real in particular ransomware. What are, what the enterprise is worried about is uh, that their data gets completely encrypted through a ransomware attack and they're dead in the water. You know, they can't ship product, they can't bill, they can't run payroll. And the challenge is that the malware is going to get in spearfishing works. >>When you get those emails that say click on this link, you know, in many cases people still click on the link and the bad stuff gets in. So what you need is you need a resilient infrastructure and at the foundation of that is to make sure you've got a protected copy of your data that you can depend on and roll back to that, you know, is good. And that's really driven a lot of our business in the last few years is making sure we have, we can help our customers have that resilient data. It's true, whether in the public cloud or on prem, same, same challenge, right? From a ransomware perspective to help reduce spread is data protection in the cloud and an enabler of mitigating the rest that ransomware provides in terms of data not traversing through a customer's network. If it's protected in the cloud, ransomware attack can occur too in your cloud or on prem. >>It really doesn't matter. It's a. They don't really care. The bad guys don't care. Uh, but what you need ultimately is your copy of your data that you can go back to and you can restore everything else you can. Uh, you know, you, you can create, but that data, that state of your business, that's really the crown jewels and if they've corrupted that, you know, you're in trouble. So related to the security governance of course, has been a big discussion. Uh, last year, uh, every single show I went to was talking about GDPR. This year we're all waiting for the California law to roll out and we expect more of this to happen. Uh, you know, what are the discussions you're having with your customers there? And, uh, what, what, what's the, the regulatory environment is really moving fast. A lot more regulations around data. I was taught, it's funny, I was talking to a customer in st Louis and they said the California data privacy act was going to be the death of them. >>Yeah. You don't think about that for a customer in st Louis, a big customer. Uh, I was talking to a customer in Australia and she said she has to deal with 27 different regulatory regimes. So how do you do that when the dirty secret is you don't know where all your data is, you don't know what's important, what's not. Uh, you know, most of our customers have very difficult time assessing that. So where Veritas comes in is we have some solutions that provide insight into that to allow you to understand where is your data, what can be deleted, what's really important, what's pie, what's protected, what's not protected. To really give you some insight in that across all the different silos that Andy was talking about. Yes. >>Showing them really where some of the vulnerabilities are that they might be completely blind to >>say the risks and vulnerabilities that they have that they don't know and that's now becoming a board level topic. So we're getting pulled in. I was actually in Europe a couple of weeks ago and one of our customers said, look, I need to present to the board they insights that Veritas is providing me on my infrastructure is safe so that they're aware, >>let's push them for you. Yesterday when everything kicked off and you're right, it was a marathon. A three hour keynote is very impressive. There's a lot of news packed in there. One of the biggest themes is transformation. It's a word that we talk about transformation, right? We talk about security, transformation, digital transformation, workforce transformation. It's used commonly, but yesterday was really sort of like this, this sort of reinvention of of AWS, but this transformation that Andy was saying, and it sounds like something that you're hearing that this has to come from senior, the senior level of really understanding transformation. Not just do we go to the cloud, how, when, what? But also ultimately it's about data and if you can't access the data, if you can't restore data quickly, if there is, whether it's a human error or some sort of catastrophic event, you can't get to what you need, the business suffers. Right. And there's going to be another competitor whose objects are close to the Napier in the mirror. Right. Who are ready to come in and take over that business. Give me a little bit of a, of a kind of an overview as we wrap up here about their tosses transformation as customers are having to pivot really quickly to use data as a competitive advantage. Yes. >>Well look, we think about, uh, you know, our, our role in digital transformation is in the data transformation part of that. Uh, you can't have digital transformation without transforming your data. Uh, we've talk a lot here about data has gravity. It can distance to stick where it is. We're trying to make that data mobile flexible, protected, available and visible. And that's really our role is in, in digital transformation to give you the freedom to use your data wherever you want to. >>That's what we do. One last question actually on the data has gravity. We talk about that a lot. Your last thoughts on Amazon and moving towards where that gravity is with post for an example, this is another example of I think yesterday and John furrier even uncovered this and his exclusive with Andy Jassy. It's AWS everywhere, which is just like Amazon. >>I can actually just to to build on that, uh, John furrier and I to Andy Jassy like three years ago said the next flywheel for Amazon is data. You stayed, absolutely. Data's come up over and over again. I think, you know, we're working very closely together with AWS to help make this journey easy for our customers. We're both very customer obsessed, you know, that came up a lot. We are customer obsessed as well. We're innovating step-by-step. We were the first launch launch partner with a glacier deep archive. So we attend to be at the forefront of allowing our customers to leverage AWS and know that they're protected by their AtoZ. >>Yeah, those demanding customers. Right. Well, Greg, thank you for joining Stu and me on the program sharing what's new with their toss and AWS and the transformation that you're both undergoing. We appreciate it. Take care of our student, man. I am Lisa Martin. You're watching the cube live from day two of our coverage of AWS reinvent 19 thanks for watching.

>>LA Las Vegas. It's the cube covering AWS reinvent 2019, brought to you by Amazon web services and they don't care along with its ecosystem partners. >>Fine. Oh, welcome back here to Las Vegas. We are alive at AWS. Reinvent a lot with Justin Warren. I'm John Walls day one of a jam pack show. We had great keynotes this morning from Andy Jassy, uh, also representatives from Goldman Sachs and number of other enterprises on this stage right now we're gonna talk about data. It's all about data with IO Tahoe, a couple of the companies, representatives, CEO H J for horror. Jorge J. Thanks for being with us. Thank you Joan. And uh, Lester waters is the CSO at IO Tahoe. Leicester. Good afternoon to you. Thanks for being with us. Thank you for having us. CJ, you brought a football with you there. I see. So you've come prepared for a sport sport. I love it. All right. But if this is that your booth and your, you're showing here I assume and exhibiting and I know you've got a big offering we're going to talk about a little bit later on. First tell us about IO Tahoe a little bit to inform our viewers right now who might not be too familiar with the company. >>Sure. Well, our background was dealing with enterprise scale data issues that were really about the complexity, the amount of data and different types of data. So 2014 around when we're in stealth, kind of working on our technology, uh, the, a lot of the common technologies around them were Apache base. So Hadoop, um, large enterprises that were working with like a GE, Comcast had a cow help us come out of stealth in 2017. Uh, and grave, it's gave us a great story of solving petabyte scale data challenges, uh, using machine learning. So, uh, that manual overhead, that more and more as we look at, uh, AWS services, how do we drive the automation and get the value from data, uh, automation. >>It's gotta be the way forwards. All right, so let's, let's jump onto that then. Uh, on, on that notion, you've got this exponential growth in data, obviously working off the edge internet of things. Um, all these inputs, right? And we have so much more information at our disposal. Some of it's great, some of it's not. How do we know the difference, especially in this world where this exponential increase has happened. Lester, I mean, just tackle that for, from a, uh, from a company perspective and identifying, you know, first off, how do we ever figure out what do we have that's that valuable? Where do we get the value out of that, right? And then, um, how do we make sense of it? How do we put it into practice? >>Yeah. So I think not most enterprises have a problem with data sprawl. There's project startup, we get a block of data and then all of a sudden the new, a new project comes along, they take a copy of that data. There's another instance of it. Then there's another instance for another project. >>And suddenly these different data sources become authoritative and become production. So now I have three, four, or five different instances. Oh, and then there's the three or four that got canceled and they're still sitting around. And as an information security professional, my challenge is to know where all of those pieces of data are so that, so that I can govern it and make sure that the stuff I don't need is gotten rid of it deleted. Uh, so you know, using the IO Tahoe software, I'm able to catalog all of that. I'm able to garner insights into that data using the, the nine patent pending algorithms that we have, uh, to, to find that, uh, to do intelligent tagging, if you will. So, uh, from my perspective, I'm very interested in making sure that I'm adhering to compliance rules. So the really cool thing about the stuff is that we go and tag data, we look at it and we actually tie it to lines of regulations. So you could go CC CCPA. This bit of text here applies to this. And that's really helpful for me as an information security professional because I'm not necessarily versed on every line of regulation, but when I can go and look at it handily like that, it makes it easier for me to go, Oh, okay, that's great. I know how to treat that in terms of control. So that for, that's the important bit for me. So if you don't know where your data is, you can't control it. You can't monitor it. >>Governance. Yeah. The, the knowing where stuff is, I'm familiar with a framework that was developed at Telstra back in Australia called the five no's, which is about exactly that. Knowing where your data is, what is it, who has access to it? Cause I actually being able to cattle on the data then like knowing what it is that you have. This is a mammoth task. I mean that's, that's hard enough 12 years ago. But like today with the amount of data that's actually actively being created every single day, so how, how does your system help CSOs tackle this, this kind of issue and maybe less listed. You can, you can start off and then, then you can tell us a bit more of yourself. >>Yeah, I mean I'll start off on that. It's a, a place to kind of see the feedback from our enterprise customers is as that veracity and volume of data increases. The, the challenge is definitely there to keep on top of governing that. So continually discovering that new data created, how is it different? How's it adding to the existing data? Uh, using machine learning and the models that we create, whether it's anomaly detection or classifying the data based on certain features in the data that allows us to tag it, load that in our catalog. So I've discovered it now we've made it accessible. Now any BI developer data engineer can search for that data in a catalog and make something from it. So if there were 10 steps in that data mile, we definitely sold the first four or five to of bring that momentum to getting value from that data. So discovering it, catalog it, tagging the data to make it searchable, and then it's free to pick up for whatever use case is out there, whether it's migration, security, compliance, um, security is a big one for you. >>And I would also add too, for the data scientists, you know, knowing all the assets they have available to them in order to, to drive those business value insights that they're so important these days. For companies because you know, a lot of companies compete on very thin margins and, and, and having insights into their data and to the way customers can use their data really can make, make or break a company these days. So that's, that's critical. And as Aja pointed out, being able to automate that through, through data ops if you will, uh, and drive those insights automatically is great. Like for example, from an information security standpoint, I want to fingerprint my data and I want to feed it into a DLP system. And so that, you know, I can really sort of keep an eye out if this data is actually going out. And it really is my data versus a standard reject kind of matching, which isn't the best, uh, techniques. So >>yeah. So walk us through that in a bit more detail. So you mentioned tagging is essentially that a couple of times. So let's go into the details a little bit about what that, what that actually means for customers. My understanding is that you're looking for things like a social security number that could be sitting somewhere in this data. So finding out where are all these social security numbers that I may not be aware of and it could be being shared with someone who shouldn't have access to that, but it is there, is that what it is or are they, are there other kinds of data that you're able to tag that traditional purchase? >>Yeah. Was wait straight out of the box. You've got your um, PII or personally, um, identifiable information, that kind of day that is covered under the CCPA GDPR. So there are those standards, regulatory driven definitions that is social security number name, address would fall under. Um, beyond that. Then in a large enterprise, you've got a clever data scientists, data engineers you through the nature of their work can combine sets of data that could include work patterns, IDs, um, lots of activity. You bring that together and that suddenly becomes, uh, under that umbrella of sensitive. Um, so being able to tag and classify data under those regulatory policies, but then is what and what could be an operational risk to an organization, whether it's a bank, insurance, utility, health care in particular, if you work in all those verticals or yeah, across the way, agnostic to any vertical. >>Okay. All right. And the nature of being able to do that is having that machine learning set up a baseline, um, around what is sensitive and then honing that to what is particular to that organization. So, you know, lots of people will use ever sort of seen here at AWS S three, uh, Aurora, Postgres or, or my sequel Redshift. Um, and also different ways the underlying sources of that data, whether it's a CRM system, a IOT, all of those sources have got nuances that makes every enterprise data landscape just slightly different. So China make a rules based, one size fits all approach is, is going to be limiting, um, that the increase your manual overhead. So customers like GE, Comcast, um, that move way beyond throwing people at the problem, that's no longer possible. Uh, so being smart about how to approach this, classifying the data, using features in the data crane, that metadata as an asset just as an eight data warehouse would be, allows you to, to enable the rest of the organization. >>So, I mean, you've talked about, um, you know, deriving value and identifying value. Um, how does ultimately, once you catalog your tag, what does this mean to the bottom line of terms of ROI? How does AWS play into that? Um, you know, why am I as, as a, as a company, you know, what value am I getting out of, of your abilities with AWS and then having that kind of capability. >>Yeah. We, we did a great study with Forester. Um, they calculated the ROI and it's a mixture of things. It's that manual personnel overhead who are locked into that. Um, pretty unpleasant low productivity role of wrangling with data for want of a better words to make something of it. They'd much rather be creating the dashboards that the BI or the insights. Um, so moving, you know, dozens of people from the back office manual wrangling into what's going to make difference to the chief marketing officer and your CFO bring down the cost of served your customer by getting those operational insights is how they want to get to working with that data. So that automation to take out the manual overhead of the upfront task is an allowing that, that resource to be better deployed onto the more interesting productive work. So that's one part of the ROI. >>The other is with AWS. What we've found here engaging with the AWS ecosystem is just that speed of migration to AWS. We can take months out of that by cataloging what's on premise and saying, huh, I date aside. So our data engineering team want to create products on for their own customers using Sage maker using Redshift, Athena. Um, but what is the exact data that we need to push into the cloud to use those services? Is it the 20 petabytes that we've accumulated over the 20 last 20 years? That's probably not going to be the case. So tiering the on prem and cloud, um, base of that data is, is really helpful to a data officer and an information architect to set themselves up to accelerate that migration to AWS. So for people who've used this kind of system and they've run through the tagging and seen the power of the platform that you've got there. So what are some of the things that they're now able to do once they've got these highly qual, high quality tagged data set? >>So it's not just tagging too. We also do, uh, we do, we do, we do fuzzy, fuzzy magic so we can find relationships in the data or even relationships within the data in terms of duplicate. So, so for example, somebody, somebody got married and they're really the same, you know, so now there's their surname has changed. We can help companies find that, those bits of a matching. And I think we had one customer where we saved about, saved him about a hundred thousand a year in mailing costs because they were sending, you know, to, you know, misses, you know, right there anymore. Her name was. And having the, you know, being able to deduplicate that kind of data really helps with that helps people save money. >>Yep. And that's kind of the next phase in our journey is moving beyond the tag in the classification is uh, our roadmap working with AWS is very much machine learning driven. So our engineering team, uh, what they're excited about is what's the next model, what's the next problem we can solve with AI machine learning to throw at the large scale data problem. So we'll continually be curating and creating that metadata catalog asset. So allow that to be used as a resource to enable the rest of the, the data landscape. >>And I think what's interesting about our product is we really have multiple audiences for it. We've got the chief data officer who wants to make sure that we're completely compliant because it doesn't want that 4% potential fine. You know, so being able to evidence that they're having due diligence and their data management will go a long way towards if there is a breach because zero days do happen. But if you can evidence that you've really been, been, had a good discipline, then you won't get that fine or hopefully you won't get a big fine. And that the second audience is going to be information security professionals who want to secure that perimeter. The third is going to be the data architects who are trying to, to uh, to, you know, manage and, and create new solutions with that data. And the fourth of course is the data scientists trying to drive >>new business value. >>Alright, well before we, we, we, we um, let y'all take off, I want to know about, uh, an offering that you've launched this week, uh, apparently to great success and you're pretty excited about just your space alone here, your presence here. But tell us a little bit about that before you take off. >>Yeah. So we're here also sponsoring the jam lounge and everybody's welcome to sign up. It's, um, a number of our friends there to competitively take some challenges, come into the jam lounge, use our products, and kind of understand what it means to accelerate that journey onto AWS. What can I do if I show what what? Yeah, give me, give me an idea about the blog. You can take some chances to discover data and understand what data is there. Isn't there fighting relationships and intuitively through our UI, start exploring that and, and joining the dots. Um, uh, what, what is my day that knowing your data and then creating policies to drive that data into use. Cool. Good. And maybe pick up a football along the way so I know. Yeah. Thanks for being with us. Thank you for half the time. And, uh, again, the jam lounge, right? Right, right here at the SAS Bora AWS reinvent. We are alive. And you're watching this right here on the queue.

>>LA Las Vegas. It's the cube hovering AWS reinvent 2019 brought to you by Amazon web services and along with its ecosystem partners. >>Hey, welcome back to the cube. Our day one coverage of AWS reinvent 19 continues. Lisa Martin with Dave Volante. Dave and I have a couple of guests we'd like you to walk up. We've got Anthony Brooks billions, the CEO of HBR back on the cube. You're alumni. We should get you a pin and snowflake alumni. But Chris, your new Chris Dagon, chief revenue officer from snowflake. Chris, welcome to the program. Excited to be here. All right guys. So even though both companies have been on before, Anthony, let's start with you. Give our audience a refresher about HVR, who you guys are at, what you do. >>Sure. So we're in the data integration space, particularly a real time data integration. So we move data to the cloud in the in the most efficient way and we make sure it's secure and it's accurate and you're moving into environments such as snowflake. Um, and that's where we've got some really good customers that we happy to talk about joint custody that we're doing together. But Chris can tell us a little bit about snowflake. >>Sure. And snowflake is a cloud data warehousing company. We are cloud native, we are on AWS or on GCP and we're on Azure. And if you look at the competitive landscape, we compete with our friends at Amazon. We compete with our friends at Microsoft and our friends at Google. So it's super interesting place to be, but it very exciting at the same time and super excited to partner with Anthony and some others who aren't really a friends. That's correct. So I wonder if we could start by just talking about the data warehouse sort of trends that you guys see. When I talk to practitioners in the old days, they used to say to me things like, Oh, infrastructure management, it's such a nightmare. It's like a snake swallowing a basketball every time until it comes out with a new chips. We chase it because we just need more performance and we can't get our jobs done fast enough. And there's only three. There's three guys that we got to go through to get any answers and it was just never really lived up to the promise of 360 degree view of your business and realtime analytics. How has that changed? >>Well, there's that too. I mean obviously the cloud has had a big difference on that illustrious city. Um, what you would find is in, in, in yesterday, customers have these, a retail customer has these big events twice a year. And so to do an analysis on what's being sold and Casper's transactions, they bought this big data warehouse environment for two events a year typically. And so what's happening that's highly cost, highly costly as we know to maintain and then cause the advances in technology and trips and stuff. And then you move into this cloud world which gives you that Lester city of scale up, scale down as you need to. And then particular where we've got Tonies snowflake that is built for that environment and that elicited city. And so you get someone like us that can move this data at today's scale and volume through these techniques we have into an environment that then bleeds into helping them solve the challenge that you talk about of Yesi of >>these big clunky environments. That side, I think you, I think you kind of nailed it. I think like early days. So our founders are from Oracle and they were building Oracle AI nine nine, 10 G. and when I interviewed them I was the first sales rep showing up and day one I'm like, what the heck am I selling? And when I met them I said, tell me what the benefit of snowflake is. And they're like, well at Oracle, and we'd go talk to customers and they'd say, Oracles, you know, I have this problem with Oracle. They'd say, Hey, that's, you know, seven generations ago were Oracle. Do you have an upgraded to the latest code? So one of the things they talked about as being a service, Hey, we want to make it really easy. You never have to upgrade the service. And then to your point around, you have a fixed amount of resources on premise, so you can't all of a sudden if you have a new project, do you want to bring on the first question I asked when I started snowflake to customers was how long does it take you to kick off a net new workload onto your data, onto your Vertica and it take them nine to 12 months because they'd have to go procure the new hardware, install it, and guess what? >>With snowflake, you can make an instantaneous decision and because of our last test city, because the benefits of our partner from Amazon, you can really grow with your demand of your business. >>Many don't have the luxury of nine to 12 months anymore, Chris, because we all know if, if an enterprise legacy business isn't thinking, there's somebody not far behind me who has the elasticity, who has the appetite, who's who understands the opportunity that cloud provides. If you're not thinking that, as auntie Jessie will say, you're going to be on the wrong end of that equation. But for large enterprises, that's hard. The whole change culture is very hard to do. I'd love to get your perspective, Chris, what you're seeing in terms of industries shifting their mindsets to understand the value that they could unlock with this data, but how are big industries legacy industries changing? >>I'd say that, look, we were chasing Amad, we were chasing the cloud providers early days, so five years ago, we're selling to ad tech and online gaming companies today. What's happened in the industry is, and I'll give you a perfect example, is Ben wa and I, one of our founders went out to one of the largest investment banks on wall street five years ago, and they said, and they have more money than God, and they say, Hey, we love what you've built. We love, when are you going to run on premise? And Ben, Ben wa uttered this phrase of, Hey, you will run on the public cloud before we ever run in the private cloud. And guess what? He was a truth teller because five years later, they are one of our largest customers today. And they made the decision to move to the cloud and we're seeing financial services at a blistering face moved to the cloud. >>And that's where, you know, partnering with folks from HR is super important for us because we don't have the ability to just magically have this data appear in the cloud. And that's where we rely quite heavily on on instance. So Anthony, in the financial services world in particular, it used to be a cloud. Never that was an evil word. Automation. No, we have to have full control and in migration, never digital transformation to start to change those things. It's really become an imperative, but it's by in particular is really challenging. So I wonder if we could dig into that a little bit and help us understand how you solve that problem. >>Yes. A customer say they want to adopt some of these technologies. So there's the migration route. They may want to go adopt some of these, these cloud databases, the cloud data warehouses. And so we have some areas where we, you know, we can do that and keep the business up and running at the same time. So the techniques we use are we reading the transactional logs, other databases or something called CDC. And so there'll be an initial transfer of the bulk of the data initiative stantiating or refresh. At that same time we capturing data out of the transaction logs, wildlife systems live and doing a migration to the new environment or into snowflakes world, capturing data where it's happening, where the data is generated and moving that real time securely, accurately into this environment for somewhere like 1-800-FLOWERS where they can do this, make better decisions to say the cost is better at point of sale. >>So have all their business divisions pulling it in. So there's the migration aspects and then there's the, the use case around the realtime reporting as well. So you're essentially refueling the plane. Well while you're in mid air. Um, yeah, that's a good one. So what does the customer see? How disruptive is it? How do you minimize that disruption? Well, the good thing is, well we've all got these experienced teams like Chris said that have been around the block and a lot of us have done this. What we do, what ed days fail for the last 15 years, that companies like golden gate that we sold to Oracle and those things. And so there's a whole consultative approach to them versus just here's some software, good luck with it. So there's that aspect where there's a lot of planning that goes into that and then through that using our technologies that are well suited to this Appleton shows some good success and that's a key focus for us. And in our world, in this subscription by SAS top world, customer success is key. And so we have to build a lot of that into how we make this successful as well. >>I think it's a barrier to entry, like going, going from on premise to the cloud. That's the number one pushback that we get when we go out and say, Hey, we have a cloud native data warehouse. Like how the heck are we going to get the data to the cloud? And that's where, you know, a partnership with HR. Super important. Yeah. >>What are some of the things that you guys encountered? Because we many businesses live in the multi-cloud world most of the time, not by strategy, right? A lot of the CIO say, well we sort of inherited this, or it's M and a or it's developers that have preference. How do you help customers move data appropriately based on the value that the perceived value that it can give in what is really a multi world today? Chris, we'll start with you. >>Yeah, I think so. So as we go into customers, I think the biggest hurdle for them to move to the cloud is security because they think the cloud is not secure. So if we, if you look at our engagement with customers, we go in and we actually have to sell the value snowflake and then they say, well, okay great, go talk to the security team. And then we talked to security team and say, Hey, let me show you how we secure data. And then then they have to get comfortable around how they're going to actually move, get the data from on premise to the cloud. And that's again, when we engage with partners like her. So yeah, >>and then we go through a whole process with a customer. There's a taking some of that data in a, in a POC type environment and proving that after, as before it gets rolled out. And a lot of, you know, references and case studies around it as well. >>Depends on the customer that you have some customers who are bold and it doesn't matter the size. We have a fortune 100 customer who literally had an on premise Teradata system that they moved from on prem, from on premise 30 to choose snowflake in 111 days because they were all in. You have other customers that say, Hey, I'm going to take it easy. I'm going to workload by workload. And it just depends. And the mileage may vary is what can it give us an example of maybe a customer example or in what workloads they moved? Was it reporting? What other kinds? Yeah. >>Oh yeah. We got a couple of, you mean we could talk a little bit about 1-800-FLOWERS. We can talk about someone like Pitney Bowes where they were moving from Oracle to secret server. It's a bunch of SAP data sitting in SAP ECC. So there's some complexity around how you acquire, how you decode that data, which we ever built a unique ability to do where we can decode the cluster and pool tables coupled with our CDC technique and they had some stringent performance loads, um, that a bunch of the vendors couldn't meet the needs between both our companies. And so we were able to solve their challenge for them jointly and move this data at scale in the performance that they needed out with these articles, secret server enrollments into, into snowflake. >>I almost feel like when you have an SAP environment, it's almost stuck in SAP. So to get it out is like, it's scary, right? And this is where it's super awesome for us to do work like this. >>On that front, I wanted to understand your thoughts on transformation. It's a word, it's a theme of reinvent 2019. It's a word that we hear at every event, whether we're talking about digital transformation, workforce, it, et cetera. But one of the things that Andy Jassy said this morning was that got us start. It's this is more than technology, right? This, the next gen cloud is more than technology. It's about getting those senior leaders on board. Chris, your perspective, looking at financial services first, we were really surprised at how quickly they've been able to move. Understanding presumably that if they don't, there's going to be other businesses. But are you seeing that as the chief revenue officer or your conversations starting at that CEO level? >>It kinda has to like in the reason why if you do in bottoms up approach and say, Hey, I've got a great technology and you sell this great technology to, you know, a tech person. The reality is unless the C E O CIO or CTO has an initiative to do digital transformation and move to the cloud, you'll die. You'll die in security, you'll die in legal lawyers love to kill deals. And so those are the two areas that I see D deals, you know, slow down significantly. And that's where, you know, we, it's, it's getting through those processes and finding the champion at the CEO level, CIO level, CTO level. If you're, if you're a modern day CIO and you do not have a a cloud strategy, you're probably going to get replaced >>in 18 months. So you know, you better get on board and you'd better take, you know, taking advantage of what's happening in the industry. >>And I think that coupled with the fact that in today's world, you mean, you said there's a, it gets thrown around as a, as a theme and particularly the last couple of years, I think it's, it's now it is actually a strategy and, and reality because what Josephine is that there's as many it tech savvy people sit in the business side of organizations today that used to sit in legacy it. And I think it's that coupled with the leadership driving it that's, that's demanding it, that demanding to be able to access that certain type of data in a geo to make decisions that affect the business. Right now. >>I wonder if we could talk a little bit more about some of the innovations that are coming up. I mean I've been really hard on data. The data warehouse industry, you can tell I'm jaded. I've been around a long time. I mean I've always said that that Sarbanes Oxley saved the old school BI and data warehousing and because all the reporting requirements, and again that business never lived up to its promises, but it seems like there's this whole new set of workloads emerging in the cloud where you take a data warehouse like a snowflake, you may be bringing in some ML tools, maybe it's Databricks or whatever. You HVR helping you sort of virtualize the data and people are driving new workloads that are, that are bringing insights that they couldn't get before in near real time. What are you seeing in terms of some of those gestalt trends and how are companies taking advantage of these innovations? >>I think one is just the general proliferation of data. There's just more data and like you're saying from many different sources, so they're capturing data from CNC machines in factories, you know like like we do for someone like GE, that type of data is to data financial data that's sitting in a BU taking all of that and going there's just as boss some of data, how can we get a total view of our business and at a board level make better decisions and that's where they got put it in I snowflake in this an elastic environment that allows them to do this consolidated view of that whole organization, but I think it's largely been driven by things that digitize their sensors on everything and there's just a sheer volume of data. I think all of that coming together is what's, what's driven it >>is is data access. We talked about security a little bit, but who has rights to access the data? Is that a challenge? How are you guys solving that or is it, I mean I think it's like anything like once people start to understand how a date where we're an acid compliant date sequel database, so we whatever your security you use on your on premise, you can use the same on snowflake. It's just a misperception that the industry has that being on, on in a data center is more secure than being in the cloud and it's actually wrong. I guess my question is not so much security in the cloud, it's more what you were saying about the disparate data sources that coming in hard and fast now. And how do you keep track of who has access to the data? I mean is it another security tool or is it a partnership within owes? >>Yeah, absolutely man. So there's also, there's in financial data, there's certain geos, data leaves, certain geos, whether it be in the EU or certain companies, particularly this end, there's big banks now California, there's stuff that we can do from a security perspective in the data that we move that's secure, it's encrypted. If we capturing data from multiple different sources, items we have that we have the ability to take it all through one, one proxy in the firewall, which does, it helps him a lot in that aspect. Something unique in our technology. But then there's other tools that they have and largely you sit down with them and it's their sort of governance that they have in the, in the organization to go, how do they tackle that and the rules they set around it, you know? >>Well, last question I have is, so we're seeing, you know, I look at the spending data and my breaking analysis, go on my LinkedIn, you'll see it snowflakes off the charts. It's up there with, with robotic process automation and obviously Redshift. Very strong. Do you see those two? I think you addressed it before, but I'd love to get you on record sort of coexisting and thriving. Really, that's not the enemy, right? It's the, it's the Terra data's and the IBM's and the Oracles. The, >>I think, look, uh, you know, Amazon, our relationship with Amazon is like a, you know, a 20 year marriage, right? Sometimes there's good days, sometimes there's bad days. And I think, uh, you know, every year about this time, you know, we get a bat phone call from someone at Amazon saying, Hey, you know, the Redshift team's coming out with a snowflake killer. And I've heard that literally for six years now. Um, it turns out that there's an opportunity for us to coexist. Turns out there's an opportunity for us to compete. Um, and it's all about how they handle themselves as a business. Amazon has been tremendous in separation of that, of, okay, are going to partner here, we're going to compete here, and we're okay if you guys beat us. And, and so that's how they operate. But yes, it is complex and it's, it's, there are challenges. >>Well, the marketplace guys must love you though because you're selling a lot of computers. >>Well, yeah, yeah. This is three guys. They, when they left, we have a summer thing. You mean NWS have a technological DMS, their data migration service, they work with us. They refer opportunities to us when it's these big enterprises that are use cases, scale complexity, volume of data. That's what we do. We're not necessary into the the smaller mom and pop type shops that just want to adopt it, and I think that's where we all both able to go coexist together. There's more than enough. >>All right. You're right. It's like, it's like, Hey, we have champions in the Esri group, the EEC tuna group, that private link group, you know, across all the Amazon products. So there's a lot of friends of ours. Yeah, the red shift team doesn't like us, but that's okay. I can live in >>healthy coopertition, but it just goes to show that not only do customers and partners have toys, but they're exercising it. Gentlemen, thank you for joining David knee on the key of this afternoon. We appreciate your time. Thank you for having us. Pleasure our pleasure for Dave Volante. I'm Lisa Martin. You're watching the queue from day one of our coverage of AWS reinvent 19 thanks for watching.

>>LA Las Vegas. It's the cube covering AWS reinvent 2019 brought to you by Amazon web services and along with its ecosystem partners. >>It is so good to have you here on the cube. Once again as we kick off our coverage here live in Las Vegas at AWS, reinvent 2019 along with my a trusty sidekick, Justin Warren, John Walls here. I can't believe they put us back together again so I can't, I feel like I need a cake that actually I would be the trustee sidekick because you know he carries the water and I can wear this band. Andy Miller is going to wear the expert hat in this interview. He's the director of global public cloud at Sofo. So then you're good to see you. Thanks for joining us here on the cube. >>Thank you. It's great to be here. We're excited to be part of re-invent as a, I think this is our eighth year in a row of being part of the show and excited to be here on the cube. I uh, come bearing a couple of gifts. >>Do this every time I visited on the queue here. What do we have here at Sophos? Socks for ya. Soft Sofo songs. I love that look. That's very nice. Yeah. It's something we came up with a few years ago as part of the promotion for SIS admins day and it was so popular, it's never gone away after you're fired. You're hearing the cloud security, the security for the feet. Yes. Is what we have here. So, so your, your security, right. And it's all about the cloud these days. You just came out fairly recently with a, uh, a 2020 threat report. So once you give us kind of the high level and then we'll dig down a little deeper into that, but maybe the key takeaways from that report. >>Yeah, we, uh, we looked at a lot of different things, uh, in the threat report basically. Um, we do this every year, kind of look at trends in what we're seeing and so forth. And we saw a lot of interesting developments around ransomware, both in the cloud and in an on prem environments. But in the cloud, what we really saw was, you know, a continuation of the prevalence of, uh, the bad guys going after those assets, right? They know that there are some very large companies moving some very important data sets into the cloud and as such, they want to make sure that they can get at them as quickly as possible. So we see a very, uh, very, uh, prevalent and constant attack against, uh, those particular assets looking for data that they can steal. It seems that the, the bad act is here I just becoming more sophisticated every day and that they understand how to do cloud infrastructure really quite well. >>Are there specific things that are special to the cloud that are different from what you would have with an onsite environment that requires a different approach? Yeah, certainly when you move to the cloud, one of the things that's really important, and there was a talk about this in the keynote this morning, it's important to this idea of transformation rather than just transition. And the same is true with your security. You should use solutions that are specifically addressed and built for the cloud and that have very tight with a provider like AWS for instance. So it's important that those products integrate with the tools that are available to you through the provider as well as are again, specifically built for those solutions and can scale and move and so forth at the speed of the cloud. >>That seems like a no brainer, right? I mean that seems logical, but you're saying that that's not automatic, that there are those who are trying to cut on retrofit, if you will, a solutions that they've employed before that didn't go to work. >>Yeah. You know, for customers it's a challenge because oftentimes their journey to the cloud starts with a Andy Jassy referred to it today as toe dipping, and that is a very common way that people start in the cloud. And when you start out anything where you're just kind of dipping your toe in the water and then it gets a little further in and a little further in, that's an entire entirely different experience. Then we're not in the cloud and we're going to plan and plan our journey and go into the cloud. With a plan in place, you tend to evolve as you go. The other thing for customers is they may have security technologies that they've used for a long time that they're comfortable with and we all want to maintain a level of comfort, right? And so there are a lot of times you'll see them trying to see old a square peg round hole analogy, right? Trying to bang those technologies into the cloud even though they may not work really well for cloud deployment. >>Yeah, I mean it's a hard problem as well because security is such a difficult thing to solve. Even just all inside that if you add in the newness of cloud on top of that and then have to change the way that you address security, that that just adds a whole bunch of extra complexity into that. So what are some of the things that sofa is doing to help customers as they transition from, this is how you've done stuff in the past. This is how you're going to have to do things in the cloud. How are you helping customers to actually learn about what they need to do as they start to experiment with the way that they're using the cloud? >>Yeah. One of the first things, you know, we have a product that we introduced in April called Sophos cloud optics and one of the biggest challenges for customers as they move to cloud is maintaining visibility and control over their workloads. Uh, cloud deployments are very different in that a lot of times you have a development community that may not be as wired as tight with wired is tight with security as you'd like. And a lot of different people who are having input into deployments and changes to workloads. That's a different scenario a lot of times than on-prem. And so it creates situations where you may have new workloads introduced to the cloud or changes to workloads that happen on a constant and continuous basis. And customers need to be able to track that. And that's what Sophos cloud optics was designed to do, was to give them an idea of exactly what they will have running in the cloud at any time. And also what state of configuration that particular asset happens to be. >>I don't, I know one trend is actually tried to move that it's called shift left, which is to provide that visibility up, the stack of it towards the developers so that they can actually respond to what's happening in production or just to understand the security environment a bit better and then push that model, enable them to be able to make good and, and that stuff security being the, you know, the division of no way. You can't do anything at all, which business doesn't lie. The whole point of going to cloud is we want to go faster. We want to be able to do this with a more agile fashion. So it sounds like this is actually just providing that, that intelligence so that you can make those better decisions. >>Absolutely. In fact, a big part of the product is our infrastructures, a code scanning, uh, where we can scan a formation templates. Actually in the repositories before they're published and let the developers know, Hey, okay, you made some great changes to that, to that infrastructure. But in the process of doing that, you actually configure this out of out of the, uh, out of, uh, compliance with the policy that we have internally. So you need to make this change before you ever do it and really make that actually part of the dev ops loop so that, like you say, the department of no doesn't have to be, you know, big brother or daddy coming over the top and, and hammering on them, but instead making it part of their workflow and, um, and really buying, bringing them and buying them into the security process rather than just, you know, coming along behind. >>Yeah. I mean, this is on a bigger picture level. Um, there is some owners on the customer still, right? I mean, like, they can't just look at Sofo say, please take care of all my concerns and all my problems and, and button me up and let me focus. There is still some burden on their backs. Right. >>Absolutely. And, and, or ignore the provider. Right. And so it's, it's been an interesting journey. Um, when we first moved our, uh, our central platform and built our central platform into the cloud, um, in AWS cloud, there was a lot of resistance. I am not going to move security into cloud. This was a number of years ago. And now people sort of inherently trust cloud maybe a little too much in that they don't realize that while the AWS platform is very secure, what you put into the cloud is your responsibility and you need to apply all the controls that you would on prem to those workloads. And customers I think sometimes are a little bit confused about where does their responsibility lie versus what the vendor takes. And in this case, AWS takes care of, um, and what they need, what part they need to play in that. >>Yeah. And in their defense, some of the tools in cloud have kind of not really been there, but we had the announcement this morning where a Amazon announced all this S three access points. Yup. Which provides a, a bit of a, a better control mechanism for controlling S three bucket access, which is notorious for people leaving, you know, open buckets just sitting there on the internet and someone comes along and they suddenly, they have all of your data and that's, it's really easy with cloud to do that. Uh, so it's good to see those sorts of developments come along and, and we're, we're seeing more tooling being provided to customers that then helps them to make that kind of decision. That way they can take more responsibility. Otherwise it's like, well, you know, you want me to take more responsibility, but I, I kind of, how do I do it? >>Yeah, yeah. And, and it's important for us as well, and this is one of the things we, uh, we integrate with a number of services and you'll hear it first here on the cube. We're gonna announce a little later today. Um, some new additions to the optics platform, including integrations with things like Amazon detective. We have some new integrations in the AWS platform with our UTM offering as well. Um, so we continue to add those in, use those tools because essentially things like integrating with the, um, with the identity access management solution that Amazon's just announced that gives us information that we can use to populate along with all the other data that we gather in order to help keep customers secure. But we're really glad to see the, the, the new offering around S three buckets. Cause obviously that is a, uh, that is a very low hanging fruit for us. As you might say, it's not really difficult to detect, but it's been a huge problem for customers cause it's so easy to make that change to that control and cause a lot of damage with just a very small change that a perfectly well-meaning employee made and, and just made a mistake. So why, why is optics >>spend the home run for you? I mean, what, what, what gap did it feel? What service did it provide that, that um, I mean I know you always hope what you, >>we're all at works, but this has been, like I said, it's been a home, huh? Yeah. I, I think the biggest thing has been really helping customers to get their arms around what their cloud deployment looks like and what state it's in. So, you know, one of the things I frequently would, uh, would talk to customers when we first came out with the product was I would say, take out your cloud bill and if you can tell me every workload that is running on that cloud bell and who owns it and who's responsible for maintaining the security port or a profile of that, then we have nothing more to talk about. But the reality was, no one could. My own team, when we first got the optics product, we have our own really a playground environment for our security architects on our team to try out different things in AWS and so forth. We didn't even know everything that was running in the cloud belly. It turned out that we actually found some things that were running that were workloads that were fired up by employees that hadn't been with the company for two or more years and didn't even realize it and traced it back and were able to get rid of those and, and you know, essentially create a situation where we obviously spend less, but also that we don't have assets running that we're not aware of. Which is obviously a glaring hole for someone to take advantage of. >>Yeah, I mean there's lots of technology and advances coming out and there's a particularly advances in machine learning, for example, that that has a lot of promise for doing this, but yet a lot of the solution is security. It does seem to be just doing the basics and that just for a bit of discipline from customers, are they a customers really prepared to have that level of discipline and and take that responsibility to just do the hard work? >>I think to varying degrees. I think one of the things is you want to make it as easy for customers as humanly possible. You do not want to interrupt their flow of business for sure, but you also want to, you know, you want to make it so that they can implement the security controls that they need without as much with as little effort as humanly possible. And that's always been a big mantra for Sophos. We security made simple has been our, our tagline for, I dunno, four or five years and it's always been a guiding principle of the company because we feel like, you know, complex security is security that won't be implemented and not on a continuous basis for sure. We let off with ransomware and, and kind of left from there. I just want to get back to that if we can to close up. >>Is it, um, are there unique aspects to it in a cloud environment that, that create different kinds of complexity? So obviously this is not a new phenomenon, it's been around, right? But, but going into the shared source, the shared resource of what kind of difficulties does that bring and then what are you seeing that unique that you think you've really got are gonna need to ramp up your game to attack down the road? So I think there were some new, there were some new, uh, some changes to how people go about ransomware that are not unique to the cloud, that are the same across what is probably unique to the cloud is the prevalence at which people are constantly, the bad actors are constantly scanning it. So you talked earlier about, uh, their sophistication, their level of automation frankly is impressive. So we deployed earlier this year, we deployed in a a steady, uh, 10 workloads around the world. >>And in 10 different of AWS is most popular data centers. And what we found is, is I believe the first, uh, attempt to compromise happen in 52 seconds. The longest one was about 15 minutes. And then even more scary than that was the fact that once a, a server was, uh, discovered on the cloud, there was an on average and attempt every 13 seconds to compromise that it ended up totaling over 5 million in a 30 day period on 10 workloads. So the bad guys are out there, they're busy, they have an impressive level level of automation and a, I think they realize that the cloud is as good at target as any, but certainly going out at hard hardcore for sure. For sure. Well, Andy, thanks for the time. Uh, good to see you. And uh, more importantly, thanks for the socks now, right? Yes, exactly. Some more for the rest of the week. Let me know. We'll do. Thank you. Thank you. Thank you. Back with more coverage here live where AWS reinvent 20, 19, and you're watching this here on the queue.