>>Welcome back to the cubes. Continuing coverage of AWS reinvent 2021 live from Las Vegas. I'm Lisa Martin. We have to set two live sets here with the cube two remote sets over 100 guests on the program for three and a half days talking about the next decade and cloud innovation. And I have two alumni back with me. Please. Welcome back, Mandy Dolly, while the CMO of Boomi and ed. Makowski the head of product at Boomi guys. It's so great to see you. Great to see you, Lisa, thank you in person zoom. Incredible. So in the time, since it's been, since I've seen you, booty is a verb. You, I can see your cheeks bursting. Yeah. Just >>Boom, yet go, boom. It go. Boom. Yet, >>Talk to me about what, what that means, because this is something that you discovered through customers during the pandemic. >>Absolutely. And really it's a Testament to the platform that's been built and the experience of 18,000 customers, a hundred thousand community members, anytime there's disparate data. And it needs to be connected in a way that's secure, reliable performance. And it just works that confidence and trust our customers are telling us that they just Boomi it. And so we figured it was a rally cry. And as a marketing team, it was handed to us. We didn't have to push a Boulder up hill. Our customers are, are just booming it. And so our rally cry to the market is take advantage of the experience of those that have come before you and go build what you need to. It works, >>Period. It works well as the chief marketing officer, there's probably nothing better, nothing better than the validating voice of the customer, right? That's the most honest that you're going to get, but having a customer create the verb for you, there's going to be nothing that prepares you for that. Nothing like it, but also how great does that make it when you're having conversations with prospective customers or even partners that there's that confidence and that trust that your 18,000 plus now customer's house right in >>Lummi right. And adding what? Eight a day. Yeah. Every day we're adding eight new customers. >>Thank you customers a day. The Boomi versus what? A hundred thousand strong now. Yes. >>In two years we built that. Is that right? Yes. >>Wow. Oh my goodness. During the >>Pandemic, the momentum is incredible. Yeah. It's >>Incredible. >>Then you're on your growth from a usage perspective. So yeah, we're skyrocketing >>Use the most need like, uh, you know, neck braces from whiplash going so fast. >>Oh, we're ready. >>Good. I know, I know you are. So talk to me about, you know, we've seen such change in the last 22 months, massive acceleration to the cloud digital transformation. We're now seeing every company has to be a data company to survive and actually to be competitive, to be a competitor. But one of the things that used to be okay back in the day was, you know, these, uh, experiences that weren't integrated, like when you went to well, like when I was back in college and I would go in and you would pay for this class and that cause everything was disconnected and we didn't know what we didn't know. Now the integrated experience is table stakes for any organization. And talk to me about when you're talking with customers, where are they like across industries and going, we don't have a choice. We've got to be able to connect these experiences for our customers, for our employees and to be a comparator. >>Okay. Yeah. I mean, it used to be about for us application data integration, that sort of thing. That's where we were born. But particularly through the pandemic, it's become integrated experiences and automation. It's not just about moving data between systems, that sort of thing. It's about connecting with your end users, your employees, your customers, et cetera, like you were saying, and automating and using intelligence to continue automating those things faster. Because if, if you're not moving faster in today's world, you're, you're in peril. So, >>And that was one of the themes that we were actually talking about this morning during our kickoff that you're hearing is every company is a data company. And if they're not, they're not going to be around much longer many. Talk to me when you're talking with customers who have to really reckon with that and go, how do we connect these experiences? Because if we can't do that, then we're not going to be around. >>Yeah. The answer lies in the problems, right? There are real-world problems that need to be solved. We have a customer just north of here, a, a university. And, um, as they were bringing students back to campus, right, you're trying to deliver a connected campus experience. Well, how do you handle contact tracing, right. For COVID-19 that's a real modern day problem. Right? And so there you're able to now connect disparate data sources to go deliver on a way, an automated way to be able to handle that and provide safety to your students. Table-stakes oh, it is right. Digital identity management again in a university set setting critical. Right? So these things are now a part of our fabric of the way we live. The consumerization of tech has hit B2B. It's merging. Yeah. >>And it's good. There's definitely silver linings that have come out of the last 22 months. And I'm sure there will be a few more as we go through Omicron and whatever Greek letter is next in the alphabet, but don't want to hear we are at reinvent so much. There's always so much news at reinvent. Here we are. First 10th, 10th reinvent. You can't believe 10th reinvent. AWS is 15 years old brand new leader. And of course, yesterday ad starts the flood of announcements yesterday, today. Talk to me about what it's like to be part of that powerful AWS ecosystem from a partner perspective and how, how influential is Boomi and its customers and the Boomi verse in the direction that AWS goes in because there's so customer obsessed like you guys are >>Well, it was really exciting for us because we're a customer and a partner of AWS, right? We, we run our infrastructure on AWS. So we get to take advantage of all the new announcements that they make and all the cool stuff they bring to the table. So we're really excited for that. But also as all these things come up and customers want to take advantage of them, if they're creating different data, sets, different data silos or opportunity for automation around the business, we're right there for our customers and partners to go take advantage of that and quickly get these things up and running as they get released by AWS. So it's all very exciting. And we look forward to all these different announcements. >>One of the things also that I felt in the last day and a half, since everything really kicked off yesterday was the customer flywheel. AWS always talks about, we work backwards from the customer forwards. And that is a resounding theme that I'm hearing throughout all of the partners that I've talked about. They have a massive ecosystem. Boomi has a massive ecosystem to working with those partners, but also ensuring that, you know, at the end of the day, we're here to help customers resolve problems, problems that are here today, problems that are going to be here tomorrow. How do you help customers deal with Mandy with, with some of the challenges of today, when they say Mandy help us future-proof or integrations what we're doing going forward, what does that mean to Boomi? Yeah, >>I think for us, the way we approach it is you start with Boomi with a connectivity kind of problem, right? We're able to take disparate data silos and be able to connect and be able to create this backbone of connectivity. Once you have that, you can go build these workflows and these user engagement mechanisms to automate these processes and scale, right? So that's 0.1, we have a company called health bridge financial, right? They're a health tech company, financial services company. They are working towards, they run on AWS. They, they have, uh, a very, um, uh, secure, compliant infrastructure requirement, especially around HIPAA because they're dealing with healthcare, right? And they have needs to be able to integrate quickly and not a big budget to start with. They grew very quickly and Lummi powered their, their AWS ecosystem. So as our workloads grew on RDS, as well as SQS as three, we were able to go in and perform these HIPAA compliant integrations for them. So they could go provide reimbursement on medical spending claims for their end customers. So not only did we give them user engagement and an outstanding customer experience, we were able to help them grow as a business and be able to leverage the AWS ecosystem. That's a win, win, win across the board for all of us. >>That's one plus one equals three, for sure. Yep. One of the things too, that's interesting is, you know, when we see the plethora of AWS services, like I mentioned a minute ago, there's always so many announcements, but there's so much choice for customers, right? When you're talking ed with customers, Boomi customers that are looking for AWS services, tell me about some of those conversations. Can we help guide them along that journey? >>I mean, we help them from an architectural standpoint, as far as what services they should choose from AWS to integrate their different data sources within the AWS ecosystem and maybe to others, um, we've helped our customers going back a little bit to, to the future-proofing over the time we've at our platform, we've connected with our customers over 180,000 different data sources, including AWS and others, that as we continue to grow, our customers never need to upgrade. We're a cloud model, ourselves running an AWS. So they just get to keep taking advantage of that. Their business grows and evolves. And as AWS grows and evolves for them, and they're modernizing their infrastructure bringing in, in AWS, we continue to stay on the forefront with keeping connectivity and automation and integration options. >>And that's a massive advantage for customers in any industry, especially, I know one of the first things I thought of when the pandemic first struck and we saw this, you know, the rise of the pharma companies working on vaccine was Madrona. Madonna's a Boomi customer. If they are talk to me about some of the things that you've helped them facilitate, because there was that obviously that time where everyone's scattered, nobody could get onsite having a cloud native solution. Must've been a huge advantage. Yeah. Well getting us all back here, really >>Exactly. First and foremost, getting more people on board into their business to help go find the race for the cure. And then being able to connect that data right. That they were generating and really find a solution. So we had an integral role to play in that. That's definitely a feather in our cap. We're really proud of that. Um, again, right. It's it's about speed and agility and the way we're architected, we're a low code platform. We're not developer heavy. You can log in and go and start building right away. What, what used to take months now takes weeks. If not days, if you use the Boomi platform, those brittle code integrations no longer need to be a part of your day to day. >>And that probably was a major instrument in the survival of a lot of businesses in the very beginning when it was chaotic, right? And it was pivot, pivot, pivot, pivot, pivot, that, that, you know, one of the things we learned during the pandemic is that there is access to real-time data. Real-time integrations. Isn't a nice to have anymore. It's required. It's fundamental for employee experiences, customer experiences in every industry >>And banking. We've had several banks who were able to stand up and start taking PPP loans. Uh, they used to do this in person. They were able to take them within literally some of our banks within four days had the whole process built into it. >>Wow. And so from a differentiation perspective, how have your customer conversations changed? Obviously go Boomi. It is now is something that you do, you have t-shirts yet, by the way, they're coming. And can I get one? Yes, absolutely. Excellent. But talk to me about how those customer conversations have changed is, is what Boomi enables organizations is this snow at the C-suite the board level going? We've got to make sure that these data sources are connected because they're only gonna keep proliferating. >>Yeah, I think it's coming, right. We're not quite there yet, but as we're starting to get this groundswell at the integration developer level at the enterprise architect level, I think the C-suite especially is realizing the value of the delivery of this integrated experience now, right? These data fueled experiences are the differentiators for new business models. So transformation is something that's required. Obviously you need to modernize. We heard about that in the keynotes here at the conference, but now it's the innovation layer and that's where we're squarely focused is once you're able to connect this data and be able to modernize your systems, how do you go build new business models with innovation? That's where the C-suites leaning in with >>Us. Got it. And that's the opportunity is to really unlock the value of all this data and identify new products, new services, new target markets, and really that innovation kicks the door wide open on a competitor if you're focused on really becoming a data company, I think. Yeah, exactly. Yeah. What are some of the things that, that you're looking forward to as we, as we wrap up 2021 and let's cross our fingers, we're going into a much better 20, 22. What question for both of you and we'll start with you, what's next for Boomi? >>So we just recently laid out our hyper automation vision, right. And what hyper automation is, is adding intelligence, artificial intelligence, and machine learning to your automation to make you go faster and faster and help you with decisions that you may have been making over and over as an example, or any workflows you do as an employee. So there is this convergence of RPA and iPads that's happening in the market. And we're on the forefront of that around robotic process automation. And then bringing that, those types of things into our platform and just helping our customers automate more and more, because that's what they're looking for. That's what go Boomi. It's all about. They've integrated their stuff. We were taking the lead from our customers who are automating things. We had blue force tracking as an example, where in Amsterdam, they have security guards running around and, and, and using, um, wearable devices to track them on cameras. And that's not an application integration use case that's automation. So we're moving there, we're looking with our customers on how we can help them get faster and better and provide things like safety and that use case. So, >>And we're our customers in terms of, of embracing hyper automation. Because when we talk about, we know a lot of, uh, news around AI and, and model last day and a half, but when you think about kind of like, where are most organizations with from a maturation perspective, are they ready for hyper automation? >>I think they're ready for automation. They're learning about hyper automation. I think we're pushing the term further ahead. You know, we're, we're, we're on the forefront of that because industries are thinking, our customers are thinking about automation. They're thinking about AIML, we're introducing them to hyper automation and, and kind of explaining to them, you're doing this already. Think more along these lines, how can you drive your business forward with these? And they're embracing it really well. So >>Is that conversation elevating up to the board level yet? Is that a board level initiative or >>What it is? It's, it's a little more grassroots. I think that's, I was thinking that's where came from because the employees teams are solving problems. They're showcasing these things to their executives and saying, look at the cool stuff we're doing for the business. And the executives are now saying, well with this problem, can we now go boob? Can we Boomi it because they're there, they're starting to understand what we can do. Okay. >>That's awesome. Oh my goodness. Mandy, you've been the chief marketing officer for three over three years now. I can't believe the amount of change that you've seen, not just the last 22 months, but the last three years. What are you excited about as Boomi heads into 2022? I think, >>And new opportunities to get deeper and broader into the market. Our ownership changed as you know this past year. And, um, you know, we have a new leg on growth, if you will, right? And so whole new trajectory ahead of us, bigger brand building more pervasiveness or ease of use around our platform, right? We're available now in a pay as you go model on our website and on a $50 a month model or, uh, um, atmosphere go and then also on marketplace. So we're making the product and the platform more accessible to more people so they can begin on faster, build faster, and go solve these problems. So really democratizing integration is something that I'm very excited about. Democratizing integration, as well as more air cover, just to let people know that this technology exists. So it's really a marketer's dream >>And why they should go buy me it. Right. Exactly. You guys. It was great to have you on the program. Congratulations on the success on, on becoming a verb. That's pretty awesome. I'll look forward to my t-shirt. So I smelled flu and >>You got it. >>All right. For my guests. I'm Lisa Martin. You're watching the cube, the global leader in life tech coverage.

>>Mhm >>Yes, welcome to this cube conversation. I'm lisa martin excited about this conversation. It's combining my background in life sciences with technology. Please welcome Mike Tarsa Lee, the chief scientific officer at Tetra Science. Mike I'm so excited to talk to you today. >>Thank you lisa and thank you very much to the cube for hosting us. >>Absolutely. So we talk about cloud and data all the time. This is going to be a very interesting conversation especially because we've seen events of the last what are we on 14 months and counting have really accelerated the need for drug discovery and really everyone's kind of focused on that. But I want you to talk with our audience about Tetra science, Who you guys are, what you do and you were founded in 2014. You just raised 80 million in series B but give us an idea of who you are and what you do. >>Got it. Tetro Science, what are we? We are digital plumbers and that may seem funny but really we are taking the world of data and we are trying to resolve it in such a way that people can actually pipe it from the data sources they have in a vendor agnostic way to the data targets in which they need to consume that data. So bringing that metaphor a little bit more to life sciences, let's say that you're a chemist and you have a mass spec and an NMR and some other piece of technology and you need all of those to speak the same language. Right? Generally speaking, all of these are going to be made by different vendors. They're all going to have different control software and they're all going to have slightly different ways of sending their data in. Petro Science takes those all in. We bring them up to the cloud or cloud native solution. We harmonize them, we extract the data first and then we actually put it into what we call our special sauce are intermediate data schema to harmonize it. So you have sort of like a picture and a diagram of what the prototypical mass spec or H P. L. C. Or cell counting data should look like. And then we build pipelines to export that data over to where you need it. So if you need it to live in an L. N. Or a limb system or in a visualization tool like spot fire tableau. We got you covered. So again we're trying to pipe things from left to right from sources to targets and we're trying to do it with scientific context. >>That was an outstanding description. Data plumbers who have secret sauce and never would have thought I would have heard that when I woke up this morning. But I'm going to unpack this more because one of the things that I read in the press release that just went out just a few weeks ago announcing the series B funding, it said that that picture science is pioneering a $300 billion dollar Greenfield data market and operating this is what got my attention without a direct cloud native and open platform competitor. Why is that? >>That's right. If you look at the way pharma data is handled today, even those that long tend to be either on prem solutions with a sort of license model or a distribution into a company and therefore maintenance costs, professional services, etcetera. Or you're looking at somebody who is maybe cloud but their cloud second, you know, they started with their on prem journey and they said we should go and build out some puppies, we should go to the cloud migrate. However, we're cloud first cloud native. So that's one first strong point. And the second is that in terms of data harmonization and in terms of looking at data in a vendor agnostic way, um many companies claim to do it. But the real hard test of this, the metal, what will say is when you can look at this with the Scientific contextual ization we offer. So yes, you can collect the data and put it on a cloud. Okay great. Yes. You may be able to do an extract, transform and load and move it to somewhere else. Okay. But can you actually do that from front to back while retaining all the context of the data while keeping all of the metadata in the right place? With veracity, with G XP readiness, with data fidelity and when it gets over to the other side can somebody say oh yeah that's all the data from all the H. P. L. C. S we control. I got it. I see where it is. I see where to go get it, I see who created it. I see the full data train and validation landscape and I can rebuild that back and I can look back to the old raw source files if I need to. Um I challenge someone to find another direct company that's doing that today. >>You talk about that context and the thing that sort of surprises me is with how incredibly important scientific discovery is and has been for since the beginning of time. Why is why has nobody come out in the last seven years and tried to facilitate this for life sciences organizations. >>Right. I would say that people have tried and I would say that there are definitely strides being made in the open source community, in the data science community and inside pharma and biotech themselves on these sort of build motif, right. If you are inside of a company and you understand your own ontology and processes while you can probably design an application or a workflow using several different tools in order to get that data there. But will it be generally useful to the bioscience community? One thing we pride ourselves on is when we product eyes a connector we call or an integration, we actually do it with a many different companies, generic cases in mind. So we say, OK, you have an h p l C problem over at this top pharma, you have an HPC problem with this biotech and you have another one of the C R. O. Okay. What are the common points between all of those? Can we actually distill that down to a workflow? Everyone's going to need, for example a compliance workflow. So everybody needs compliance. Right. So we can actually look into an empower or a unicorn operation and we can say, okay, did you sign off on that? Did it come through the right way? Was the data corrupted etcetera? That's going to be generically useful to everybody? And that's just one example of something we can do right now for anybody in bio pharma. >>Let's talk about the events of the last 14 months or so mentioned 10 X revenue growth in 2020. Covid really really highlighted the need to accelerate drug discovery and we've seen that. But talk to me about some of the things that Tetra science has seen and done to facilitate that. >>Yeah, this past 14 months. I mean um I will say that the global pandemic has been a challenge for everyone involved ourselves as well. We've basically gone to a full remote workforce. Um We have tried our very best to stay on top of it with remote collaboration tools with vera, with GIT hub with everything. However, I'll say that it's actually been some of the most successful time in our company's history because of that sort of lack of any kind of friction from the physical world. Right? We've really been able to dig down and dig deep on our integrations are connections, our business strategy. And because of that, we've actually been able to deliver a lot of value to customers because, let's be honest, we don't actually have to be on prem from what we're doing since we're not an on prem solution and we're not an original equipment manufacturer, we don't have to say, okay, we're going to go plug the thing in to the H. P. L. C. We don't have to be there to tune the specific wireless protocols or you're a W. S. Protocols, it can all be done remotely. So it's about building good relationships, building trust with our colleagues and clients and making sure we're delivering and over delivering every time. And then people say great um when I elect a Tetra solution, I know what's going right to the cloud, I know I can pick my hosting options, I know you're going to keep delivering more value to me every month. Um Thanks, >>I like that you make it sound simple and that actually you bring up a great point though that the one of the many things that was accelerated this last year Plus is the need to be remote that need to be able to still communicate, collaborate but also the need to establish and really foster those relationships that you have with existing customers and partners as everybody was navigating very, very different challenges. I want to talk now about how you're helping customers unlock the problem that is in every industry data silos and point to point integration where things can talk to each other, Talk to me about how you're helping customers like where do they start with? Touch? Where do you start that? Um kind of journey to unlock data value? >>Sure. Journey to unlock data value. Great question. So first I'll say that customers tend to come to us, it's the oddest thing and we're very lucky and very grateful for this, but they tend to have heard about what we've done with other companies and they come to us they say listen, we've heard about a deployment you've done with novo Nordisk, I can say that for example because you know, it's publicly known. Um so they'll say, you know, we hear about what you've done, we understand that you have deep expertise in chromatography or in bio process. And they'll say here's my really sticky problem. What can you do here? And invariably they're going to lay out a long list of instruments and software for us. Um we've seen lists that go up past 2000 instruments. Um and they'll say, yeah, they'll say here's all the things we need connected, here's four or five different use cases. Um we'll bring you start to finish, we'll give you 20 scientists in the room to talk through them and then we to get somewhere between two and four weeks to think about that problem and come back and say here's how we might solve that. Invariably, all of these problems are going to have a data silos somewhere, there's going to be in Oregon where the preclinical doesn't see the biology or the biology doesn't see the screening etcetera. So we say, all right, give us one scientist from each of those, hence establishing trust, establishing input from everybody. And collaboratively we'll work with, you will set up an architecture diagram, will set up a first version of a prototype connector, will set up all this stuff they need in order to get moving, we'll deliver value upfront before we've ever signed a contract and will say, is this a good way to go for you? And they'll say either no, no, thank you or they'll say yes, let's go forward, let's do a pilot a proof of concept or let's do a full production rollout. And invariably this data silos problem can usually be resolved by again, these generic size connectors are intermediate data schema, which talks and moves things into a common format. Right? And then also by organizationally, since we're already connecting all these groups in this problem statement, they tend to continue working together even when we're no longer front and center, right? They say, oh we set up that thing together. Let's keep thinking about how to make our data more available to one another. >>Interesting. So culturally, within the organization it sounds like Tetra is having significant influences their, you know, the collaboration but also data ownership. Sometimes that becomes a sticky situation where there are owners and they want to read retain that control. Right? You're laughing? You've been through this before. I'd like to understand a little bit more though about the conversation because typically we're talking about tech but we're also talking about science. Are you having these technical conversations with scientists as well as I. T. What is that actual team from the customer perspective look >>like? Oh sure. So the technical conversation and science conversation are going on sometimes in parallel and sometimes in the same threat entirely. Oftentimes the folks who reach out to us first tend to be the scientists. They say I've got a problem, you know and and my research and and I. T. Will probably hear about this later. But let's go. And then we will invariably say well let's bring in your R. And D. I. T. Counterparts because we need them to help solve it right? But yes we are usually having those conversations in parallel at first and then we unite them into one large discussion. And we have varied team members here on the Tetris side we have me from science along with multiple different other PhD holders and pharma lifers in our business who actually can look at the scientific use cases and recommend best practices for that and visualizations. We also have a lot of solutions architects and delivery engineers who can look at it from the how should the platform assemble the solution and how can we carry it through? Um And those two groups are three groups really unite together to provide a unified front and to help the customer through and the customer ends up providing the same thing as we do. So they'll give us on the one call, right? Um a technical expert, a data and QA person and a scientist all in one group and they'll say you guys work together to make sure that our orders best represented here. Um And I think that that's actually a really productive way to do this because we end up finding out things and going deeper into the connector than we would have otherwise. >>It's very collaborative, which is I bet those are such interesting conversations to be a part of it. So it's part of the conversation there helping them understand how to establish a common vision for data across their organization. >>Yes, that that tends to be a sort of further reaching conversation. I'll say in the initial sort of short term conversation, we don't usually say you three scientists or engineers are going to change the fate of the entire orig. That's maybe a little outside of our scope for now. But yes, that first group tends to describe a limited solution. We help to solve that and then go one step past and then they'll nudge somebody else in the Oregon. Say, do you see what Petra did over here? Maybe you could use it over here in your process. And so in that way we sort of get this cultural buy in and then increased collaboration inside a single company. >>Talk to me about some customers that you've worked with it. Especially love to know some of the ones that you've helped in the last year where things have been so incredibly dynamic in the market. But give us an insight into maybe some specific customers that work with you guys. >>Sure. I'd love to I'll speak to the ones that are already on our case studies. You can go anytime detector science dot com and read all of these. But we've worked with Prelude therapeutics for example. We looked at a high throughput screening cascade with them and we were able to take an instrument that was basically unloved in a corner at T. Can liquid handler, hook it up into their Ln. And their screening application and bring in and incorporate data from an external party and do all of that together and merge it so they could actually see out the other side a screening cascade and see their data in minutes as opposed to hours or days. We've also worked as you've seen the press release with novo Nordisk, we worked on automating much of their background for their chromatography fleet. Um and finally we've also worked with several smaller biotechs in looking at sort of in stan shih ation, they say well we've just started we don't have an L. N. We don't have a limbs were about to buy these 50 instruments. Um what can you do with us and we'll actually help them to scope what their initial data storage and harmonization strategy should even be. Um so so we're really man, we're at everywhere from the enterprise where its fleets of thousands of instruments and we're really giving data to a large amount of scientists worldwide, all the way down to the small biotech with 50 people who were helping add value there. >>So big range there in terms of the data conversation, I'm curious has have you seen it change in the last year plus with respect to elevating to the C suite level or the board saying we've got to be able to figure this out because as we saw, you know, the race for the Covid 19 vaccine for example. Time to value and and to discovery is so critical. Is that C suite or board involved in having conversations with you guys? >>It's funny because they are but they are a little later. Um we tend to be a scientist and user driven um solution. So at the beginning we get a power user, an engineer or a R and D I. T. Person in who really has a problem to solve. And as they are going through and developing with us, eventually they're going to need either approval for the time, the resources or the budget and then they'll go up to their VP or their CIA or someone else at the executive level and say, let's start having more of this conversation. Um, as a tandem effort, we are starting to become involved in some thought leadership exercises with some larger firms. And we are looking at the strategic aspect through conferences, through white papers etcetera to speak more directly to that C suite and to say, hey, you know, we could fit your industry for dato motif. And then one other thing you said, time to value. So I'll say that the Tetro science executive team actually looks at that as a tract metric. So we're actually looking at driving that down every single week. >>That's outstanding. That's a hard one to measure, especially in a market that is so dynamic. But that time to value for your customers is critical. Again, covid sort of surfaced a number of things and some silver linings. But that being able to get hands on the day to make sure that you can actually pull insights from it accelerate facilitate drug discovery. That time to value there is absolutely critical. >>Yeah. I'll say if you look at the companies that really, you know, went first and foremost, let's look at Moderna right? Not our customer by the way, but we'll look at Madonna quickly as an example as an example are um, everything they do is automated, right? Everything they do is cloud first. Everything they do is global collaboration networks, you know, with harmonized data etcetera. That is the model we believe Everyone's going to go to in the next 3-5 years. If you look at the fact that Madonna went from sequence to initial vaccine in what, 50, 60 days, that kind of delivery is what the market will become accustomed to. And so we're going to see many more farmers and biotechs move to that cloud first. Distributed model. All data has to go in somewhere centrally. Everyone has to be able to benefit from it. And we are happy to help them get >>Well that's that, you know, setting setting a new record for pace is key there, but it's also one of those silver linings that has come out of this to show that not only was that critical to do, but it can be done. We have the technology, we have the brain power to be able to put those all user would harmonize those together to drive this. So give me a last question. Give me an insight into some of the things that are ahead for Tetra science the rest of this year. >>Oh gosh, so many things. One of the nice parts about having funding in the bank and having a dedicated team is the ability to do more. So first of course our our enterprise pharma and BioPharma clients, there are plenty more use cases, workflows, instruments. We've just about scratch the surface but we're going to keep growing and growing our our integrations and connectors. First of all right we want to be like a netflix for connectors. You know we just want you to come and say look do they have the connector? No well don't worry. They're going to have it in a month or two. Um so that we can be basically the almost the swiss army knife for every single connector you can imagine. Then we're going to be developing a lot more data apps so things that you can use to derive value from your data out. And then again, we're going to be looking at helping to educate everybody. So how is cloud useful? Why go to the system with harmonization? How does this influence your compliance? How can you do bi directional communication? There's lots of ways you can use. Once you have harmonized centralized data, you can do things with it to influence your order and drive times down again from days and weeks, two minutes and seconds. So let's get there. And I think we're going to try doing that over the next year. >>That's awesome. Never a dull moment. And I, you should partner with your marketing folks because we talked about, you talked about data plumbing the secret sauce and becoming the netflix of connectors. These are three gems that you dropped on this this morning mike. This has been awesome. Thank you for sharing with us what teacher science is doing, how you're really helping to fast track a lot of the incredibly important research that we're all really um dependent on and helping to heal the world through data. It's been a pleasure talking with you. >>Haley says I'm a real quickly. It's a team effort. The entire Tetro science team deserves credit for this. I'm just lucky enough to be able to speak to you. So thank you very much for the opportunity. >>And she about cheers to the whole touch of science team. Keep up the great work guys. Uh for mike Roselli, I'm lisa martin. You're watching this cube conversation. >>Mhm.