>>no real filter and that kind of stuff. But you're also an entrepreneur, right? And you know the business, you've been in software, you detect business. I'm instructing you get a lot of pictures, this entertainment business on our show, we're a bubble. We don't do a lot of tech deals that were talking because it's boring tv tech people love tech consumers love the benefit of text. No consumer opens up their iphone and says, oh my gosh, I love the technology behind my, what's it been like being on the shark tank? You know, filming is fun and hang out just fun and it's fun to be a celebrity at first your head gets really big and you get a really good tables at restaurants and who says texas has got a little possessed more skin in the game today in charge of his destiny. Great robert Herjavec. No, these two stars cube alumni >>welcome back to the cubes coverage of A W. S. Public sector seven. I'm john for your host of the cube got a great segment here on healthcare startup accelerators of course. Sandy carter is co hosting media. This one Vice President Aws. She's awesome on the cuBA and jennifer Blumenthal co founder and C of one record entrepreneur, very successful. Thanks for coming on jennifer. Thank good to see you. Sandy thanks for joining me again. You >>are most welcome, >>jennifer. Before we get into the whole accelerated dynamic, just take a minute to explain what you guys do. One record. >>Sure. So one record is a digital health company that enables users to access aggregate and share their healthcare information. So what that means is we help you as a person get your data and then we also help companies who would like to have workflows were consumers in the loop to get their data. So whether they're sharing it with a provider, researcher payer. >>So, Sandy, we've talked about this amazon web services, healthcare accelerator cohort batches. What do you call cohort batches? Cohorts explain what's going on with the healthcare accelerator? >>Yeah. So, um, we decided that we would launch and partner an accelerator program and accelerator program just provides to a start up a little bit extra technical help. A little bit extra subject matter expertise and introductions to funders. And so we decided we were going to start one for health care. It's one of the biggest disruptive industries in public sector. Um, and so we weren't sure how it's gonna go. We partnered with Kids X. Kids X is part of the Los Angeles system for medical. And so we put out a call for startups and we had 427 startups, we were told on average and accelerating it's 50-100. So we were blown away 31 different countries. So it was really amazing. And then what we've been doing is down selecting and selecting that Top 10 for our first cohort. So we're going from 427 down to 10. And so obviously we looked at the founders themselves to see the quality of the leadership of the company, um the strength of their technology and the fit of the technology into the broader overall healthcare and healthcare ecosystem. And so we were thrilled that jennifer and one record was one of the top 10 start ups in this space that we chose to be in the, in the cohort. And so now we're going to take it to the six weeks intensive where we'll do training, helping them with AWS, provide them A W. S. Credits and then Kid X will also provide some of the health care uh subject matter >>expertise as well. Can I get some of those credits over here to maybe? >>Yes, you can actually, you can talk to me don you can't >>Talk to me, Jennifer, I gotta ask you. So you're an entrepreneur. So doing start doing cos it's like a roller coaster. So now to make the top 10 but also be in the area of his accelerator, it's a partnership, right? You're making a bet. What's your take on all this? >>Well, we've always been partners with a W. S. We started building on AWS in the very beginning. So when I was setting up the company a huge decision early on with infrastructure and when I saw the launch of the accelerator, I had to apply because we're at the point in the company that we're growing and part of growing is growing with the VW. So I was really excited to take advantage of that opportunity and now in the accelerator, it's more of thinking about things that we weren't thinking about the services that we can leverage to fill in the gaps within our platform so we can meet our customers where they are >>using award winning MSP cloud status city, your partners, great relationship with the ecosystem. So congratulations Sandi. What's the disruption for the healthcare? Because right now education and health care, the two top areas we're seeing and we're reporting on where cloud scale developed two point or whatever buzzword digital transformation you want to use is impacting heavily healthcare industry. There's some new realities. What's your, what's your vision, what's your view? >>Hey john before she does that, I have to give a plug to Claudius city because they just made premier partner as well, which is a huge deal. Uh and they're also serving public sector. So I just wanted to make sure that you knew that too. So you can congratulate. Go ahead, jennifer >>Well, so if I zoom in, I think about a P. I. S. Every day, that's what I think about and I think about microservices. So for me and for one record, what we think about is legislation. So 21st century Cures act says that you as a consumer have to be able to access your healthcare data from both your providers and from your players and not just your providers, but also the underlying technology vendors and H. I. E. S. H. I am and it's probably gonna extend to really anyone who plays within the healthcare ecosystem. So you're just going to see this explosion of A. P. I. S. And we're just your one of that. I mean for the payers that we went into effect on july 1st. So I mean when you think about the decentralization of healthcare where healthcare is being delivered plus an api economy, you're just going to have a whole new model developing and then throwing price transparency and you've got a whole new cake. >>I'm smiling because I love the peacocks. In fact, last night I shouldn't have tweeted this but there's a little tweet flames going on around A. P. Is being brittle and all this stuff and I said, hey developer experience about building great software apps are there for you. It's not a glue layer by itself. You got to build software around the so kind of a little preaching to the younger generation. But this health care thing is huge because think about like old school health care, it was anti ap I was also siloed. So what's your take on has the culture is changing health care because the user experience, I want my records, I want my privacy, I want to maintain everything confidential but access. That's hard. >>I think well health care to be used to just be paper was forget about a. P. I. Is it was just paper records. I think uh to me you think about uh patient journey, like a patient journey starts with booking an appointment and then everything after that is essentially an api call. So that's how I think about it is to all these micro transactions that are happening all the time and you want your data to go to your health care provider so they can give you the proper care, you want your data to go to your pair so they can pay for your care and then those two stakeholders want your data so that they can provide the right services at the right time to the right channel. And that is just a series of api calls that literally sits on a platform. >>What's interesting, I'd love to get your take on the where you think the progress bar is in the industry because Fintech has shown the way you got defy now behind a decentralized finance, health care seems to be moving on in a very accelerated rate towards that kind of concept of cloud, scale, decentralization, privacy. >>Yeah, I mean, that's a big question, what's interesting to me around that is how healthcare stakeholders are thinking about where they're providing care. So as they're buying up practices primary care specialty care and they're moving more and more outside of the brick and mortar of the health care system or partnering with your startups. That's really where I think you're going to see a larger ecosystem development, you could just look at CVS and walmart or the dollar store if they're going to be moving into health care, what does that look like? And then if you're seeking care in those settings, but then you're going to Mayo clinic or Kaiser permanente, there's so many new relationships that are part of your hair circle >>delivery is just what does that even mean now, delivery of health >>care. It's wherever you it's like the app economy you want to ride right now, you want a doctor right now, that's where we're heading its ease of use. >>This is this exciting startups, changing the game. Yes, I love it. I mean, this is what it's all about this health >>Care, this is what it's all about. And if you look at the funding right now from VCS, we're seeing so much funding pour into health care, we were just looking at some numbers and in the second quarter alone, the funding went up almost 700%. And the amount of funding that is pouring into companies like jennifer's company to really transform healthcare, 30% of it is going into telehealth. So when you talked about, you know, kind of ai at the edge, getting the right doctor the right expert at the right time, we're seeing that as a big trend in healthcare to >>well jennifer, I think the funding dynamics aside the opportunity for market total addressable market is massive when the application is being decomposed, you got front end, whether it's telemedicine, you got the different building blocks of healthcare being radically reconfigured. It's a re factoring of healthcare. Yeah, >>I think if you just think about where we're sitting today, you had to use an app to prove proof of vaccination. So this is not just national, this is a global thing to have that covid wallet. We at one record have a covid wallet. But just a couple years from now, I need more than just by covid vaccination. I need all my vaccinations. I need all my lab results. I need all my beds. It's opening the door for a new consumer behavior pattern, which is the first step to adoption for any technology. >>So somebody else covid wallet. So I need >>that was California. Did the, did a version of we just have a pen and it's pretty cool. Very handy. I should save it to my drive. But my phone, but I don't jennifer, what's the coolest thing you're working on right now because you're in the middle of all the action. >>I get very excited about the payer app is that we're working on. So I think by the end of the month we will be connected to almost to all the blues in the United States. So I'm very excited when a user comes into the one record and they're able to get their clinical data from the provider organization and then their clinical financial and formulary data from their payers because then you're getting a complete view, You're getting the records for someone who gave you care and you're getting the records from someone who paid for your care. And that's an interesting thing that's really moving towards a complete picture. So from a personal perspective that gets exciting. And then from a professional perspective, it's really working with our partners as they're using our API s to build out workflows and their applications. >>It's an api economy. I'd like to ask you to on the impact side to the patient. I hear a lot of people complaining that hey, I want to bring my records to the doctor and I want to have my own control of my own stuff. A lot of times, some doctors don't even know other historical data points about a patient that could open up a diagnosis and, or care >>or they can't even refer you to a doctor. Most doctors really only refer within a network of people that they know having a provider directory that allows doctors refer, having the data from different doctors outside of their, you know, I didn't really allows people to start thinking beyond just their little box. >>Cool. Well, great to have you on and congratulations on being in the top 10 saying this is a wonderful example of how the ecosystem where you got cloud city, your MSP. You mentioned the shout out to them jerry Miller and his team by working together the cloud gives you advantages. So I have to ask, we look at amazon cloud as an entrepreneur. It's kind of a loaded question, but I'm going to ask it. I love it. >>You always do it >>when you look at amazon, what do you see as opportunities as an entrepreneur? Because I'll see the easy ones. They have computing everything else. But like what's the, what does cloud do for you as an entrepreneur? What does it, what does it make you do? >>Yeah. So for been working with jerry since the beginning for me when I think about it, it's really the growth of our company. So when we start building, we really just thinking about it from a monolithic build and we move to microservices and amazon has been there every step of the way to support us as that. And now, you know, the things that I'm interested in are specifically health lake and anything that's NLP related that we could plug into our solution for when we get data from different sources that are coming in really unstructured formats and making it structured so that it's searchable for people and amazon does that for us with their services that we can add into the applications. >>Yeah, we announced that data health like and july it has a whole set of templates for analytics, focused on health care as well as hip hop compliance out of the box as well. >>The I think I think that's what's important is people used to think application first. Now it's creating essentially a data lake, then analytics and then what applications you build on top of that. And that's how our partners think about it and that's how we try and service them using amazon as our problem. So >>you're honing in on the value of the data and how that conflicts and then work within the whatever application requests might come >>in. Yes, >>it's interesting. You know, we had an event last month and jerry Chen from Greylock partners came on and gave a talk called castles in the cloud. He's gonna be cute before. He's a, he's a veces, they talk about moats and competitive manage so having a moat, The old school perimeter moz how cloud destroyed that. He's like, no, now the castles are in the cloud, he pointed snowflake basically data warehouse in the cloud red shifts there too. But they can be successful. And that's how the cloud, you could actually build value, sustainable value in the cloud. If you think that way of re factoring not just hosting a huge, huge, huge thing. >>I think the only thing he, this was customer service because health care is still very personal. So it's always about how you interact with the end user and how you can help me get to where they need to be going >>and what do you see that going? Because that's, that's a good point. >>I think that is a huge opportunity for any new company that wants to enter healthcare, customer service as a service in health care for all the different places that health care is going to be delivered. Maybe there's a company that I don't know about, but when they come out, I'd like to meet them. >>Yeah, I mean, I can't think of one cover that can think of right now. This is what I would say is great customer service for health care. >>And if there is one out there contacted me because I want to talk to you about AWS. >>Yeah. And you need the app from one record that make it all >>happen. That's where Omni channel customer service across all health care entities. Yeah, that's >>a great billion dollar idea for someone listening to our show right now. >>Right, alright. So saying they had to give you the opportunity to talk more because this is a great example of how the world's very agile. What's the next step for the AWS Healthcare accelerator? Are there more accelerators? Do you do it by vertical? >>What happens next? So, with the healthcare accelerator, this was our first go at the accelerator. So, this is our first set of cohorts, Of course, all 427 companies are going to get some help from a W. S. as well. We also you'll love this john We also did a space accelerator. Make sure you ask Clint about that. So we have startups that are synthesizing oxygen on mars to sending an outpost box to the moon. I mean, it's crazy what these startups are doing. Um, and then the third accelerator we started was around clean energy. So sustainability, we sold that one out to, we had folks from 66 different countries participate in that one. So these have been really successful for us. So it reinvent. When we talk again, we'll be announcing a couple of others. So right now we've got healthcare, space, clean energy and we'll be announcing a couple other accelerators moving forward. >>You know, it's interesting, jennifer the pandemic has changed even our ability to get stories. Just more stories out there now. So you're seeing kind of remote hybrid connections, ap ideas, whether it's software or remote interviews or remote connections. There's more stories being told out there with digital transformation. I mean there wasn't that many before pandemic has changed the landscape because let's face it, people were hiding some really bad projects behind metrics. But when you pull the pandemic back and you go, hey, everyone's kind of emperors got no clothes on. Those are bad projects. Those are good projects that cloud investment worked or I didn't have a cloud investment. They were pretty much screwed at that point. So this is now a new reality of like value, you can't show me value. >>It's crazy to me when I meet people who tell me like we want to move to the cloud of like, why are you not on the cloud? Like this really just blows my life. Like I don't understand why you have on prem or while you did start on the cloud, this is more for larger organizations, but younger organizations, you know, the first thing you have to do, it's set up that environment. >>Yeah. And then now with the migration plans and seeing here, uh whereas education or health care or other verticals, you've got, now you've got containers to give you that compatibility and then you've got kubernetes and you've got microservices, you've got land. Uh I mean, come on, that's the perfect storm innovation. There's no excuses in my opinion. So, you know, if you're out there and you're not leveraging it, then you're probably gonna be out of business. That's my philosophy. Thank you for coming up. Okay. Sandy, thank you. Thank you, john Okay. Any of his coverage here, summit here in D. C. I'm john ferrier. Thanks for watching. Mm >>mm mm mhm. I have been in the software and technology industry for over 12 years now, so I've had >>the opportunity

>>From around the globe. It's the queue with digital coverage of AWS reinvent 2020 sponsored by Intel, AWS, and our community partners. >>Hello, and welcome back to the cube live coverage of reinvent 2020 virtual. We're not there this year. It's the cube virtual. We are the cube virtual. I'm your host, John fro with Dave Alante and analyzing our take on the partner day. Um, keynotes and leadership sessions today was AWS APN, which is Amazon partner network global partner network day, where all the content being featured today is all about the partners and what Amazon is doing to create an ecosystem, build the ecosystem, nurture the ecosystem and reinvent what it means to be a partner. Dave, thanks for joining me today on the analysis of Amazon's ecosystem and partner network and a great stuff today. Thanks for coming on. >>Yeah, you're welcome. I mean, watch the keynote this morning. I mean, partners are critical to AWS. Look, the fact is that when, when AWS was launched, it was the developers ate it up. You know, if you're a developer, you dive right in infrastructure is code beautiful. You know, if you're mainstream it, this thing's just got more complex with the cloud. And so there's, there's a big gap right between how I, where I am today and where I want to be. And partners are critical to help helping people get there. And we'll talk about the details of specifically what Amazon did, but I mean, especially when John, when you look at things like smaller outposts, you know, going hybrid, Andy Jassy redefining hybrid, you need partners to really help you plan design, implement, manage at scale. >>Yeah. You know, one of the things I'm always, um, you know, saying nice things about Amazon, but one of the things that they're vulnerable on in my opinion is how they balanced their own SAS offerings and with what they develop in the ecosystem. This has been a constant, um, challenge and, and they've balanced it very well. Um, so other vendors, they are very clear. They make their own software, right. And they have a channel and it's kind of the old playbook. Amazon's got to reinvent the playbook here. And I think that's, what's key today on stage Doug Yom. He's the, uh, the leader you had, um, also Dave McCann who heads up marketplace and Sandy Carter who heads up worldwide public sector partners. So Dave interesting combination of three different teams, you had the classic ISV partners in the ecosystem, the cohesiveness of the world, the EMCs and so on, you had the marketplace with Dave McCann. That's where the future of procurement is. That's where people are buying product and you had public sector, huge tsunami of innovation happening because of the pandemic and Sandy is highlighting their partners. So it's partner day it's partner ecosystem, but multiple elements. They're moving marketplace where you buy programs and competencies with public sector and then ISV, all of those three areas are changing. Um, I want to get your take because you've been following ecosystems years and you've been close to the enterprise and how they buy your, >>And I think, I think John, Oh, a couple of things. One is, you know, Dave McCann was talking a lot about how CIO is one of modernize applications and they have to rationalize, and it will save some of that talk for later on, you know, Tim prophet on. But there's no question that Amazon's out to reinvent, as you said, uh, the whole experience from procurement all the way through, and, you know, normally you had to, to acquire services outside of the marketplace. And now what they're doing is bundling the services and software together. You know, it's straightforward services, implementation services, but those are well understood. The processes are known. You can pretty much size them and price them. So I think that's a huge opportunity for partners and customers to reduce friction. I think the other thing I would say is ecosystems are, are critical. >>Uh, one of the themes that we've been talking about in the cube as we've gone from a product centric world in the old days of it to a platform centric world, which has really been the last decade has been about SAS platforms and cloud platforms. And I think ecosystems are going to be a really power, the new innovation in the coming decade. And what I mean by that is look, if you're just building a service and Amazon is going to do that same service, you know, you got to keep innovating. And one of the ways you can innovate is you can build on ecosystems. There's all this data within industries, across industries, and you can through the partner network and through customer networks within industry start building new innovation around ecosystems and partners or that glue, Amazon's not going to go in. And like Jandy Jesse even said in the, uh, in his fireside chat, you know, customers will ask us for our advice and we're happy to give it to them, but frankly partners are better at that nitty gritty hardcore stuff. They have closer relationships with the customers. And so that's a really important gap that Amazon has been closing for the last, you know, frankly 10 years. And I think that to your point, they've still got a long way to go, but that's a huge opportunity in that. >>A good call out on any Jess, I've got to mention that one of the highlights of today's keynote was on a scheduled, um, Andy Jassy fireside chat. Uh, normally Andy does his keynote and then he kind of talks to customers and does his thing normally at a normal re-invent this time he came out on stage. And I think what I found interesting was he was talking about this builder. You always use the word builder customer, um, solutions. And I think one of the things that's interesting about this partner network is, is that I think there's a huge opportunity for companies to be customer centric and build on top of Amazon. And what I mean by that is, is that Amazon is pretty cool with you doing things on top of their platform that does two things serves the customer's needs better than they do, and they can make more money on and other services look at snowflake as an example, um, that's a company built on AWS. I know they've got other clouds going on, but mainly Amazon Zoom's the same way. They're doing a great solution. They've got Redshift, Amazon, Amazon's got Redshift, Dave, but also they're a customer and a partner. So this is the dynamic. If you can be successful on Amazon serving customers better than Amazon does, that's the growth hack. That's the hack on Amazon's partner network. If you could. >>I think, I think Snowflake's a really good example. You snowflake you use new Relic as an example, I've heard Andy Jess in the past use cloud air as an example, I like snowflake better because they're, they're sort of thriving. And so, but, but I will say this there's a, they're a great example of that ecosystem that we just talked about because yes, not only are they building on AWS, they're connecting to other clouds and that is an ecosystem that they're building out. And Amazon's got a lot of snowflake, I guess, unless you're the Redshift team, but, but generally speaking, Snowflake's driving a lot of business for Amazon and Andy Jesse addressed that in that, uh, in that fireside chat, he's asked that question a lot. And he said, look, we, we, we have our primary services. And at the same time we want to enable our partners to be successful. And snowflake is a really good example of that. >>Yeah. I want to call out also, uh, yesterday. Um, I had our Monday, I should say Tuesday, December 1st, uh, Jesse's keynote. I did an interview with Jerry chin with gray lock. He's investing in startups and one of the things he observed and he pointed out Dave, is that with Amazon, if you're, if you're a full all-in in the cloud, you're going to take advantage of things that are just not available on say on premises that is data patterns, other integrations. And I think one of the things that Doug pointed out was with interoperability and integration with say things like the SAS factor that they put out there there's advantages for being in the cloud specifically with Amazon, that you can get on integrations. And I think Dave McCann teases that out with the marketplace when they talk about integrations. But the idea of being in the cloud with all these other partners makes integration and interoperability different and unique and better potentially a differentiator. This is going to become a huge deal. >>I didn't pick up on that because yesterday I thought I wasn't in the keynote. I think it was in the analyst one-on-one with, with Jesse, he talked about, you know, this notion that people, I think he was addressing multi-cloud he didn't use that term, but this notion of an abstraction layer and how it does simplify things in, in his basic, he basically said, look, our philosophy is we want to have, you know, the, the ability to go deep with the primitives and have that fine grain access, because that will give us control. A lot of times when you put in this abstraction layer, which people are trying to do across clouds, you know, it limits your ability to really move fast. And then of course it's big theme is, is this year, at the same time, if you look at a company who was called out today, like, like Octa, you know, when you do an identity management and single sign-on, you're, you're touching a lot of pieces, there's a lot of integration to your point. >>So you need partners to come in and be that glue that does a lot of that heavy lifting that needs to needs to be done. Amazon. What Jessie was essentially saying, I think to the partner network is, look, we're not going to put in that abstraction layer. You're going to you, you got to do that. We're going to do stuff maybe between our own own services like they did with the, you know, the glue between databases, but generally speaking, that's a giant white space for partner organizations. He mentioned Okta. He been talked about in for apt Aptio. This was Dave McCann, actually Cohesity came up a confluent doing fully managed Kafka. So that to me was a signal to the partners. Look, here's where you guys should be playing. This is what customers need. And this is where we're not going to, you know, eat your lunch. >>Yeah. And the other thing McCann pointed out was 200 new Dave McCann pointed out who leads these leader of the, of the marketplace. He pointed out 200 new ISP. ISV is out there, huge news, and they're going to turn already. He went, he talked with his manage entitlements, which got my attention. And this is kind of an, um, kind of one of those advantage points that it's kind of not sexy and mainstream to talk about, but it's really one of those details. That's the heavy lifting. That's a pain in the butt to deal with licensing and tracking all this compliance stuff that goes on under the covers and distribution of software. I think that's where the cloud could be really advantaged. And also the app service catalog registry that he talked about and the professional services. So these are areas that Amazon is going to kind of create automation around. >>And as Jassy always talks about that undifferentiated heavy lifting, they're going to take care of some of these plumbing issues. And I think you're right about this differentiation because if I'm a partner and I could build on top of Amazon and have my own cloud, I mean, let's face it. Snowflake is a born in the cloud, in the cloud only solution on Amazon. So they're essentially Amazon's cloud. So I think the thing that's not being talked about this year, that is probably my come up in future reinvents is that whoever can build their own cloud on top of Amazon's cloud will be a winner. And I, I talked about this years ago, data around this tier two, I call it tier two clouds. This new layer of cloud service provider is going to be kind of the, on the power law, the, the second wave of cloud. >>In other words, you're on top of Amazon differentiating with a modern application at scale inside the cloud with all the other people in there, a whole new ecosystem is going to emerge. And to me, I think this is something that is not yet baked out, but if I was a partner, I would be out there planning like hell right now to say, I'm going to build a cloud business on Amazon. I'm going to take advantage of the relationships and the heavy lifting and compete and win that way. I think that's a re redefining moment. And I think whoever does that will win >>And a big theme around reinventing everything, reinvent the industry. And one of the areas that's being reinvented as is the, you know, the VAR channel really well, consultancies, you know, smaller size for years, these companies made a ton of dough selling boxes, right? All the, all the Dell and the IBM and the EMC resellers, you know, they get big boats and big houses, but that business changed dramatically. They had to shift toward value, value, value add. So what did they do? They became VMware specialists. They came became SAP specialists. There's a couple of examples, maybe, you know, adding into security. The cloud was freaking them out, but the cloud is really an opportunity for them. And I'll give you an example. We've talked a lot about snowflake. The other is AWS glue elastic views. That's what the AWS announced to connect all their databases together. Think about a consultancy that is able to come in and totally rearchitect your big data life cycle and pipeline with the people, the processes, the skillsets, you know, Amazon's not going to do that work, but the upside value for the organizations is tremendous. So you're seeing consultancies becoming managed service providers and adding all kinds of value throughout the stack. That's really reinvention of the partnership. >>Yeah. I think it's a complete, um, channel strategy. That's different. It doesn't, it looks like other channels, but it's not, it's, it's, it's driven by value. And I think this idea of competing on value versus just being kind of a commodity play is shifting. I think the ISV and the VARs, those traditional markets, David, as you pointed out, are going to definitely go value oriented. And you can just own a specialty area because as data comes in and when, and this is interesting. And one of the key things that Andy Jassy said in his fireside chat want to ask directly, how do partners benefit when asked about his keynote, how that would translate to partners. He really kind of went in and he was kind of rambling, but he, he, he hit the chips. He said, well, we've got our own chips, which means compute. Then he went into purpose-built data store and data Lake data, elastic views SageMaker Q and QuickSight. He kind of went down the road of, we have the horsepower, we have the data Lake data, data, data. So he was kind of hinting at innovate on the data and you'll do okay. >>Well, and this is again, we kind of, I'm like a snowflake fan boy, you know, in the way you, you like AWS. But look, if you look at AWS glue elastic views, that to me is like snowflakes data cloud is different, a lot of pushing and moving a date, a lot of copying data. But, but this is a great example of where like, remember last year at reinvent, they said, Hey, we're separating compute from storage. Well, you know, of course, snowflake popularized that. So this is great example of two companies thriving that are both competitors and partners. >>Well, I've got to ask you, you know, you, you and I always say we kind of his stories, we've been around the block on the enterprise for years. Um, where do you Mark the, um, evolution of their partner? Because again, Amazon has been so explosive in their growth. The numbers have been off the charts and they've done it well with and pass. And now you have the pandemic which kind of puts on full display, digital transformation. And then Jassy telegraphing that the digital global it spend is their next kind of conquering ground, um, to take, and they got the edge exploding with 5g. So you have this kind of range and they doing all kinds of stuff with IOT, and they're doing stuff in you on earth and in space. So you have this huge growth and they still don't have their own fully oriented business model. They rely on people to build on top of Amazon. So how do you see that evolving in your opinion? Because they're trying to add their own Amazon only, we've got Redshift that competes with others. How do you see that playing out? >>So I think it's going to be specialized and, and something that, uh, that I've talked about is Amazon, you know, AWS in the old day, old days being last decade, they really weren't that solution focused. It was really, you know, serving the builders with tooling, with you, look at something like what they're doing in the call center and what they're doing at the edge and IOT there. I think they're, so I think their move up the stack is going to be very solution oriented, but not necessarily, you know, horizontal going after CRM or going after, you know, uh, supply chain management or ERP. I don't think that's going to be their play. I think their play is going to be to really focus on hard problems that they can automate through their tooling and bring special advantage. And that's what they'll SAS. And at the same time, they'll obviously allow SAS players. >>It's just reminds me of the early days when you and I first met, uh, VMware. Everybody had to work with VMware because they had a such big ecosystem. Well, the SAS players will run on top. Like Workday does like Salesforce does Infour et cetera. And then I think you and I, and Jerry Chen talked about this years ago, I think they're going to give tools to builders, to disrupt the service now is in the sales forces who are out buying companies like crazy to try to get a, you know, half, half a billion dollar, half a trillion dollar market caps. And that is a really interesting dynamic. And I think right now, they're, they're not even having to walk a fine line. I think the lines are reasonably clear. We're going up to database, we're going to do specialized solutions. We're going to enable SAS. We're going to compete where we compete, come on, partner ecosystem. And >>Yeah, I, I, I think that, you know, the Slack being bought by Salesforce is just going to be one of those. I think it's a web van moment, you know, um, you know, where it's like, okay, Slack is going to go die on Salesforce. Okay. I get that. Um, but it's, it's just, it's just, it's just, it's just old school thinking. And I think if you're an entrepreneur and if you're a developer or a partner, you could really reinvent the business model because if you're, dis-aggregating all these other services like you can compete with Salesforce, Slack has now taken out of the game with Salesforce, but what Amazon is doing with say connect, which they're promoting heavily at this conference. I mean, you hear it, you heard it on Andy Jessie's keynote, Sandy Carter. They've had huge success with AWS connect. It's a call center mindset, but it's not calling just on phones. >>It's contact that is descent, intermediating, the Salesforce model. And I think when you start getting into specialists and specialism in channels, you have customer opportunity to be valuable. And I think call center, these kinds of stories that you can stand up pretty quickly and then integrate into a business model is going to be game changing. And I think that's going to going to a lot of threat on these big incumbents, like Salesforce, like Slack, because let's face it. Bots is just the chat bot is just a call center front end. You can innovate on the audio, the transcriptions there's so much Amazon goodness there, that connect. Isn't just a call center that could level the playing field and every vertical >>Well, and SAS is getting disrupted, you know, to your, to your point. I mean, you think about what happened with, with Oracle and SAP. You had, you know, these new emerging players come up like, like Salesforce, like Workday, like service now, but their pricing model, it was all the same. We lock you in for a one-year two-year three-year term. A lot of times you have to pay up front. Now you look at guys like Datadog. Uh, you, you look at a snowflake, you look at elastic, they're disrupting the Splunks of the world. And that model, I think that SAS model is right for disruption with a consumption pricing, a true cloud pricing model. You combine that with new innovation that developers are going to attack. I mean, you know, people right now, they complain about service now pricing, they complain about Splunk pricing. They, you know, they talk about, Oh, elastic. We can get that for half the price Datadog. And so I'm not predicting that those companies service now Workday, the great companies, but they are going to have to respond much in the same way that Oracle and SAP had to respond to the disruption that they saw. >>Yeah. It's interesting. During the keynote, they'll talk about going out to the mainframes today, too. So you have Amazon going into Oracle and Microsoft, and now the mainframes. So you have Oracle database and SQL server and windows server all going to being old school technologies. And now mainframe very interesting. And I think the, this whole idea of this SAS factory, um, got my attention to Cohesity, which we've been covering Dave on the storage front, uh, Mo with the founder was on stage. I'm a data management as a service they're part of this new SAS factory thing that Amazon has. And what they talk about here is they're trying to turn ISV and VARs into full-on SAS providers. And I think if they get that right with the SAS factory, um, then that's going to be potentially game changing. And I'm gonna look at to see if what the successes are there, because if Amazon can create more SAS applications, then their Tam and the global it market is there is going to, it can be mopped up pretty quickly, but they got to enable it. They got to enable that quickly. Yeah. >>Enabling to me means not just, and I think, you know, when Jesse answered your question, I saw it in the article that you wrote about, you know, you asked them about multi-cloud and it, to me, it's not about running on AWS and being compatible with Azure and being compatible with Google. No, it's about that frankly abstraction layer that he talked about, and that's what Cohesity is trying to do. You see others trying to do it as well? Snowflake for sure. It's about abstracting that complexity away and adding value on top of the cloud. In other words, you're using the cloud for scale being really expert at taking advantage of the native cloud services, which requires is that Jessie was saying different API APIs, different control, plane, different data plane, but taking that complexity away and then adding new value on top that's white space for a lot of players there. And, and, and I'll tell you, it's not trivial. It takes a lot of R and D and it takes really smart people. And that's, what's going to be really interesting to see, shake out is, you know, can the Dell and HPE, can they go fast enough to compete with the, the Cohesity's you've got guys like CLU Mayo coming in that are, that are brand new. Obviously we talked about snowflake a lot and many others. >>I think there's going to be a huge change in expectations, experience, huge opportunity for people to come in with unique solutions. We're going to have specialty programming on the cube all day today. So if you're watching us here on the Amazon channel, you know that we're going to have an all of a sudden demand. There's a little link on our page. On the, on the, um, the Amazon reinvent virtual event platform, click here, the bottom, it's going to be a landing page, check out all the interviews as we roll them out all day. We got a great lineup, Dave, we got Nutanix pure storage, big ID, BMC, Amazon leaders, all coming in to talk today. Uh, chaos search ed Walsh, Rachel Rose, uh, Medicar Kumar, um, Mike Gill, flux, tons of great, great, uh, partners coming in and they're going to share their story and what's working for them and their new strategies. And all throughout the day, you're going to hear specific examples of how people are changing and reinventing their business development, their partnership strategies on the product, and go to market with Amazon. So really interesting learnings. We're going to have great conversations all throughout the day. So check it out. And again, everything's going to be on demand. And when in doubt, go to the cube.net, we have everything there and Silicon angle.com, uh, for all the great coverage. So >>I don't think John is, we're going to have a conversation with him. David McCann touched on this. You talked about the need for modernization and rationalization, Tim Crawford on, on later. And th this is, this is sort of the, the, uh, the call-out that Andy Jassy made in his keynote. He gave the story of that one. CIO is a good friend of his who said, Hey, I love what you're doing, but it's not going to happen on my watch. And, and so, you know, Jessie's sort of poking at that, that, uh, complacency saying, guys, you have to reinvent, you have to go fast, you have to keep moving. And so we're gonna talk a little bit about what, what does that mean to modernize applications, why the CIO is want to rationalize what is the role of AWS and its ecosystem and providing that, that, that level of innovation, and really try to understand what the next five to seven years are gonna look like in that regard. >>Funny, you mentioned, uh, Andy Jesuit that story. When I had my one-on-one conversation with them, uh, he was kind of talking about that anonymous CIO and I, if people don't know Andy, he's a big movie buff, too, right? He loves it goes to Sundance every year. Um, so I said to him, I said, this error of digital transformation, uh, is kind of like that scene in the godfather, Dave, where, um, Michael Corleone goes to Tom Hagen, Tom, you're not a wartime conciliary. And what he meant by that was is that, you know, they were going to war with the other five families. I think now I think this is what chassis pointed out is that, that this is such an interesting, important time in history. And he pointed this out. If you don't have the leadership chops to lean into this, you're going to get swept away. >>And that story about the CIO being complacent. Yeah. He didn't want to shift. And the new guy came in or gal and they, and they, and they lost three years, three years of innovation. And the time loss, you can't get that back. And during this time, I think you have to have the stomach for the digital transformation. You have to have the fortitude to go forward and face the truth. And the truth is you got to learn new stuff. So the old way of doing things, and he pointed that out very aggressively. And I think for the partners, that same thing is true. You got to look in the mirror and say, where are we? What's the opportunity. And you gotta gotta go there. If not, you can wait, be swept away, be driftwood as Pat Gelsinger would say, or lean in and pick up a, pick up a shovel and start digging the new solution. >>You know what the other interesting thing, I mean, every year when you listen to Jassy and his keynotes and you sort of experienced re-invent culture comes through and John you're live in Silicon Valley, you talked to leaders of Silicon Valley, you know, well, what's the secret of success though? Nine times out of 10, they'll talk about culture, maybe 10 times out of 10. And, and, and so that's, that comes through in Jesse's keynotes. But one of the things that was interesting this year, and it's been thematic, you know, Andy, you know, repetition is important, uh, to, to him because he wants to educate people and make sure it sticks. One of the things that's really been he's been focused on is you actually can change your culture. And there's a lot of inertia. People say, well, not on my watch. Well, it doesn't work that way around here. >>And then he'll share stories about how AWS encourages people to write papers. Anybody in the organization say we should do it differently. And, and you know, they have to follow their protocol and work backwards and all of those stuff. But I believe him when he says that they're open to what you have a great example today. He said, look, if somebody says, well, it's 10 feet and somebody else says, well, it's, it's five feet. He said, okay, let's compromise and say it's seven and a half feet. Well, we know it's not seven and a half feet. We don't want to compromise. We either want to be a 10, Oh, we want to be at five, which is the right answer. And they push that. And that that's, he gives examples like that for the AWS culture, the working backwards, the frequently asked questions, documents, and he's always pushing. And that to me is very, very important and fundamental to understanding AWS. >>It's no doubt that Andy Jassy is the best CEO in the business. These days. If you look at him compared to everyone else, he's hands down, more humble as keynote who does three hour keynotes, the way he does with no notes with no, he memorize it all. So he's competitive and he's open. And he's a good leader. I think he's a great CEO. And I think it will be written and then looked back at his story this time in history. The next, I think post COVID Dave is going to be an error. We're going to look back and say the digital transformation was accelerated. Yes, all that good stuff, people process technology. But I think we're gonna look at this time, this year and saying, this was the year that there was before COVID and after COVID and the people who change and modernize will build the winners and not, and the losers will, will be sitting still. So I think it's important. I think that was a great message by him. So great stuff. All right. We gotta leave it there. Dave, the analysis we're going to be back within the power panel. Two sessions from now, stay with us. We've got another great guest coming on next. And then we have a pair of lb talk about the marketplace pricing and how enterprises have CIO is going to be consuming the cloud in their ecosystem. This is the cube. Thanks for watching..

>> Narrator: From around the globe, it's theCUBE with digital coverage of Women Transforming Technology. Brought to you by VMware. >> Welcome to theCUBE, I'm Lisa Martin covering the fifth annual Women Transforming Technology. The first year that this event has gone completely digital. We're very pleased to welcome back to theCUBE one of our favorite alumni, the Chief People Officer of VMware, Betsy Sutter. Betsy, welcome back! >> Oh, thank you, Lisa. It's great to see you and it's great to be back. Love this time of year. >> Likewise, me too. And you know, I've had the great opportunity and pleasure of covering WT2 for theCUBE the last few years so I know walking into that courtyard area in Palo Alto, VMware's headquarters, you feel the energy and the excitement, and it's really genuine. And so, knowing that you had to pivot a couple you know, eight weeks or so ago or more, to convert what is such an engaging in-person experience to digital, hard decision, the right decision, but huge in terms of the number of attendees. Tell us a little bit about that process of taking We Rise digital. >> Yeah, you know, it was a pretty quick decision. At VMWare, we were starting to virtualize some other events, and so in realtime, we said, "let's go ahead "and virtualize Women Transforming Technology 2020." And so, when we immediate, flipped to that mode, things started to really open up. The possibilities became pretty interesting. And so honestly, we did not imagine you know, the people attending would grow from roughly thousands to over 5,000. And that's what digitalizing the event, virtualizing the event did. And it was super fun to use technology to make it so much more inclusive and accessible for people around the world. I'm sure you've heard that we had over 5,000 people from over 500 companies represented from 30 different countries. So that was amazing in its own right. >> One of the things that I think was a great advantage knowing that this was the fifth one, but that you had the opportunity to build the community, and such a strong, tight-knight community over the last few years, I think was probably a great facilitator of the event being so much bigger digitally. But when I spoke with a number of your speakers, everybody said, and I saw the Twitter stream, that the engagement, it wasn't like they were watching a video. It was really interactive, and that is hard to achieve with digital. >> Yeah, you know, what I love about the technology was that there were chat rooms, and there were Q&A rooms. And so, there was a lot of back and forth in realtime, even while the speakers were talking. You could sort of multitask, and the speakers were really, really fun to interact with that way as well. And it's super fun to see people in their home environments. You know, it's a just a little bit more information about them, and they seem a little bit more relaxed too, so it was tremendous. Watching Laura Dern, who is an activist and an obviously a very famous actress, in her own home talking to us about the issues she's faced as a woman in her industry, and then moving to another woman named Kathryn Finney, who is the CEO of digitalundivided, in her home with all the activity, she had a four-year old sort of in the background, was super fun and really landed their conversations with us even more solidly. It was a great day. >> I heard that throughout Twitter that people really felt that there was a personal connection. Lot of people talking about, I'm sitting here zooming with Laura Dern, what are you doing today? And some of the things that she said about, you know, you don't have to stay in your own swimlane. That resonated with me and I think with your community very well. >> You know,the diversity, the eclecticness of the women that were able to join from around the world and from many different industries, but you know, technical women, women in tech, was, it just up-leveled everything and it fit into the theme of the conference which was "We Rise", because you know, you're trying to rise as an individual, but there we were rising as a collective for a full day, and the workshops were super fun. I mean I participated in a number of 'em, and I literally went through a workshop with I don't know how many women, but you know, I was drawing on paper then engaging on the screen, then chatting, using the Q&A feature. It was a really dynamic day. I'm wondering now if we'll ever go back, honestly. >> Right, well I was already thinking, "Wow, you can take WT to global and do original events." And there's so much opportunity right now. Tremendous amount of challenge but on the same time, there is a lot of opportunity. In fact, when I was speaking with Sharmain (mumbles) yesterday, it was amazing that she was talking about, you know, right now, like the percentage increase, in people actually reading email because they have more time to, the commute time is gone. And so her advice to be really vivid, in making yourself visual, in terms of how you communicate, and evaluate your role and how you can add new value during this challenging time and I thought that was such a powerful message because we do need to look at what opportunities are we going to be able to uncover? There will be certain things that will go away, to your point, maybe we do digital because we can engage, we can interact and we can reach a bigger audience and learn from more people. >> Yeah, I think that's spot on. I couldn't have said that better. And you could really feel it that day and then the response from both the attendees, but even the keynote speakers, both Laura and Kathryn reaching back to us and talking about the experience they had. It was a pretty uplifting day, I'm still flying pretty high from it. And it was Cinco de Mayo so there had to have been at least margaritas, skinny margaritas, maybe, you know, virgin margaritas. But something there to celebrate an accomplishment of doing something in a short period of undertaking that community and being able to push the energy through the screen is awesome. I'd love to understand, you've been the Chief People Officer at the VMware for a while, the COVID crisis is so challenging in every aspect of life. We often talk about disruption, you know, in technology, a technology disruptor, you know, video streaming was a technology disruptor and Uber was a disruptor to transportation and the taxi service, but now the disruption is an unseen, scary thing and so the emotional impact, people are talking and a number of your folks I spoke to as well said it's hard to be motivated but it's important to acknowledge that I don't feel so motivated today for managers to be able to have that check-in with our employees and our teams. Tell me a little bit about the culture of VMware and how maybe the "We Rise" theme is really kind of, pervasive across VMware right now. >> Yeah, you know, one of the things that I believe and that I've seen in the people business is that more and more people join communities, they join companies but they join communities and communities come together based on you know, their actions, their ideas, their behaviors and what I've seen in terms of VMware's response to COVID-19 has been pretty remarkable. I think at first, you know, we were in crisis mode, sort of going in triage mode about what we do to keep our people feeling safe and healthy. But now we're sort of in a mode of "okay, there's a lot of opportunity that this presents." Now, we are very very fortunate, very blessed to be in the industry that we're in, and a lot of what we do and build and provide for our customers and partners fits into this new business model of working distributedly, so there's been some highs and some lows as we've navigated. First and foremost, we've just put our employees first and their health and safety, making sure that they're comfortable is just been top of mind for us. We just did a small sentiment survey, six questions. Because about two weeks ago, I realized, "I wonder if we really know how people are feeling about this?" And one of the things that came through, I'll say this, out of 32,000 people within 24 hours, over 10,000 people responded to this six question survey, they wanted to tell us how they were doing. But over 70% said they felt, if not the same amount of connection but more connection with each other working in a distributed fashion. And I think COVID-19's brought that alive. That we're going to work in a new way, it's a new business model and so we're doing it at VMware and then we're really pleased that we can offer that to our customers and partners around the globe. >> You know, I'm glad that you talked about the employee experience because obviously, with any business, customers are critical to the life, blood of that business. But equally important, if not sometimes more impactful to the revenue of an organization is the employee experience and being productive day in and day out. And that, if the employee experience is, I think, I don't know, you can't have a good customer experience without a good employee experience. And to (mumbles) that focus is key. So it must have been really nice for the VMware employees to go, "they're wanting to know how I feel right now." That's huge for people to know, the executive team genuinely cares. >> Yeah, you know, Lisa, we have really amped up our communications. We have done more town halls, whether it's to our management community our leadership and executive community or to the whole company. Yesterday alone, I think I did six town halls and two ask-me-anythings just to make sure we know it's on top of people's minds, what's important to them and that's kind of the new normal. And it's so much easier, right? I'm not trying to get to places, I'm just kind of clicking on a button and I'm all of a sudden talking to the employees in India. And you know, when I talk to my colleagues in other industries, like, Beth Axelrod or Tracey Ballow, that are in the you know, the Marriott and the Air BnB industries, their challaneges are so different. And what they're facing in this short-term, in the medium term. VMware is in a position where we can really help these businesses and at the core of that is really, how well our employees are doing and so that's been our focus. >> One of the things that I also talked about yesterday with Jo Miller, the CEO of Be Leaderly, was the difference between a mentor and a sponsor. And I had never even understood that they were two different things until WT2. And so, I thought, you know, we all know about mentors, we talk about that all the time. But I, she was really, I think it's an important message for your audience and ours to understand the difference and she said, "people are often over-mentored and under-sponsored." And so I thought, well, "I want to understand VMware's culture of sponsorship." Tell me what's going on in that respect. >> Yeah, we're, well, I agree with everything that you said on the mentorship side and so what we've instituted on the mentorship side at VMware's reverse mentorship. So every executive at VMware has a reverse mentor, so that they can learn something that they might not be thinking about. And whether it's a reverse mentor who happens to be, if you're a man, who happens to be a woman, or if you want to engage with the under-represented minority, or if you just want to learn about the different aspect of the business, we're big on reverse mentoring. On the sponsorship side, we do do that. And that's a really important aspect to any company's culture if you're trying to cultivate talent. And sponsorship is really championship, right? And I know I champion a lot of people, a lot of the talent around the company and it's very different than maybe coaching, advicing, and interacting in that venue. It's more about, what's the right opportunity for this person? When I'm in the board room, or when I'm in the executive staff meeting, actually advocating for that person, and I'm fierce about that. Especially for women right now at VMware, and it's just important. And a lot of people are starting to adopt that mindset because there's a lot more power and influence in having sponsorship behind you than having mentorship. >> I completely agree. Are you saying that, you know, we often talk about the hard skills and then the soft skills. And I always think soft is the wrong word but I keep forgetting to look it up on the thesaurus to get a better word. Because right now, I think, more important than ever, looking at someone who might have all of the hard skills to be on this the track to the c-suite,  but the importance of authenticity and empathy, I think now are under a microscope. We talked a lot about that too with some of your guests, tell me little bit about those kinds of conversations, that came up during the interactive sessions with WT2. >> Yeah, well, you know, this is one of the blessings that's come out of COVID-19, and this pandemic is that people are starting to see, because everyone's impacted by this and not just in one way, but in multiple ways. So, there's really this once in a lifetime opportunity, at least as far as what I've seen in my lifetime, to seize this heightened level of compassion and empathy for all the people around you in terms of what we're doing. At WT2, I saw it a lot in terms of the quality of the conversations that were happening virtually and sometimes with the key notes and the guest speakers, with the audience, there was always a lead-in with compassion and empathy in terms of all of us. All of us, no matter where you are in the world, or no matter what you're doing, adjusting to what we're calling this new normal. And there's a new business normal but the new normal on the personal side I think is going to take a little bit longer, right? In terms of what people are managing. But in the business world, I think you know, people are starting to re-bound and rebuild, they're honing those skills, and they're going to be wiser and better because of it. But at the heart of it all is, as you said, a lot more compassion and empathy 'cause never before, have we all kind of gone through something quite so traumatic as COVID-19. >> Traumatic and surreal. And you know, we are all in this same storm and I think there's a level of comfort there, that I know I feel with knowing, okay, everyone is going to be feeling this rollercoaster at some point. Some days you're here, some days you're here. But we're all in this, whether you're, you know, in your role, or Pat Gelsinger or an individual contributor role, we're all in the same sea. Betsy, congratulations on a successful fifth WT2, first digital. I'm so glad the theCUBE and myself was able to participate digitally. It's always one of my favorite events every year and I look forward to seeing you again soon, which I soon will be digitally, but I look forward to it. >> Lisa, thank you so much and thanks for all of your sponsorship and mentorship with WT2 over the years too. Thank you. >> All right, you too. That was Betsy Sutter, I'm Lisa Martin. You're watching theCUBE's coverage of Women Transforming Technology 2. Thanks for watching, see you next time. (soft music)

(upbeat music) >> Narrator: Live from Las Vegas, it's theCube. Covering AWS re:Invent 2019 brought to you by Amazon Web Services and Intel, along with it's ecosystem partners. >> Hello there and welcome back to theCube's live coverage here in Las Vegas for AWS re:Invent 2019. This is theCube's seventh year covering re:Invent. They've been doing this show for eight years, we missed the first year, I'm John Furr, and my co-host David Vellante. We're here extracting the signal from the noise, and we're here with an amazing guest, our friend, she's been here with us from the beginning of theCube, since inception. Always great to get to comment with her. Sandy Carter Vice President with Amazon Web Services. >> Thank you. >> Now in the public sector handling partners. Great to see you, thanks for coming on again and sharing your content. >> So great to see you guys, so dressed up and looking good guys, I have to say. (laughs) >> You're looking good to, but I can't help but stare at our other guest here, the IoT suitcase. >> First, tell us-- >> Yes. >> About the IoT suitcase. >> Well we, in public sector we have a partner program, and that program helps entrepreneurs. And we're really keen on especially helping female entrepreneurs. So one of our entrepreneurs created this suitcase, that's an IoT based suitcase, you can put your logo's and that sort of thing on it, but more importantly for public sectors, she created this safety ring, John. And so, if I touch it I've de-activated it, but if I touch it, it will call the police for me, if I'm being assaulted. Or if I'm having an emergency, I can touch it and have an ambulance come for me as well. And the really cool thing about it is she worked backwards from the customer, figuring out like how are most people assaulted, and if you have an emergency and you fall, what's the best way to get ahold of someone. It's not your phone, because you don't always carry it, it's for a device like this. >> Or a bigger device that you can't, or you leave on the table somewhere, but that's you know it's attractive. >> It's awesome. >> And it's boom, simple. >> And it's pink. (laughs) >> What I love fast about re:Invent as an event is that there's so much innovation going on, but one of the areas that's become modernized very rapidly is the public sector. Your now in this area, there's a lot of partners, a huge ecosystem going, and the modernization effort is real. >> It is. >> Could you share some commentary on what's going on. Give people a feel for the pace of change, what's accelerating? What are people doubling down on, what are some of the dynamics in public sector? >> Yeah, so if you know public sector, public sector actually has a lot of Windows or Microsoft workloads in it. And so we're seeing a lot of public sector customers looking to modernize their Windows workloads, in fact we made several announcements just yesterday around helping more public sector customers modernize. For example, one is Windows Servers 2003, and 2008 will go out of support, and so we have a great new offering, with technology, that can help them to not re-factor, but actually abstract those layers and move quickly to 2016 and 2019, because both of those will go out of support in January. >> A lot of people don't know, and I've learned this from talking with Andy Jassy in the keynote, as well as hearing from some other folks, is that you got, Amazon runs a lot of Windows. >> Oh, we have 57% Windows workloads on AWS in terms of market segment share. Which is 2x the next nearest cloud provider, 2x. And most customers choose to run their Windows workloads on us, because we are so innovative, we move really fast. We're more reliable. The latest public data from 2018 shows that the nearest cloud provider had seven times more downtime. So if your in public sector or even commercial, who can afford to be down that long, and then finally, we have better security. So one of the things we've been focused on for public sector is FedRamp solutions. We know have over 90 solutions that are FedRamp ready. Which is four times more than the next two cloud providers. Four times more than the two combined. >> That's interesting, so I got to ask the question that's popping up in my mind, I'm sure people are curious about. >> Yeah. >> I get the Windows working on Amazon, and that makes a lot of sense, why wouldn't you want to run on the best cloud. The question I would have is, how would the licensing work, because, that's seems to be lock-in spec, Oracle does it, Microsoft does it, does license become the lock-in. So, when something expires, what happens on the licensing side. Licensing is really tricky, and in fact, October 1st, Microsoft made some new licensing changes. And so, we have some announcement to help our customers still bring their own licenses, or what we call fondly, BYOL over to AWS, so they don't have to double invest on the license. >> So you can honor that license on AWS. >> Yeah, and you have to do it on a dedicated host. Which at midnight madness, we announced new dedicated host solution, that's very cloud-like. Makes it as easy to run a dedicated host instance as it is an EC2 instance. So, wicked easy, very cost effective if your moving those on-premises workloads over. >> I just want to point out John, something that's really important here is a lot of times, software companies will use scare tactics, to your point. They'll jack up the cost of the license, to say, ah you got to stay with us, if you run on our hardware or our platform, you pay half. And then they'll put out, "Oh, Amazon's twice as expensive." But these are all negotiable. I've talked to a number of customers, particularly on the Oracle side, and said, no, no, we just went to Oracle and said look, you got a choice, I either give us the same license price or we're migrating off your database. Okay, all right. But some of it is scare tactics, and I think you know increasingly, that's not working in the marketplace. So I just wanted to point that out. >> So what's the strategy for customers to take, I guess that's the question. Because, certainly the licensing becomes again like they get squeezed, I can see that. But what do customers do, is there a playbook? >> Well there is, and so the best one is you buy your license from Microsoft, and then using BYOL, you can bring that over to AWS. It's faster, more performance, more reliable, that sort of thing. If you do get restricted though John, like they are doing for instance with their end of support, you could run that on Azure, and get all the security fixes. We are trying to provide technical solutions, like the ability to abstract Windows Server 2003 and Server 2008 as it goes out of support. >> I mean certainly in the case of Oracle, it used to be you know 10-15 years ago, you didn't have a choice. Instead of one RDBMS, and now it's so much optionality in databases. >> And I will also tell you that we have a lot of customers today, who are migrating from SQL server, or Oracle over to Aurora. Aurora, is equally as performant, and a tenth of the cost. So we actually have this team called the database freedom team that will help you do that migration. In fact I was talking to a very large customer last night, and I was explaining some of the options. And their like, "Let's do the Aurora thing." Let's do it two-step. Let's start by migrating the database over, Oracle and SQL and then I want to go to Aurora. It's like database built for the cloud, it's faster and its cheaper. So why wouldn't you do that? >> Yeah, and I think the key is, to my question about a friction. What's frictionless? How can they get it done quickly without going through the trip-wires of the licensing. >> Certain workloads are tough, right. You know if you're running your business on high transaction volume. But a lot of the analytics stuff, the data warehouse, you know look at Amazon's own experiences. You guys are just ticking it off, moving over from Oracle to Aurora, it's been fun to watch. >> I want to get you guy's perspective Dave, you and Sandy, because I think you guys might have good insight on this, because everyone knows that I'm really passionate about public sector, I've been really enamored with Teresa's business from Day one, but when she won the CIA deal, that really got my attention. As I dug into the Jedi deal, and that all went sideways, it really jumped out at me, that public sector is probably the most transformative market, because they are modernizing at a record pace. I mean this is like a glacier moving market. They don't really have old ways, they got the beltway bandits, they got old procurement, old technology, and like literally in a short period of time, they have to modernize. So they're becoming more enterprise like, can you guys, I mean pros in the enterprise, what's your take? It just seems like a Tsunami of change in the public sector, because the technology is driving it. What do you guys think about this? Am I on or off base? What are some of the trends that are going on? >> I mean I have a perspective, but please. >> No, okay. So I'll start. So I see so much transformation regardless of what industry your looking at. If you're looking at Government for example working with SAP NS2, we just actually took 26 different flavors of SAP ERP for the Navy, and helped them to migrate to the cloud. For the US Navy, which is awesome. Arkis Global, did the same thing for the UK. We actually have Amazon Connect in there, so that's like a cool call center driven by Machine Learning, and the health care system for the UK. Or you can even look at things, like here in the U.S. there's a company that really looks at how you do monitoring for the children to keep them safe. They've partnered up with a National Police Association, and they are bringing that to the cloud. So regardless of education, non-profits, government, and it's around the world, it's not just the US. We are seeing these governments education, start-ups, non-profits, all moving to the cloud, and taking their own legacy systems to Linux, to Aurora, and moving very rapidly. >> And I think Andy hit on it yesterday, it's got to start with top-down leadership. And in the government, if you can get somebody whose a leading thinker, CIO, we're going cloud first. Mandate cloud, you know you saw that years ago, but today, I think it's becoming more mainstream. I think the one big challenge is obviously the disruption in defense and that's why you talked about Jedi, in defense it's very high risk, and it needs disruption, it's like healthcare its like certain parts of financial services are very high risk industries, so they need leadership, and they need the best platform underneath in a long term strategy. >> Well Jedi actually went different. It was actually the right call, but I reported on that. But I think that what gets me is that Cerner on stage yesterday, on Yaney's keynote highlights that it's just not inefficiencies that you can solve, there's multiple win-win-win benefits so in that health care example, lower the costs, better care, better, the providers are in better shape, so in government in public sector, there's really no excuse to take the slack out of the system. >> Yeah. >> Well, there's regulation though. >> Yeah, and Dave mentioned cloud first strategies, we're also seeing a lot of movement around data. You know data is really powerful. Andy mentioned this as well yesterday, but for example in our partner keynote where I just came from. We had on stage Avis. Now, Avis, not public sector customer, but what they're doing is, the gentleman said, was that your car can now talk to you, and that data is now being given to local state officials, local city officials, they can use it for emergency response systems. So that public and private use of data, coming together, is also a big trend that we're seeing. >> I think that's a great example, because Avis I think what he said is a 70 year old company, I think the fleet was 18 billion dollar fleet. >> 600,000 vehicles. >> 600,000 vehicles, 18 billion dollars worth of assets, this is not a born in the cloud start-up, right. That's essentially transformed the entire fleet and made it intelligent. >> Right, and using data to drive a lot of their changes. Like the way they manage fuel for 600,000 cars, and the way they exchange that with local officials is helping them to you know not just be number two, but to start to take over number one. >> But to your point, data is at the core, right. >> Yeah. >> If you are the incumbent and you want to transform, you got to start with the data. >> Sandy, I want to get your reaction to two memes that have been developing on theCube this week. One is, if you take the T out of Cloud Native, and it's Cloud Naive. (Sandy laughs) The other one is, if your born in the cloud, that's great, your winning, but at the price of becoming re-born in the cloud. This is the transformation. Some are, and they're going to not have a long shelf life. So there's a real enterprise and now public sector re-birth, re-borning in the cloud, the new awakening. This is something that is happening. You're an industry veteran, you've seen a lot of waves, what's the re-born, what's this getting back on the cloud, really happening. What is going on? >> It's really interesting, because now I'm in the partner business, and one of our most successful programs is called our partner transformation program. And what that does, is it's a hundred day transformation program to get our partners drinking our own champagne, which is to be on the cloud. And one of the things, we know we first started testing it out, we didn't have a lot of takers, but now, those partners who have gone through that transformation, they're seeing 70% year to year growth, versus other apion partners, even though they're at an advanced layer, they're only seeing 34% growth. So its 2x of revenue growth having transformed to the cloud. So I think, you know back to your question, I think some of this showing the power. Like, why do you go to the cloud, it's not just about cost, it's about agility, it's about innovation, it's about that revenue growth, right. I mean 2x, 70% growth, you can't sneeze at that. That's pretty impactful. >> And you know this really hits, something of passion for me and Dave and our team is the impact on a society. This is a real focus across all generations now, not just millennials, and born in the web, into older folks like us, who have seen before the web. There's real impact, mission driven things. This is a check for good, shaping technology for good. Educate you guys have. This is a big part of what you guys are doing. >> Absolutely, this is one of the reasons why I really wanted to come work in the public sector, because it's fun helping customers make money, and we still do that. But it's really better, when you can help them make money and do great things. So you know, making with the Mayo clinic, for example, and some of these non-profit hospitals, so they can get better data. The GE example that Andy used yesterday, that data is used in public sector. Doing things, like, I know that you guys are part of re-powered tech. You know we brought a 112 unrepresented minorities and women to the conference. And I have to tell you I got goosebumps when one person came up to me and he said, it's the first time he stayed in a hotel, and he's coming here to enhance his coding. You don't realize when I go back to my country, you will have changed my life. And that's just like, don't you get goosebumps from that, versus it's great to change a company, and we want to do that, but it's really great when you can impact people, and that form or fashion. >> And the agility makes that happen faster, its a communal activity, tech for good is here. >> Absolutely, and we just announced today, right before this in the partner's session, that we now have the public safety and disaster response competency for our partners. Because when a customer is dealing with some sort of disaster or emergency they need a disconnected environment for a long periods of time. They need a cloud solution to rally the troops. So we announced that, and we had 17 partners step up immediately to sign up for that. And again, that's all about, giving back, helping in emergency situations, whether it's Ebola in Africa or Hurricane Dorene, right. >> Well, Sandy congratulations, not only have you a senior leader for AWS doing a great job. >> Thank you. >> Just a great passion, and Women in Tech, Underabridged Minorities, you do an amazing job on Tech for Good. >> Thank you. Well it's such an honor to always be on the show. I love what you guys do. I love the memes, I'm going to steal them, okay. >> Can I ask you another question? >> Absolutely. >> Before you wrap. You've had an opportunity to work with developers, you've experienced other clouds. Now you're with AWS and a couple of different roles. Can you describe, what's different about AWS, is it cultural, is it the innovation, I mean what's tangible that you can share with our audience in terms of the difference. >> I think it's a couple of things, the first one the way they we hire. So we hire builders, and you know what it really starts from that hiring. I actually interviewed Vernor the other day, and he and I had a debate about can you transform a company where you have all the same people, or do you need to bring in some new talent as well. So I think it's the way we hire. We search for people that not only meet the leadership criteria, but also are builders, are innovators. And the second one is, you know when Andy says we're customer obsessed, we're partnered obsessed. We really are. We have the mechanisms in place, we have the product management discipline. We have the process to learn from customers. So my first service I launched at AWS, I personally talked to 141 customers and another 100 partners. So think about that, that's almost two hundred almost fifty customers and partners. And at most large companies, as a senior executive you only spend about 20% of your time with customers, I spent about 80% of my time here with customers and partners. And that's a big difference. >> Well we look forward to covering the partner network this year. >> Awesome >> Your amazing, we'll see Teresa Carson on theCube here at 3:30. We are going to ask her some tough questions. What should we ask Teresa? >> What to jest Teresa? Where did you get those red pants? (everyone laughs) >> She's amazing, and again. >> She is amazing. >> We totally believe in what you're doing, and we love the impact, not only the technology advancement for modernizing the public sector across the board. But there's real opportunity for the industry to make, shape technology for betterment. >> Yeah. >> You're doing a great job. Thank you so much. >> Thank you. I think we should start another hashtag for theCube too, is #technologyforgood. >> Awesome. >> What do you think? >> Let's do it. >> I love that. >> But Jonathan been doing a lot of work in that area. >> I know he has. >> We love that. #technologyforgood, #techforgood. This is theCube here live in Las Vegas for re:Invent. I want to thank Intel and AWS, this is the big stage. We had two stages, without sponsoring our mission we wouldn't be here. Thank you AWS and Intel. More coverage after this short break. (dramatic music)

>>From our studios in the heart of Silicon Valley, Palo Alto, California. This is a CUBE conversation >>and welcome back. You're ready. Jeffrey here with the cue. We're in our Palo Alto studio today for a Q conversation that a little bit of a deeper dive into the Cisco cloud center. We've had an ongoing conversation. There's a, a new component today. We're going to do a deep dive, so we're excited to welcome back to the studio. Uh, Kube alumni, uh, Ali G technical leaders software engineering group from Cisco. All great to see you again. Happy to be here. Absolutely. And joining us from New Jersey via the phone is Michael Chenoweth's. He's a technical marketing engineer from Cisco. Michael, great to see you. Hey rich, see you guys. And I hope you'll go get a cheese steak when they're finished and uh, after grad how you can send it to me. I don't know if that's possible, but uh, yeah. Anyway, welcome. Uh, so let's jump into it. So Cisco cloud center we've been talking about for a while, but today we want to dig into a very specific feature and it's a, it goes technically by a O, but that stands for the action orchestrator Ali. What's action orchestrator? >>Well, action orchestration is a component inside our cloud center suite that brings together cross domain orchestration and it's extremely useful because not only is it valuable for dev ops engineers to orchestrate and maintain and automate their infrastructure, but it's also useful for application developers to define workflow and orchestration in their products as well. So this tool, um, is heavily used throughout the stock, inside the cloud, at the application level, all the way down to the intro level as well. And um, uh, it's made it extremely easy for DevOps engineers to get their hands on the fining workflows and, uh, conditions and logics where they can create, maintain all the appropriate infrastructure that they need. Works very well hand to hand with the current, uh, technology out there like Terraform or Ansible. And, um, it's part of our CloudCenter suites. Huh. >>And is it more on the config side or is it more on kind of the operational workflow side? Correct. >>So it could be used for both. Right. It's so flexible in a matter of, I'm this abstraction of having the orchestration engine outside, uh, enables both developers and dev ops engineers to illustrate and create their workflows. Um, uh, rather, it's again, based on infrastructure or, uh, even networking layers or all the way up the side to the application where if your product requires an orchestration engine in the backend to process work, this, uh, this component definitely plays a big role. Right? So, >>okay, Michael, throw it over to you. >>Yeah, so I think everything that a Ali is saying is absolutely correct. Um, the nice part about it is it's, it's, >>you know, >>it's a product that can really do whatever you imagined. So, I mean, we've seen people use it for business process, for a automation of network, server, cloud, whatever you can think of. It's, it's, um, you know, it's extensible. We're gonna talk about that in a little bit. But really the, the nice part about it is you create the workflows and you designed the way that you want to go. And what I have here, if you could show the next, uh, video is just a little clip of what it would look like to go through a workup. Well, okay, so let's go queue that up and we'll uh, we'll take a walk for it. Let's go to the video number one guys. All right. So yeah, so if you look here, what we're seeing is we're seeing a pre, a view of what Amazon looked like, a beforehand looking at VPCs and subnets. >>And now what we're doing is going through a workflow that is going to show afterwards that those actual VPCs and subnets were created by using a flow. So we're going to do is just pick one flow here, which is called creative for us. And this is just an example. And what you see on the left hand side is something called actions. So these are all the atomic actions that are available. A, but these are just out of the box. We're adding stuff all the time. And these actions can be dragged over to the right and create workflows. And then just think about it as if it's not there, we can create, you can create them in minutes. And we're going to show you that in a little bit too. So right now what I'm gonna show you is the fact that if you click on each one of these actions, there's actually some kind of uh, information that you'll see on the right hand side. >>And this information is how you and figure that particular action. So this particular one's going to create a VPC and you can see the VPC name, you could see the VPC sub-net, um, and whatever other parameters are needed for that particular action. So not a lot to do. You pretty much select the target. And this one already had a target selected, which is Amazon or AWS. And the second action here, if you look down, actually has a parameter two or a couple parameters and one of those parameters you can see the first one is just the name. The second one though is actually using a variable from the previous step. So really, really easy to map stuff different workflow elements and it allows you to quickly kind of glue things together to make things work. So this is just an example again, very simple example that this is going to create infrastructure on Amazon. >>And you can think about using this as part of the process. Like when you're trying to bring up a cloud environment, maybe you run this first, if you run this to say, Hey, I need some infrastructure for that cloud environment and maybe you even want to execute, um, you know, bringing up certain VMs or containers, you can do that afterwards. But this was just a really, really quick showcase. Oh, a simple thing you can do with very few steps that you can then run and it will actually, we're going to run, hit validate here. It just validates the workflow. But once we click around here, it's actually going to create all of that stuff within Amazon. So in the next, in this step, you're going to see the run. You can see that both steps work because they're green. If they didn't work, they'd be red. >>And we're going to show that in one second. Um, but when you click on a step, it actually shows you the input and output of each one of those steps. So it's really, really cool on that all the information that you could possibly think of that you'll need to, to troubleshoot, to look at these things is available in the workflow by just clicking on each one of these steps and seeing what that input and output. So if you can imagine if you had an error there, uh, you could quickly figure out what that is. It would tell you the error, it would tell you what's going on, or if you needed information from a step before you can run it, get the information from the step before and then figure out what values you need for the next step. So really, really cool in that you could look at this workflow, you get all the information you need and it allows you to create these workflows and kind of glue them together really, really quick. >>Uh, and now what I'm going to show you, I believe is in the next part here. I'm just going to illustrate that. If you go over to the runs that we have here, it'll actually keep a list of all of the different runs we did. And you could see one is in red. Well that one in red means that a step didn't work well. Let's click on that step and figure out, Hey, why didn't this step work? Well, this step didn't work because of an error that we got. And if we scroll down to the bottom over here, what we're going to see is the actual error that are had had occurred within this step. So now we know exactly what the problem was and we can fix it within the next step. So in this particular one, um, we, we illustrated right there, uh, that there was some problem with, uh, I think a VPC, um, or the way that I, I sorry, the way that I phrase that VPC or that's something that I'm sorry. >>And uh, it, it, it positive problem, but I fixed it within the next step in. Now you can see that in these declare two screens that the VPC and the sudden that was created automatically within that workflow. Pretty cool. So what, what would they have done to accomplish that in the past? So there'll come a sound the past, and this is the real thing that, that we see. We see that people have all these tools all over the place. Those tools might be, you know, things that are uh, orchestration engines, you know, other products that it might be things, uh, that, uh, they run from the command line, uh, which are, you know, work great together. But what we find is that, you know, there's no central orchestration and when we want to provide is that central orchestration that can run those other tools and also schedule them together. >>So if you use a, if you use other tools besides a AAO, that's fine. We're happy to bring them in. And we could, you could use the valuables, you could use everything that's, that you still use. Okay, now you have all the integration, you have all the variables, you have all the workflow. And not only just for Mayo but from workload manager too. So if you bring up a VM and and bring up a container, you get that information. So there's just a lot of uh, you know, tooling inside that allows you to really take advantage of them. Everything you might already even have. >>Yeah, correct. I mean that was a good demo. And, uh, one of the things I like to point out here is that compared to some of the competitors that are out there with this orchestration engine, uh, I don't want to name anyone particular, but if you look at it, the schema that Michael just showed us in that demo is Jason Bass versus others out. There are some still in XML. The other very beneficial to this is that since this is a component of our cloud center suite, it also gets installed on prem. And what that means is footprint is extremely important when it comes to OnPrem especially. And, uh, with the technology and the cloud native solutions that you know, the team has done inside Cisco, our footprint is very small, uh, due to the technology choices that we use. And writing our services and go and et cetera versus outside competitors are doing it in Java, which have a much more larger footprint on, you know, the infrastructure that clients and customers get to insult. >>So there are a lot of features, uh, with this orchestration engine, uh, that comes when it, uh, when we're trying to compare them with the market and the competitors that are out there. Conditional logic in what Michael just showed us inside the workflows, right. It makes it super simple for someone who has not had any experience coding to put together their workflows and introduced conditions, um, either for loops or if L statements are conditional blocks, whereas in the competitors you have to know a certain amount of programming skills in order for you to do those conditionings. So I feel that that's a great advantage that we have here. So, >>and so do you does a lot of things come packaged out of the box kind of standard processes, standard standard workflows and our processes. Yup. And then what do they coat it in then? If, if, if it is a, a custom workflow that you don't have, how do they go in and manipulate the tool? >>Good question. Because I'm like I mentioned, right? The competitors, you would have to know a certain language in order for you to code those, a logical flows that you want inside your orchestration, right? Inside EO, it's all driven by the DSL, which is all Jason base, right? And the GSL, the DSLR is so powerful that you can introduce if an ELs conditions, you don't have to know a language per se, right? It's just you define your logic, right. And um, the tool actually allows you to provide those flows, those if conditions of the loops, uh, that are required and also defaulting onto fallbacks or etc. So, right. >>I think Becca, you're going to show us a little bit more that, uh, >>yeah, I think that's, that's absolutely key is that, you know, what we're talking about is extensibility here. So the extensibility is, is one thing that we kind of tell because you don't need to be a programmer, but we live in an API world. So we need a way to consume these API. How do we do that in, and you know, companies and businesses that think developer is expensive and it's very hard to get into. So we're trying to take that out of that and say, Hey, we have this engine. So let's take a look at some of that extensibility on the next video that I have here. >>Okay. Pulling that up. So what you're seeing here, uh, is, uh, postmaster. So this is a regular tool that a lot of people use. And what I'm showing is just appall, which is, which is in boost Matt. And this particular call just gets a Smartsheet. So this gets a Smartsheet, uh, from Smartsheets and it just lists what Smartsheets are available and yeah, in a, Oh, I want to be able to create this. And if we look at the time, or I'm doing this in less than five minutes, so I have no calls for Smartsheets, but I want to create a call. So what I did is I created a target for Smartsheets that's an HTTP target. And what that means is that I can connect to Smartsheets and if you look at the bottom, I list the API a address and I list the default path. >>So you don't have to enter that path a million times. So we know that API slash 2.0 is the path that we're always going to use. On top of that, there's always some other kind of, uh, element to that path that you know we're going to need in each particular action that we want to call. So what I'm going to do here is showcase what I did. So in this first step, what I've done is I actually did a generic HTTP requests. So no programming needed. All I had to do is use a URL. People have used the worldwide web, they know how to use URLs. And this one, the cause slash sheets doesn't take a lot of, you know, um, it doesn't take a brain surgeon to figure this out. So ah, really I did slash sheets is, is what I'm calling. And um, you know, I'm using the target and then the next step when I'm doing is I'm setting up a variable that's going to be my output variables. >>So what am I gonna call this? Maybe I'll call it sheets. And really all I'm doing is just setting this up and saying that we are going to call this Sheetz going out of it. And that's about it. So what I've done within a couple minutes is created a new action that's going to be shown on the left hand side. So now you can think of a reusable element. And what I'm showcasing here is I'm actually gonna turn it off and turn it back on just to showcase. But there's something called atomic actions. So I'm just validating that this is running. I'm going to take a look at the atomic action. I'm going to give it a category. So I'm going to put this, the Smartsheet category. So if you could imagine I had a lot of these, a Smartsheet actions, I could just put them all into one category. >>We'll find them on the left hand side, but I'm just going to validate that the atomic action is good. And now what I'm going to show you is that when I call up a new workflow, I can just drag that right from the left hand side and it'll be under smart sheets. It'll be under, you know, get those lists are uh, Smartsheet, um, lists Smartsheets and what it's going to ask for. Now as a token, because you need a token in order to, uh, authenticate with Smartsheet. That's a Smartsheet requirement. So what I'm gonna do is just go over to postman and uh, grabbed that token real quick and um, and then come back over to this page and enter that token in. So, uh, the, the first thing I gonna do is create an input variable and that input variable is going to ask for a token. >>So what that does is it, when I run this in this particular workflow, I could ask for an input variable. And that means every time it runs, it's going to pop up with that variable right now where you're seen as an associate in that variable that I created with that token parameter. And this is a secure string so you can never see what that string is. It's hidden, it's a, you know, it's a, it's made so that it's, it's not ever seen. And um, so now if I run the run, you'll see it asks for a token. Now is actually when I'm going to go over to postman. I'm going to grab that to again a, so you'll see I'm going into postman and post again is just what we use to test these calls. A lot of people use it. It's very industry standard. >>Uh, and I'm just grabbing the token from here. Uh, it's blurred out so that, so that though public can't see it. But I grabbed it and then we'll go back out into here and I hit run and you'll see that I created that action. I brought the accidents who workflow, I ran it, it's running and now it's giving me that exact same output that I would've gotten in postman. But now it's a reusable element. So this just illustrates the extensibility that's available within our product. Again, when we took a couple of minutes and I have an action that I might've needed that wasn't available in this tool, but it was created and it, uh, you know, it works out in the box now, so >>very slick. And so that was with, uh, with Smartsheets, how many connectors do you guys already have pre constructed? >>There are so many. I mean, you know, I don't want to list a lot of different vendors, but you could imagine every dev ops tool is in there. Um, there are connections to Amazon, to Google too, uh, to Coopernetties, to, um, to internally through ACI, through Muraki, through a lot of the Cisco ecosystem. So really there's, there's just a lot available, uh, and it's growing. It's grown tremendously and we're building communities and we just want people to try it, use it, I think really like it. Once they see what it can do. >>Yeah. And I'm just curious all, is this something that then that people are going to be working on all the time or these pretty much, you know, you set your configs and go, go back to work, you set these relationships and go back to work or is this, this is not your work screen, >>this is, I mean, how cool was that, right? Creating those atomic actions and being able to templatize those and, and, and building those building blocks like Lego, right, that in the future you can just build more and more out of and just either add to the complexity without it being complex at all. Right. Um, but going back to your question is a lot of these toolings that are built, um, with EO, the, uh, one of the other advantages that we see that unfortunately some of the competitors don't have outside, um, is that you have the ability of, for different types of events that inside AOL is supportive. So, you know, you as dev ops engineers, they tied them up to scheduling, they tied them up to events coming in from a message queue. So these are workflows that are created get, uh, triggered by these events, which, uh, you know, makes it possible for them to execute at a certain time or for a certain event that gets triggered. Right? So, uh, again, uh, re-usable, uh, Automic workflows and actions that Michael just demonstrated along with, um, having, uh, both engineers and the both engineers, both application developers and dev ops, and I kind of stress it out because how flexible this is, right. Um, for them to define it one time and then have it reusable whenever they want. Right. >>I'm just curious, what's the biggest surprise when you show this to people in the field? Um, what do they get most excited? >>They love it. I mean cut. They immediately say, how can we start using it the next site? Right. And, um, it's, uh, you know, we also have a cloud center suite has a SaaS offering where it's, uh, made it very easy for us to, uh, get them a trial access. So that they can come in, get their foot wet, you know, and try it out. Right. And once they start doing these calls and building these workflows and uh, as a Michael demonstrated these actions where they perform API calls at the very least, right. Uh, they just get hooked to it. Right. And then start using it from their answer. Right. >>Mike, what about you? What's your, uh, what's your favorite response from, from clients when you demo this? W what's the one, two things that really, uh, that really grabs them, gets their attention and gets a big smile on their face? >>Yeah. Well, first and foremost, you see people's minds spinning on, like what use cases have been bothering them that they haven't been able to, to, to like fix, you know, because maybe they're not programmers or maybe they are, but you know, it's just, they thought it would be too complex and too much work. So, you know, I think it's just, it's, it's so open-ended, but you just, the interest in people's faces. It's like the first time, you know, I have a three year old, it's the first time I gave him Legos and he's like, you, I can build stuff. I can do stuff myself. I mean, it's just like that. I mean that's the amazing part of it is that it's so extensible and to build on to what Ali was saying, uh, you know, there's so many ways to trigger it too. So this can work standalone and work by itself. >>Or it can be triggered by an API call. It could be scheduled, it could be called from workload manager. It can be, uh, you know, it can be triggered from a, you know, a rabid. It could be triggered from PACA. There's so many different things that you can do to trigger these workflows that it just makes it so that it can integrate with other products and you can integrate other products. Right? So it really becomes that glue that kind of ties everything together. I mean, we really, really think about it as building blocks or Legos or something like that. Um, it just is really extensible, really easy to use. And you know, we think it's a real game changer. >>Great. All right. All a last word. Where do people go to get more information if they can't see that cool demo on that DVD screen on their phone? >>So, um, we definitely recommend them to go to cloud center suite. Uh, you know, if you easily Google it on Cisco, uh, website or on Google itself, you know, you'll see it, uh, apart from, uh, first or second links. But definitely check out CloudCenter suite action orchestrator is where you would like to visit and learn more about this tool and this component. So. >>All right, well thanks for, uh, for stopping by and uh, thanks for joining us from New Jersey, Michael. Oh, thank you. And I'll send you a cheese. All right. I'm, I don't know if I want that in the mail, but we'll see. We can make fast shit, but all right. Thanks again for stopping by. He's only T's Michael. I'm Jeff. You're watching the cube. We're in our Palo Alto studios. Thanks for watching. We'll see you next time. >>okay.

>>Live from Las Vegas. It's the cube covering splunk.com 19 brought to you by Splunk. >>Hey, welcome back. Everyone's the cubes coverage here in Las Vegas for Splunk's dot com I'm John, the host of the cube. This is Splunk's 10th year user conference is the cube seventh year. We've been riding on the same wave with Splunk over the years and just watching the phenomenal growth and changes at the level of data at scale we've been covering. We can remember I said from day one data at the center of this, not just log files is now gone. Beyond that, we're here with Carrie Pailin, the CMO, chief marketing officer for Splunk. Welcome to the cube. Thanks for coming on. Thank you so much. It's great to be here. The folks that know us know about spunk. Notice the color changes in the background, the popping kink, burning yellow, orange underneath, new branding. You're new to Splunk story, career in technology. Um, this is exciting. And then portfolio, there's all the news is a phenomenal good news flow. >>Very relevant, right on Mark. Data is now creating value and datas like software. It's enabling value. Splunk software and solution platform has done that and this new new grounds to take. But you're now setting the agenda for the brand and the company tell us, I mean, it's a marketer's dream. What can I say? It's a, you know, I joined nine months ago and when I was interviewing for the role, I remember Doug Merritt saying to me, Hey, you know, we might be the only $2 billion enterprise software company that nobody's ever heard of. Amy said, I want to go solve for that. Right? Like the folks who know Splunk and our customers, they love us, our product is awesome and our culture is awesome, but the world doesn't know about us yet and we haven't invested there. So I want to go take the brand to the next level. >>And I want the world to understand what data use cases are out there that are so broad and so vast. And we believe that every problem ultimately can be solved through data or almost every problem. And we wanted to set the stage for that with this new brand campaign. Yeah. Just on a personal note. And following the journey of Splunk, a scrappy startup goes public and growth modes. When you're a growth Moe is hard to kind of lay down foundational things like branding and whatnot. But now sponsor leader, we did a poll within our community and for cloud and on premise security, Splunk's the number one supplier for just laws with workloads. And then now cloud security is kicking in. So the relationship to Amazon, Google cloud platform and Azure is a critical part of Splunk is now the leader. So leaders have to do things like make sure that their brand's good. >>This is what you're doing. Take us behind the scenes of the branding, the things you chose and data for everything. Yeah. D the little small nuance data to everything. Um, and the reason behind that was we believe you can bring and we can enable our customers to bring data to every question, every decision and every action to create meaningful outcomes. And the use cases are vast and enormous. We talked about some of them before the show started, but helping look at global law enforcement, get ahead of human trafficking through SPOHNC and spelunking. What's going on across all sorts of data sources, right? Helping zone Haven, which is our first investment from Splunk ventures, which startup that's actually helping firefighters figure out burn burn patterns with fire wildfires. But also when temperatures and humidity change where sensors are, they can alert firefighters 30 to 45 minutes earlier than they would usually do that. >>And then they can also help influence evacuation patterns. I mean it's, it's remarkable what folks are doing with data today and it's really at the, at the core of solving some of the world's biggest issues. It's hard to tell a story for a company that solves some of the use cases. Yes. Because depending on who you talk to, that's the company. This is what we should be telling them. I know you do this over here, so when you're horizontally creating this kind of value, yeah, it's hard to kind of brand that because it will get a lot of opinions because you're doing a lot of different things. There's not like one vertical. That's right. So this is the challenge that most B to B marketers will fall on the trip. We do this because we have a lot of customers in this one segment. But yes, you guys are hitting so much more. >>How did you deal with that? Ha, we had a lot of talks about it, a lot of discussions, a lot of debate and I love diversity of thought. It usually drives the right outcomes, but we had a lot of this, this is not an easy answer. If it had been, it would have been done years ago and we really talked about setting the stage for where, you know, I love the Wayne Gretzky quote about skate to where the puck is going and that's what he always did and that's why he was so good. We believe there will ultimately be a data platform of platforms and we believe Splunk is that platform, right? And so that's where the industry's going. We wanted to cast a net that would take us there so that this is the beginning of a brand evolution for us and not a total rebrand, but it's setting the stage for a category creation that we believe is coming in the industry. >>A few. You guys are smart and I think my observation would be looking at some of our 10 years of reporting and sharing some on digital is that all the conversations around data is impacting the real world. Yes. You see Mark Zuckerberg and on Capitol Hill having the answer to the date of debacles, he has cybersecurity attacks, national security, um, ransomware taking down cities and towns. This is a real impact. Forest fires disrupting rolling blackouts. So technology's impacting real world lives. That's right. This is really new to tech. I mean usually behind the scenes, you know, coding, but not anymore. We're the front lines of real societal, global. Yes. Jade is at the forefront and it's really exciting. It's also frightening, right? Because we believe data presents the greatest opportunity for humanity, but also some of the greatest threats. And so hence our ability to really dig in on data security. >>It's important to do that while we're actually also surfacing data to solve real world issues. You've been in the industry for a while and when you came to Splunk, boasts a couple of things that surprised you as you, you had some thoughts going in, you knew Splunk. Yes. What are some of the things that surprised you when you got here? Oh, I mean, in such a good way. A few things, you know. Well, here's the story. Three days into being at Splunk, my dad got very ill and I wasted him to Austin for heart surgery and he actually didn't make it. Um, and so it's been a rough year to say the least. And uh, the way that Splunk's culture, I knew about it before I came, but the way that this company treated me, like I had been here 10 years, uh, when I'd really only been an employee three days was something I'll never forget. >>And it's, it's special. Um, and so I believe that companies are successful if they are smart and healthy and in Splunk has the healthy and droves and not just the compassion and the empathy, but you know, a very transparent culture. We debate things, we talk about things, we support each other. We are accountable. And I believe that's a big part of why we've grown so fast because our culture is incredibly healthy and very, um, collaborative as a team. I'm sorry for your loss. Thank you. Um, you mentioned the culture is a big part of Splunk. Yes. In talking to some of the folks that spoke over the years, there's no, I will, I'll totally say this. There's no shortage of opinions, so have not volunteered. These are robustness. Yes. Diversity of thoughts, very actionable communities. How do you, um, how do you look at that? Because that's a, could be a force, a force multiplier. >>Yes. For the brand. How are you going to tie in to everything with the community? How are you going to harness that energy? Yeah. So it's coming and the reality is data to everything is actually a set up to tell the stories of everyone who is using data today. And so the community is going to be one of the first places we go to surface. Some of those amazing stories. Um, and some of the things you see here at the show are actually showcasing that in the keynote today we heard from zone Haman and Porsche and so many others around their use cases. But the community is where it all begins and that's the lifeblood of our sort of spunkiness and a something that we don't take for granted once. One second. Sorry about the Barack Obama. Yeah. Directions with him and his interest in Splunk. Yeah. So we had our big re rebrand a reveal last month we had an event and it was for C suite type of folks. >>That was a very intimate event and we wanted somebody to keynote that and headline that that really brought to life the whole notion that you can bring data to everything. And president Obama was the first POTUS that actually use data in his campaign strategy. He's very open about that. He's the first president to appoint a chief data scientist to the white house. He's actually exceptionally geeky and very data-driven. And so when we asked him to come and headline this, he actually was really excited about it. Um, and you know, in, in great fashion, his communications team was really strict on curating the questions that we had for him. And he was so cute. He showed up to the event and he said, look, um, I'm so thrilled to be here. I love what you guys are doing and you can ask me anything. It's just like ready to go. >>And he was so wonderful and teed up this, this notion of day bringing data to everything so brilliantly. He's kicking, dig and be ad live all the time. He's very colorful as well as personality. Yes. He's kind of nerdy and you know, he was very open and OpenGov too. One of the things that I remember and when big data really started rolling into the scene around 2009, 2010 yes. You saw that opening up data registries from cities and towns and actually created innovation from health care medical supplies? Yes. Yes. So this has been a big part of it. Huge. You guys are doing some things out here and I see the exhibits we're using the day you're doing demos. How do you see you guys helping society with that? Because if you get to the next level, you've got some great use cases. Yes, the public sector is a big part of some news here. >>Fed ramp is one little technicality, but you got some certification, but government's modernizing now. So you know post Obama, you're seeing modernization of procurement roll with cloud, certainly cyber security. Amazon with the CIA, department of defense, role of data in the military and public sector. Yes, education. This is going to be a disruptive enabler for faults on the public impact. I mean, look, there's, you know, Doug touched on this a little bit this morning, the reality in our press conference, but the reality is if you do it right, opening up datasets to communities of people that can do better together and you can get this collective momentum going. For instance, in healthcare, I mean I'm a little bit of a health care nerd and I don't know if you've watched the PBS special on the Mayo clinic, it's spectacular. But one of the reasons the Mayo has been amazing for years is because their doctors all work off the same systems in every discipline in that facility and they can learn more holistically about a patient. >>And I think about the impact that data could have if we could open up those data sets across every health provider for one person or the same illness with every major institution across the U S collaborating and sharing and what we could actually do to make real impact and strides against some of the diseases that are really crippling society today. So I think that the good that we can do with data, if we open up those data sets and do it in a way that, that it's safe. It's remarkable the progress we can make. You know, one of the from machine learning has been a big success story. Machine learning toolkit. Customers are raving about it. Opening up the data creates better machine learning. AI creates better business value. That's right. That's that part of how you guys see things rolling out. Sure. I mean, as a marketer we use AI today and it's really more machine learning. >>It's sad pattern recognition. But we use, uh, you know, my last stand as a CMO, the last company I was at, we use an AI bot to augment our sales headcount for following up on leads. And it looked like a human being. I mean, same thing for Splunk. I mean, the more we can see pattern recognition, proffer up insights, the better off we are to help out our customers. And so Tim Teles team is driving that hard and fast into our innovation curve with everything that we do. Innovation culture, big time here, right? Huge, huge and one of the reasons I came to Splunk is when I interviewed with Tim and I said, Hey, how are you doing on recruiting engineers in the Valley? We all know that that is liquid gold, and he said that he had hired 370 odd engineers in less than a year and from really big brands like Airbnb and I thought, all right, there's some really cool innovation going on here. >>If some of the best engineers in the Valley really want to come work here and they want to work for a great leader, and Tim and his team are that. so.com is 10 years now this year has been riding the wave together. It's been fun. Your first, my very first dotcom. Yes. Your thoughts on this, on this community, this event. Share your, your thoughts. I mean I'm blown away and this is a team sport. I'm so proud of the events team, the creative team, the sales teams, everybody who's come together to make this event so spectacular. It's just sort of mind numbing that a company of our size can put on such an experience for our user community, but I'm also thrilled with the engagement. We have over 300 sessions this week and most of them are user and customer use, case driven and the stories they are telling are magnificent. >>They're doing this all with Splunk, so it's pretty special. And the ecosystem and the app showcase is pretty hot here. You're seeing real applications, people writing code on top of Splunk? Yes, it's, it's, I'm sorry I don't use this word often. I'm 48 but it's rad. It's so cool. Yes. Harry, thanks so much for coming on the cube and sharing your insights. Absolutely. Final thoughts for the people who aren't here at the event, watching on camera, what, how would you encapsulate.com this year? What's the top story that needs to be told? I mean, look, the reality is that we are bringing data to way more than just security and it ops, which has been our core use cases forever, and they will continue to be, but folks are that are not incredibly data literate or through Splunk bringing data to everything and solving some big gnarly issues in the world. And it's pretty exciting stuff. So check us out. All right. Thanks. Gnarly red. Cool. I need a surf board, Jerry. Thanks for coming on Friday. Thank you so much. Coverage here@thetenth.com I'm Jennifer with the cube, bringing you all the action here in Las Vegas. Three days of cubed wall to wall coverage. We've got one more after this short break.

>> Live, from Boston, it's theCUBE, covering IBM Chief Data Officer Summit. Brought to you by IBM. >> Welcome back everyone to theCUBE's live coverage of the IBM CDO Summit here in Boston, Massachusetts. I'm your host Rebecca Knight, along with my co-host Paul Gillin. We're joined by Dr. Prakriteswar Santikary known as Dr Santi. He is the Vice President and Global Chief Data Officer at eResearch Technology. Thank you so much for coming back on theCUBE. >> Yeah, thank you for inviting me. >> So Dr Santi tell our viewers a little bit about eResearch Technology. You're based in Marlborough... >> Yeah, so we're in Boston, but ERT has been around since 1977 and we are a data and technology company that minimizes risks and uncertainties within clinical trial space and our customers are pharmaceutical companies, biotechnology companies, medical device companies, and where they really trust us in terms of running their clinical trials on our platform. So we have been around over 40 years, so we have seen a thing or two in the space. It's a very complex domain a very highly regulated as you know, because it's dealing with patients lives. So we take huge pride in what we do. >> We know how involved clinical trials can be long, very expensive, how are the new tools, big data impacting the cost? >> Well, that has been an age old problem within the clinical trials, usually a drug takes about eight to 12 years and costs about $2 billion from start to commercialization. So it's a very lengthy, manual and arduous process. So there are lots going on in this clinical trial domain that's tries to shorten the timeline and employing of big data technologies, modern data platform to expedite data processing, data collection from mobile devices and health technologies and all these. Artificial intelligence is playing a big role in terms of disrupting some of these domains, particularly if you see the protocol development down to patient selection, down to study design, then study monitoring. So you need to do all those things and each takes long long long time, so AI with the big data technologies is they're really making a difference. >> In what ways? >> For example, patient selection is one of the huge pin points in any clinical trial, because without patients there are no clinical trials. Particularly when you try to launch a drug, you will have to identify the patients, select the patients and not only select the patients, you have to make sure those patients stay with the clinical trials throughout the duration of the trial. So patient engagement is also a big deal. So with these big data technologies, like now you can see all this mobile health devices that patients are wearing using which you can monitor them. You can remind, send them a reminder, take your drug or you can send a text saying that there will be a clinical visit at that site come at seven o'clock, don't come at nine o'clock. So these kind of encouragement and constant feedback loop is really helping patients stay engaged. That is critical. Then matching patients with the given clinical trials is a very manual and arduous process, so that's where the algorithms is helping. So they are just cranking up real world evidence data for example claims data, prescription data and other type of genomic data and they're matching patients and the clinical trial needs. Instead of just fishing around in a big pond and find out, okay I need three patients. So go and fish around the world to get the three patients. That's why current process is very manual and these AI techniques and behind technologies and big data technologies are really disrupting this industry. >> So are the pharmaceutical companies finding that clinical trials are better today because patients are more engaged and they are getting as you said this constant reminder, take your drug, stay with us. Do you think that they are, in fact, giving them better insights into the efficacy of the drug? >> Yes because you will see their compliance rate is increasing, so because remember when they have to fill out all these diaries, like morning diaries evening diaries, when they are taking which medicine, when they are not taking. It used to be all manual paper driven, so they would forget and particularly think about a terminally ill patient, each day is so critical for them. So they don't have patience, nor do they have time to really maintain a manual diary. >> Nor do their caregivers have the time. Right. >> So this kind of automation is really helping and that is also encouraging them as well, that yeah somebody is really caring about me. We are not just a number, patient is not a number that somebody is really relating to them. So patient engagement, we have a product that specifically focuses around patient engagement. So we do all these phase one through phase four trials, one, two, three, four and then forced marketing, obviously, but through the entire process, we also do patient engagement, so that we help our customers like pharmaceutical companies and biotechnology companies so that they can run their trials with confidence. >> How about analyzing the data that you collect from the trials, are you using new techniques to gain insights more quickly? >> Yes, we are. We just recently launched a modern data platform, a data lake while we are consolidating all the data and anonymizing it and then really applying AI techniques on top of it and also it is giving us real time information for study monitoring. Like which side is not complying, with patients or not complying, so if the data quality is a big deal in clinical trials, because if the quality is good, then FDA approval, there is a chance that FDA may approve, but if the data quality is bad, forget about it, so that's why I think the quality of the data and monitoring of that trial real time to minimize any risks before they become risks. So you have to be preempted, so that's why this predictive algorithms are really helping, so that you can monitor the site, you can monitor individual patient through mHealth devices and all these and really pinpoint that, hey, your clinical trials are not going to end on time nor on budget. Because here you see the actual situation here, so, do something instead of waiting 10 years to find that out. So huge cost saving and efficiency gain. >> I want to ask about data in healthcare in general because one of the big tensions that we've talked about today is sort of what the data is saying versus what people's gut is saying and then in industry, it's the business person's gut but in healthcare it is the doctor, the caregivers' gut. So how are you, how have you seen data or how is data perceived and is that changing in terms of what the data shows that the physician about the patient's condition and what the patient needs right then and there, versus what the doctors gut is telling him that the patient needs? >> Yeah and that's where that augmentation and complementary nature, right? So AI and doctors, they're like complementing each other, So predictive algorithm is not replacing doctors the expertise, so you still need that. What AI and predictive algorithm is playing a big role is in expediting that process, so instead of sifting through manual document so sifting through this much amount of document, they would only need to do this much of document. So then that way it's minimizing that time horizon. It's all about efficiency again, so AI is not going to be replacing doctors anytime soon. We still need doctors, because remember a site is run by a primary investigator and primary investigator owns that site. That's the doctor, that's not a machine. That's not an AI algorithm, so his or her approval is the final approval. But it's all about efficiency cost cutting and bringing the drugs to the market faster. If you can cut down these 12 years by half, think about that not only are you saving lots of money, you are also helping patients because those drugs are going to get to the market six year earlier. So you're saving lots of patients in that regard as well. >> One thing that technologies like Watson can do is sort through, read millions of documents lab reports and medical journals and derive insights from them, is that helping in the process of perhaps avoiding some clinical trials or anticipating outputs earlier? >> Yes, because if you see Watson run a clinical study with Cleveland Clinic recently or Mayo Clinic I think or maybe both. While they reduce the patient recruitment time by 80%, 80%. >> How so? >> Because they sweep through all those documents, EMR results, claims data, all this data they combined-- >> Filter down-- >> Filter down and then say, for this clinical trial, here are the 10 patients you need. It's not going to recommend to who those 10 patients are but it will just tell you that, the goal is the average locations, this that, so that you just focus on getting those 10 patients quickly instead of wasting nine months to research on those 10 patients and that's a huge, huge deal. >> And how can you trust that, that is right? I mean I think that's another question that we have here, it's a big challenge. >> It is a challenge because AI is all about math and algorithm, right? So when you, so it's like, input black box, output. So that output may be more accurate than what you perceive it to be. >> But that black box is what is tripping me up here. >> So what is happening is sometimes, oftentimes, if it is a deep learning technique, so that kind of lower level AI techniques. It's very hard to interpret that results, so people will keep coming back to you and say, how did you arrive at that results? And that's where most of the, there are techniques like Machine Learning techniques that are easily interpretable. So you can convince FDA folks or other folks that here is how we've got to it, but there are a deep learning techniques that Watson uses for example, people will come and, how did you, how did you arrive at that? And it's very hard because those neural networks are multi-layers and all about math, but as I said, output may be way more accurate, but it's very hard to decipher. >> Right, exactly. >> That's the challenge. So that's a trust issue in that regard. >> Right, well, Dr. Santi, thank you so much for coming on theCUBE. It was great talking to you. >> Okay, thank you very much. Thanks for inviting. >> I'm Rebecca Knight for Paul Gillin we will have more from the IBM CDO Summit in just a little bit. (upbeat music)