>> Announcer: From around the globe. It's theCUBE. With digital coverage of AWS re-invent 2020 sponsored by Intel, AWS, and our community partners. >> Hi, welcome to theCUBE virtual and our coverage of AWS reinvent 2020. We are theCUBE virtual and I'm your host Keith Townsend. Today I'm joined with Melanie Frank who is managing VP of technology at Capital One. Welcome to theCUBE Melanie >> Thanks for having me glad to be here. >> So first time on theCUBE, but you guys have done something big at Capital One. So we're not going to take it easy on you. This is, this has been hitting the news cycles. You guys have closed down your last data center. What spurred the, the initiative for Capital One to exit to private data center. >> Oh, there's so many cool technology, you think that we'll talk about, but you know, if you want to talk about why that is not tech for the sake of tech in this case, this is about working back from, from what our customer needs are. So I think of how the digital world has transformed our expectations as consumers, right. I, I actually was, I use a digital assistant a lot in the kitchen. And so the other day I was cooking and, you know, I update a shopping list to set a timer. I'm just used to doing those things. And the other day I actually asked my digital assistant to set my stove to 350 degrees, which I do not have a smart stove. It's not integrated with my digital assistant, nothing in my home has that capability right now, but it really kind of struck me as a wow, this whole, like this, this interaction has changed my expectations now for my entire kitchen. And I think that those types of experiences now are what we've come to expect as consumers. And that really was the center of it for us, our shift to cloud and exit of the data centers was all about our ability to provide our customers with experiences that are real-time and intelligent that you just can't do, if you're running on outdated technology in a data center. >> So I absolutely understand the benefits of when you're there. The other day, I was bringing up another circuit in our data center and I'm thinking our virtual data center and I'm thinking, wow, man, this is so easy. I can just issue a command software defined. And now the data centers has redundant connectivity, but getting there is a process can you talk to us about the process and how long it took for Capital One to actually reach that goal. >> Yeah, you know, you're so right. Like it is so nice once you're there, but it is not to be underestimated the, the transformational aspect of this, so this was a part of a massive eight year technology transformation, really. That was about modernizing the way in which we worked as well as the tech infrastructure itself. So our goal was to get to this destination where we were faster and more nimble, like you described with those new capabilities for those customers. But we're talking about this eight year transformation where we transformed our talent. We had to hire product managers, data scientists, designers. We shifted our developer skill sets. We're now sitting at an 11,000 person tech organization with 85% of that being, you know, engineers, we shifted the way we work to agile, is it is just much more conducive to that rapid delivery of value. And then of course, on the tech side, really since about 2014, we've closed eight data centers and rebuilt thousands of applications to take full advantage of the cloud technology and capabilities. >> Cool. So it goes without saying, you guys won the world's biggest financial organizations and you've highlighted the non-technical part of the journey. Can you provide a little bit of insight for us on the, kind of the, your partners within the bank, not just technologists in the technology organization, how was this not necessarily disruptive, but changing, you know, groups like audit your financial services. You're constantly worried about audit. How did audit embraced this change? >> Well, I think there was a huge learning for the entire organization to think about what, what parts of what we do need to be done differently. In some ways there were a lot of benefits if I think about our business partners in the finance team where, you know, you had a data center running with massive amounts of technology infrastructure, perhaps you had to size that technology infrastructure for your peak loads, for us during, you know, holiday shopping periods and things like that. And now we're at a position where we can much more nimbly control the tech. We can audit scale up, we can audit scale down that is much more cost-effective for us, for our business. And then from a financial perspective, you just take that use case for the finance department it's, you know, adjusting so that we can directly show that cost to the line of business and allow them to make the changes that they need, which makes sense for their business and their customers. >> So let's talk about more of that process and the journey from a technology perspective, as we look at something as mature as a bank's infrastructure, not all of those applications can be migrated easily and re-platformed easily. How did you guys deal with those tough last to move application, you know, that last 20%? >> Yeah. I think, you know, it early with that, for us with a declaration that, you know, kind of I'll say the easier part, anything new gets built into the cloud. And as you point out that is way easier than tackling some of those things that you you've probably been dealing with and tackling for a very, very long time, from an application standpoint. We knew early on that it would be better if we could modernize the applications themselves as we moved them to the cloud to really kind of unlock the advantages because there's one part of the advantages of the cloud infrastructure. There is a second part of what it forced was a application modernization and a tech modernization for us. And so those two things together were super powerful. We had a few stubborn ones that we said, okay, can we containerize this? Can we lift and shift this over it's, to me, it was likening to, you know, moving from one house to another and you've, you're kind of cleaning out your attic and you're trying to figure out, ideally, you don't take anything to the new house that you don't need and you do all this cleanup. And at some point you say, well, this I'm going to put in this box and I will deal with it kind of at the new house. And ideally you do that before you put it right back in the attic. So we had a few of those, but in large part, you know, 85%, I think that's, that's part of why it took us so long was let's, let's do this right. And let's get, get this so that these applications can run effectively and take full advantage of the cloud. >> So let's talk about some of the potential benefits and the past eight to nine months. My relationship with my commercial banker, with my private banker have really changed due to the pandemic. Talk to me about some of the advantages or capabilities the bank has gained as a result of moving all almost all. Well now totally to the public cloud. >> Yeah. Yeah. It's a good question. I think I'll start with one that is a little bit more technically oriented then talk about the capabilities. So, you mentioned the pandemic and we had, you know massive amounts of planning as we were kind of taking in the full impact of what was about to happen for our associates and our customers, you know and trying to think through how will customer behavior change during a pandemic? We didn't have a whole lot of indicators as to what that might look like. You know, how is their activity going to change from a transactions, for example, or, you know, are they going to change the frequency with which they're logging in online or paying the cloud gave us the flexibility. As you mentioned earlier to scale rapidly in case the projections that we were making were wrong about consumer behavior. And so we could keep the platforms up and running and recover them much quicker, more resilient infrastructure to make sure that it's up because we really we're in unprecedented times, trying to think through how, how behaviors and needs of customers would change. Secondly, you know, from a capability standpoint, we talked about the need for those real time intelligent experiences that only cloud can give you only modern applications can give you things like, you know Eno, our digital assistant, which is built on a streaming architecture, it can identify unusual charges, 40% tip and alert me in real time. You know, these days 40% tip, I'm trying to help local businesses, that's, that's exactly true. But the fact that Eno is out there kind of looking out and watching my back and saying, this is unusual is, is this you you're transacting a lot online who knows what the fraudsters are looking for. It's those types of experiences that, that you can't build. If you are posting transactions to a mainframe that, you know, runs a batch process overnight, it doesn't help me if you tell me the next day. >> So let's talk about this talent transformation a little bit too, because one of the most difficult things I've witnessed with any type of, of massive transformation like this is recruitment and retention of talent, not the industry hasn't quite built up the talent pool to support such massive transformations. How is this impacting your talent and recruitment processes? >> Yeah. So, massively. And the good news is, you know, given the amount of time we've been on this transformation, we had some time to allow that to adjust, you know, when we started and knowing that, that we were focused largely on AWS, we said, we'd be great if we could go find it, you know thousands of engineers who are, you know, deep experts in AWS, and they didn't necessarily exist at the time given that there, there aren't a whole lot of companies doing what we were doing at the time besides perhaps, you know, AWS themselves and Netflix and they're good partners to us. So we don't need to, to steal everybody's talent. And so we started early on with training and re-skilling our engineers, generally speaking, I find that engineers love using new things. And they in particular love learning newer technologies. I haven't found one yet who's kind of resistant and, you know, wanting to go back and learn COBOL or Fortran like I had to. And I was in college. So, you know, the fact that, that they could, could learn some of these modern tech help evolve and develop them, you know, really kind of push on, on some of the capabilities and, and partner with partners like AWS to enhance the capabilities that are out there. And that's, that's an engineer's dream. The fact that they had, we had plenty of time. We made the declaration that we were going to go all in on cloud. Well, before we targeted getting it done probably before we even knew how in the world we were going to get there, it gave folks plenty of time to think through the training. We provided massive amounts of, of access to learning and training certifications of, for, for everyone to develop the skills that they needed. And I think it's just been great and super fun from a talent perspective. >> I love that you mentioned Netflix, they've been another company that's been extremely public with their journey to the cloud. We kind of think of Netflix is just born in the cloud company and they weren't, and they had a journey to the cloud you share your journey to the cloud. What are some of the pieces of advice, the best practices you can give other companies looking to take that similar journey? >> I will say to, you know, not underestimate the transformative part, for us I think I've said it before. I'll I will say it again. This was not just a tech transformation, you know, this started with our customer needs. It started with a business strategy. It was transformative to our culture for how we, how we think about building and delivering capabilities, as well as the software, then that underlies and supports them. And so I think, you know, starting from a place of where are you trying to go and why? And giving yourself really the fortitude and commitment to achieve it, because you mentioned it, it is not necessarily easy. If you run on a yearly budget cycle, you if, unless you are, you know, running on very few applications at this point, you know, you will not get this done in kind of one year budget cycle, this is a multi-year journey. And ideally you're changing the technology itself, but also how software gets delivered. And therefore then as we just talked about the talent required to do so. >> So Melanie, we've been watching your journey for the past couple of years and we so appreciate you sharing your journey with theCUBE. More importantly, you're now a CUBE alum, and you get all the benefits of the CUBE alum, which has a great headshot that the team has shared, but we really appreciate you sharing a builder's journey at this builder's show. Stay tuned for more coverage of AWS re-invent 2020 via that you.. virtual. Thanks for joining us. (gentle upbeat music)

(upbeat techno music) >> Live from Las Vegas. It's theCUBE covering Dell Technologies World 2019. Brought to you by Dell Technologies and its ecosystem partners. >> Welcome back to Las Vegas, Lisa Martin with Stu Miniman. You're watching theCUBE live from day one of our coverage of Dell Technologies World 2019. There's about 15,000 people here, about 4,000 of Dell Technologies' partners, lots of folks. We're pleased to welcome to theCUBE, a couple of guests. We've got Melanie De Vigan, VP of Digital Workplace Portfolio from Atos. Melanie, it's great to have you on theCUBE. >> Thank you for having me. >> And we have Justin Grimsley, Product Marketing from VMware. Justin, thank you for joining Stu and me as well. >> Yep, good to be here. >> So, workplace. One of the big themes from this morning's keynote, one of the themes that we've actually heard all day is, we talk about digital transformation, we talk about it at every event. It's essential. But, people are essential for digital transformation. And we have this workforce that has changed so much in the last few years. Some of the stats that were shown this morning, I think I remember seeing 81% of people now work outside of a traditional office. And about half the people, and I'm one of them, and I know Stu is too, work in at least three different places in a single week. So, in order to enable digital transformation to be real, it's got to start with the people. So Melanie, talk to us about transformation of the modern workplace, and what Atos is doing to facilitate that. >> Yeah, I think we've seen a big change in the market lately, where in the past successful organization would be focusing on employee productivity, but lately all of them realize the importance of employee engagement and employee experience. This morning, Pat mentioned the fact that ideally, engaged employees were going to drive success of the company. What is very striking is that if you compare that to the fact Gallup released a study last year saying that 87 percent of employees are not engaged. So you can see the huge gap, and how by focusing on this employee engagement, by transforming the employee experience, you are actually going to contribute to the business. And I think, really, when we talk about employee experience, we need to look at it from a wholistic point of view. So at Atos, we used to talk about "people, places, and platforms." "People" is all about the company culture, how people are engaged, what type of leadership in the company. It is about digital inclusion and accessibility. "Places," of course, is about from where you work. You mentioned the stat about mobility and from where people work. It's also about the building itself, and how the building is going to foster collaboration. And of course the "platform," it is about the IT, the technology that is going to enable all of that. What are the tools that you give to the end user, to the employee to be able to perform his jobs, so it starts with a device, it is about the collaboration solutions that are going to foster and help changing the mindset, changing the way people work. >> Alright. So, Justin, how does VMware tie into the picture that Melanie was painting there? >> Absolutely, I think this is why Atos, VMware, and Dell are such good partners, right? Our visions are so well-aligned to that employee experience that you guys were talking about. For us, the three major trends that we see are that users are no longer tied to the company network. They're not tethered to their cubicle with that Cat 5 cable. They're working shoulder-to-shoulder with their customers, or in the coffee shop, or at home. They're accessing all sorts of different types of applications now. It's not just legacy Windows apps, it's SaaS applications, it's virtual apps. And then the third trend is, they're using all sorts of different devices. And so, as companies are really looking to attract and retain talent, they want to enable employees to use the devices that they love, to be productive how they want to be productive. And so, many employees that we see now use two or three different devices. They might use their Dell laptop to be really productive and crank out work. They might use their iPhone or their Android device as well, and the applications that are available to them there. And so, we really see these three trends comin' together as a way for organizations to change how their employees work. And Atos and VMware and Dell are coming together to help enable that for our customers. >> So Justin, I don't know if it struck others, but for me, seeing Pat Gelsinger and Satya Nadella up on stage together was impressive, because Dell and Microsoft have a long, long relationship. VMware and Microsoft, it's an interesting relationship there, you know. End-user is something that we actually have seen Sanjay and his team with end-user computing growing out. But, can you comment on the news of the week, as well as the importance of bringing Microsoft into this discussion? >> Absolutely, you know, I think with everything that you said, the one thing I would say is that I think VMware compliments Microsoft very well. So, when we look at the end-user computing space, for years now, we've looked at how can we-- as Microsoft introduced Windows 10-- how can we bring that into the fold and extend a great experience on Windows 10. When you look at Office 365, I just did a session earlier and the number of hands that went up that are deploying Office 365, VMware has a great story around conditional access for those applications and providing a great experience. And so I think what we see now is this: customers are making different investments. Some customers are making investments in Microsoft 365, and others are making them in Workspace ONE, and so now, we can maximize those investments so they can get the most out of their end-point, and their end-user computing strategy. It's really a "one plus one equals three" scenario. And then we have services from companies like Atos, and Dell, and others that are coming around to help drive transformation across any of the devices that employees are using. Whether it is a Windows 10 PC, or whether it is a mobile device and accessing Office and other applications on it. So it was really powerful to see, I think, Satya, Pat, and Michael onstage this morning, coming together. >> Indeed, it was really, really impressive. I think just the fact that they were onstage were the most powerful message, for end-user computing at least. >> So Melanie, we look at this importance of employee engagement-- you mentioned, Justin, talent attraction and retention. What is Atos doing to actually-- there's got to be another-- maybe it's employee transform-- well, it's workplace transformation, really, right? But how are you kind of leading in that, to really drive business outcomes, like a business being able to generate more revenue, because "hey, we're enabling our workforce "and the way that they want to work." And as Justin said, with all the devices that they say, "let me use what I'm familiar with." >> Yeah, so one thing for us which is really key, is that, I mean, all this employee experience, it's a really nice story, but if we just talk about it, it remains a story, and we can't really do anything about it. I heard many people say this morning, "it's about the data." And this is what we're doing. What we're really looking at now is how do we make this employee experience tangible? So, it's all about moving toward a data-driven approach. So we are going to collect all the data. So again, we have this "people, places, and platforms," so we're going to collect the data from the devices. At Atos, we manage 4.5 million devices, so this is that much data matrix that we can collect to understand what's happening and what's going. It is the same with the feedback of the End-user, understanding how they work, like on a collaboration solution, understanding how people are working with each other, how they can change, so that at the end, we are going to be able to give some insight. We're going to be able to give some insight to the employee, so that again, he can understand what he can do differently. We're also going to give insight to the organization. It can be the IT department, it can be the HR department, it can be the facilities. It's all about bringing all of that together, so we give this wholistic vision and be able to drive the change, this is what we're targeting. >> Yeah, I love that. If you look at digital transformation, one of the most important things is, I need to have my business being driven by data, I have to have those feedback loops. What I'm curious is, what are some of those key measurements, how are you looking at these environments today when I have all this data, versus maybe how I would have done things in the past? >> Yeah, so, indeed, and this is where today, we are working away from this service-level agreement, the way we used to measure the IT services. People talk a lot about this watermelon effect, where it's all green outside, but red inside. So, all the KPI are green, meaning the server and infrastructure is working, but at the end, the end-user is not happy. So today, we are talking about experience-level agreements, so it's about defining metrics, which are really going to show how does the service perform, and what makes sense for the employee at the end. So more or less, we're moving away from the infrastructure, and we're getting closer to the business, taking measures that are really going to show what is going to impact the business. >> Just to build on that, I think what's one of the interesting things that we see now is that IT teams aren't just measured on cost. They're being measured more and more on employee experience. We're seeing companies do employee net promoter scores now. How can we elevate the employee experience from the day they start at the company, to the day they retire, right? And so, I think that's what Atos and others are really bringing together for their customers, and for our joint customers. >> And that's cultural impact at a business. Whether it's a business that's been around 35 years, as long as Dell has, or one that's maybe younger. That cultural change is hard. We talk about that at every event, with every company, because, especially for veteran employees, or more seasoned, who are used to certain ways of doing business, that company has to transform culturally as well, for their digital transformation to enable them to become the leaders that they want. So I'm hearing that one of the things that Atos is enabling is that cultural transformation. It's not just about having new KPIs and changing SLAs, it's driving change for entire business units to impact that whole company. >> Yeah, and to be able to do that-- So we still want to be data-driven, so we're going to get this KPI, but with KPIs, there is no "one size fits all." There is not one KPI that we're going to apply to all our customers. It is a war that we're doing with the customer to understand what is key for them. An example, which is a bit... I don't know if it's funny or interesting, is we have this customer for whom we have these tech bars, you know, the walk-in bar where an end-user can go and get coaching, support, help from a technician. And so, we had this customer where the tech bars were very successful, so there were more and more people going there. And because there were more and more people, they started queuing, and we said, "Okay, there's an issue. "we don't want people to be queuing." So we went into a discussion with the customer. At the beginning, everybody's idea was, "Okay, let's put more people behind the desk, "so they can help." And when we had this discussion with the customer, it turned out it was not a good solution, because it was a company with a very strong family culture, very centered about the relationship and the network, and these tech bars, they were meant to be a place where people can go and chat with each other, and share about what's going on. So, instead of putting more people behind the desk, we talked about adding coffee and cookies at the desk so people are willing to go. I mean, this is just an example, but it's just to say, it's not about measuring how long someone is going to wait at the desk, it's about understanding what is important for this customer, and then we can define with them the key matrix that we need to follow. >> That's excellent. And a tech bar, that's a bar I can get behind. (laughing) Melanie, Justin, thank you so much for joining Stu and me on theCUBE this afternoon, we appreciate your time and it's always exciting to hear how the employee experience is so pivotal and critical to digital transformation. >> Thanks for having us. >> Thank you very much. >> Oh, our pleasure. We're Stu Miniman, I'm Lisa Martin, and you're watching us live in Las Vegas. Day one of theCUBE's coverage of Dell Technology World's 2019. Thanks for watching. (electronic techno music)

[Music] we're here with steve melanie the president and ceo of aviatrix steve john and i started this whole super cloud narrative as a way to describe that something different is happening specifically within the aws ecosystem but more broadly across the cloud landscape at re invent last year you and i spoke on the cube and you said one of your investors guy named nick sterile said to you at the show it's happening steve welcome to the cube what's happening what did nick mean by that yeah we were we were just getting ready to go on and i leaned over and he looked at me and he whispered in my ear and said it's happening he said it just like that and and you're right it was it was kind of funny and we talked about that and what he means is enterprises you know this is why i went to aviatrix three and a half years ago is the the the flip switch for enterprises and they said now we mean it we've been talking about cloud for 12 years or 15 years now we mean it we are digitally transforming we are the movement to cloud is going to make that happen and oh by the way of course it's multi-cloud because enterprises put workloads where they run best where they have the best security the best performance the best cost and the business is driving this transformation and they decide that i'm going to use that azure and another business unit decides i'm using google and another one says i'm using aws and so of course it's going to be multi-cloud and i think we're going to start seeing actual multi-cloud applications once that infrastructure and you know you call it the super cloud once that starts getting built developers are going to go wait a minute so i can pick this feature from google and and that service from azure and that service from aws easily without any hesitation once that happens they're going to start really developing today there aren't multi-cloud applications but but but the what's happening is the enterprise embracing public cloud they're using multiple clouds many of them call it four plus one right they're four different public clouds plus what they have on prem that to me is what's happening i am now re-architecting my enterprise infrastructure from applications all the way down to the network and i am embracing uh uh public clouds in that in that process so i mean you nailed us so many things in there i mean digitally transforming to me this is the digital transformation it's leveraging embracing the capex from the hyperscalers now you know people in the industry we're not trying to do what gartner does and create a new category per se but we do use super cloud as a metaphor so i don't expect necessarily vendors to use it or not but but i and i get that but when you talk about multi-cloud what specifically is new in other words what you touched on some of this stuff what constitutes a modern multi-cloud or what we would call a super cloud you know network architecture what are the salient attributes yeah i would say today so two years ago there was no such thing even as multiple clouds it was aws let's be clear everything was aws and for people to even back then two three years ago to even envision that there would be anything else other than aws people couldn't even envision now people kind of go yeah that was done we now see that we're going to use multiple clouds we're going to use azure we're going to use gcp and we're going to use this and we'll guess we're going to use oracle and even ollie cloud we're going to use five or four or five different public clouds what's but that would be i think of as multiple clouds but from an i.t perspective they need to be able to support all those clouds in these shared services and what they're going to do i actually think we're starting and you may have hit on something in the super cloud or i know you've talked about metacloud that that's got bad connotations for facebook i know everybody's like no please not another meta thing but there is that concept of this abstracted layer above you know writing we call it you know altitude you know aviatrix everything's you know riding above the clouds right that that that common abstracted layer this application infrastructure that runs the application that rides above all the different public clouds and i think once we do that you know dave what's going to happen is i think really what's going to happen is you're going to start seeing these these multi-cloud applications which to my knowledge really doesn't exist today i i think that might be the next phase and in order for that to happen you have to have all of the infrastructure be multi-cloud meaning not just networking and network security from from from aviation but you need snowflake you need hashtag you need datadog you need all the new horsemen of the new multi-cloud which isn't the old guys right this is all new people aviatrix dashie snowflake datadonk you name it that are going to be able to deliver all this multi-cloud cross-cloud wherever you want to talk about it such that application development and deployment can happen seamlessly and frictionlessly across multi-cloud once that happens the entire stack then you're going to start seeing and that to me starts enabling this what you guys call you know the super cloud the meta cloud the whatever cloud but that then rides above all the individual clouds that that's going to start getting a whole new realm of application development in my mind so we've got some work to do to basic do some basic blocking and tackling then the application developers can really build on top of that so so some of the skeptics on on this topic would ask how do you envision this changing networking versus it just being a bolt-on to existing fossilized network infrastructure in other words yeah how do we get from point a where we are today to point b you know so-called networking so we can actually build those uh super cloud applications yeah so you know what it is it's interesting because it goes back to my background at nasira and what we used to talk about then it isn't about managing complexity it's about creating simplicity it's very different and when you put the intelligence into the software right this is what computer science is all about we're turning networking into computer science when you create an abstraction layer we are not just an overlay day we dave we actually integrate in with the native services of the cloud we are not managing the complexity of these multi-clouds we are using it you know controlling the native constructs adding our own intelligence to this and then creating what is basically simplification for the people above it so we're simplifying things not just managing the complexity that's how you get the agility for cloud that's how you get to be able to do this because if all you are is a veneer on top of complexity you're just hiding complexity you're not creating simplicity and what happens is it actually probably gets more complex because if all you're doing is hiding the bad stuff you're not getting rid of it i love that i love that we're doing that at the networking and network security layer you're going to see snowflake and datadog and other people do it at their layers you know i reminds of a conversation i had with cause the one of the founders of pure storage who they're all about simplicity this idea of of creating simplicity versus like you said just creating you know a way to handle the complexity compare you know pure storage with the sort of old legacy emc storage devices and that's what you had you had you you had emc managing the complexity at pure storage disrupting by creating simplicity so what are the challenges of creating that simplicity and delivering that seamless experience that continuous experience across cloud is it engineering is it mindset is it culture is it technology what is it well i mean look at look you see the recession that we're we're hitting you see there is a significant problem that we have in the general it industry right now and it's called skills gap skills shortage it's two problems we don't have enough people and we don't have enough people that know cloud and the reason is everybody on the same tuesday three and a half years ago all said now i mean i'm moving the cloud we're a technology company we don't make sneakers anymore we don't make beer we're a technology company and we're going to digitally transform and we're going to move the cloud guess what three years ago there were probably seven people that understood cloud now everyone on the same tuesday morning all decides to try to hire those same seven people there's just not enough people around so you're going to need software and you're going to have to put the intelligence into the software because you're not going to be able to a hire those people and b even if you hire them you can't keep them as soon as they learn cloud guess what happens dave they're off they're on to the next job at the next highest bidder so how are you going to handle that you have to have software that intelligent software that is going to simplify things for you we have people managing massive multi-cloud network and network security people with two people on-prem they got hundreds right you it's not about taking that complex model that it had on-prem and jam it into the cloud you don't have the people to do it and you're not going to get the people to do it you know i want to ask you yeah so i want to ask you about the go to market challenges because we our industry gets a bad rap for for selling we're really good at selling and then but but actually delivering what we sell sometimes we fall down there so so i love tom sweet as cfo of of dell he talks about the the say do ratio uh how that's actually got to be low but you know but you know what i mean uh the math the fraction guy right so but do do what you say you're going to do are there specific go to market challenges related to this type of cross cloud selling where you can set you have to set the customer's expectations because what you're describing is not going to happen overnight it's a journey but how do you handle that go to market challenge in terms of setting those customer expectations and actually delivering what you say you can sell and selling enough to actually have a successful business um so i think everything's outside in so so i think the the what really is exciting to me about this cloud computing model that with the transformation that we're going through is it is business-led and it is led by the ceo and it is led by the business units they run the business it is all about agility is about enabling my developers and it's all about driving the business market share revenue all these kind of things you know the last transformation of mainframe to on to pc client server was led by technologists it wasn't led by the business and it was it was really hard to tie that to the business so then so this is great because we can look at the initiatives you can look at the the the initiatives of the ceo in your company and now as an i.t person you can tie to that and they're going to have two or three or four initiatives and you can actually map it to that so that's where we start is let's look at what the c your ceo cares about he cares about this he cares about that he cares about driving revenue he cares about agility of getting new applications out to the market sooner to get more revenue there's this and oh by the way transfer made transforming your infrastructure to the cloud is the number one thing so it's all about agility so guess what you need to be able to respond to that immediately because tomorrow the business is going to go to you and say great news dave we're moving to gcp wait what no one told me about that well we're telling you now and uh you need to be ready tomorrow and if you're sitting there and you're tied to the low-level constructs and all you know is aws well i don't have those people and even if i have even if i could hire them i'm not allowed to because i can't hire anybody how am i going to respond to the business and the needs of the business now all of a sudden i'm in the way as the infrastructure team of the ceo's goals because we decided we need to we need to get the ai capabilities of gcp and we're moving to gcp or i just did a big deal with gcp and uh miraculously they said i need to run on gcp right i did a big deal with google right guess what comes along with that oh you're moving to gcp great the business says we're moving to gcp and the i.t guys are sitting there going well no one told me well sorry so it's all about agility it's all about that and the and and complexity is the killer to agility this is all about business they're going to come to you and say we just acquired a company we need to integrate them oh but they got they use the same ip address range as we do there's overlapping ips and oh by the way they're in a different cloud how do i do that no one cares the business doesn't care they're like me they're very impatient get it done or we'll find someone who will yeah so you've got to get ahead of that and so when we in terms of when we talk to customers that's what we do this isn't just about defenses this is about making you get promoted making you do good for your company such that you can respond to that and maybe even enable the company to go do that like we're going to enable people to do true multi-cloud applications because the infrastructure has to come first right you you put the foundation in your big skyscraper like the crew behind me and the plumbing before you start building the floors right so infrastructure comes first then comes then comes the applications yeah so you know again some people call it super cloud like us multi-cloud 2.0 but the the real mega trend that i see steve and i'd love you to bottom line this and bring us home is you know andreessen's all companies are software companies it's like version 2.0 of that and the applications that are going to be built on that top this tie into the digital transformations it was goldman it's jpmc it's walmart it's capital one b of a oracle's acquisition of cerner is going to be really interesting to see these super clouds form within industries bringing their data their tooling and their specific software expertise built on top of that hyperscale infrastructure and infrastructure for companies like yours so bottom line is stephen steve what's the future of cloud how do you see it the future is n plus one so two years ago people had one plus one i had what i had on prem and then what i had in aws they today if you talk to an enterprise they'll have what they call four plus one right which is four public clouds plus what i have on prem it's going to n plus one right and what's going to happen is exactly what you said you're going to have industry clouds you're going to the the multi-cloud aspect of it is going to end it's not going to go from four to one some people think oh it's not going to be four it's going down to one or two bs it's going to end it's going to a lot as they start extending to the edge and they start integrating out to the to the branch offices it's not going to be about that branch offer so that edge iot or edge computing or data centers or campus connecting into the cloud it's going to be the other way around the cloud is going to extend to those areas and you're going to have ai clouds you know whether it's you know ultra beauty who's a customer of ours who's starting to roll out ar and vr out to their retail stores to show you know makeup and this and the other thing these are new applications transformations are always driven by new applications that don't exist this isn't about lift and shift of the existing applications the 10x tam in this market is going to becomes all the new things that's where the explosion is going to happen and you're going to see end level those those branch offices are going to look like clouds and they're going to need to be stitched together and treated like one infrastructure so it's going to go from four plus one to n plus one and that's what you're gonna want as an enterprise i'm gonna want n clouds so we're gonna see an explosion it's not going to be four it's going to be end now at the end underneath all of that will be leveraging and effectively commoditizing the existing csps yeah and but you're going to have an explosion of people commoditizing them and just like the goldmans and the industry clubs are going to do they're going to build their own eye as well right no way no way it's that's what's going to happen it's going to be a 10x on what we saw last decade with sas it's all going to happen around clouds and supercloud steve malini thanks so much for coming back in the cube and helping us sort of formulate this thinking i mean it really started with with with you and myself and john and nick and really trying to think this through and watching this unfold before our eyes so great to have you back thank you yeah it's fun thanks for having me are you welcome but keep it right there for more action from super cloud 22 be right back [Music] you

>>From around the globe. It's the cube with digital coverage of AWS reinvent 2020 sponsored by Intel and AWS. >>Welcome back to the cubes live coverage of AWS reinvent 2020 I'm Lisa Martin and I have with me a cube alumni back, please. Welcome Scott Mullins, the worldwide financial services business development leader at AWS. Scott. Welcome back. Great to have you joining us, >>Lisa. It's great to be back on the cube and to be visiting with you today from virtual re-invent 2020. >>Yes. Reinventing reinvent. The last show that I got to host in-person for the cube was reinvent last year. And here we have this three week virtual event that started last week. So lots more even going on. I think I even saw a hundred thousand or so registered, so massive event, lots of news. So walk us through some of the highlights that have been announced at reinvent this year and some of the things that you're seeing the most interest from customers in. >>Well, I think one of the big highlights is 500,000 registrants that are reinvented 50,000 attendees last year to reinvent or 50,000 or so to 500,000 re registered for the event. So that's, that's, that's worth talking about in its own. Right. But I think, you know, one of the things, and you mentioned this, you know, more re-invent three weeks, uh, this year, as opposed to the four days that we normally spend in Las Vegas together, physically, when you do, when you do it digitally, you have the ability to actually include more things and more leaders talking about things. And so when we think about the announcements that are having impacts, uh, with financial services customers specifically I'd point to a couple of things and, you know, they're obviously gonna mention Andy's keynote, but there's going to be some things that you might go wait a minute. >>I didn't even see that announcement. Uh, and then maybe I could point you and the viewers to some other, other, um, keynotes or some other sessions that were announced. So obviously I think, uh, first and foremost in Andy's keynote, uh, hybrid, uh, was something that was a very, uh, big focus for him and I for a very long time, we've had the messaging of the right tool for the right job when it comes to any of your services. I think you could alter that today to say it's the right tool for the right job at the right time and in the right place. That makes sense for you and especially for financial institutions. Um, you could look at the announcements around containers, the announcements around Amazon EKS, distro, Amazon EKS, anywhere, and then also Amazon ECS anywhere, which allows our customers to actually, uh, put AWS container technology anywhere they would like to put it. >>You could look also at the additions of the one you and two you form factors to outposts. So no longer do you have to do the, the, the large for you, uh, foreign factor for outposts, smaller outposts for smaller spaces, uh, that particular will play well in the financial service industry. You may not have necessarily as much room for a full cabinet. You could also look from the hybrid perspective in the announcement we made, um, around red hat OpenShift on AWS, all of are giving customers the ability to choose how they actually want to deploy, um, and pursue a hybrid. I'd also point to some announcements we made around management and governance in the financial services, industry governance, uh, is a very important topic. Uh, we announced the management and government lens for the AWS well architected, um, uh, program, uh, that is focused on breath practices for evolving governance for the cloud. >>It has recommended combination of AWS services integrations with our partner network and vetted reference architectures and guidance for addressing regulatory obligations as well. I'd also point to some things we made around audits. I was specifically in Steve Smith's, um, session today, he talked about AWS audit manager. That's a new tool for continually assessing areas and environments for controls or risk compliance. That includes prebuilt compliance frameworks for things like PCI DSS and GDPR, uh, two things that are very important in the financial services industry and last, but certainly not least I'd point to the announcement around the AWS audit Academy. This is training for auditors to actually be able to audit clouds from an agnostic perspective. Any cloud, not specifically AWS that's tree, uh, digital training to do that. And then also an instructor led course specifically on how to audit AWS. So some very key announcements, both from the standpoint of services, uh, as well as additional layers of helping customers in the financial services industry in regulated industries actually use our services. >>So typical, re-invent typical in a lot of news, a lot of announcements, the 500,000 Mark in terms of registering. I hadn't heard that. That's amazing. Let's talk that this has been an Andy. Jassy had an exclusive with John furrier just a couple of weeks ago before. I think it was last week, actually. And we've been talking about this acceleration of digital business transformation because of COVID we've been talking about it, the entire pandemic on the virtual cube, talking about how companies it's really about right now, surviving and thriving to be able to go forward and companies that haven't accelerated are probably in some trouble. Talk to me about how AWS has been working with your financial services customers to help them pivot and move to the cloud faster, really to not just help them survive now, but thrive in the long-term. >>Yeah. Immediately when COVID hit and it hit at different times in different, in different parts of the world. Immediately when COVID hit, we saw the conversation that we were having turning from, Hey, what's my digital strategy to immediately, what are my digital capabilities? And what that really means is what do I have the ability to do tomorrow? Because tomorrow is going to really matter. I don't have necessarily the time to plan for the next several quarters or the next several years, what can I do tomorrow to, um, really, uh, support my, my own workforce and support my own customers and the obligations I have as a financial institution. The first thing we saw people do was to try and make sure that those who financial services work can work. You can look at the adoption of Amazon workspaces, as well as our, uh, Amazon connect, uh, call centers as a service. >>As two examples there at the RBL bank in India was able to move to Amazon workspaces in just 10 days to enable its teams to actually work remotely from home. When they couldn't come into the office, you can look at Barclays. Barclays is actually a presenter at re-invent this year. They'll have a session on how they use Amazon connect, which again is our call center as a service offering to enable 25,000 contacts and our agents to work from home when they can no longer work out of the, out of their traditional contact center. The second thing we saw a financial institutions joining was making sure that customer engagements could still be meaningful when digital was the only option, um, specifically here in the U S you could look at the work that each of us did with FinTech companies like biz two X or fins Zack, or BlueVine Stripe and cabbage in support of the care act in the U S you might remember that the cares act, um, hasn't provisions for funding for small businesses. >>This small business administration had a program called the paycheck protection program, and those organizations were active in providing funding, uh, to small businesses. Uh, through that program. I'll give you an example of cabbage cabbage had previously not been an SBA lender, um, but they were able to, in two weeks build a fully automated system for small businesses to access PPP funding using Amazon text track, to extract information from documentation that those folks submitted to get alone. That reduced approval times from multiple days to about a median of four hours to actually get approval, to get funding through the PPP program. And then just four months cabbage became the second largest PPP lender. They lent over $7 billion in funding, which was twice the amount of funding that they went last year in 2019 loans. So we were happy to support organizations like cabbage and those other FinTech companies, as they help small businesses in the U S get access to funding, uh, during this critical time. >>And as we know, as you said, critical time, but really life or death for a lot of businesses. And as we continue to go through these ways, but it's interesting that you talked about that the speed of facilitation that during such unprecedented times, AWS and this massive machine was able to continue moving at full speed ahead and helping those customers to pivot. You talked about the cloud connect. I had a conversation with a guest on the queue last week about that. And, and I now think about if I have to call in a contact center and that person might be from home. So, you know, we're fortunate that the cloud computing technology and people like you and AWS, or are able to power that because it's, it's literally essential, which is probably one of the words of the year, but being able to keep the machinery going and innovate at the same time has been, make or break for a lot of businesses. >>Absolutely. And you, you look at, you know, kind of one of the last year is that I'll point to is, um, financial institutions. Uh, anti-virus, we're were very much focused on making sure that that cannot fail, that they scaled. And so you can look at the work we did with, uh, with the, with FINRA FINRA is the primary capital markets regulator here in the U S and on a daily basis frame or processes about 400 billion market events on every night to do surveillance on our markets, that when COVID hit, we had unprecedented volume and volatility in the market. And FINRA was, was, um, looking at processing, uh, anywhere from two to three times, their normal daily market volumes that's anywhere from 800 billion market events to 1.2 trillion a night. And if you look at how they were able to scale, they're actually able to scale up compute resources in AWS. We're on a nightly basis. They're able to automatically turn on and off up to a hundred thousand compute nodes in a single day. That automatic ability to scale is, is the power you're talking about. Being able to actually turn things up when you needed it and turn things down when you, when you don't need it based on the volumes. >>Well, and that's going to be something key going forward. As we know that there will be one thing I think that I always say we can count on right now is uncertainty and continued uncertainty, but we've also seen I'm calling them COVID catalysts. You know, the, what you talked about with cabbage, for example, and how that business pivoted quickly, because of the power of cloud computing and emerging technologies, what are some of the things that you think as we go into 2021 in the financial services arena, what are some of the big tech trends that you think were maybe born during COVID that are going to be critical going forward? >>Well, you know, you, you, you had Melanie Frank from capital one on cube a couple of days ago, and she was talking about, you know, their shift to cloud and what that's really enabled, and it, and she kind of sums it up nicely. She says, look, we want to give our customers experience that are real time, and that are intelligent. And you just can't do that with legacy technology. That's sitting in, you know, kind of a legacy data center. And so I think that's going to be kind of the, the, the all encompassing statement for what's happening in the financial services industry. As I mentioned, you know, organizations overnight said, okay, wait a minute, let's take that strategy. And then let's put it aside. Let's talk about capabilities. What can we do? And I think, you know, necessity is the mother of invention. Um, and when you're faced with limitations and challenges, like we all have been faced with around the world and not just in the financial services industry, it, it breeds, um, invention and the, and the desire and the need to actually meet those challenges head on, in very engineered of ways. >>And I think you're going to see more invention and specifically more invention from the established players in the financial services industry. Cloud use is not just experimental on the edges anymore. You're going to see more organizations coming out of COVID. Um, having had those experiences where they actually stood up a context center and scaled it. And, and just a matter of a few days to, to thousands of agents, you're going to find, um, organizations saying, wait a minute, we, we can do remote work. We could, we have access to things like Amazon workspaces. So I think you're, you're gonna, you're going to see that, uh, be a, be a trend. I think you're also gonna see, um, w what Lori beer said in the keynote with Andy, you know, she, she made a very, very astute statement, and I don't know if people caught it, cause it's kind of neat in the middle of her conversation. >>She said, look, we're trying to infuse analytics into everything that we do at JP Morgan. I think you're going to see more and more financial institutions looking to do that, to actually leverage the power of analytics, to power everything we do as a financial institution. So I think those, those are a couple of things that you're going to see. Um, and then, you know, looking, uh, you know, kind of around the corner, I think you're going to continue to see more re-invention within the industry. And what I mean by that is you've seen many financial institutions over the last week, uh, with, uh, re-invent making announcements, you saw bank and we towel saying, Hey, look, we are completely transforming ourselves with AWS. Uh, just a few weeks before we even saw standard charter, the same thing HSBC said, the same thing, global payments earlier in the year said the same thing. And you're going to see more and more organizations coming out and talking about these strategic decisions to reinvent everything that they do to make the financial systems of the world work. And so we're really pleased to be partnering with those organizations to make those transformations possible. We're seeing a lot of invention within the industry, and we're very pleased to be a part of the reinvention of the financial systems around the world. >>It's interesting to hear that you, you see, even the JP Morgan, some of those legacy, big houses are going to be really pivoting. They have to, to be competitive and to be able to utilize analytics, to deliver those real-time services. Because as we all know, as consumers, our patients is wearing thin these days, but I agree with you. I think there's a lot of opportunity there that innovation is exciting and there will have to be reinvention of entire industries, but I think there's a lot of silver linings there. Scott. I wish we had more time, cause I know we could keep talking, but thank you for sharing your insights on this reinvented reinvent this year. >>I appreciate it. Thank you, Lisa. It's always a pleasure to be on the cube. >>Chris Scott Mullins, I'm Lisa Martin. You're watching the cubes coverage of AWS reinvent 2020.

>>LA from Las Vegas. It's the cube covering AWS. Reinvent 20 nineteens brought to you by Amazon web services and they don't care along with its ecosystem partners. >>Hey, welcome back. Everyone is the cubes live covers in Las Vegas for AWS. Reinvent 2019 it's our seventh year covering Amazon reinvent. They've only had the conference for eight years. We've been documenting history. I'm John Farrow, stupid man. Dave Alante, John Walls, Jeff, Rick, they're all on the other step two sets sponsored by Intel. Want to thank their support without their generous support to our mission. We wouldn't be able to bring this great content. Our next guest to talk about the IOT edge jerk DDoSs column. Perfect. Welcome back. VP of IOT. Well the Greek names. Yeah, I'm half Greek, half German so I can expect, okay. Is smart. Good. So Derek, I gotta ask you, so IOT is hot. Explain quickly your role at AWS because you're not an I-Team specifically define your scope. So my scope is owning all or my team's sculpt is owning old software services and tools that deal with non it equipment. >>So when you go to AWS and look for IOT, all the service that you'll find, that's the scope of my teams and this it group which have all the it stuff and just feels like cars, manufacturing sensors, all of the axioms for the NFL, all that good stuff. So women, you're going to see Edelweiss so I go AWS, amazon.com and then you're fine either. means all of our compute, all of our databases, all of our storage and there's also all of our and Melanie and I and then there's an IOT section and there you find all of the goodness that we do for IOT. You know, it's exciting. Stu and I talking about all week here, the whole cloud native, you take the T out of cloud native, it's cloud naive. You've got the general commercial business and public sector barely getting their act together. They're transforming, they're doing it now. >>He's $1 trillion on a vouch. Trillions of dollars of of change coming. Good up business opportunity. But if they're having trouble transforming, you get this whole new world of industrial edge which requires computing cars manufactured. This is a hot area. So a lot of change happening. What is the most important story people should pay attention to in your area that that's notable for this collision of all this transformation? I think maybe the most notable story that we currently have is a corporation that they do with the VW, which is the largest a car manufacturer. And you were just lucky that via their CIO mountain Huffman being part of Verona for good's keynote, our CTO. So if you haven't seen that, just go and review the keynote of Verner and then as the larger part then he was talking about all of that, what he calls industrial 4.0, this digitization fourth revolution. And Martin did an awesome job explaining what are we doing together with them to build their industrial cloud. Yeah. >>Uh, well, one of the things we've been really watching is the, the extent that Amazon services are starting to push out. Uh, I've been super excited, really looking at some of the growth of there. Your team did a bunch of announcements ahead of the show including the one that caught my eye the most was the IOT green grass sport for Lambda and Docker. Maybe start there and walk us through some of the new pieces that in your org. Okay. >>Maybe for us to understand the offer three type of offerings for our customers. One is device software, which might sound strange that a cloud company actually gives you a software that it's not running on the cloud, but then you're talking about IOT. You need software running on your devices in order to be able to be controlled and communicate with the cloud and we have an offering in that area which is called IOT Greenglass, which is a software runtime that you can install on edge devices like gateways for example, and via announced junior additions to our IOT Greenglass. One is Docker supports, which was very important because up till now green were supporting machine learning at the edge and Lambda, which is our service offering, but many companies now more established enterprises said, you know what, I have legacy applications which I can package. Can I deploy them as well? >>Now you can deploy Docker containers, Lambda functions, and a melody edge all with one goal with green glass at the edge. So that was one of the announcements we did for our device >> software. They're, I want to get your thoughts on an area that we're reporting on and doing a lot of investigation, collecting a lot of data, talking to a lot of people and that's around the industrial IOT or IOT, industrial IOT. And one of our big concerns, I want to get your reaction to this and thoughts is security is of paramount importance because it's not just a DDoS attack or some malware which is causing credit card data or these kinds of theft. You could actually take over machines. People could die this and serious issues around the guarantee. This is the number one conversation. What is the state of the art security posture in your area around software and the edge? >>So at AWS, whether it's IOT or any other workloads, we always say if you have two primary zeros, one is security and one is operations. Because if any company puts their faith in us, if we are down, their business is down and if there would be any security issues, of course all the trust would be broken and we do the exact same approach. Now with IOT, so we built our services with security in mind. For example, when you connect to AWS IOT core, every single individual device needs to have certificates to be identified. If you require that you can encrypt your data, it doesn't even lo you to connect to the cloud without encryption. We have software, as I said, at the edge with Amazon free artists and Greengrass where we support all of the hardware TM modules that you have security postures there. If you have secrets managers, they even have an award winning clout. >>If you're like security tool, which is called IOT device management, but at any given point in time audits but the you configured correctly and does something like detection. If something's going wrong, like when you get your credit card and said, Hey, by the way, have you been in this country? Candy making any purchase? If you figure out if something's going wrong with your device >> and you feel good that it's built in from zero, I mean you've got DNS tax going on. What? I mean you feel comfortable that it's, I mean we believe whatever we build, you can never be 100% sure and security is always evolving. But we believe that we are at the forefront of being, you're always the latest and greatest technology at the hands of our customers. >>Jerks. That's really powerful. Cause I saw one of the other announcements was really taking the Alexa voice service integration, but if I understand it rightly, it pulls that core along. So you know part of me was like, it's like okay Alexa enabled everywhere. That's great. I don't need 700 devices in my house that all have that. But the security piece is going to be needed everywhere. So help us tease that out. >>Maybe, maybe don't understand what we did you ask about the other launches. We also launched something called AVS integration for IUT and AVS stands for Alexa voice services. So if you know Alexa, that's our digital assistant that runs for example an equity devices, but if you want to build a device as a third party, which you can directly talk to media, there's microphones and speakers that is called AVS or Alexa built in devices and if you wanted to build one today you needed to put quite some resources onto this device because it needs to understand you. It needs to have a lot of audio processing. That means there's a lot of memory involved and quite some processing. Now I'm using some technical terms. You need something like a cortex, a CPU which makes this device expensive. So the bill of material is quite elevated and we were working with our Alexa team saying is how can we make this really, really affordable? >>If you found a trick where we said let's offload all of this audio processing to the cloud that you an eSense can build very dumb devices. The only thing that these devices don't need to do is have microphones, have our speaker and what we call a week work detection. They need to wake up and you say, Alexa, echo computer, everything else gets streamed to the cloud. Ptosis sits there and comes back so that you can reduce cost for those devices by at least a factor of half. And we had a great customer on stage as well because if you can make so cheap Alexa built in devices, you can put this into a light switch and iDevices now believe it or not, non-sales light switch. Yup. Which you can now directly talk to, reach, talks back and place your music. They're talking about your role. Again, I want to understand that you are not technical side, your development teams. What are you, what do you do on a daily basis? What's your job? So officially I'm a VP of engineering, so I'm a tech guy, so I love the hoodie. By the way. This is tech. That's because I'm on video. Okay. >>It looks great. So I'm an engineer by Heights and at Amazon we don't have a separation between businesses and product management and engineering. They call it a single thread of leaders that we believe the teams have to own it all. So that means my teams on everything from the conception of their services, the development operations that what be called dev ops and also the business behind. So that means all of the services, whether it's free outro, screen grabs at the edge, but it's IOT core device management and defender or our data services like IOT analytics or your talked about industrial site wise, their health or being conceived by my teams. They have all been developed and they are all operated today so that all customers can use that as it make. What should people >>totally does. Thanks for clarifying. That's awesome. Uh, what should people pay attention to? What should we be reporting on in your area? What are some of the key things that people watching this should pay attention to in this, in your IOT area? What are the most important items and products and services that you're doing? I think >>one of the most important things to understand is be talk just before the interview about this, that a lot of the technical hurdles actually solve that because we have the software on devices, we have the connectivity controlled services, and we have all the analytic services to make sense of the data that you can take actions. You don't need to be an expert in machine learning anymore to do machine learning at AWS. You don't have to be an embedded software developer to get connected devices. You don't have to be a data scientist to understand what your data does. The most interesting part though is there is a cultural aspect of this because in the past you had to ideally most likely in your old company join said, Oh, I would like to connect something, so do I have a purchase acquisition? Can I go to my finance team? Does it install this today? You don't need that anymore. With AWS IOT, the same thing that happens with the cloud and it happens with IOT. So understanding that via very powerful tools for engineers in the company that you can build at any given point in time. I think that's maybe the most, >>and I think the it, I think that whole process of the time it takes, they go to the airport on Thanksgiving, go through TSA and knows all that pre ocracy. And then the other thing too is that the other IOT used to be kind of a closed system self, um, form dot devices. Now you've got with Clough, you've got a lot more range and compatibility. Can you talk about that address, address that issue? Because there might be still legacy out there and no problem. It's data's data, but those are the days come in the cloud. But there's now a new shift happening where it's not just, you know, fully monolithic OT devices if it, so the pasta >>monolithic what's called machine to machine, close systems, IOT is the opposite there. It's where you say now all the devices and connections can be done in between the devices and the cloud. So it's system of systems. And in order to make that happen. For example, when you call it the legacy systems, we also announced on Monday and our IOT day additional features for IOT core that you can migrate legacy systems much easier to the cloud without that you need to update your devices. >>Yeah. Dirk, one of the things I find most interesting about your space as you span between the consumer and the enterprise piece, so I remember a few years ago there was like a hackathon on building skills for Alexa and it got lots of people involved. There was a giveaway of lots of the devices there. You know, we used to talk about the consumerization of it. How is what's happening in the tumor world? You know, how is the enterprise going to take care of take that and transform business as we see IOT permeating everywhere. >>So the capabilities that you need, whether you're going in industrial or in consumer or in the medical or pick your favorite other vertical is in essence the same. You need to connect the devices. You need to ensure that they're secure. We talked about security. You need to make sense of the data, whether you do this in the home with your television or your light switch or your robot, or you do the exact same thing with the most sophisticated robot in the industry. It's the same thing. The good thing about us handling all of those sites is that the scale that we gain with literally hundreds of millions of devices now managed by our service in the backend of course means we will handle all of that scale also in the industry and the security and postures and complexity that we need to handle an industrial also benefits computer, so our consumer side, so you benefit from both sides, very cheap and scale on the one industrial benefit. Very complex. How do you solve that consumable benefit, so it's very fruitful synergies if you like, >>Oh, you guys love to solve problems at Amazon that's going to eat those. Yeah. Derek, thank you so much for coming on and sharing the insights and what you're working on and what's important. Congratulations on all your success. Thank you so much. The threaded leader here. Final question for you. Eighth year of reinvent. It gets bigger every year. Louder. Crazier for parties, more business development more. Exactly. I mean just, it's crazy. Yeah. It's just say work hard, play hard. What is your favorite thing going on here? What's the coolest thing that you've seen? >>I think the coolest thing, and it might sound a little cheeky, is, is the excitement from all of our customers and partners coming here every year. >>PR tells you to say, I'm not about fraud. I mean, you're talking about products. I love my products. I'm still so happy about that. I mean, I can talk to a light switch now. Well, you see the comma car and the other quad had the area that we have yet. It's a very different experience that you can do. Don't talk to your lights, which when you get home your wife will think you're going crazy. I love that. Thank you for coming on. Really appreciate it. Thanks for having cube coverage here. All I'm, we're going to wrap up here. Keep coverage with Derek runs all the IOT for with an AWS exciting new area. It's going to change the game on architecture and solutions are being baked out in real time. We're here breaking out the cube in real time. I'm John. Thanks for watching.