(bright upbeat music) >> Welcome, everyone, to this Cube conversation. It's part of our season two, episode four of the ongoing AWS Startup Showcase Series. Today's theme, "Cybersecurity: Detect and Protect Against Threats." I'm your host, Lisa Martin. I've got one of our alumni back with us. Rakesh Narasimhan joins me, President and CEO of Anitian. Rakesh, it's great to have you back on the program. >> Thank you very much. Pleasure to be here. >> So some congratulations are in order. I see that Anitian was recently awarded nine global InfoSec awards at RSA conference just this year including couple great titles here hot company and security company of the year. Talk to the audience who knows Anitian what is it doing to enable and empower the digital transformation for enterprises that are, I mean, we've been talking about the acceleration of digital transformation. How is Anitian an enabler of that? >> Thank you again for the opportunity. I think the big change that we brought to the table in Anitian is really what is typically a very manual, complex time consuming and quite expensive process. We've just brought software innovations to it and really that's customers who are trying to do compliance or security in the cloud which just provide a platform that basically accelerates a customer's application migration to cloud. And so that ability is the software innovation that we were able to bring to the space and that just wasn't there before. And so we're just happy that we took the opportunity to innovate there and just bring it to the customers. >> So let's now talk to and address those AWS customers. When you're talking to prospects, existing AWS customers what do you say are the differentiators that makes Anitian so unique when in AWS. >> That's a great question. I think the biggest innovation, the biggest thing that we bring to the table is really an acceleration and timeline and completion of their application. So if you're a customer and you're trying to get into a new market for compliance, for example or you're trying to basically get a new application up and running in a secure environment in either one of those cases, we have a product offering a platform offering that enables you to quickly get up and running and get to production. And that's been the reason why we've enjoyed enormous success in the marketplace in the AWS customer base. >> One of the areas where I see that an Anitian has been very successful is in helping cloud software vendors get FedRAMP compliance and be able to access what is a huge federal market. How are you able to do that? >> Yeah, I think the big thing that we focused on was you have a complete class of SaaS vendors out there who provide enormous innovation that they bring to the marketplace but the government market in general has not been able to participate in it because it again, like I said, it's very complex. It takes time and it's very expensive. And so we focused on that opportunity to really make it easier for all these cloud service providers to be able to bring their innovations to the government market, for example, with FedRAMP and so we help with the automation and the acceleration with our platform offering on top of cloud providers like AWS, and that enables the SaaS provider to offer that opportunity that hitherto is not available to now make it available in the government marketplace. And that's a huge buyer, if you will their budgets are huge. They're still buying even on a downturn in the market even as commercial vendors, who look at that, that market everybody's nervous about it. But if you look at the government market they have budget, they're buying and that needs to be provided to the install base. And so we help make that happen. >> How does that make you unique from a competitive perspective to be able to accelerate veteran for AWS customers in particular? >> I think the biggest issue has always been three things, right? It's complex, it's time consuming but most importantly, how quickly can a company make their software innovations available to a large market has always been sort of the challenge especially in the federal market. So we basically pre-engineering a platform taking care of all the requirements of the standard in compliance and security and then essentially help the customer bring that innovation on top of the AWS environment and making that available to the customers and record time. That's the reason why we're able to enjoy the success. Historically, the space has been very very focused on a lot of consulting folks really providing consulting on an hourly basis. We thought of actually bringing a software oriented approach just like people buy email, they buy service and then all the innovations that come along with it for the subscription that you pay. It's a very similar concept we brought to this space prior to this, either people did it themselves or they hired a lot of consulting folks to tell them what to do. And that could take a long time and then not just time and expense but every single time they made a change they would still, again, have to go redo all that work. We just brought a platform approach which is well understood by now in the industry you pay a subscription, you buy a platform and all the innovations come along for them. So that's huge productivity, time to market but most importantly it enables them to achieve their revenue goals because they're trying to get to market and service the customer, right? So we help them accomplish that in record time. >> So you are really impacting your customer's bottom line. You've been very successful in helping AWS public sector customers to accelerate FedRAMP. As you talked about FedRAMP compliance how are you now switching gears to focus on the AWS commercial customers and even enterprise DevOps teams to be able to accelerate cloud application security? >> Yeah, I think, again we started from a place of humility, if you will. You know, there's a lot of vendors a lot of folks make a lot of claims. We wanted to make sure that we first we're very good at doing something. And that's something was really go after the federal market and the success we achieved in that marketplace had a few insights for ourselves which was people really struggle in all kinds of environments, not just public sector. And what we found is that commercial customers are also trying to go to cloud. They're also dealing with the issues of security in securing their environments. And it's really the DevOps and DevSecOps folks on whom this burden falls. And they have to answer to so many different constituencies in an enterprise company. And so we time and time again while we did the work in FedRAMP we learned that, you know it's not just about compliance. It's also about securing on a base of standards. So how could we provide the same pre-engineered environment for DevOps and DevSecops teams to be able to run that environment for their applications that became an 'aha' for us because we were running into it all the time in the public sector side. So we went and talked to a few customers and said, 'Hey, how about we do the same thing on the commercial side for you?' And I wish I could take credit for this but it's actually not true. It's actually customers who came to us and said, 'Hey you did this really well for us in public sector side. Could you provide the same thing for us in the commercial side?' where it's not about all the documentation and all the audits and things that happen on the compliance side of the house. I just want you to provide an environment so that our DevOps teams could just operate in that environment and Devs can work on it. Can you do that? And we'll pay you. And that was born really our idea of secure cloud enterprise. Our primary offering historically has been secure cloud compliance with a compliance business if you will, where people could go into market and have a completely new market to go after. Whereas in the enterprise side we brought those innovations, those learnings and brought it to a commercial market. And so that's the new product, if you will, that we're launching to service that customer base, if you will. >> So if I'm an AWS customer when do I know it's time to contact Anitian and say, 'Guys we need help and we think you're the right ones to help us accelerate.' >> Yeah, I think it's re really straightforward if you are a customer commercial SaaS vendor, if you will, that runs an AWS and you want to go after a new market then you come to us and we can help you quickly get to all the compliance standards so that you can go sell in the government marketplace. That's an offering we already have, or you are a a brand new company and B2B company and you're developing an application and you want a pre-engineered environment that passes all the security standards so that you don't have to worry about it. You have a subscription to AWS and you have a subscription to us. And then that basically provides you a secure environment in which you can start developing your applications and start developing, deploying them much like your DevOps cycle would work. So we provide that basis already for you. So if you're a customer on the B2B side and you're going to cloud to get your applications to the marketplace on AWS, we're a great solution for you to actually have that engineered platform in place already. So those are the two areas where you can contact us and we can help you out. >> And talk to me about when you are in customer conversations especially as we've had such challenging times the last couple of years, how have those customer conversations changed and evolved? Are you seeing an acceleration up the C-suite stack? Is this a key priority for the CEO and his or her team? >> Yeah, I think it's a phenomenal point. I think security's always been top of mind for folks, not just the C-suite, but in boardrooms as well. But you know, the key thing we found is that even in a down market, sometimes in the environment that is playing out in the macro environment. I think the thing that has not changed is people are still trying to figure out how to make their dollar go further. And how do I get a better return on investment? So if you look at our compliance business that growth is all about that market is growing. There's still opportunity, and people are still having budgets and spending. So commercial companies are still trying to figure out how can I extend my market reach into new markets? So that's an area that the C-suite is really interested in. Funny enough, you would think in the cyber world it's a CSOs who are the ones who actually are looking for solutions from us that certainly an audience but CEOs and CROs are the folks who really clamor for our solution because it is their ability to enter a new market and go after a new budget that can grow their business and have an ROI pretty quickly. That's the ability for them to make that decision. So it's very pertinent to their buying behavior that we have aligned ourselves to very simply put by engaging us. They get to go after a new market to establish a new line of revenue they didn't have before. So that's always interesting to any C-suite member as you can imagine. And that's the compliance side. >> Absolutely establishing new revenue streams is huge and that's a big competitive differentiator. We've seen a lot of customers that weren't able in any industry to do that during the challenging pandemic times. And that is a game changer for organizations across industries. >> Exactly, exactly. And wishing that play out, not just on that side, but even on the commercial side where people are also trying to figure out how do I basically make sure it's pre-done so that it's one less thing for me to have to worry about so that I can be more productive. I can get to market pretty quickly which means I can, again, deliver to my customers quickly which means revenue for them as well. So we are the security business, but really if you notice we're solving a business problem for our customers and we're aligned to their ROI so that it's relatively easier for them to make a decision. They certainly get security in compliance but the bigger benefit for them is to grow their business itself. So we are trying to accelerate that momentum for them. >> That's critical, and I'm sure your customers really appreciate the impact that you're having on their growth, their ability to deliver to what I can only presume is their demanding customers. As one of the things I know that's been in short supply the last couple of years, is patience and tolerance. Is there Rakesh a customer story that you think really articulates the value of what Anitian is delivering? Maybe a favorite customer story that you mentioned when you're giving talks? >> Sure, sure. We really have a very customer base across the landscape. If you think about our compliance business, Smartsheet is a great example who partnered early. They were not even in the cloud before. And then that's a great example with AWS where the three of us work together to offer Smartsheet the collaboration software public SaaS company, if you will, who really established themselves and differentiated themselves in the marketplace by offering that on AWS. And we helped them accomplish their FedRAMP itself not just for once, but you know they've been great customers of ours multiple renewals over the years and every single year that the business that they get on the federal sizes increased because of the work that they did first with us. And so, you know, we've look for more opportunities with them, certainly on that part. And increasingly we start thinking about where else can we help them grow? Because typically most customers have a thing to solve on a compliance standard, but it turns out that the compliance journey is, you know some companies are trying to do Socto to be able to even sell. Then you want to do electronic commerce. You might have to do PCI or you want to sell under the federal government. You'll have to do FedRAMP and FedRAMP has moderate, high but depending on the customers you have, including DOD and once you get to DOD, they'll ask for IL4 and IL5. So these are different compliance regimes. If you will think of them as a journey and we want to be the company that provides a seamless progression for customers as they're on that journey so that we can actually deliver something of value. We're not interested in nickel and diamond customers and charging them by the hour, we're a platform player. We want to make sure that they use it to basically get their ROI and growth happening. And we just take care of the hard part of making sure that they're in compliance, right? And similarly, we're bringing the same idea like Smartsheet. I told you about to a commercial marketplace of customers who can do the same thing for commercial apps in the cloud. And so that gives us a very clean way for customers to really become not just productive, but satisfy their customers quickly and hence grow their business. And we celebrate that collaboration and all of that happens because of AWS and our ability to focus on those customers >> Sounds like a great partnership and definite synergy there on I know, and, you know as well, how customer obsessed in their own words AWS. Speaking of customers one more question for you in terms of being on that journey that compliance journey, which isn't a destination, right? It's probably a zigzaggy path. Do you work with customers that both haven't started the process to FedRAMP plans or those that maybe have with a competitor are running into roadblocks? Are those both routes to market for you? >> Yeah, we interestingly enough historically we used to see a lot of folks who have tried to do it themselves and found it hard or for a variety of reasons they just gave up. And so they would come to us. We have also examples of customers who have tried to go down the consulting path and has not worked and come to us so that it's sort of a broken project. We start from there, but a majority of our business is people who've gotten a contract from one of the agencies. Then they're like, 'oh now what!' We need to get this done before September. And so what's the quickest way to get there. And generally that's where we can help you because we are the best, fastest way to get there. And so we get that mix of customers people who have already tried hasn't worked out people who have tried with other folks hasn't worked out, but a majority of the folks are people who don't even know, you know how to go about doing it, but they know they have to do it in order for them to keep the customer that they've won one of the agencies, if you will. So that has given us a very healthy perspective on how to help customers of different kinds in that journey. The other thing is, you know, we've grown tremendously in the last couple of years. And the other thing we learned is every customer is different. And we tried to bring a very common approach to addressing this problem. Even though customers come in all shapes and forms we have startup companies in, you know early forms of maturity. And we have like really iconic, you know unicorn companies who we've helped go through FedRAMP. So the gamut is large, but you know we're learning a lot by doing this. And I think that's the key thing for me. I want our company to be one that is growing with innovation, but at the same time keeping flexibility in our approach so that we are not just learning new things, we're delivering on the harder problems our customers are facing. Cause I think that's where software innovation can really play a big differentiating role. And that's the reason why I always enjoyed being at Anitian and growing the business and keeping the company really, fast moving and innovative. >> Speaking of being fast moving and innovative here we are coming up on the fourth quarter of calendar year 22, what's next for Anitian? What are some of the exciting things that have you pumped up? Have you mojo going for what's next for the rest of the year? >> Yeah, I think a big portion of my enthusiasm for the company and the road ahead is I think it's rare if you look at the industry, oftentimes you see companies that start out with a single solution and then are able to grow from there. One of the best advantages Anitian has is this platform centric approach to do compliance on the journey I talked about. So if you think about that journey every customer that is going to cloud has this challenge that, they either have to comply do a bunch of standards, one or many. And then how do I do that in a platform approach in a common way so that I don't have to worry about it. I play a subscription and I am just protected by that. And I actually get the marketplace. So that's a tremendous journey we are on. We've only done a few of them and we have a whole new set of compliance standards coming on our platform. So that's one way, look forward to that. The other one I'm really looking forward to is the commercial customers. There's a huge opportunity for people to really know that they're sitting on top of a very secure environment in AWS. And how do I quickly propel myself into the marketplace so that I can be differentiated. I can get to market quickly but I can also make sure my innovations are getting to the marketplace as a customer, right? So I think I'm really excited about the things we are bringing to market just not just this year, but next year early next year on the compliance side, as well as the commercial side, that'll actually differentiate us and make it a lasting part of a customer's journey. And that's, I think the best thing you can hope for building a lasting company where your innovations are powering the productivity of your customers in a meaningful manner. And I always feel proud of the team. You mentioned the awards, but honestly more than anything else, we've put together a great team. And the team does a tremendous job with a very good ecosystem of partners. And our humility is it's not just us it's the ecosystem together. And the partnership with Amazon that helps us be the company we are able to be. We live in really story times and we're lucky to be part of this opportunity if you will. >> Yeah better together. That ecosystem is incredibly powerful. Thank you so much Rakesh for talking about what's going on at Anition, how you're helping customers, accelerate FedRAMP compliance, what you're doing in the commercial space and how you're helping your customers really improve their bottom line. We thank you so much for partnering with the Cube for season two, episode four of the AWS startup showcase. >> My pleasure. Thank you very much. >> And we want to thank you for watching but keep it right here for more action on the Cube which as you know, is your leader in tech coverage. I'm Lisa Martin. See you next time. (lively music)

>> Narrator: From the cube studios in Palo Alto, in Boston connecting with thought leaders all around the world. This is a CUBE conversation. >> Hi, welcome to this CUBE conversation. I'm John Furrier, host of the cube here in Palo Alto studios for a great startup showcase preview Rakesh Narasimhan, president and CEO of Anitian, great company, hot startup really getting a great tailwind with COVID and their technology, Rakesh great to see you. Thanks for coming on theCUBE >> Thank you for the opportunity John, great to be here. >> So you guys have a very strong company, a lot of growth a lot of action happening around public private sector. Obviously with cloud scale, we've seen a lot of benefits but the COVID and now the growth plans coming out of COVID. As people start to think about post COVID recovery. Cloud is a big part of it. You guys have been taking a big success playbook out of cloud scale. Take a minute to explain, before I get into some of my questions around what you guys are doing and your value proposition. Talk about the company. What do you guys do? What's the purpose? Why do you exist? >> Wait, thanks again, good to be here. Talking about a mission as well as the story of growth here. Our primary value proposition as a company is really helping customers both in government, as well as commercial achieve compliance and security in the fastest time possible. Lots of companies are going through a digital transformation, but you know public sector, there's a lot of speed that they require in terms of moving their applications. People are trying to go to the cloud. And when I talk to customers I hear three things all the time. A they're trying to move to the cloud. B, they're trying to, you know, remote was always there, but COVID has dramatically compressed the time in which everybody has to provide the functionality right now. And lastly, securing the apps and data. Those are the three priorities we hear from customers all the time. Anitian as a company is able to dramatically get you time to market and time to value on both your compliance and security needs. That's really why the cabin was formed. This is a space where premiere really most of the people are manual time tasks and it's a classic software play to basically go transform that and automate that. >> Okay, great. Thanks for the overview. Get it, get it, get in and talk about the value proposition specifically that you guys offer. Are you guys targeting the enterprise? Is it public sector or is it both? What's the target audience, target customer that you're going after and why would they want to engage with you guys? >> Yeah, so I think it's a it's a timely space where there's a lot of commercials software as a service companies who are trying to expand into the larger government market. And to do that, you've got to be compliant on some sort of standard if you will. Right? And so let's take an example. It's FedRAMP. So we've taken a ton of essay in a SaaS companies, if you will we're trying get into the market and we get them within 60 to 90 days into a compliance. In the time of a quarter, a SaaS company can enter a federal market the ability to sell it on the cost of doing it is recouped in the first deal that they make. So time to speed and time to actually be able to go expand into a vertical market is one of the main value propositions on the SaaS side of house. Also, we have a lot of government agencies who are trying to move to the cloud. And so if you look at Amazon, they're trying to get a lot of customers who are going to adopt the cloud. We provide a pre-engineered solution that integrates all the, the, the value of partners along with Amazon and bring those applications from government agencies to the cloud. So on both sides, both getting public sector companies or agencies, we're trying to get to the cloud as well as SaaS companies who are trying to get a, you know joining a market where it just enabling and accelerating the time to market. That's a huge ROI of right away >> As an amazing value proposition. You're on both sides of the fence. They are playing, you know kind of the in-between moving people around, back and forth helping people back and forth. If I get this right, let me just see if I get this right. So you guys, so almost say I'm a fast growing startup. born in the cloud. Amazon has a zillion of partners that are that are kicking butt. They're doing great. I say, Hey, I want to get into the public sector or the public sector or an agency wants to work with a startup. Then the old world was you got to go stand in line, get certified, do all those hoops to get certified FedRAMP or whatever, and then or hire staff to go, you know, be government sector. And then that was the old way. You guys essentially shortcut that by saying you provide a platform to allow me, the customer was enterprise customer who's a Saas get into the market faster. Is that right? >> That's right. I think that a big portion of that is, you know there's only two kinds, right? People who are trying to do it themselves or people who are trying to get consultants to tell them what to do our value proposition is why are you like you're in a business to do something very specific getting a secure and compliant. It's something we can do for you, but time, money quickly. But the most important thing is it's not a one and done thing, right? So this is, this is where we come in. And just like what the email security business used to be, right? People used to run their own email servers to run their email. Well, who does that anymore right? Well, most of them have actually gone out. We did a similar example of getting compliance for other companies and we actually do it through software and we have an ongoing relationship and make sure that that current compliance is maintained, but also other compliances you can see that come up we're able to help them upgrade cycle. >> Well, that's a great point. Well, you know, the cloud scales it's not one and done it's one and continue because you have iteration you have day two operations. You have all these kinds of cloud ops that require that kind of ongoing. I won't say maintenance. It's not maintenance anymore. It used to be maintenance. Now it's like, you know, it's operations it's a new feature. >> You're doing intervention, but it's, you're not done yet. You have to keep evolving as the market evolves. We've got customers not paying us for just one thing that would have been three years ago. We've got to keep that refreshed. And also more current and up to date which is one of the benefits of cloud, right? It can move quickly, but it can also bring new things to the market pretty quickly as well. So they benefit because of the inventions we're doing and the partner ecosystem around us. >> It's a classic case of software new marketplaces that exist new ways of doing business. It's a whole new wave. It's an old way. It's getting, getting trashed in my opinion in new ways, coming in fast >> When you have to evolve, right? Architectures evolve, time goes on and new things come up right? >> Hybrid, hybrid cloud too is forcing this big time because you have now environments and an organizations shifting now multiple clouds, multiple vendors integrating quickly huge challenge. >> I think it's a fair point, John. But one of the things I always remember is, you know you have to be effective first and then once you're effective, you can become efficient. In other words, it's good that customers have an option to have a software platform to go get their compliance and security needs done. If you could do that on one cloud, that it solves and then you're going to go to multiple clouds and you know, it has been a great partner to make sure that they are making everything available for us to be able to build a great solution on the platform and its ecosystem around it which helps us basically be the equivalent of, you know standing on the giants, giant shoulders, if you will to bring that value to the marketplace. >> So what do you guys do? That's unique for inside Amazon, for Amazon startups? Why are you guys successful in helping these companies do the fedRAMP thing? What's the big secret sauce? >> Yeah, so there's actually three separate parts to it. First is we actually have worked already with a fair amount of folks who actually provide functionality on Amazon. So for example, a FedRAMP solution might require us to work with a SIM vendor and endpoint protection as well as container security, if you will. So we've worked with vendors who already work on Amazon, AWS, and pre-integrated that into the environment so that when we go deploy, for the customer's application that's not something they have to worry about. It's already there. The licensing is there, the deployment is ready. They don't have to do any of that. So that's pre-integration you could think about it. Then there's the automation provided by our platform itself. We have a platform that we deploy into the account. And so all the innovations that we are doing about taking the integration and then automating all the requirements for the security controls that are part of standard such as FedRAMP, for example. So once you do the pre-integration and you have software innovation from us and the third part we provide is a actual SecOps service, which is based on the platform. We actually help the customer, not have to worry about the threat hunting, threat mitigation itself. It's a service available all the time. And so the combination of those three things it turns out is sort of the biggest headache for customers, whether you're in commercial SaaS vendor or if you're in the agency side, we are sort of a one-stop shop to get you there and compliance. Similarly, we have an offering called secure cloud. And what happened is a little story for you. We started doing this compliance automation and as we were doing them a lot of commercial companies looked at that and say you know what I like about what you folks are doing? You sort of standardize the way we deploy a secure environment. So, you know, we like the security guys in our organization and the like it, because it complies with the security controls, the business guys like it because you're doing it in a certain budget and time the dev guys like it because we're not telling them what to do. We have created a secure environment and they liked developing in it, but they have ops folks are the ones that really benefit from having to make sure that security guys like it, it's in budget and the developers can be productive. That aha moment actually came from customers to it. They said, I like what you did for compliance automation any that different other applications. And that's how we got under the secure cloud business as well. >> Yeah. It's, it's funny how these aha moments happen because you solve the need and people go, Hey, I want more of that. And I see why software vendors would want to turn to you to help sell into that huge federal market. It's just, it's so much faster and it takes the pain away. They get in market fast. It's a cloud value proposition get in quickly and then you know, get a position and keep solving value there. So I got the question, if that's, if that's happening which it is, who are you disrupting? What industries and business models are you changing or replacing? What's that, what's the big disruption? >> I see, you know, in the compliance side, there's there's really two, two sides there's compliance. And then the security, right? And the compliance side I see really people who are trying to do it themselves. You know, that's still is a large portion of the market that they haven't realized that, you know this is not a core competency of ours. We just need to have somebody else do this for us. I think that's generally, mostly we ran into and over time they don't get the FedRAMP or PCI compliance. And then they come to us. We got a lot of customers who come to us because they've tried and failed. And so they want to get on with us because of our growth in the marketplace. So that's one and second is a larger market is really in the compliance side. Historically has been a lot of consulting companies. They, they ship bodies to your company and that's what they do. And that's for a particular FedRAMP compliance regime. The next year, you want to do something else, guess what? We're going to go higher and more consultants to that market. So we basically provide a software approach to automating the need for the customer have basically started really disrupting that market against traditional competitors if you will. So that's compliance and the secure cloud, it's not very different. If you can imagine going back 15, 20 years if somebody told you, that the way you will buy compute storage and networking is you will go to a website and you'll sign up with an account and procure it. People would probably run you out of the room at that time, because they'd be like, Hey I'll buy from one of the vendors they'll ship. They'll come to my building the rack and stack them. Well, that changed dramatically over time because of the acceleration, we're doing something similar which is why do I need to assemble an endpoint solution or a firewall or something else? And by the way, by the time I do this next year there's a new vendor saying that they have something better, right? So we have done something similar to the journey we're on. If the pre integrate pre provide functionality from the best vendors out there. So the customer's applications can be in that environment benefiting from all that invention the ecosystem and the cloud provider themselves instead of having to worry about am I getting the right end point solution or firewall or STEM, and do I have it configured properly? And is this the best combination of things I have? Will you basically provide that functionality so that they don't have to think about that? And that reflects in the results we're having. >> It's amazing disruption. I think you brought up earlier devops efficiency and security applicant and your application in a way you got dev the DevOps, ethos, now dev sec ops is being applied to compliance. I mean basically, it's your compliance automation platform software but Devops and security ethos DevSecOps is just the enablement for you. It's just the playbook, right? Is that, is that kind of how it is? Because DevOps is applies to all verticals now and security is needed. >> I think, I think it's much more it's here present, right? Which is a, an issue for most organizations enterprise agencies and government or commercial vendors. If you will, the whole market, this market has gotten up because they learned you can get things into production is a big need out there. And you do that really well on effectively. You need a great DevOps organization. Think of us as sort of a DevSecOps in a box that we can deploy and that helps the customers get to market faster, right? So speed is important. So certainly the effectiveness of that is important, but at the same time, do you achieve the compliance? Do you achieve the securities even bigger bar, if you will and in today's industry and marketplace you can't talk about a digital transformation cycle and talk about a three-year project. If you will. I think it has to be shorter and they have to actually see the return pretty quickly. And that's primarily the reason why, if you think about Anitian's story, we're solving a business problem but the way we're doing it, this actually provided for the DevSecOps and DevOps folks, if you will but it solves a business problem for the companies whether you're a commercial or government that's the reason why I think it's much more interesting. >> Yeah and I think one of the things that's interesting with cloud is you need to have that automation and you're essentially taking care of the compliance problem that everyone has because once the SaaS vendor gets in value proposition where they're growing they start to get customers that say, Hey, do you have a pen test? Can I get a SOC report? I mean, all these little kind of things start emerging where they got to go build it and go, wait, we didn't get that. What are we going to do? I got to have that built in and deliver that every time not a one-off it used to be you do a pen test or you do some things and you're done and you lock the code down. Not anymore. >> Fair enough. I think it's a continuous thing, right? It's not just when I'm done but also it's not just one and done, but this is not static. It's very dynamic, but the apps are changing. The functionality is changing. The things they interact with are changing. That's the beauty of the cloud, right? You have all this ability to be able to move faster, but with it comes certain responsibilities, if you will. And so that we take our job seriously to ensure that while you're innovating with your application out there our job is to make sure that we're keeping up with you not just in securing you and making you compliant but also keeping you compliant so that you're not running a foul in terms of all these other standards, if you will that's one benefit of it, frankly, at the end of the day the customers benefit the most, right? Because you can better functionality faster. And frankly, it's driving pricing as well. And so that's got to be a larger issue for the industry in general, frankly. >> Awesome, great insight, Rakesh. I've got to ask a question. If I'm the customer, when do I know it's time to call you? Is there a markers or signs that are clear? I say, well, I need to call immediately. That's something's going down here. When, what's the tail sign >> Two tells are really one is you want to expand into the market. You want to grow your business revenue. If you want to add more revenue in a large market like federal government or public sector in general then we're the fastest way to get you there, just revenue, right? So if you want to make more money we can get you there faster, quicker than anybody else. And then keep you there by the way. The other tell is, if you want to stop time in terms of investment in trying to figure out how to assemble the best of breed, if you will you know, a lot of the, you know, Amazon sellers. In fact, they, they bring a lot of customers to us where they bring us saying here's the fastest way for you to get secure quickly so that your application can go out to the marketplace and scale and still be secure. So in both sides, both on the compliance side and automation, as well as the secure applied side, the clear tell is when people are trying to grow their business. And they're trying to secure while growing their business. Both of those are clear tells when we get brought in. >> Yeah. So on the business, logic is simple. I want to go into new market and the other side, I got my product ready. I got to get the products up to speed and standardized with all the compliance. >> Sure. Right. >> Awesome, well great conversation. Thanks for coming on and sharing the story and the value proposition and the business model and all the secret sauce. Final question. I'll just give you the last minute here to put a plug in for the company. What are you guys looking for? Are you guys hiring, state of the company? Any vitals you'd like to share in terms of status momentum take a minute to get the plug in. >> Great. Thank, thank you for the opportunity, John more than anything else. Happy to share the story and the growth at Anitian. If you are a customer that is contemplating doing any sort of compliance or you're trying to figure out how to get secure pretty quickly with a pre-engineered platform one of the best guys to be around in the, in the marketplace, we work on Amazon and AWS folks. Get in touch with the AWS rep or get in touch with us directly. I can, I'll give you my email. It's my first name dot last name@anitian.com. Go ahead and send the email and we'll help you with your compliance and security needs as well. Growing like crazy, you know, in the middle of a pandemic, we, you know, we, we're lucky we live in professions where we're able to move things remotely not everybody else is. But we are able to take care of our customers and secure them, keep them compliant, phenomenal growth. We're growing like crazy in terms of our business as well as people send me mail. If you're interested in joining the company or want to be a partner with us happy to help you with that. Okay. >> Rakesh Narasimhan president and CEO of Anitian. What a great business model, helping companies make money faster by getting into new markets. If you're a cloud-scale great, great success. Thanks for coming on. >> Thank you, John. Take care. >> Okay, This is the CUBE conversation. I'm John Furrier. Thanks for watching.

>>from around the globe. It's the Cube covering HP Discover Virtual experience brought to you by HP. >>Hi. And welcome back to the Cube's coverage of HP Discover 2020. The virtual experience. I'm stew Minimum and happy to welcome back to the program. One of our cube alumni, Partha Narasimha He is the chief technology officer of Aruba. Which, of course, Aruba is an H p e company. Partha. Thanks so much for joining us. Thank you. Alright, so HP Discover is a big event. But, you know, for the networking people, of course, Aruba has its own event atmosphere, which happened, you know, just ahead of Discover you gave a keynote there some news there that we'll talk about. But, you know, just, you know, we bring our audience up to speed a little bit about, you know, the role of the networking inside of HP with Aruba. >>And so you know, when everybody's primary focus is networking and security. Uh, we really have expanded in the past few years and scope of the problems that we work on, what we call the intelligent edge and we define the edge is where people are, where the action is And how do you think about the kinds of experiences that end users care about? In addition to just connecting security into their absence of data on the upside, but also about the experiences in the physical world? And then there are these stakeholders that care about in an efficiency, productivity and so on. So the intelligent edge is it includes networking and security, but it really focuses on people and businesses. Hooks. >>Yeah, that's great. You know, Often we talk. It's, you know, the business outcomes that matter and experiences. It's you know so much about people. The current global pandemic absolutely has put a real focus on people. Um, you know, from a networking standpoint, of course, everybody's working from home a lot more. Um, you know, VPN services need to be considered. And you know what? I'm curious the impact from your business and your customers as to what's happening. >>I think this is where you know the focus on on the intelligent edge on people's experiences and business outcomes. Uh, is actually it was being having now, with the presence of endemic, if you're defining and go back to the definition of the edge as where people are and where the action is in the last 2 to 3 months. A lot of that exists in people's hearts in all of our homes. That's where that's where I am right now. And that's where we all of being, Um, so what does that mean for where the edges? And so we kind of see at least three phases in here, where right now we're focused on business continuity, Which is how do you know enable employees to continue to stay productive and connect securely to be enterprise data? Perhaps, but also, when you know some of the subsides, how do you bring people back safely? Go into physical spaces? And that's what we call business recovery. And then, as I talk to customers, you know, there's there's a spectrum of opinions about what is going to stake. And, you know, if you call that the new normal Andi, when an image goes out of our in our lives, it doesn't look like they're all going back to everywhere in January of Apple Siri. And so what is the new normal? And how do you how does a painful that's that's really what we're focused. >>Yeah, it's so important right now. Parts you know, when you look at enterprise is rapidly adjusting to to ah, situations is not necessarily what we think of. Of course, in the last few months, we've had to move very fast to be able to enable the workforce. Uh, I would love to hear what you're hearing from CEOs that there and customers and, you know, how are you helping them react to things you know much faster than they might have. >>So a lot of the business part unity. Actually, the focus is on 19 right? Because you know, how do you deploy technologies are actually leverage the technologies that have already been deployed in order to allow employees to stay productive from their homes? And there's been a spike in demand from for work from home solutions. Believe it or not, Aruba had we have built a solution for the remote access point way back in 2005 or 2006 when there was a different endemic, a time as a business continuity solution. But given the intensity of how this pandemic is affected all of our lives there was a strike and demand for work from home solutions not just from a connectivity and security perspective, but also every employee is home eyes very different, right? Based on the speed of your Internet connection. How many other people are home? How many other devices are connecting to the home network and what else is happening in the three Netflix streams running in parallel? And in this case, in that kind of environment, how do we now provide some visibility for key help employees getting there? So while we built a remote access point as a security solution, we ended up realizing that would be really solved. For the end user was a better user experience where they just see the same network that they see in the office. They see that home but more again, helping I t get some visibility and maybe troubleshoot some issues employees might have. So all three of these have been integral components of that solution and, you know, it became even more front and center well, when the wind and make it in terms of the site. >>Yeah, you know, when I think about security, has really, you know, in the last five years or so escalated only to the C suite. But the board level for constant consideration, has Has the current situation really raise the visibility of networking, you know, to the C suite. >>It has essentially, you know, the focus Until now. Could be in that. Okay, I my all of my employees get into the office and also and create an environment within the office building that allows for collaboration that allows for seamless connectivity and security. Um, but the pace at which we all have to go to this work from home situation, what's the time? And I was so shocked. I have to respond quickly on day after this phone, quickly where, you know, they could have done with a few dozen office buildings to now thousands of employees homes, and so >>be bigger. >>The all of the effort that we put in to create that solution earlier now pick off because we were already but this for for this situation. Even though, you know, we all live in interesting times, and I never want to see this again in my lifetime. But the fact that you know we had a focus on it for the last 15 years or so made it ready for us. But more importantly, as we look at, you know, as the business community face was about I p the business recovery, which is which is probably very a starting point right now. How do we now bring people back safely into lying to physical spaces? Now the stakeholders are you know, that set is expanding, right? Whether it's, you know, maybe we have the steam called the crisis management that is looking at Okay, how do I now manage Not just the crisis, but bringing people back in facilities is important, because if things space has to get rearranged in order to make certain density or spacing objectives, so they know they have some interest in there marketing. If you're a retailer, you know, hospitality and so on, they get interested in it. So there's a lot of other stakeholders now the lie on the infrastructure that I be has deployed primarily for security and security. Now that same infrastructure, it's gonna go benefit other stakeholders so that you get a competitive advantage in the business recovery face. Like if I'm able to safely brain a lot of my key employees that are required to be in physical spaces back in while addressing all of their concerns about the health and the safety associated with the recovery. That definitely gives me a competitive. And I believe that the solutions and Aruba has provided to I t. Until now are now. There's a There's a spark like Chinese on it because a lot of people, a lot of other stakeholders, could benefit from that infrastructure. That is already, >>Yeah, there's a lot of conversation going on in the industry about what things look like post endemic. And, you know, while there is still obviously a lot of uncertainties, we really think there will be some hybrid modes going on. So, you know, work from home might not stay permanent. But many companies, we're talking about being more flexible. So how does that impact? You know what you're offering? Cause, you know, I think about, you know, from the enterprise. You know, I needed a certain density. Now I need to think about Okay. How do I make sure that whether you're in the office or working remotely that I can have you participate and have the same kind of experience wherever you >>are? And, you know, this is again this is where we rely on the network infrastructure, right? Because if you dig ah, connected with the network that enables mobility is secure and is always available, it drives participation. That participation leverages net flow data to provide visibility toe into physical space. Right, And you think about even the recovery face. And we see, actually, three achieves three interesting scenarios and organizations with customers on how the network can help them in the recovery face. And it points to dispensing requirements are how do I reduce density so that I get some level of increased distancing amongst my employees. So that way you can look at naked data and figure out okay where the hearts thoughts are in terms of people density and can go make changes to those to try and lower that meet my internal guidelines or public safety guidelines to shared spaces are also medium of transmission, you know, off this particular virus or disease, and so shakes faces like conference route cafeteria tables and others that we can again use the network to figure out usage of those and potentially provide guidelines to cleaning crews to pay more attention to certain spaces in favor of others necessarily seeing the same level of usage on three. If in the unfortunate situation that some individual becomes a person of interest, we can quickly figure out all of the spaces that they have seen in the past. A certain window, including who else they could have overlap are being close to within that space, right? So at least you're not relying purely on human memory for contact tracing, there's a certain level of additional data that can be used to enhance a refresh human memory. That is really what we see happening in the business recovering. But you made a good point on what is the new normal. Because as we again after customers, I'm trying to gauge what is going to stick beyond the beyond the recovery feet, striking that you fast forward, let's say, a year from now we have a vaccine and the viruses control. We are going to go back to everywhere before the widest entered our lives in and on. The common opinion seems to be that some things are here to stay, and you look at work from home. You made a reference to that. You know, a lot of our customers do believe that there is gonna be an increased amount of work from home that stays with us, even even after the biases off all of our lives. That again, the special things we built for the business continuity continues forward. Even as you know, some of you know we start to get back into physical spaces security again. It's paramount rate the home, essentially as far as I t is concern is an uncontrolled in mind because they just don't have control over many things that happen in brackets homes. And so how do we bring in a layer of visibility and some degree of control in an environment that is inherently not subject to that level through the same way that that an office building can be? And those are the kinds of things that we're looking at. When we talk to higher education customers, for example, they are looking at plans for them. You know this upcoming fall semester, or for the next I can make your off running the classrooms at 30% occupancy. So if you had 100 students sign up for a class physically in the classroom, they only want to have the respondents and the other 70 could be on campus, but they're all dialed in remotely online past. But how do you manage this process or which study people get to be in the classroom learning way? And we believe that a lot of these work, the work flows and interesting use cases that directly address the intelligent edge are gonna become important as we get into that. >>Alright. And I'm glad you talked about the intelligent edge. So your keynote that you gave that atmosphere was accelerating innovation at the edge. And you have the tough task of being right before the Space X Speaker two. So give us a little bit our audience a little bit about you know, the innovation. How should we be thinking about the edge? >>So atmosphere visitor Two weeks ago, we announced the manage services platform on the SP for sharp and it's a little bit of a play because we really believe that we're building solutions that have 1/6 sense in in sensing what end users looking for what stakeholders looking for when problems show up and how do we quickly resolve that right, So that degree of focus on our data driven AI operations was key in us starting to coin the term DSP on it services platform. So it really looks at addressing not just connectivity connect and protect. We're also analyze and act because the telemetry data coming out of the network is really the same data that is that helps with the business recovery. But we won't actually bubble that up and put it into a common daily that helps us deliver a better connection and connectivity and security services, but also enable all of these experiences and outcomes at the edge. And so the CSP or then Ed services platform was the key announcement atmosphere this year. And we see that as the the foundation on which everything that we're gonna do starting now is going to get >>Yeah, I'm curious. You know, we talked about some of the the things that have been accelerated due to the current situation. After that respond work from home in the and the like. When you look at edge environment, is that something that you know? Is that something you see people, you know, accelerating them or they pausing them. Is it just kind of happening at the same pace any data or sense that you have from users right now. >>So edge is going to become even more important that we used to focus on the edge. We had the focus on edge for a while, but uncle, now until the pandemic it us. The assumption is always that people are going to show up in physical spaces and then let's focus on the experiences of the hour. I believe with the pandemic coming in, some of the power of choice has shifted towards the towards the user of the person in choosing whether they want to consume a particular service experience by going to a physical space or by staying at home and doing it on the radio. I look at the past few weeks, we've had a few. Both parties were used to me in person, and now we are doing it over a zoom or other video conferencing policies. So that choice moving over to the person means that we can't just assume that people are going to show up in physical spaces and then focus only on okay once they show up, what can I do about the experience of the outcomes? The focus on edge is now shifting to where we have even before, we have even look at enabling the technologies and experiences that entice people that convince people come into the physical space and consume that service on. But our experience and that means that the scope of what we do at the intelligent edge actually is gonna increase is gonna whiten. And that's the reason why it was timely that we were working on the ed Services platform. Even, you know, it started working on it long before the panoramic ever showed up. But that focus is now putting us in the right place. You know, from a competitive perspective, leverage all of the technologies that people so far, the package it up together to offer our customers something that is far beyond just connectivity and security. >>Great final question I have for you. You're talking about these, you know, not necessarily in person. Experience is here. We have, you know, did the Discover virtual experience give our audience just a little bit as to what they expect from Ruba and what you want people to take away from the Discover virtual experience when it comes to Aruba and networking at hp, >>right? And you know, the common way we kind of when we talked to some customers is always an association off of the Aruba brand todo a wireless lan. And you know what time in the past five years is being part of Hewlett Packard Enterprise? We've kind of expanded that into other networking and some some of the security functions that we also. But more importantly, I encourage everybody to go look at some of the technologies that we packaged together as orderly it services platform and how they can help. Our customers are not just like we are also all of the other stakeholders within their organizations, but to create that compelling experiences and outcomes at the edge. >>Excellent. Well, thank you so much for joining us. Appreciate all the updates. >>Thanks. Thanks for having me. >>Alright. Stay tuned for more coverage. HP discover virtual experience. I'm Stew Minimum. And thank you for watching the Cube. >>Yeah, yeah, yeah.

>> Announcer: Live from Las Vegas, it's theCUBE! Covering HPE Discover 2017. Brought to you by Hewlett-Packard Enterprise. (electronic music) >> Welcome back everyone. We're here live in Las Vegas. This is SiliconANGLE Media's theCUBE. Coverage of HPE Discover 2017. That's Hewlett-Packard Enterprise. I'm John Furrier, the co-host of theCUBE. My co-host for the next three days, Dave Vellante, Chief analyst at Wikibon and co-founder with me of theCUBE. Our next guest is Partha Narasimhan, who's the CTO of Aruba, now part of HP for multiple years. Welcome to theCUBE, thanks for joining us. >> Thank you. Thanks for having me here. >> So chief technology officer of Aruba, we get to go under the hood a little bit, but it's really important the we kind of have that context because the wireless is beyond just wifi. I mean, wifi is joked on the internet as the lower level of the Maslow's hierarchy of needs. I mean, it's the biggest complaint people have. 'Where's the wifi? Is it secure?' So wifi obviously in wireless, certainly brings that digital life. Now you take wireless in an enterprise environment, unlimited possibilities with Internet of Things, campus, intelligent edge was the key part of this theme. Welcome to theCUBE and thanks for joining us. >> Narasimhan: Thank you. >> So your thoughts on the intelligent edge, what is Aruba's real innovation happening now? Where's the fruit coming off the trees, beyond just the access to wireless, because we all know is like, freedom. >> Right, and so think of it. People tend to think of wireless as just okay, getting rid of the cables. And yes, it does that, but it does a lot more than getting rid of the cables. And if you think about what it allows you to do, wireless enables mobility, right? So as people walk around and stay connected to all the things that they need connectivity to, we allow that to happen. But wireless enabling mobility also means that we have now the ability to observe things in the physical world that people reside in, right? Kinds of things that they interact with, whether it's in the workplace as part of their work, or whether it's as a customer when you enter a retail store, or when you enter a stadium or a venue for an event. How do we now gather our understanding of context from purely from a digital domain? Combine that with what we are learning about context, the other side of context from the physical domain. Blend that together, one, to either create new experiences for enthusers. Or to enhance existing ones that they're already used to, how can we make it work better? Right, and we have these used cases in- >> Is it true enabling technology and these new scenarios are new? I want to get into the used case, but I first want to get the hard news out of the way. You guys have some announcements here at HPE Discover that are notable. One is an extension to the course, which is 8400 line, real focus on the intelligent edge. And the other one is really comprehensive asset tracking. Assets could be anything, it could be people, it could be machines, devices and whatnot. This really kind of highlights the things that are possible. Obviously asset tracking is entering a change, and it's also big data, it's Internet of Things. Talk about this intelligent edge, talk about the switches and the asset tracking. What is the notable things about those two announcements? >> So let's start with the 8400, right it's a big core of new classes, Abdication switch. We don't have many of those built over the years in the industry, right? There have been very small number of instances of switches like this built in here. But the big difference with the 8400 is it's actually the first one that was completely built in an era that is defined increasingly by mobility in IoT, right? Think of mobility. With mobility, topology is never a constant. Right, I can never assume that the network topology is set and it never changes. Or changes can be controlled in some perspectives. So if you start with the given that topology is not a constant, how do we now create a switch that enables network administrators to deploy networks without having to worry about, you know, old methods of configuring and monitoring the switches, right? So, this was built ground up with the notion that it has to support today's use cases, not overlay today's use cases onto, you know a switch that might have worked many years ago. So programmability was important, modernality was important. It is built on a basic premise that you know, the entire state of the network, the switch, is stored in a database that is accessible through modern interfaces. It allows you to take that switch, plug it into existing workflows that are more modern than to try and force feed these modern workflows be constrained by technologies that were invented fifteen, twenty years ago. So that is the one that's important, right? And in addition to all of the connectivity options, the speeds and feeds that we have to go build, it's extremely interesting and there are advances and innovation on that side. The one that excites me the most is the software layer in the switch, right, that allows for the programmability, it allows for visibility, right, I'm able to get access to all of the state of the switch, and any trouble, problems that I see, I can quickly get to the bottom of, and go back and fix it. But more importantly, the biggest innovation that I think we have, is this thing that we call the Network Analytics Engine. This is what gives you the extensibility property for the switch. Where your ability to go extend the capabilities of the switch in the field, right? Not have to for our engineers to tell what features, but people in the field, either customers or our own field engineers, can extend the capabilities of the switch to go do things that we didn't think of, but exist in the field. >> So before we get to asset tracking, I love the way this press release was worded. You kind of hit on it, John. 'Setting it apart from other core aggregation switches in the market, the 8400's most unique innovation is the Aruba OSCX, a modern software foundation that is a departure from today's static, inflexible operating systems.' I'm not sure exactly who you're talking about there, but nonetheless, so when you talk about this network analytics engine, Are you suggesting that makers of static inflexible operating system designs would have to bolt something like that on? And it would just not be as effective? Or would it not be possible? >> Well you have to go deeper into the operating system, and do major surgery for that to happen. And that is very hard to do. So if you already built it for a certain static use case, and you're trying to now introduce support on certain things in there, you will always be limited by what lies underneath, compared to if you look at the operating system Aruba OSCX, it was built from the ground up with the modalality and extensibility in mind including the programmability for configuring the switches. This is not something that you can bolt on later and go fix it, because you have to go very deep into the operating system, and there's a lot of major surgery work that is for a switch of this magnitude and size, the effort is as good as starting from scratch, throwing everything away and starting from scratch and building it new. That is very hard to do. >> And tell us about the asset tracking. Let's not, I didn't want to lose that either. >> Well the asset tracking, before we get that point. Operating systems are generally about connecting things, subsystems. You mentioned the wireless as an unpredictable. Which is true, I agree with that. Now Internet of Things is even more unpredictable, and the rate of devices connecting: a watch on someone's wrist, a wearable, a phone. We saw the new Apple announcements yesterday, we covered that on SiliconANGLE.com, again more and more consumer devices, and yet, industrial equipment. This is important, I mean, it's not just machinery, it's like, it could be the air conditioning, it could be anything. Thoughts on this asset tracking concept? >> Narasimhan: I'll start the IoT's side, and how it applies to the network, and get to the asset tracking. Let me start with an example. One of our university customers, in adding to the story, right, they said one day the facilities people called and said hey, we just went out and swapped out about 400 door locks in a residence hall with wifi enabled door locks, and then they turn on the 400 of them and they don't work, and the network people are saying sure it doesn't work, we're not surprised, because the network's not built to have arbitrary things come in and start working. But if you look at it from the people that are deploying this equipment, they just think hey, it's wifi, it should just connect and work, right? Versus people running the network have certain ways in which they have configured the network either for quality of service, or security, that, you have to understand. But the network admins are also in a state where they just say that battle is probably lost. People are going to add things to my environment and my job is to go make sure that I gracefully accept them in and fit the into a profile. In the security profile that I already have. So this is why the programmability is key, right? As door locks come in, chances are those door locks don't need to communicate with everything on the network. Maybe only to a very specific server that pushes policy on which keys should open a particular door, and which one's shouldn't, but if you look at network's specifically designed with a certain notion of trust, saying okay, I have a security perimeter. Whether it's a physical perimeter that allows me entry into the building, or a digital perimeter that, you know, I have a dmz in a firewall, but once you're on the inside, you're in a safe zone. That safe zone is being challenged by IoT, right? Because these devices are not capable to begin with. Think of an electronic door lock, and compare it with many other servers, and the compute capabilities and the servers on the showfloor, versus what is available in the door lock. By itself, it's starting out at a very huge disadvantage on that front. But more importantly, the compute capabilities of a door lock are frozen in time. And they tend to stay on the door for ten years, fifteen years, twenty years. Versus the compute capabilities that are available to an attacker keeps pace with technology. So over time, the ability for the door lock to protect itself diminishes, right? And this is not just true of door locks, it's true of any of these IoT type of things that are getting added to the systems. So our goal is as we gracefully accept them and get them connected to the network and provide the network guys with the tools to kind of segment them into appropriate boundaries, we also have a need to go monitor their activity all the time. Because they become juicy targets for hackers. To get into and from there, propagate out to the rest of the network. So how do we know they're not getting attacked? Their vulnerability is not getting exploited, and the only way to do this is to continuously monitor them. But more importantly, to use a machine learning approach. A behavioral approach, rather than a signature based detection. So if I baseline behaviors of a certain IoT device, whether it's a door lock or a security camera, or any number of those, and whenever I see deviations from that baseline behavior, I want to alert somebody. Because, while it is an anomaly, and not all anomalies are malicious, but it could be potentially. And you need somebody to look at it, so how do we quickly detect that, okay, there's a deviation and is it malicious, and how do we react to it, and how do we shut it down? >> Now talk about the asset tracking announcement, because that's relevant to this show. What's the status, the news? What's the notable thing about the Aruba asset tracking? >> So the asset tracking is interesting on two counts: one is, when you want to track an asset, you need to attach a tag to it, that kind of puts out some notion of identity that I can attach to that asset. But there's also the infrastructure side of it, you need an infrastructure that picks up on these signals, and can locate the asset, and can figure out where all it's been, and who's kind of used it, and how it's getting used. So while we look at asset tags as one improvement, the infrastructure is also another improvement. Aruba we started down the bluetooth low energy as one of the elements for our location based services strategy, look at Meridian team as a central gravity for all location based services. We started out with beacons, and using the beacons as an indication of location, and then providing contextual information and semantic information about that location. But over time we've also recognized that in addition to beacons, we've integrated bluetooth into our access point. So any wireless LAN infrastructure that's based off of the Aruba solution that is getting deployed today is already ready for one half of the asset tracking solution, so the other half is the tags that we're introducing that can be attached to high value assets, and then together these two combine with a back end solution that not only provides you with where the assets are and where they've been, but also uses APIs to integrate with other asset tracking larger solutions that you might have. >> Furrier: So you're feeding data into a bigger picture on the edge? Alright, so let's talk about the fun stuff now. So we can get under the hood there. Getting a little technical, which is great. There's some real sexy deployments out that you guys have been involved in. One is, we've talked about, the folks watching theCUBE know, Levi Stadium in San Francisco, for the San Francisco 49ers is highly instrumented venue next is the provider, great service provider. You guys are the provider there. But it's interesting, this other use case. So talk about how the use cases are driving the value, and how people who are discovering these new value creation opportunities, how do they get there and give us some examples. >> So Levi Stadium, okay. We tend to talk about it a lot, but it also is because we learnt a lot of things as part of being, you know, we were fortunate to be part of that exercise. We learnt a lot of things, so one key learning was the people that built the stadium were very clear from the beginning, their competition was not another sporting venue, right? It's not the Oakland Raiders fans that they wanted to attract over into the stadium. They were very clear their competition was a TV in your living room. How do I convince a fan to not watch the game on the TV in their living room but instead to come into the stadium and watch it? So they said here's a list of experiences that I want to create for the fan that you can only have in the stadium, and that is compelling enough to get a fan into the stadium to watch the game. So once you define those, then it becomes a lot easier. The rest of it underlying here is all technology, and we know how to piece it together. So this was one of the first instances where we saw the whole infrastructure build out being driven top down, right? You define your experiences and then you work your way down on what kind of pieces of technology we need to go in there. Otherwise the networking industry was largely driven by hey, here's the connectivity infrastructure, and we'll figure what hooks are available, and then we'll figure out what you can do with it. >> Furrier: You constrain, naturally, with that. >> Correct, but if you start from the top, lot's of things become easier, right, what we need can be customized to go address the problem, specific problems if we want to go in there. And this is not something new. As you look at, yes it was true for the stadium, but retail stores have a similar problem, right, how do I convince a user to not buy a particular item online, and instead come into the store to do it? And Apple's done a pretty good job of it, the whole store is not a place where you go pick items off of the shelf, put it in your cart, and check it out. It is a place where you go and interact with the item. >> Experience! >> Experience, again. >> What other verticals are hot right now, obviously retail makes sense, sports makes sense, what other verticals- >> Narasimhan: Hospitality is another one where you want to create an experience that customers associate with a brand. If I can somehow make the whole process of you checking into a hotel room, and being in the hotel room and then checking out, if that whole experience can be made significantly better, then I'm going to associate it with that brand. And the next time I'm looking for a hotel- >> So it's an opportunity for brands to extend their brand value, digitally. >> Narasimhan: Correct. It is by creating a better experience in the physical world, you tie it to your brand, and customers associate it with it. And then you go into the workplace. Again, employees and how do I help improve their productivity with what kind of experiences? More and more workplaces are shifting to more open environments, all wireless workplace, because, you know, even if I had wires, there's nothing that I can plug into. I have three devices with me in my bag. Nothing with an Ethernet port in it. And we recently moved into a new facility in Santa Clarita. in January of this year, and the one thing you'll notice is that there are no wires running to where people sit. So when you go into an all wireless workplace, you convince users that it's viable, right, and the way to convince users it's viable is that the network is always there when they need it, when they need to do something on it. But the facilities people are also excited by the possibility, because it gives them a lot of flexibility in how they want to reconfigure space. >> Furrier: It's the future of work and the future of play kind of converging with analog and digital kind of coming together with experiences at the center, and wireless is the fabric for it all. >> Correct, and wireless is what enables mobility but more importantly location is the other fabric that interconnects the two worlds. If I can sense location on the digital side, location is an attribute of the physical world. That's what bridges the two together. >> Context, interest, location. These are all new variables, a whole new way of doing things. In fact, the modern mobility we suggest on SiliconANGLE, Wikibon and theCUBE is this is going to be the future of work, the future of play, all around modern mobility. >> Narasimhan: Correct. >> Partha, thanks so much for sharing your insights. The CTO here of Aruba Wireless, doing some amazing things, enabling new possibilities here in a new simplified, sounds complex to me, but it sounds like you simplifying, as the new message from HP. Thanks for sharing your insights. Of course, we're bringing that modern day to you here on theCUBE live in Las Vegas, our exclusive coverage for three days. This is theCUBE, I'm John Furrier, Dave Vellante, we'll be right back with more after this short break. (electronic music)

(upbeat music) >> Hello and welcome today's session of the cube presentation of the 80 best startup showcase. The next big thing in security featuring Anitian for the security track. I'm your host John Furrier. We're here with the CEO of Anitian, Rakesh Narasimhan, and Aditya Muppavarapu global segment leader of Dev ops for 80 minutes partner network, Rakesh, Aditya, Thanks for coming on. Appreciate it. >> Thank you very much, John. Pleasure is mine. >> So this is the track session. We're going to get into the, the into the details on the leadership of digital transformation and dev sec ops automation, cloud security and compliance. So let's get started. But first Rakesh, we last talked you guys had some awards, RSA conference, 2021, virtual. You guys got some serious awards. Give us the update. >> Yeah, thank you very much, John. Yeah, we were, you know, humbled to be recognized. You know, industry recognition is always a great thing. We deliver value for customers and the industry is recognizing it. So at the RSA conference, we got seven different awards you know, very excited that we were chosen for, you know publishers choice and security company of the year editor's choice and blood security and heart company in cloud security automation. So really thrilled about the recognition thanks. >> Awesome. Seven awards. I mean, RSA is obviously a show that's in transition itself. They're transforming no longer part of Dell technologies now kind of on their own kind of speaks to the wave we're in. So congratulations on the success. They're hot startup here in security track. Give us a quick overview what you guys are enabling because this transformation is everywhere. It's in every sector, it's in every vertical dev sec ops shifting left, you know day two operations get ops. All. This is all talking to one thing, developer, productivity programmable infrastructure with security. Rakesh give us a quick overview of >> Yeah. Exactly. Right. John, I think there's a big shift happening obviously to the cloud and, you know, affects every one of our lives in productivity in enterprise applications, consumers you name it. There's a huge change happening, but central to that theme is security. And so it's one of the areas we focus on Anitian is the fastest way for both existing and new applications to be developed in the cloud. And so we make sure that you can get there fastest time to value and time to revenue pretty quickly by providing the best secure and compliance environment for you. That's really the core of what we do as a company. And we look forward to helping all of our customers and the industry >> Aditya you're a global segment lead at AWS partner network. You seeing on successful companies, you've got a winner here, obviously a success story. I want to get your take on this because this is a trend in cloud native scale, you know, heart, you know horizontally scalable, large scale, but shifting left, okay. Get ops big topics where code is being inspected in real time. People want automation. So I've got to ask you, what does shift left mean to to being out there and this in the security world? What does that mean? >> So, instead of applying your security and compliance guard rails only in production, we also need to apply them across your application development and delivery cycles. Instead of having one gate that becomes a bottleneck we should have multiple checkpoints at various stages. This provides a fast feedback for the developers while they're still in the context of developing that feature. So it's easier and less expensive fix the issues and what it is not is this doesn't mean you move all your focus to dev and ignore production. It also doesn't mean developers are now responsible for security and you can get rid of your security teams. We needed a process and a mechanism in place to leverage the expertise off the security teams and offer their services to the developers very early on in the development cycles, thereby enabling and empowering developers to write secure and compliant code >> I mean, to me not to put my old school hat on, but it's, you know I think to me, I view it as security at the point of coding right at the point of, I don't want to say point of sale but the point of writing the code and the old days it used to be like a patches and getting updates and provisioned into, into production. Same that kind of concept. But as a developer, that's kind of the focus is getting the latest knowledge either through tools and technologies to make it easier for me as a developer to inject at the point of code. Is that right? >> That's right. Yeah. >> So what makes Anitian so different and what's successful within AWS? That's, what's the why the success there? Can you share with us why they're so unique in AWS? >> So I think the biggest case for that is really you know, security, oftentimes security is thought of as an impediment sometimes actually believe it or not. So the configuration, the management, the deployment all of that, you got to be able to do and you got to be able to do that at scale. The great thing about the cloud at is scale and a big portion of that is automation. So what we at Anitian have done is taken that lifecycle of taking, you know applications on a variety of states. If you will, if you're trying to get to production you're trying to do one of two things. You're either you're trying to get into a compliance standard, like Fed Ramp you want a very predictable process, or you're just trying to get an application secure pretty quickly. So how can you do either one of those things becomes the challenge and we help you do that by having a pre-engineered environment where configuration defining deployment all that becomes very consistent and very predictable which means we've automated it in a way that it can scale. You can sort of almost have this regularly happening and not just one application with multiple applications for any company. That is, I think the biggest obstacle that has happened for a lot of folks in the enterprise for sure, to try to get to production and keep that cycle going continuously. And we help with that in a big way. That's one of the reasons why we're having a lot of adoption customers working with partners of course and getting industry recognition for it. >> Yeah. I mean, this is one of the benefits of cloud. I want to get you guys both reaction to this, where as things get going, it's kind of like that, you're you you got to take advantage. You can take advantage of all these solutions. So how many of his customer, I want to look for solutions that help me move the ball forward, not backwards right? So, or help me move the ball forward without building anything that I don't need or that's already been built. So here it sounds like if I get this right Anitian is saying, Hey if you're an Amazon customer I can accelerate you with Fed Ramp compliance. So you don't have to spend all these cycle times getting ready or hiring or operationalizing it is that right? I mean, is that the value proposition? >> They're very accurate, John. So what happens is, you know, we're working with Amazon web services, who's really innovated quite a bit in building all the building blocks, if you will. And so, you know, we're standing on the shoulders of giants if you will, to basically get the max level of automation and acceleration happen. So that just like customers have gotten used to not having to buy servers, but guide, compute and storage. If you will, now they're able to secure and also become compliant with the services that we offer. That level of acceleration I think is needed. If you believe that there's going to be a lot more cloud applications, lot more cloud. If you're going to achieve scale, you've got to automate. And if you want to automate, but secure as well you need a mechanism to doing that. That's really where Anitian comes in, if you will. >> Yeah. And I think Fedramp to me is just a great low hanging fruit example because everyone wants to get into the public sector market. They know how hard it is. Kind of like, you know, we want to do it, but stand in line we've got to get some resources. I'm not kind of get that. But the question I want to get to you Rakesh and Aditya is the bigger picture, which is, as you said more cloud applications are coming. So customers in the enterprise have, have or are building fast dev ops teams accelerate the security paradigm. How do you help those, those folks? Because that's really kind of where the action's going. The puck is going to go there too. Right? So beyond Fed Ramp there's other things >> Right? So I think, I think the way we approached it is really, there's like at least two different sets of customers, right? In the federal market itself. You just think about a commercial SAS companies who are trying to enter the, the, the, the the public sector market. Well, you need to clear a standard like Fed Ramp. So we're the fastest way to not just complete it but be able to start selling and producing revenue. That'd be market per using that functionality. If you will, to that market. Similarly, there's a lot of public sector organizations who are trying to move to the cloud because they have traditionally developed applications and architectures based on what they've done over the last 20 plus years. Well guess what, they're also trying to migrate. So how do you help both commercial companies as well as public sector companies transition, if you will to the cloud in a secure way, but also meeting a public standard. We're helping both those organizations to do that migration and that journey if you will, but it's premised on with pre-engineered it, it's the fastest way for you to get there for you to be able to provide your capability and functionality to the larger marketplace. That's one of the main reasons why I think the productivity jump is enormously high because that's how you get to larger marketplace, if you will, to serve that market >> Aditya. So they have to change your title from global segment leader, dev ops to dev sec ops 80 of his partner network here with this solution in a way it's kind of becoming standard. >> Yeah. Security is getting him embedded into all of your development and delivery life cycle. So that dev sec Ops is becoming more and more critical with customers migrating to the cloud and modernizing their applications. >> How much has automation playing into this? Because one of the things we're talking about fueling digital transformation is the automation component of the security piece here Rakesh How important is automation and what how do you set yourself up for that to be successful? >> That's big question. I think that the big key to that is automation. I think automation is there in general in the cloud space. People expect it, frankly. But I think that the key thing what we have done is pre-integrated not just our platform but a variety of the partner ecosystem are on AWS. And so when a customer is looking forward to taking an application and going to the cloud they're not just getting functionality from us and AWS but also a lot of partner functionality around it so that they don't have to build it. Remember this discussion we had earlier about how do you jumpstart that? Well, it's, it's, it's really, instead of them having the best of breed assemble we've pre done it for them, which means it's predictable, it's consistent it's configured correctly. They can rely on it. That allows us to be able to help them move faster which means they can go serve larger markets and obviously make money around it. >> Rakesh, I got to follow up on that and ask you specifically around this business model. Obviously cloud has become great service. Everyone kind of knows that and then kind of sees the edge coming next and all these other issues that are going to provide more opportunities. But I got to ask you for your company what industries and business models are you disrupting? >> Yeah, I think primarily to we're a classic example of software eating the world, right? Primarily what happens is most of the folks that certainly in the compliance arena are really trying to figure out how to do it themselves, right? And then that's primarily the group of people who are sort of trying to figure that out. And then there's a class of who do consulting who are trying to consult with you and what you should do. And we have taken a very software oriented approach built on Amazon that we will not only help you fast forward that but also, you know, get you compliant but also keep you compliant because it's a cycle much like in other industries you've seen there used to be a time when people that email and they used to run email servers and ran the email servers and backups and things of that nature that transitioned over time where people procure that service from somebody else. And it's still a secure, it's still a scalable and they can rely on that service without having to be in that business if you will. So we see us disrupting the consulting and do it yourself world to actually providing a dependable service out there that you can rely on for security and compliance. >> Awesome. Aditya, I got to ask you on the Amazon side obviously you see a lot of it there. What are some of the challenges that you see with security? >> One of the main challenges I see that is that the landscape itself is rapidly changing. As customers are migrating to the cloud and modernizing what used to be a simple monolithic application running on a server and a office or a data center is now distributed hybrid and spans across development practices like microservices managed services, packaged applications, et cetera and also in the infrastructure platform choices have dramatically increased to from on-prem to call data centers, to edge computing, IOT VMs containers, serverless a lot more options. All these leads to more complexity and it increased the number of threat vectors exponentially though this advancement was great from a usability perspective. It now created a whole slew of challenges. This, this is complex. It's very hard to keep up. It's not something you set and forget. One needs to make sure you have the right guardrails in place to make sure you're continuously compliant with with your own policies are also with regulatory compliance frameworks that are needed for your business. Like GDPR, PCI, DSS, Nast, HIPAA Sox, Fed Ramp, et cetera >> For Rakesh. We're specifically on the dev ops efficiency with Amazon. What do you guys, what's your top few value proposition points? You say >> Biggest value proposition honestly is keeping and maintaining security while you're in compliance at scale with speed. I think those are big issues for companies. Like if you, if you're a company you're trying to be in the cloud, you want to enter the federal market. For example, you got to get that quickly. So what could take a lot of money? 18 - 24 months, our prawn malleable we've just completely automated back. And so within a quarter, depending on quickly the two organizations can work. We can get you into the marketplace. That that speed is of enormous value to companies. But also to remember that as Aditya pointed out there's a lot of complexity in the kind of architecture that is evolved but we have to feel like people like in the issue of what we can help customers would is as much as you take advantage of all the cloud style architecture providing the simplicity of providing security consistently and providing compliance consistently quickly. I think there'll always be a value for that because people are always trying to get faster and cheaper quicker. And I think we're able to do that. But remember, security is not just about fast. It's got to be secure, right? We got to be effective, not just efficient but I think that's a big value prop that we're able to bring to the table on AWS. >> Well I want to go, I got you here. I'll see what showcasing you guys as the hot startup who is your customer on Amazon? I'll see, you have customers that sell in marketplace for fedramp. That's a huge, that's the people who are in business to sell software but also other enterprises as well. Right? So could you just quickly break down your customers? And then when do they know it's time to call a Anitian? >> Yeah, so we have two large groups of customers. If you will. Certainly the commercial segment, as well as in the public sector and the commercial side, you have lots of companies in the cyber security enterprise collaboration as a little robotic process automation, all those categories of companies in the commercial environment they're trying to enter the public sector federal market to go sell their services. Well, you have to get compliant. We are the fastest path to get you there time to value type of revenue we can accomplish for you. That's a group of customers we, we have in market. And then we have the other side, which is a lot of government agencies who are themselves trying to migrate to the cloud. So if you're trying to get your applications for sure once on hybrid or on-premise, and you're trying to go to the AWS cloud, well, we're a great way for you to have a pre-engineered environment into which you can move in. So not only are you secure it's, pre-built, it can scale to the cloud that you're in front of migrate to. So we have both those particular sites if you will, of the marketplace. And then in market, we have lots of agencies, big and small and the government side, but also all these categories in the commercial side that I mentioned >> For Rakesh, Anitian's helping a lot of companies sell them to the public sector market. How big is the public sector federal market >> Right? Yeah. Billions of dollars. More than $250 billion is what people say but it's a very large market, but, but remember it's any any commercial SAS company who's trying to go into that federal market is a target market. We can help that customer get in into that market. >> And just real quick, their choice alternative to not working with the Anitian is what? months the pain. And what's the heavy lift as Andy Jassy would say the heavy lifting, undifferentiated lifting a lot of paperwork, a lot of hoops to jump through. Good. Can you just paint a picture of the paths with, and without >> There's three key areas that I think customers or, you know companies have to do, A. they have to understand the standard B. They have to really figure out the technology the integration, the partners, and the platform itself. It's a lift to basically get all of that together and then actually produce the documentation produce all the configuration and in a repeatable way. And that's just to get one application up there. Well, guess what? Not only do you need to get that up there you need to keep that compliant. And then our future standards come in. You need to go upgrade to that. So the best way for me to describe that is either you you come to the Anitian and we make that age just a service that is subscribed to to keep you compliant and grow or you can try to build it yourself, or you try to go get consulting companies to tell you what to do. You still have to do the work. So those are your sort of choices, if you will, which is one of the reasons why we're enjoying the growth we are because we're making it easy and productive for for companies to get there faster. >> Aditya, I want to get to you real quick. Obviously AWS partnering, they're also known as APN. You guys see some of the best hot startups. They all kind of have the same pattern like this. They do something that's hard. They make it easier. They go faster, more. Cost-effective what's the pattern in this cloud-scale world as startups. We're going to be featuring, you know, every as much as we can hot startups coming out of your network, there's a pattern here. What would you say? They are? Well as the DevOps obviously cloud native, besides iterate, move faster. What's the pattern you're seeing for the successful companies. >> It's like, like Andy's says, it's figuring out how to continuously reinvent yourself is the key to stay successful in this market. >> Awesome. For Rakesh, real big success. Congratulations on your awards. I got to ask you, we're asking all the, all the companies this question, what is your defining contribution to the future of cloud scale? >> Great question. I think when I think about what can be accomplished in the future, not just in the past, I think cloud is a huge phenomenon that has completely up-ended the architecture for all sorts of things commercial government, you know, consumer and enterprise. If you will, I would think we would be humbly the people who will ensure that lots of B2B companies and government organizations are able to move to the cloud and are able to be secure and compliant because I believe that there'll be more and more of that happening in the cloud. And the more that is available, just like the commercial world is takes advantage of all those features. I feel like public government organizations also can accomplish the same things very quickly because of folks like us, which means you have a larger segment of population that you can support. That's only going to make the planet more successful. I'm a big optimist when it comes to tech. I know there's a lot of folks who would look down upon tech or I'll think about it as not great. I'm a very big optimist around tech improving people's lives. And I think we have our own humble role in enabling that to happen in the security and compliance >> Well, anything, in my opinion I'm really a big fan of your work and your team. Anything that could bring great innovation into the public sector faster and more effective as good win for society. So I think it's a great mission. Thanks for, for sharing and congratulations on your awards and thanks for being part of our 80 best startup showcase. Appreciate it Rakesh thank you >> Thank you. >> Okay. This is the cube coverage of 80 startup showcase. I'm John for your host of the cube. This is the next big thing in security Anitian in the security track. Thanks for watching. (Up beat music)