(upbeat music) >> Welcome back to Vegas. It's theCUBE live at AWS re:Invent 2022. We're hearing up to 50,000 people here. It feels like if the energy at this show is palpable. I love that. Lisa Martin here with Dave Vellante. Dave, we had the keynote this morning that Adam Selipsky delivered lots of momentum in his first year. One of the things that you said that you were looking in your breaking analysis that was released a few days ago, four trends and one of them, he said under Selipsky's rule in the 2020s, there's going to be a rush of data that will dwarf anything we have ever seen. >> Yeah, it was at least a quarter, maybe a third of his keynote this morning was all about data and the theme is simplifying data and doing better data integration, integrating across different data platforms. And we're excited to talk about that. Always want to simplify data. It's like the rush of data is so fast. It's hard for us to keep up. >> It is hard to keep that up. We're going to be talking with an alumni next about how his company is helping organizations like Cisco Meraki keep up with that data explosion. Please welcome back to the program, Matthew Scullion, the CEO of Matillion and how Hoshang Chenoy joins us, data scientist at Cisco Meraki. Guys, great to have you on the program. >> Thank you. >> Thank you for having us. >> So Matthew, we last saw you just a few months ago in Vegas at Snowflake Summits. >> Matthew: We only meet in Vegas. >> I guess we do, that's okay. Talk to us about some of the things, I know that Matillion is a data transformation solution that was originally introduced for AWS for Redshift. But talk to us about Matillion. What's gone on since we've seen you last? >> Well, I mean it's not that long ago but actually quite a lot. And it's all to do with exactly what you guys were just talking about there. This almost hard to comprehend way the world is changing with the amounts of data that we now can and need to put to work. And our worldview is there's no shortage of data but the choke points certainly one of the choke points. Maybe the choke point is our ability to make that data useful, to make it business ready. And we always talk about the end use cases. We talk about the dashboard or the AI model or the data science algorithm. But until before we can do any of that fun stuff, we have to refine raw data into business ready, usable data. And that's what Matillion is all about. And so since we last met, we've made a couple of really important announcements and possibly at the top of the list is what we call the data productivity cloud. And it's really squarely addressed this problem. It's the results of many years of work, really the apex of many years of the outsize engineering investment, Matillion loves to make. And the Data Productivity Cloud is all about helping organizations like Cisco Meraki and hundreds of others enterprise organizations around the world, get their data business ready, faster. >> Hoshang talk to us a little bit about what's going on at Cisco Meraki, how you're leveraging Matillion from a productivity standpoint. >> I've really been a Matillion fan for a while, actually even before Cisco Meraki at my previous company, LiveRamp. And you know, we brought Matillion to LiveRamp because you know, to Matthew's point, there is a stage in every data growth as I want to call it, where you have different companies at different stages. But to get data, data ready, you really need a platform like Matillion because it makes it really easy. So you have to understand Matillion, I think it's designed for someone that uses a lot of code but also someone that uses no code because the UI is so good. Someone like a marketer who doesn't really understand what's going on with that data but wants to be a data driven marketer when they look at the UI they immediately get it. They're just like, oh, I get what's happening with my data. And so that's the brilliance of Matillion and to get data to that data ready part, Matillion does a really, really good job because what we've been able to do is blend so many different data sources. So there is an abundance of data. Data is siloed though. And the connectivity between different data is getting harder and harder. And so here comes the Matillion with it's really simple solution, easy to use platform, powerful and we get to use all of that. So to really change the way we've thought about our analytics, the way we've progressed our division, yeah. >> You're always asking about superpowers and that is a superpower of Matillion 'cause you know, low-code, no-code sounds great but it only gets you a quarter of the way there, maybe 50% of the way there. You're kind of an "and" not an "or." >> That's a hundred percent right. And so I mentioned the Data Productivity Cloud earlier which is the name of this platform of technology we provide. That's all to do with making data business ready. And so I think one of the things we've seen in this industry over the past few years is a kind of extreme decomposition in terms of vendors of making data business ready. You've got vendors that just do loading, you've got vendors that just do a bit of data transformation, you've got vendors that do data ops and orchestration, you've got vendors that do reverse ETL. And so with the data productivity platform, you've got all of that. And particularly in this kind of, macroeconomic heavy weather that we're now starting to face, I think companies are looking for that. It's like, I don't want to buy five things, five sets of skills, five expensive licenses. I want one platform that can do it. But to your point David, it's the and not the or. We talk about the Data Productivity Cloud, the DPC, as being everyone ready. And what we mean by that is if you are the tech savvy marketer who wants to get a particular insight and you understand what a Rowan economy is, but you're not necessarily a hardcore super geeky data engineer then you can visual low-code, no-code, your data to a point where it's business ready. You can do that really quick. It's easy to understand, it's faster to ramp people onto those projects cause it like explains itself, faster to hand it over cause it's self-documenting. But, they'll always be individuals, teams, "and", "or" use cases that want to high-code as well. Maybe you want to code in SQL or Python, increasingly of course in DBT and you can do that on top of the Data Productivity Cloud as well. So you're not having to make a choice, but is that right? >> So one of the things that Matillion really delivers is speed to insight. I've always said that, you know, when you want to be business ready you want to make fast decisions, you want to act on data quickly, Matillion allows you to, this feed to insight is just unbelievably fast because you blend all of these different data sources, you can find the deficiencies in your process, you fix that and you can quickly turn things around and I don't think there's any other platform that I've ever used that has that ability. So the speed to insight is so tremendous with Matillion. >> The thing I always assume going on in our customers teams, like you run Hoshang is that the visual metaphor, be it around the orchestration and data ops jobs, be it around the transformation. I hope it makes it easier for teams not only to build it in the first place, but to live with it, right? To hand it over to other people and all that good stuff. Is that true? >> Let me highlight that a little bit more and better for you. So, say for example, if you don't have a platform like Matillion, you don't really have a central repository. >> Yeah. >> Where all of your codes meet, you could have a get repository, you could do all of those things. But, for example, for definitions, business definitions, any of those kind of things, you don't want it to live in just a spreadsheet. You want it to have a central platform where everybody can go in, there's detailed notes, copious notes that you can make on Matillion and people know exactly which flow to go to and be part of, and so I kind of think that that's really, really important because that's really helped us in a big, big way. 'Cause when I first got there, you know, you were pulling code from different scripts and things and you were trying to piece everything together. But when you have a platform like Matillion and you actually see it seamlessly across, it's just so phenomenal. >> So, I want to pick up on something Matthew said about, consolidating platforms and vendors because we have some data from PTR, one of our survey partners and they went out, every quarter they do surveys and they asked the customers that were going to decrease their spending in the quarter, "How are you going to do it?" And number one, by far, like, over a third said, "We're going to consolidate redundant vendors." Way ahead of cloud, we going to optimize cloud resource that was next at like 15%. So, confirms what you were saying and you're hearing that a lot. Will you wait? And I think we never get rid of stuff, we talk about it all the time. We call it GRS, get rid of stuff. Were you able to consolidate or at least minimize your expense around? >> Hoshang: Yeah, absolutely. >> What we were able to do is identify different parts of our tech stack that were just either deficient or duplicate, you know, so they're just like, we don't want any duplicate efforts, we just want to be able to have like, a single platform that does things, does things well and Matillion helped us identify all of those different and how do we choose the right tech stack. It's also about like Matillion is so easy to integrate with any tech stack, you know, it's just they have a generic API tool that you can log into anything besides all of the components that are already there. So it's a great platform to help you do that. >> And the three things we always say about the Data Productivity Cloud, everyone ready, we spoke about this is whether low-code, no-code, quasi-technical, quasi-business person using it, through to a high-end data engineer. You're going to feel at home on the DPC. The second one, which Hoshang was just alluding to there is stack ready, right? So it is built for AWS, built for Snowflake, built for Redshift, pure tight integration, push down ELT better than you could write yourself by hand. And then the final one is future ready, which is this idea that you can start now super easy. And we buy software quickly nowadays, right? We spin it up, we try it out and before we know it, the whole organization is using it. And so the future ready talks about that continuum of being able to launch in five minutes, learn it in five hours, deliver your first project in five days and yet still be happy that it's an enterprise scalable platform, five years down track including integrating with all the different things. So Matillion's job holding up the end of the bargain that Hoshang was just talking about there is to ensure we keep putting the features integrations and support into the Data Productivity Cloud to make sure that Hoshang's team can continue to live inside it and do all the things they need to do. >> Hoshang, you talked about the speed to insight being tremendously fast, but if I'm looking at Cisco Meraki from a high level business outcome perspective, what are some of those outcomes that a Matillion is helping Cisco Meraki to achieve. >> So I can just talk in general, not giving you like any specific numbers or anything, but for example, we were trying to understand how well our small and medium business campaigns were doing and we had to actually pull in data from multiple different sources. So not just, our instances of Marketo and Salesforce, we had to look at our internal databases. So Matillion helped us blend all of that together. Once I had all of that data blended, it was then ready to be analyzed. And once we had that analysis done, we were able to confirm that our SMB campaigns were doing well but these the things that we need to do to improve them. When we did that and all of that happened so quickly because they were like, well you need to get data from here, you need to get data from there. And we're like, great, we'll just plug, plug, plug. We put it all together, build transformations and you know we produced this insight and then we were able to reform, refine, and keep getting better and better at it. And you know, we had a 40X return on SMB campaigns. It's unbelievable. >> And there's the revenue tie in right there. >> Hoshang: Yeah. >> Matthew, I know you've been super busy, tons of meetings, you didn't get to see the whole keynote, but one of the themes of Adam Selipsky's keynote was, you know, the three letter word of ETL, they laid out a vision of zero ETL and then they announced zero ETL for Aurora and Redshift. And you think about ETL, I remember the days they said, "Okay, we're going to do ELT." Which is like, raising the debt ceiling, we're just going to kick the can down the road. So, what do you think about that vision? You know, how does it relate to what you guys are doing? >> So there was a, I don't know if this only works in the UK or it works globally. It was a good line many years ago. Rumors of my death are premature or so I think it was an obituary had gone out in the times by accident and that's how the guy responded to it. Something like that. It's a little bit like that. The announcement earlier within the AWS space of zero ETL between platforms like Aurora and Redshift and perhaps more over time is really about data movement, right? So it's about do I need to do a load of high cost in terms of coding and compute, movement of data between one platform, another. At Matillion, we've always seen data movement as an enabling technology, which gets you to the value add of transformation. My favorite metaphor to bring this to life is one of iron. So the world's made of iron, right? The world is literally made of iron ore but iron ore isn't useful until you turn it to steel. Loading data is digging out iron ore from the ground and moving it to the refinery. Transformation of data is turning iron ore into steel and what the announcements you saw earlier from AWS are more about the quarry to the factory bit than they are about the iron ore to the steel bit. And so, I think it's great that platforms are making it easier to move data between them, but it doesn't change the need for Hoshang's business professionals to refine that data into something useful to drive their marketing campaigns. >> Exactly, it's quarry to the factory and a very Snowflake like in a way, right? You make it easy to get in. >> It's like, don't get me wrong, I'm great to see investment going into the Redshift business and the AWS data analytics stack. We do a lot of business there. But yes, this stuff is also there on Snowflake, already. >> I mean come on, we've seen this for years. You know, I know there's a big love fest between Snowflake and AWS 'cause they're selling so much business in the field. But look that we saw it separating computing from storage, then AWS does it and now, you know, why not? It's good sense. That's what customers want. The customer obsessed data sharing is another thing. >> And if you take data sharing as an example from our friends at Snowflake, when that was announced a few people possibly, yourselves, said, "Oh, Matthew what do you think about this? You're in the data movement business." And I was like, "Ah, I'm not really actually, some of my competitors are in the data movement business. I have data movement as part of my platform. We don't charge directly for it. It's just part of the platform." And really what it's to do is to get the data into a place where you can do the fun stuff with it of refining into steel. And so if Snowflake or now AWS and the Redshift group are making that easier that's just faster to fun for me really. >> Yeah, sure. >> Last question, a question for both of you. If you had, you have a brand new shiny car, you got a bumper sticker that you want to put on that car to tell everyone about Matillion, everyone about Cisco Meraki, what does that bumper sticker say? >> So for Matillion, it says Matillion is the Data Productivity Cloud. We help you make your data business ready, faster. And then for a joke I'd write, "Which you are going to need in the face of this tsunami of data." So that's what mine would say. >> Love it. Hoshang, what would you say? >> I would say that Cisco makes some of the best products for IT professionals. And I don't think you can, really do the things you do in IT without any Cisco product. Really phenomenal products. And, we've gone so much beyond just the IT realm. So you know, it's been phenomenal. >> Awesome. Guys, it's been a pleasure having you back on the program. Congrats to you now Hoshang, an alumni of theCUBE. >> Thank you. >> But thank you for talking to us, Matthew, about what's going on with Matillion so much since we've seen you last. I can imagine how much worse going to go on until we see you again. But we appreciate, especially having the Cisco Meraki customer example that really articulates the value of data for everyone. We appreciate your insights and we appreciate your time. >> Thank you. >> Privilege to be here. Thanks for having us. >> Thank you. >> Pleasure. For our guests and Dave Vellante, I'm Lisa Martin. You're watching theCUBE, the leader in live enterprise and emerging tech coverage.

>>Hey everyone. Welcome back to Las Vegas. This is the Cube's live coverage of day. One of snowflake summit 22 fourth annual. We're very happy to be here. A lot of people here, Lisa Martin with Dave Valante, David's always great to be at these events with you, but me. This one is shot out of the cannon from day one, data, data, data, data. That's what you heard of here. First, we have two guests joining us next, please. Welcome Matthew Scalian. Who's an alumni of the cube CEO and founder of Matillion and Jer staying chief data architect and global head of data engineering from Western union. Welcome gentlemen. Thank >>You. Great to be here. >>We're gonna unpack the Western union story in a second. I love that, but Matthew, I wanted to start with you, give the audience who might not be familiar with Matillion an overview, your vision, your differentiators, your joint value statement with snowflake, >>Of course. Well, first of all, thank you for having me on the cube. Again, Matillion S mission is to make the world's data useful, and we do that by providing a technology platform that allows our customers to load transform, synchronize, and orchestrate data on the snowflake data cloud. And on, on the cloud in general, we've been doing that for a number of years. We're co headquartered in the UK and the us, hence my dat accents. And we work with all sorts of companies, commercial scale, large end enterprises, particularly including of course, I'm delighted to say our friends at Western union. So that's why we're here today. >>And we're gonna talk about that in a second, but I wanna understand what's new with the data integration platform from Matillion perspective, lots of stuff coming out, give us an overview. >>Yeah, of course, it's been a really busy year and it's great to be here at snowflake summit to be able to share some of what we've been working on. You know, the Matillion platform is all about making our customers as productive as possible in terms of time to value insight on that analytics, data science, AI projects, like get you to value faster. And so the more technology we can put in the platform and the easier we can make it to use, the better we can achieve that goal. So this year we've, we've shipped a product that we call MDL 2.0, that's enterprise focused, exquisitely, easy to use batch data pipelines. So customers can load data even more simply into the snowflake data cloud, very excitingly we've also launched Matillion CDC. And so this is an industry first cloud native writer, head log based change data capture. >>I haven't come up with a shorter way of saying that, but, and surprise customers need this technology and it's been around for years, but mostly pre-cloud technology. That's been repurposed for the cloud. And so Matillion has rebuilt that concept for the cloud. And we launched that earlier this year. And of course we've continued to build out the core Matillion ETL platform that today over a thousand joint snowflake Matillion customers use, including Western union, of course we've been adding features there such as universal connectivity. And so a challenge that all data integration vendors have is having the right connectors for their source systems. Universal connectivity allows you to connect to any source system without writing code point and click. We shape that as well. So it's been a busy year, >>Was really simple. Sorry. I love that. He said that and it also sounded great with your accent. I didn't wanna >>Thank you. Excellent. Javier, talk about your role at Western union in, in what you've seen in terms of the evolution of the, the data stack. >>So in the last few years, well, a little bit of Western union, a 70 or 170 year old company, pretty much everybody knows what Western union is, right? Driving an interesting synergy from what Matthew says, when data moves money moves, that's what we do when he moves the da, he moves the data. We move the money. That's the synergy between, you know, us and the organization that support us from data move perspective. So what I've seen in the last few years is obviously a shift towards the cloud, but, you know, within the cloud itself, obviously there's a lot of players as well. And we as customers have always been wishing to have a short, smaller footprint of data so that the movement becomes a little lesser. You know, interestingly enough, in this conference, I've heard some very interesting stuff, which kind of helping me to bring that footprint down to a manageable number, to be more governed, to be more, you know, effective in terms of delivering more end results for my customers as well. >>So Matillion has been a great partner for us from our cloud adoption perspective. During the COVID times, we were a re we are a, you know, multi-channel organization. We have retail stores as well, our digital presence, but people just couldn't go to the retail stores. So we had to find ways to accelerate our adoption, make sure our systems are scaling and making sure that we are delivering the same experience to our customers. And that's where, you know, tools like Matillion came in and really, really partnered up with us to kind of bring it up to the level. >>So talk specifically about the stack evolution. Cause I have this sort of theory that everybody talks about injecting data and, and machine intelligence and AI and machine learning into apps. But the application development stack is like totally separate from the, the data analytics and the data pipeline stack. And the database is somewhere over here as well. How is that evolving? Are those worlds coming together? >>Some part of those words are coming together, but where I still see the difference is your heavy lifting will still happen on the data stack. You cannot have that heavy lifting on the app because if once the apps becomes heavy, you'll have trouble communicating with, with, with the organizations. You know, you need to be as lean as possible in the front end and make sure things are curated. Things are available on demand as soon as possible. And that's why you see all these API driven applications are doing really, really well because they're delivering those results back to the, the leaner applications much faster. So I'm a big proponent of, yes, it can be hybrid, but the majority of the heavy lifting still needs to happen down at the data layer, which is where I think snowflake plays a really good role >>In APIs are the connective tissue >>APIs connections. Yes. >>Also I think, you know, in terms of the, the data stack, there's another parallel that you can draw from applications, right? So technology is when they're new, we tend to do things in a granular way. We write a lot of code. We do a lot of sticking of things together with plasters and sticky tape. And it's the purview of high end engineers and people enthusiastic about that to get started. Then the business starts to see the value in this stuff, and we need to move a lot faster. And technology solutions come in and this is what the, the data cloud is all about, right? The technology getting out of the way and allowing people to focus on higher order problems of innovating around analytics, data applications, AI, machine learning, you know, that's also where Matillion sit as well as other companies in this modern enterprise data stack is technology vendors are coming in allowing organizations to move faster and have high levels of productivity. So I think that's a good parallel to application development. >>And's just follow up on that. When you think about data prep and you know, all the focus on data quality, you've got a data team, you know, in the data pipeline, a very specialized, maybe even hyper specialized data engineers, quality engineers, data, quality engineers, data analysts, data scientist, but they, and they serve a lot of different business lines. They don't necessarily have the business, they don't have the business context typically. So it's kind of this back and forth. Do you see that changing in your organization or, or the are the lines of business taking more responsibility for the data and, and addressing that problem? It's, >>It's like you die by thousand paper cuts or you just die. Right? That's the kind >>Of, right, >>Because if I say it's, it's good to be federated, it comes with its own flaws. But if I say, if it's good to be decentralized, then I'm the, the guy to choke, right? And in my role, I'm the guy to choke. So I've selectively tried to be a pseudo federated organization, where do I do have folks reporting into our organization, but they sit close to the line of business because the business understands data better. We are working with them hand in glove. We have dedicated teams that support them. And our problem is we are also regional. We are 200 countries. So the regional needs are very different than our us needs. Majority of the organizations that you probably end up talking to have like very us focused, 50 per more than 50% of our revenue is international. So we do, we are dealing with people who are international, their needs for data, their needs for quality and their needs for the, the delivery of those analytics and the data is completely different. And so we have to be a little bit more closer to the business than traditionally. Some, some organizations feel that they need >>To, is there need for the underlying infrastructure and the operational details that as diverse, or is that something that you bring standardization to the, >>So the best part about this, the cloud that happened to us is exactly that, because at one point of time, I had infrastructure in one country. I had another infrastructure sitting in another country, regional teams, making different different decisions of bringing in different tools. Now I can standardize. I will say, Matillion is our standard for doing ETL work. If this is the use case, but then it gets deployed across the geographies because the cloud helps us or the cloud platform helps us to manage it. Sitting down here. I have three centers around the world, you know, Costa Rica, India, and the us. I can manage 24 7 sitting here. No >>Problem. So the underlying our infrastructure is, is global, but the data needs are dealt with locally. Yep. >>One of the pav question, I was just thinking JVE is super well positioned funds for you, which is around that business domain knowledge versus technical expertise. Cause again, early in technology journeys tend, things tend to be very technical and therefore only high end engineers can do it, but high end engineers are scar. Right? Right. And, and also, I mean, we survey our hundreds of large enterprise customers and they tell us they spend two thirds of their time doing stuff they don't really want to do like reinventing the wheel, basic data movement and the low order staff. And so if you can make those people more productive and allow them to focus on higher value problems, but also bring pseudo technical people into it. Overall, the business can go a lot faster. And the way you do that is by making it easier. That's why Matillion is a low code NOCO platform, but Jer and Western union are doing this right. I >>Mean, I can't compete with AWS and Google to hire people. So I need to find people who are smart to figure the products that we have to make them work. I don't want them to spend time on infrastructure, Adam, I don't want them to spend time on trying to manage platforms. I want them to deliver the data, deliver the results to the business so that they can build and serve their customers better. So it's a little bit of a different approach, different mindset. I used to be in consulting for 17 years. I thought I knew it all, but it changed overnight when I own all of these systems. And I'm like, I need to be a little bit more smarter than this. I need to be more proactive and figure out what my business needs rather than what just from a technology needs. It's more what the business needs and how I can deliver that needs to them. So simple analogy, you know, I can build the best architecture in the world. It's gonna cost me an arm and leg, but I can't drive it because the pipeline is not there. So I can have a Ferrari, but I can't drive it. It's still capped at 80, 80 miles an hour. So rather than spend, rather than building one Ferrari, let me have 10 Toyotas or 10 Fs, which will go further along and do better for my cus my, for my customers. >>So how do you see this whole, we hearing about the data cloud. We hear about the marketplace, data products now, application development inside the data cloud. How do you see that affecting not so much the productivity of the data teams. I don't wanna necessarily say, but the product, the value that, that customers like you can get out >>Data. So data is moving closer to the business. That's the value I see, because you are injecting the business and you're injecting the application much more closer to the data because it, in the past, it was days and days of, you know, churn the data to actually clear results. Now the data has moved much closer. So I have a much faster turnaround time. The business can adapt and actually react much, much faster. It took us like 16 to 30 days to deliver, you know, data for marketing. Now I can turn it down in four hours. If I see something happening, I'll give you an example. The war in Ukraine happened. Let is shut down operations in Russia. Ukraine is cash swamp. There's no cash in Ukraine. We have cash. We roll out campaign, $0 money, transferred to Ukraine within four hours of the world going on. That's the impact that we have >>Massive impact. That's huge, especially with such a macro challenge going on, on the, in, in the world. Thank you so much for sharing the Matillion snowflake partnership story, how it's helping Western union really transform into a data company. We love hearing stories of organizations that are 170 years old that have always really been technology focused, but to see it come to life so quickly is pretty powerful. Guys. Thank you so much for your time. Thanks >>Guys. Thank you, having it. Thank >>You >>For Dave Velante and our guests. I'm Lisa Martin. You're watching the cubes live coverage of snowflake summit 22 live from Las Vegas. Stick around. We'll be back after a short break.

(techno music) >> Announcer: Live, from the Moscone Center it's theCUBE. Covering AWS Summit, San Francisco 2018. Brought to you by Amazon Web Services. >> Hello everyone, welcome back to theCUBE's exclusive coverage here in San Francisco, I'm John Furrier with Stu Miniman. This is Amazon Web Services, AWS Summit 2018. We got two great guests, Dave McCann the vice president general manager of AWS Marketplace and Service Catalog and Matthew Scullion is a CEO of Matillion, partner of Marketplace. Guys thanks for coming on good to see you again >> Thank you. >> Thanks for havin' us. >> Alright, so Dave, Marketplace is doing phenomenal, well, we talked with Lew Cirne from New Relic at Reinvent, and was talking about how successful they've been on the Marketplace, so clearly it's working, 170 thousand active customers on stage, we saw the keynote today, What's going on with the Marketplace? Take a minute to explain how the Marketplace is set up now and how it's evolved to this point. >> Thank you, so, great to be back. Can't believe it's four months since Reinvent. So Marketplace is a digital library, of software. You know the cloud is helping our customers innovate faster but you need to be able to innovate with the software not just with the compute and the storage, and so our purpose is to stand up a digital library of software for our customers to subscribe and launch, and we're continuing to grow on multiple dimensions. We've deployed out to all the new standard regions, so we're now up in Korea, we're clearly in LHR so in all the standard regions we've fit Marketplace. And then we continue to expand the library of software, so more and more companies, like a Matillion, publish into the library. We're over 1,300 software companies now, and we're over 4,000 different software titles and you know, our customers show up, they're typically a developer or a manager, with a project with a budget, and they're looking for the best tool that they can keep the project going on schedule. >> And just to make clarification nuances, I know it's commercial and is there a public sector version or is it all one? >> That's a really good question. We actually launched Marketplace last August in our GovCloud Region, so we do actually operate a GovCloud Region for our US government customers and we actually offer a separate Marketplace for the US intelligence agencies. So that's the library of what were doing and we continue tho grow and as Werner said this morning, bunch of new stats. >> The business, the business model obviously people see, um, two things happening. I want to get your reaction to, one is Werner Vogels laid out how services are going to be laid out all over the place and it's not, you know, monolithic as he says. They're all a bunch of services. Scale is a huge factor in enabling that, and also the business model changes are going on, we're seeing people be successful. How are your customers and partners using Marketplace today, how does it work, I mean, do they just call up and say, "Hey! Dave I want to get in the Marketplace." I mean what, I mean, obviously downloading services, enabling services makes sense. How is it working? Like what do they do? Like what's the model? >> So, let's start from the customer and walk backwards. You know Amazon talks about working backwards from the customer. So typically in a company will be a set of developers who are building on us and they'll have a set of architects very often they've a few cloud architects and across the set of software, networking, security, database, dealer analytics, BI, DevOps, all the way to business apps. There'll be a set of architects saying, "What's the best software as we move to the cloud? "Do we bring what we had, or do we buy new?" So the architects are recommending to the developers, "Hey, for your project, here's a good tool." So in the buyer, architects are recommending, and then the developer gets told you can use these vendors. On the seller side of things, software companies like Matillion have to decide "How do we reach the AWS customer?" and then they have to package up their software, put it in our library, and make a bunch of decisions that he can talk about, and then they make it available. >> Yeah Dave it's been interesting to watch kind of the maturation in the Marketplace. It's been large for a number of years but how your partners have changed how they package software, last year there was a discussion that you know, it changed how billing is done, so that Amazon can help make it just seamless for customers, whether they buy service from, you know, AWS or beyond. You know, give us, you used to talk about the customer and the partner, walk us through a little bit of that maturation and how that's that's gone. >> So, we're a six year old service and so we you know we're agile, we keep releasing features. So last year in April, at San Francisco, with Splunk we launched something called SaaS Contracts, which was a new API for SaaS vendors and now we have over 300 SaaS companies in the last year that have developed to that API. So a software vendor can decide they want to deliver as a software package or as an AMI so it could be SaaS or AMI. And we also provision APIs. So we're constantly introducing flexibility on how that vendor can price and package and the more we innovate, the more software companies use our features. >> Yeah, I'm sure you get asked, you know, what's the concern, is there concern, from some of the SaaS players that, "Oh, I'm going to go in there, "I'm going to price and package the way Amazon does, "what's to stop them from just kind of "duplicating what I'm doing and becoming a competitor?" >> You know, that question comes up a lot, and you know look, the software industry is $550 billion. It's growing at 6% a year which is $30 billion and AWS all late last year did about $18 billion. So the software industry is growing by an AWS a year, and the reality is there's so much innovation going on that whatever innovation we're doing, you know, there's lots of room for other software vendors to innovate on top of our stack, 'cause we live in an expanding universe. >> Stu and I always joke, it's like so funny, we look at the, we watch all the cloud, of your competition, you Google Microsoft and Oracle, IBM, whatever, and they all quote numbers. If you factored in the ecosystem, in your number, the cloud revenues would be, I mean trillions. So you know, you guys I know you don't include that, in the numbers and like Microsoft does put Office in there, so it's kind of apples and oranges and so you know, Matthew I want to ask you, 'cause you're a partner. You're doing business on that, so, this is the formula we've been seeing that's been working where, the ecosystem growth, rising tide floats all boats, clearly that's Amazon's strategy. And they're opening up their platform to partners. So talk about what you guys are doing. First, take a minute to explain your company and then talk about your relationship to the Marketplace, and how that's working, and the relationship, how you make money, and the business model behind it. >> Yeah sure, and thanks for the question and for having me. So first of all Matillion, we're a software company, an ISV we make cloud-native data integration technology, purpose-built for this new generation of cloud data warehouses. For us that's Amazon Redshift, it's also Snowflake, and we sell both of those products on the AWS Marketplace, So customers are using us any time when they want to compete with data, so drive product development, or service their customers better, or in fact, become more efficient in the way they run their IT infrastructure. Perhaps migrating an on-premise warehouse into the cloud. So we developed that product through 2014-15, and we were looking for a route to market. Being honest, originally we were going to set it up as a SaaS business, and I saw a pitch from one of Dave's reports, a guy called Barry Russell, talking about AWS marketplace. We're like, okay here's a platform that's going to allow me to deliver my software anywhere in the world to any AWS customer pretty much instantly. More to the point, it's going to deliver my customer a really excellent experience around doing that, from a performance point of view, my software's going to go to go into their VPC sat right next to their data sources, in their Redshift cluster. From a security point of view, that question, very important in data integration, just taken totally off the table, so inside that firewall inside their VPC and of course super convenient and simple to buy. You just access AWS Marketplace, pay with Genuine Cloud Economics by the hour and stand it up pay a few AWS bills. So a really compelling way to deliver the software. >> Was there a technical integration required on your end? I mean like, there's some clients that are born in the cloud Amazon, some are, have built their own stuff. Do you have to, I mean, where are you guys fit into that? One, are you using Amazon? If not, was there any integration piece that you had to do? And if so, what was the level of work required to integrate? >> Yeah, and to be honest, I think this is, you know, the key question on how to be successful selling in this this kind of landscape of public cloud vendor marketplaces and, and the public cloud. So, I mean we're a born on AWS and in fact are born on AWS Marketplace products, and that intersection of product engineering with the route to market, and it's not just the software, it's also the things you surround it with, like great quality content, online support portals, videos, a really great launch experience, that means you're going to be clicked to running our software, commercial-grade ETL tool in under five minutes, free for the first 14 days and then by the hour billing, you know, there's a lot of different angles that go into that and you've absolutely got to be thinking about it. Other people are being successful just kind of sticking their products on the Marketplace and using it just as a billing mechanism but I think for us one of the reasons we've been able to drive great customer resonance and growth, is having that intersection of engineering, content and the Marketplace, together. >> Matthew I wanted have you talk to me a little bit about Matillion, 'cause when I think about kind of customer acquisition, you know Data Warehousing Market's been around for a long time. Redshift's been doing phenomenal, I mean for a while it was the largest, you know, fastest growing product in the AWS you know, portfolio. Being only through the Marketplace, does that, you know, how does that help you get customers, how do they learn about you? Do you ever worry about, like, oh well they just think I'm an Amazon service? Maybe that's a good thing. You know, I'm just curious about kind of that whole go-to-market and relationship with the customers being, you know, super tight, with AWS, you said Snowflake's in there too, so yeah, I'm just curious about that dynamic. >> Yeah, I mean the, the AWS only service thing that historically was a pro and a con. So back in the day we were just Redshift. We're now a couple of other data warehouses as well, you mentioned Snowflake, that's quite right. So that's allowed us to kind of move up the value chain with our customers and give them some choice, which they wanted. Yeah, I think in terms of the go-to-market economics, I mean, we all say this, sometimes its glib, here I think it's authentic. You want to start with what's best for the customer, right. And so we're delivering with genuine cloud economics. Our product starts at $1.37 an hour and yet it'll scale to the world's largest enterprises, and if they don't like it they can turn it off. Typical SaaS products, you're actually signing up for 12 months. So you're not that focused on keeping your customer happy for 11 of those months. Me, I need to keep that customer happy 100% of the time, because he can turn it off any time he likes. >> Yeah, yeah, I always wonder sometimes as an analyst, you know, should it be called a SaaS product if I'm signed into a year or multi-year contract. >> Yeah, so really interesting dynamic of our business is our entire revenue drops by 15% Saturday, Sunday, and it's cause people are turning off dev instances. They come back on Monday morning. Now, as a CEO I could worry about that and say, "Where's my 15% gone Saturday, Sunday?" Actually I'm delighted, 'cause it means my customers are only paying for value they're getting out of the product. >> And then, so about the business model, I wanted to drive into that. I want you to explain and give some color commentary to what your choice was if you didn't have the Marketplace. Hire a sales force? That's going to cost you some money. First you got to find people. >> Yeah. >> Push it to about a thousand customers, run ad campaign. Did you guys do the analysis and say, "Whoa, this is like A,B"? >> Well, so when we launched this product, we were a 12 man company, so I'm not going to say that we rolled in a management consultancy to work that stuff out for us, being honest. But we took a view. I think there have been two big things. First of all, in those very early days when you're trying to find some product market fit, you're trying to find some customers. That global reach instantly delivered by the Marketplace is amazing. So I'm from Manchester UK, apologies for the accent, that's where a good part of our business is still based, although we have offices now in New York and Denver and Seattle as well. If you drill a vertical hole downwards from Manchester, UK, you pop out in Melbourne, Australia that's the first customer we picked up on AWS Marketplace, still a customer today. So in those early guerrilla days, >> No travel, instant global footprint. >> And they were spending money with us before we spoke to them for the first time as well. Now today, we do have a sales force, of course, but it's not a sales force that's closing big deals. They're being value-added, and additive, they are escorting customers through the buying journey, and we've got just as many pre-sales guys as we have sales guys just helping the customer 'cause that's what we want to do. They're going to use the products and consume it 'cause it's easy to do and to turn it off. >> So you focus the high-value activities with the high value employees on the right customer mix, while the rest is just kind of working through the cloud economics. >> Yeah, that's it. Hey, we have to do marketing, of course. We're here doing an event, it's going great. We were lucky enough to be mentioned in the, in the keynote this morning, so our booth's been swamped, >> And now you're on theCUBE, you're a CUBE alumni. >> Exactly. >> The world's going to see, going public next. >> One of the things we do on the marketing front, is when you come into Marketplace and you talk about how we onboard a seller, we have a whole team who we call category managers and so there's an expert over each subject area such as data analytics or networking or security and we not only give them the engineering advice on how to package, on how to onboard and by the way we didn't curate manage so we publish his AMI and he tells us what regions he wants it to go to. And so he may say, clone to Korea, but I don't want it over here, so the seller could decide geography but then we lay on a business go-to-market plan and we actually develop a joint go-to-market. And so we'll do co-marketing with our sellers, and they can choose whether it's by country, by territory, is it large enterprise, is it small business. So there's a set of business advice that we lend. >> So you apply some best practices and some market intelligence on the portfolio side. >> Exactly. >> And the sector. And then we have all the data right? We provide these guys with a real time API they're pulling data off the API every day and what's happening, and so were monitoring that data and everything's measured so this is a digital channel. And then of course the ultimate thing we do when I ran my last SaaS company, we provide the billing platform. And so the buyer comes in on the AWS account, uses the AWS account, so now we bill on behalf of, we do the collection from the buyer, and then we disperse the funds back to the vendor. >> You're making the market for 'em, and they're still doing their blocking and tackling. >> The customer gets a really good experience on their bill and then the customer spend actually becomes visible in Cost Explorer, so we've tagged everything, so we also tagged it so that it's "this is Matillion", and so the customer knows "I'm spending X much on, "X amount of dollars on Matillion on that stack." >> So you're a sales channel and you're adding more value, Matthew, if someone asks you, just say I say, "Hey Matthew, look I got a great product and it's kickin' ass, I want to get into Marketplace" what do I do, what advice would you give me, what would you say? "Oh, I'm skeptical of Amazon's Marketplace" or, "Hey, I really want it". How would you talk to those two tubes of audiences? >> Yeah, so I think the first thing, and we alluded to it earlier, is I think really hard about that 360 experience of packaging the product and how it's launched, that's engineering in the software itself. You need to think about how the customer's going to interact with it, but you also need to clothe that software with great quality content and support, and finally the right type of go-to-market motion around that. And one of the big benefits for us in terms of the AWS Marketplace has been the efficiency of the sales model. So we've got really efficient go-to-market economics and also the types of customers that we sell to and we've, for a company of our stage, you know, we're a post series B, high-growth software company, but for a company of that stage, we are, have a disproportionately high number of global 8,000 global 2,000 customers, that are because Marketplace takes away the barrier of selling into those guys. So as advice on how to be successful, I'd focus on that packaging side and advice as to why to do it, you've got instant worldwide reach into the traditional stomping ground of the the startup other tech vendors but also into the world's biggest software users. >> A virtuous circle, faster to the customers, at a lower cost structure, you still make money, everyone's happy, sounds like a, the Amazon business model. >> It is. >> Great customer experience, great selection, and you know, adoption by the customer, and then continued innovation. Another thing that we do is we have a portal where these guys are publishing new versions, so it's not a one-and-done model. So as these guys update their models, their engineers just publish into seller portal and then that new version comes in, and then we publish that new version out to the customer. So there's a refreshing of the AMI so the latest version is up there. >> And Werner's keynote today really highlighted it's not just about developers anymore, it's about the business teams coming together, pushing stuff real time to the Marketplace is now a business ops model and it's really kind of coming together with entrepreneurial traction and the footprint's a gateway to the world. You have a world footprint. >> Yes, it's 21st century software distribution and really the buyer gets the ultimate choice and you know the buyer can go for an annual contract or for by the hour, so economically, lots of choice. >> Alright, so I'll put you on the spot to end this segment. I'll be a naysayer. Dave you got competition out there, what, what's in it for me? How do you compare vis-a-vis the competition? >> Dave: You're a software vendor? >> Yeah. >> As, you're playin' the persona? >> Yeah, I'm a software guy, I'm looking at marketplaces, you know, why you guys? >> You know, you have to go where the customer is, ultimately you have to decide who your customer is. You know, Werner talked this morning about the tens of thousands of companies that are up on AWS, and so, if I've got 170 thousand buyers showing up on my marketplace, and they're intentional on their budget, and you're a software vendor you get reach, and given what Gartner says on where we are, on fulfilling share in cloud, is where the customer is. >> And if you're a service too, software service APIs, it's even better goodness there. >> Yeah we have thousands of consulting partners also use Marketplace as a library so if you're an SI, and we have tens of thousands of SIs, those SIs also view Marketplace as a good place to find software for the project. >> You've been in this business for a while. I mean, we've always talked about this on theCUBE, I want to ask you real quick, I mean more than ever now, ecosystems and communities are paramount, priority. Especially with this kind of dynamic 'cause that ecosystem is that fabric to enable, you know, go-to-markets that are seamless with economic scale, visibility into the numbers, what's your reaction when someone says that comment to you about community and an ecosystem? >> Well you know, an ecosystem is a collection of software companies that inter-operate. And the reality is that our customers are rewriting all the software. The world is rewriting its software portfolio. You know, a large customer I went to see recently has a thousand software applications. Now as they move them all to the cloud, they're either rewriting or they're modernizing, but as they rewrite them, they're going to use distributed services, they're going to use micro-services. And so they're refreshing their entire stack. >> Yeah, it's a re-platforming of the internet. >> Transformational. >> Dave McCann, who runs the Marketplace for AWS. Really kickin' butt out there. Congratulations on all your success, and I know there's a lot more to do, I wish we had more time, I'd love to do a follow-up with you and find out what's going on the Marketplace. and Matthew a partner, congratulations, hyper-growth, hittin' that trajectory. Congratulations, we'll come visit you in Manchester and then we'll drill a hole, we'll go to Melbourne right down there. Appreciate, thanks for coming on theCUBE, thanks. >> Thank you. >> I'm John Furrier and Stu Miniman. More live coverage after this short break. We are in San Francisco, live for AWS Summit 2018. We'll be right back. (techno music)