>>from around the globe. It's the Cube with digital coverage of AWS reinvent 2020 sponsored by Intel AWS and our community partners. Welcome to the cubes Coverage of AWS reinvent 2020. The digital version I'm Lisa Martin and I'm joined by a couple of guests from Unisys. Please welcome unprompted high BP and Cloud CTO on income. Great to have you on the program. Thanks for joining me today. >>Great to be here leader >>and a new pre or a new Ram Raj, VP of Cloud Services. A new welcome. Great to have you on a swell. Great >>to be here in this virtual AWS being that great. >>Thank you. Very socially Distance We're following all the guidelines here. A new Let's start with you. I'd love to get just kind of Ah, you know, a vision of the AWS Unisys partnership. I know you guys are advanced consulting partner MSP. Tell me about that partnership. >>Absolutely. Lisa, we see our clients on a cloud journey which we accelerate with Unisys Cloud Services and AWS partnership is a big piece of that again. Way thorough. We have bean rated in aws MSP partner Come out very, very highly from those msb audited our, uh and we're investing in multiple competencies across the boat as well. So and we work very closely with AWS in terms off innovating in sharing our platform cloud 44 world map In looking at what our customers looking around the corner, what services could be co developed. So we're looking at some potential I o T engagements to jointly with AWS is, well, eso you're always co inventing and it's a great partnership with a W s >>excellent. And you let's stick with you Following on hybrid Cloud Journey you mentioned the Cloud Forte platform. I wanted to understand what that platform is, how your co developing that with AWS and how your customers are benefiting >>absolutely s. Um, every year Unisys does a cloud barometer study across thousands of our clients and and we got some interesting takeaways from that. Essentially two thirds of her clients that have started this cloud journey believe they don't really realize the benefits out of that and up thio 53% off. The the respondents said they needed some help with cloud security. And this is where I believe that Unisys Cloud Services has a strong viewpoint and can find their AWS, um, journey, no matter where, what challenges they're facing, whether it's budgetary challenges on optimizing AWS and whether it's getting I t operations right when you move your applications to AWS. Um, and is it is it getting the that I have seen cops models established? So no matter where clients are in the A journey, we look to accelerate with our set of solutions and services, and we're very proud about the fact that we respond very me to make sure our clients can innovate and achieve the business outcomes that they need. For example, with California Stink City, we were able to work with them on the AWS. John Pretty set up a native other lake and analytics on top of it so we could actually predict and influence graduation rates with students. Our scores are higher than any off are coming because of the outcomes that we deliver for our clients. And it's really about business outcomes and 40 platform, which helps us drive those outcomes. I mean, probably do you want to add on without cloud 40 platform? >>Sure, I know eso, as as I knew was saying cloud for the platform provides AH set off capabilities that allows us to create an offer highly differentiated services with Unisys Pipe and, as was mentioned earlier, our cloud solutions are are able to help customers no matter where they are in their car, in their cloud journeys, whether it's ah Greenfield opportunity, where they where the customers are intending to move to the cloud, or if it's a brownfield opportunity where they already have adopted the cloud and are looking to manage and operate and optimize their deployments. Cloud Forte Platform and our Cloud Solutions are able to provide, uh, customized solution for that customer context to really deliver the solution that addresses some of the pain points that you talked about. The keeping points really relate to security to get secured. It also relates to cost optimization and then optimizing the cloud purse, a cloud deployment hybrid cloud deployment of the key requirement. So our cloud 40 platform health drives the key use cases. The key pain points that our customers are looking for through a combination off accelerators, the number of cloud photo accelerators that enable customers to rapidly prove it provisioned customers and to rapidly migrate to the cloud with God rails so that they're the secure, their compliant. And then we've got the the Cloud Cloud 40 Cloud management platform for ensuring provisioning onda management and operations, along with cost optimization capabilities and the eyelid operations. So it's a comprehensive suite off services and solutions that addresses the key business outcomes. There are customers are are looking for >>outcomes. Focused is absolutely critical, especially these days. I knew I wanted to go back to you for a second. You talked about the Unisys Barometer study, and I like the name of that. When was that done? And I'm just wondering if there are certain things that you saw this year from a customer. Cloud journey. Need perspective because of the pandemic that have really influenced that barometer >>Wait Question. Hey said and development is study. The last version of it was done late last year, and we're still waiting on the ones from this year. So, but we're starting to see some of the trends that were influenced by the pandemic. We saw rush to cloud when the pandemic hit because business adopt to to remote workers to do more digital selling and then seeing our CEO is kind of struggle with optimizing and maximizing the results off their cloud. Spend right, So So that's a unique challenge that that we're seeing based on our tryingto interaction. So the rush to the cloud and the ask for more spend optimization and in terms of spend optimization, that's an interesting facet because, uh, it cuts through my multiple angles. It's it's cuts through having the platforms around, being able to dio right predictions on where you spend is going, and then it also it's across collaborative effort. Finn ops. As we see it, we call it as a synopsis of is that we bring to our clients it's passing with multiple organizations, including finance, to sometimes figure out. Where will this business be? Where should you spend be? What should be the reserved instance buys right. So combining cloud knowledge with financial knowledge and organizational and business knowledge. And that's the service that we bring to our clients with our phenoms services. At least a great question about how how is I kind of making the current business climate affecting our operating models? Um, like we said, there's increased ask for Finn ops is an increase. Ask for security ops because security threats have only amplified. And then the entire cloud ups model. I think hybrid cloud operations its's prompted us to rethink a lot off. How do we do? I t operations and and we're investing a lot in terms of automation and then underpinning that by ai led operation. So, um, you talked about the client management platform making sure we've got the best automation and processes which are repeatable around all the way from just doing provisioning to data operations to optimization. Just making all of that robust and repeatable um, is such a value. Add to clients because then they can see SOS can sleep at night knowing that everything is taken care off and, uh, the CIA, the CEOs can be rest assured that hey, they're not going to get that AWS bill that's going to make them hit the roof. So making sure we've got the right checks and balances and approval flow is all a part of our child management platform. And at that point, I know you really passionate AI and the role that it plays in operations and the entire cloud management platform and cloud for day platform So your thoughts in the poem? >>Yes, sir. No, thank you. But so yeah, yeah, I led operations is really part off the bigger question and the pain point that customers are faced with, which is I've reached the cloud. Now, how do I optimized and get benefits from the cloud on the benefits is around. You know, uh, utility for on demand access to resource is, uh, this cost optimization potential and the security, uh, cloud security potential that, if not managed properly, can really blow up in the face. And unfortunately, you know that in the case on the AI ops led Operation Side, that's again a huge foretell area where Unisys Investor is investing a lot off a lot off i p and creating a lot of differentiation. And the objective there is to ask Customers adopt cloud for day as they adopt Unisys Cloud services. They're able to take advantage off cost optimization capabilities, which essentially looks at historical usage on predicts future usage, based on a number off a I artificial intelligence and machine learning technologies that that is able to give you predictions that otherwise very hard to hard to get and, uh, in the cloud environment because of the sheer velocity volume and variety of the data. Doing that in a manual fashion is very, very hard. So automated machine learning driven approach is very productive is very effective on, you know, some of the outcomes that we've achieved is is just amazing. We've been able to save up to 25% off infrastructure costs through the island operations. About 40% off infrastructure incidents have bean reduced due to root cause analysis. Eso onda up to 35% off meantime, to resolution improvements in time. So huge customer benefits driven by e I led operations. The I am a approaches to following the problem. >>Let me see him If I could stick with you for a second big numbers that you just talked about and we talked a few minutes ago about outcomes. It's all about outcomes right now with this rush to cloud as as a new set. And we talked about this on the Cuba all the time. We've seen that the last eight months there is an acceleration of this digital transformation. I'm just curious una come from your perspective as the VP and CTO cloud how are you? What are some of the things that you advise customers to do if they need to rush to the cloud 21 just, you know, move their business quickly and not have the stay on life support. What are some of the things that you advise them to do when they're in this? Maybe a few months ago, when they were in the beginning of this? >>Yeah, that's that's a very interesting question, and lot off our clients are faced with that question as they either they're already in the cloud or the deciding to migrate to the cloud on the whole journey. Customer journeys for either stepping on the cloud or managing and operating the optimizing the cloud deployments is very key. So if you look at the market research that's out there and what we hear from our customers, the key challenges are really, really around. How do I migrate to the cloud without facing a lot of bottlenecks and challenges, and how do I overcome them? So that's the keeping pain point and again cloud for the advisory services and the cloud services that we offer allows customers to take up uh, toe work with us, and we work with the customer to ensure that they're able to do that on and then rapidly migrating to the cloud, managing and operating their operations. The hybrid cloud operations in optimized fashion is a huge challenge. How do they migrate? How do they migrate with security and compliance not being compromised once they're in the cloud, ensuring cloud security is and compliance is is maintained. Ensuring that the cost structure is is optimized so that they're not being mawr wants to move to the cloud compared to on premises and and then taking advantage of the whole cloud. Deployments to ensure you're looking at data are nothing the data to derive meaningful business outcomes. So if the entire end to end customer journey that needs to be looked at optimized. And that's where Unisys comes in with a cloud for the platform where we work with the customers to enhance the journeys. And in this case I want to mention CSU, which is, uh, the California State University, where the approach Unisys to really work with them to deliver uh, cloud services by enhancing the the objective was to enhance the student learning experience to enable adoption off off the technology by the students but also to achieve better performance, better adoption cost savings on we were able to deliver about 30% better performance help realize about 30 33% savings on 40% plus growth in adoption. On this was for about half a million student bodies. The 50,000 plus faculty staff spread across 23 campuses. So deploying, optimizing on and managing the infrastructure is something that Unisys does. Does that. And this is an example of that. I know you want to add anything to that. >>Absolutely Any Permanente's really well and, >>uh, >>it Z also securing, making sure securities with the >>journey >>it Z O Keefe or hybrid cloud. Um, uh, at least I'm sure you're aware of the Unisys tagline is securing tomorrow. So who better s so we really, really take that really, really seriously in terms of making sure we seek clients cloud journeys, and >>you >>probably heard the statistic from her. About 80% off cloud breaches are due to mis configuration, and this could have bean prevented. And and it doesn't. There's an element of the human angle in there. You believe strongly that can automate using our platform. So we've got 2000 plus security policies, which makes sure which again enables our clients to be compliant as well. So no matter what compliant standards, we've got several off our clients, for example, in the financial sector that are hosted on AWS and that we managed and they have to, especially the US They have to comply with Y de f s, the New York Department of Financial Services and making sure that they compliant with all the standards out there, which is next plus plus in this case. So that's part of what we do and enabling those journeys and then just keeping up with the rate of change like on different was talking about the variety and velocity of the data and and the rate of change of the applications out there, especially as businesses react to the pandemic and have to cope with the changing business paradigms out there. They have to be quick. Um, so we've got a drugmaker, one of the most premium drug makers in the US, who is who is against it on AWS, and, uh, they're racing for the cure and they are always looking at How do they get drugs quicker to the market? And that means accelerating applications. And we know that based on research by the Dora study, that if you adopt develops paradigms, you can accelerate 200 times faster than if you didn't. But then you have to underpin backward security as well. So really helping this adopt deaths are cops in all their deployments to AWS so that they can really race for the cure. That's the kind of business outcomes that we really, uh, are really, really proud to drive for our clients. >>Excellent on a pound. Let's wrap this up with you. We've just got about 30 seconds left sticking on the security front. It's such a huge topic right now. It has been for a long time, but even more so during these unprecedented times when you're talking with customers, what makes Unisys unique from a security perspective? >>So first thing is to understand what it takes to solve the hybrid cloud security problem. Like you said earlier, that's the biggest pain point that we hear from customers from our clients on. It's all over the market research all the breaches that have happened, like the zoom breach that happened that compromised about half a million, you know, user log ins. And then there was also the the Marriott breach, where about half a billion users names and credential for legal legal. So it Zaveri easy for customers, potential customers to become like a headline. And our our job really are the companies to make sure that they're not the next capital one or the next Marriott, uh, showing up in the newspaper. So we kind of look at their customer deployments situation on. We put together a comprehensive into an hybrid cloud solution, hybrid cloud security and compliance solution that includes look, securing their cloud infrastructure, their cloud workloads in terms of applications that they might have secured, and also to look at securing their applications, which may or may not be running on the cloud. So we kind of take a very holistic approach, using our homegrown solutions and partner solutions to create a comprehensive, robust hybrid cloud solution that really fits the customer context and and so we we are essentially a trusted adviser for our for our clients to create the solution, which again, at the cloud 40 ashore, which is a cloud security posture management solution. We have a cloud worker protection solution on then stealth, which is a full stack security solution if combined together with the other cloud Forte platform components on. We wrap this up in a matter of security services offering that allows US customers to have complete peace of mind as we take care off assessment remediation monitoring on, then continues Posture, posture, management. I know. Do you want to add anything to that? >>If I'm think in terms of closing, I think like you covered it well, we've got platform competence and services that run the gamut off the off the life cycle from migrations to two transformations. And one thing that I think in terms of outcomes of these, uh, when the service built around it have really helped us. Dr is, um is kind of responding especially to our public sector clients, very passionate about enabling cloud journeys for our public sector clients. And we'll take the example of Georgia Technology s So this is the G t A. Is the technology agency for all services are 14 of the agencies in Georgia and many of these public sector agencies had to quickly adopt cloud to deal with the report workers. Whether it was v D I whether it was chatbots on cloud, um, it was it was, ah, brand new world out there, the new normal. And it was just using the cloud management platform that anyone was refering to. We were able to kind of take them from taking three months. Plus to be able to provision workloads Thio thio less than 30 minutes to provision workloads. And this is this is across hybrid cloud. So and this is >>a big outcome, especially in this time where things were changing so quickly. Well, I wish we had more time, guys because I could tell you have a lot more that you can share. You're just gonna have to come back. And I like that. The tagline securing tomorrow. Adding on to what Anu Pump said So your customers don't become the next headline. I think they would all appreciate that. Thank you both. So much for joining me on the Cube today and sharing what's the latest with Unisys. We appreciate your time. Thank you. Thank >>you for having us >>aren't my pleasure for my guests. I'm Lisa Martin. And you're watching the Cube? Yeah,

(upbeat music) >> Announcer: From New York, it's theCUBE. Covering ESCAPE/19. >> Everyone, welcome to theCUBE coverage here in New York City for the ESCAPE Conference 19. This is the inaugural event for multicloud, I think it's the first industry event for, really talking about multicloud and the impact to enterprises and public cloud. My next guest is Steve Mullaney, President and CEO of Aviatrix, storied career in tech, been there done that, seen many waves of innovation. Nicira, Palo Alto Networks, and now Aviatrix. You retired for a while, welcome back! >> I did, yeah, five years, yeah, yeah, yeah. >> Welcome to theCUBE. >> Thank you, thanks for having me. >> It's nice to have you on because I think you have a good perspective on the multicloud because you've been in the industry since the 80s. We've both been broke in at the same time. And we've seen the waves. >> Oh, yeah. >> This wave is bigger than, I think, most of the other waves combined because it brings together so many things, infrastructure, software, cloud scale, and a new modern application environment. And then you complicate everything by throwing IoT out there, edges being pushed to their boundaries, securities equations changed, all this is going on right now, all at the same time. >> No, and that's why I was basically retired for five years, and I was at Nicira, we got bought by VMware, I stayed there for a couple years, and I just said, "Okay, that's it!" I've had a good career and I'm done. And about a year ago, the world changed. And it felt like on a Tuesday morning, I noticed enterprises really, we'd been talking about cloud for 12 years. And five years ago they said, "We're coming in, we're going to do it," but they didn't really mean it. But about a year ago, all in the same day, every enterprise said, "No, now we actually mean it." And I don't know why, I don't know if it was just people retired or just five years of talking about it, they all decided, we're comin' in, and enterprises all moved together. And this wave, as you said, is bigger than, I was around in 1992, in the early 90s, in the movement from mainframe to client server. This is 10 times bigger than that. And more importantly, it's going to happen 10,000 times faster. Because (fingers tapping). What's that? I just deployed 62 data centers around the world. Because if I can leverage the greatest infrastructure built, basic infrastructure of the hyperscalers, AWS, Azure, Google, Alibaba, Oracle, you name it. It's unbelievable the velocity at which you can now start deploying. >> Steve, I think you're onto something big here, and this is why I'm here at this event and why I'm excited, that a lot of the industry thought leaders and practitioners and leaders are doing this event. Small events, inaugural, but I think it has a lot of links. Because there's a lot of tell signs that I like to look at, one is cloud. I've been covering Amazon eight years now, with theCUBE, I've known AWS since it started, and I've done many startups in its launch using AWS. But I've had many conversations with Andy Jassy, one on ones, privately, I got an exclusive coming up for re:Invent with him. I've gotten to know him. It started out, "Everyone's moving to the cloud. "Every data center's not going to exist." And then, you know-- >> Oh, maybe not, yeah, yeah. >> Maybe not, we'll do an output. So I challenged him last year, I said, "Andy, come on, dude, like you were saying like a year ago that." >> Steve: Yeah, it's all AWS or nothing. >> And he said, "John, look I'm not, "I just listen to the customers." And I interviewed him when he did the VMware deal. And he's very customer focused. And when they make these moves with outpost, and I think it's going to be a hybrid message this year at re:Invent, you know it's real. >> Steve: Oh, yeah. >> I think this validates your point, so I got to ask you, what specifically do you see the formula being for multicloud, because certainly everyone's recognized that there's a huge benefit for AWS. But from a scale standpoint, so why not use that? What's going on on the Enterprise on-premise that's making this new thing work? >> I think it all starts with architecture, like anything else. I think right now, enterprises have said, "Okay, we've burned a boat, right? "Now, we're not going to get rid of our data centers, "but in terms of our strategic investment, "we are moving into the cloud. "We are going to leverage "the infrastructure of the hyperscalers. "And whether that is just one hyperscaler, or multiple." And I have not met an enterprise who thinks there only going to be one, right, every single one of them. Now, I don't think they're moving workloads across, I don't think that. I think they see that, I'm going to use Google for AI, I'm going to use AWS because it started there. I'm going to use Azure, for Office 365, and other different things, and everything in infrastructure is always multi. It's never homogeneous, right, it's always that. So I think is going to happen, and I think what people are begging for right now, is, I want to build an architecture that gives me the optionality to be able to deliver a common set of services whether I'm on AWS or multiple clouds. And I want them to be my services and I don't want to have understand the low level abstractions and constructs of each of those clouds, because their all different. One's metric, one's U.S., one's some other weird thing. And I don't have the time, the people, or the resources to be able to do that. Give me a common set of services, that are my services, that I can deploy and abstract away the details of those public clouds. >> Yeah, it's an interesting point there, in fact, I called BS on multicloud last year when it started to kind of rear it's head, I'm like, "Come on, multicloud is bullshit." And I said that on theCUBE. And here's what I meant. Multicloud as an operating model is directionally correct, but the architecture hasn't shown where there's true multicloud. Now, the fact of the matter is, people have Amazon, people have Office and Office 365, that's technically two clouds, >> They're siloed, yeah. >> If they give us Google, that's three clouds. >> I use two or three clouds. >> So, if he have three clouds, I guess they have multiple clouds. But you bring up an interesting point, and going back as a student of the history of tech industry, multi-vendor has been a big deal. >> It is a big deal. >> And like you said, there will be a multi-vendor world, that will happen. The question is how. How do you guys see it happening? >> Well I think what's-- >> Your company is attacking this Aviatrix. >> What's interesting is, so now you think about from a customer perspective which, I do the same thing, same thing with AWS. It's always outside in. Okay, I'm thinking as a enterprise IT person. I'm making the move. Do you believe that your basic infrastructure will lever the hyperscalers, or will you build an on-prem? Everyone says, "I believe that's the way I'm going to go." Great, how do I do that? So, I'm a IT architect, who do I go to to help me? Do I go to CISCO? No. The most shocking thing for me, of the six months I've been at Aviatrix, is that word's never used. It's like it was DEC or IBM in the conversation, when you were talking about client-server, no, why would you? CISCO, Juniper, Arista, any of the networking people, not even in the conversation. VMware, not really in the conversation. So, I don't have any incumbent vendor that I can go to that I used to go to. >> Why aren't they in the conversation? 'Cause of the commodity, they've been extracted away? >> I think it's just because it's the innovation of dilemma. Right, once you're selling a lot of stuff into on-prem, to then go and say, I mean you look at Palo Alto Networks, they're trying to make that transition. Acquiring a bunch of companies, VMware acquiring a bunch of companies. Why are they doing that? Because they know, I got to get off on-prem, everything's going in the cloud. >> So it's a legacy. >> It's a legacy thing, and I think what happens is, there is only one reason, and one reason only, an enterprise customer is not using Aviatrix. 'Cause they never heard of us. That's why, that's the only reason. Once they hear about what they're doing, my God. >> Well, give the plug, talk about the company, what do you guys do-- >> So we deliver, I mean it sounds like I made it up for this conference, but actually this conference was perfect for this. It's networking and security services for the multicloud enterprise. And we're building an architecture, that people can deploy, that will give them this common architecture across all the different clouds. So whether you're just using one cloud or multiple, it doesn't matter, it's the same set of security and networking services. And we do that by embracing and extending the basic constructs that AWS, Google, Azure, and Oracle, and all the other clouds will give you, and to deliver that real enterprise class. Because the other thing we've found is, everyone thinks that the cloud gives you everything and anything you will ever need from networking and security. Let's say AWS, they're going to do everything I need. What the enterprises are figuring out, is once they start going in, what they realize is, it's created for the low-level common basic constructs. And the enterprise starts at, well, I need these BGP feature because guess what, the data center is not going away. And I need more than a hundred route limitations, and I need, all of a sudden there's fifty different limitations AWS will give me. Well, they didn't talk about that! Well, of course they're not going to talk about that. They are just going to go check, check, check, we solve all your problems. As enterprises now move in, with mission critical applications, they're realizing, I need the same level of networking and security services that I had on-prem. I can't get that with the native constructs. So where do I go? That's what we do, so we fill in, we embrace what we can of those constructs, we fill in holes where there are fill in holes. And then we give you the mechanism to be able to orchestrate that across the global network. >> So you operationalize the hyperscale clouds for enterprise, >> Yes. >> that's basically what you do. >> Steve: Exactly, for the enterprise. >> Yeah, exactly. >> On the level that they need. >> So you get the benefits of the cloud, but all those nuances under the cover details like networking and other features you abstract that away and provide an operating model for enterprise compliments. >> And the beautiful thing about it is the velocity, at which we can, we're over the top, effectively over the top. We're integrated into the Cloud Suite, understand what cloud native, we understand all the constructs of accounts, and all the things we need to do. But what we expose to the customer, to the enterprise, is a set of over-the-top services that just work. >> Okay Steve, so I got to ask you, since we are at The Multi-Cloud Conference. What is multicloud, I mean how do you define it, you laid out a pretty compelling architecture of what needs are, levers in the cloud, and on-prem is what Aviatrix does. But what is the definition, how should people understand what is multicloud? >> I think for us, for networking and security in that base, so we're basic infrastructure. We get out there first, right? So, if you're going to build a city, you don't start putting people there first the first thing, if you do it right, is you get sewers, you get electricity, gas, roads, all that. Networking and security, infrastructure, is basic infrastructure goes out first. And you want to create an architecture that's going to live with you for twenty years. You don't want to have to rip up the roads and put the sewers in later. And that architecture needs to be multicloud because, even though you think maybe, most of our customers are 90% AWS right now. But every single one of them say, "But I'm moving to Azure, I'm moving to Google, "I've got retail customers that won't allow me "to put my infrastructure on AWS." Or, "I have machine learning, AI type apps on Google." They all say that same thing. But what they all then say to us, is, "You're going to be the mechanism "upon which I'm going to be able to deploy "this common set of services." So they don't need to know that. >> All right, give an example of a customer you guys have, name a name, we had a customer on stage here-- >> Steve: So, Jefferies. >> John: They did this for a use case. >> Yeah so, Jefferies. Financial Services Institution, lots of requirements, Mark Leon Soon is going to be on stage with me tomorrow. We started working with them about nine months ago. Exactly the same thing, they said, "Okay, you know what? "We need to start moving to the cloud, "we've got to start leveraging the cloud. "But, it's too complicated, right? "Even AWS, says 'Go Build.' "I don't want to go build, I want to consume services. "But they don't have all the service that I needed, "they're too low a level. "They're very high function, high enterprise requirements." So they start using us to orchestrate things, to provide transit networking, to provide egress filtering out to the Internet, we have high performance encryption, AWS will only offer it one gig. We can offer it to 10, 20, 30, 40 gig. So they start deploying, they start realizing all the things we do. Then they go and say, "I want to bring my Palo Alto Networks firewall "into the cloud." When you start looking at that, 'cause then guess what? All my policies, I want the same level that I have on-prem when I'm in the cloud. If I go try to bring in my VM series into AWS the construct that AWS give you, they cause you limitations in performance, in visibility, It's integration hassles, there's performance, sustainability, visibility issues, they force you to use SNAT. And there's all these issues, and they go, "Oh my God, this is a pain in the ass." We solved all that for them. We basically cloudify the VM series for them, so all those limitations go away. So that's just another use case that they use. Now they start looking, and they say, "Okay, now I'm going to start extending into other clouds and I want to use you as the common frame point, the common pane of glass. >> Well Steve, good luck in your venture, you're back in the saddle again. >> Steve: Yeah. >> Another ride here, you feel good about it? >> This is going to be the best, the biggest that I've been, and I was at Palo Alto Networks and VMware Nicira. And this one's going to be bigger than both of those. >> What's your vision for where this is going to be for you, where do you see the company in a few years, what are some of the outcomes you expect to happen? >> Our opportunity, and I look at it as, someone's going to take this opportunity, and the reason I came back is, why not us, someone's going to take it. And the opportunity, honestly, is to become, effectively, what Cisco was in the early 90's. To define the architecture, the networking and the security infrastructure architecture for enterprise customers. They are begging for that right now, that's our opportunity. >> Cloud Interoperability. >> Interoperability, yeah. And so there's so many things that we need to go and do. When you look at also the thing that people are going to say, the operations. So many people think, I want it the same as it was on-prem. I think with the cloud, and across multicloud you can do it right with us, and actually better. Because the visibility that you get is more, than what you get on-prem. >> Well, and the thing that's interesting that's different about this new world that we're talking about is that there is going to be constant improvements in new things which means that the functionality game is going to increase, which means the agility is even more important because the apps are going to have more things to do. >> Yeah. I mean in the end, why do you want to go to cloud? I want to go to cloud 'cause I want it to be self-service and I want agility. I want my developers, I want everybody to be able to do things quicker because all of the sudden they say, "Let's go roll this out", and you want to be able to do it. >> Well, good luck on the new venture, Aviatrix, check 'em out, hot multicloud startup, growing, how many people do you have, put the plug in, >> 100. >> what are you guys looking for, are you hiring, give me a quick plug. >> We just hired a new VP at World Wide Sales, James Winebrenner, who was Viptela CEO, VP Sales in Cisco, hiring a tremendous amount of sales guys right now, we're closing on a $40 million Series C round next week, and we're hiring a lot of people. >> Good luck, we'll be following you Steve, thanks for coming on and sharing your insights. Again, multicloud, this is a shift that's happening, multicloud is just another word for multi-vendor, in a new modern era, this is what it has been in the technology industry, but a whole new world. This is theCUBE coverage here in New York City, ESCAPE/19, I'm John Furrier, thanks for watching. (upbeat music)

(upbeat music) >> Announcer: From New York, it's theCUBE. Covering ESCAPE/19. >> Everyone, welcome to theCUBE coverage here in New York City for the ESCAPE Conference 19. This is the inaugural event for multicloud, I think it's the first industry event for, really talking about multicloud and the impact to enterprises and public cloud. My next guest is Steve Mullaney, President and CEO of Aviatrix, storied career in tech, been there done that, seen many waves of innovation. Nicira, Palo Alto Networks, and now Aviatrix. You retired for a while, welcome back! >> I did, yeah, five years, yeah, yeah, yeah. >> Welcome to theCUBE. >> Thank you, thanks for having me. >> It's nice to have you on because I think you have a good perspective on the multicloud because you've been in the industry since the 80s. We've both been broke in at the same time. And we've seen the waves. >> Oh, yeah. >> This wave is bigger than, I think, most of the other waves combined because it brings together so many things, infrastructure, software, cloud scale, and a new modern application environment. And then you complicate everything by throwing IoT out there, edges being pushed to their boundaries, securities equations changed, all this is going on right now, all at the same time. >> No, and that's why I was basically retired for five years, and I was at Nicira, we got bought by VMware, I stayed there for a couple years, and I just said, "Okay, that's it!" I've had a good career and I'm done. And about a year ago, the world changed. And it felt like on a Tuesday morning, I noticed enterprises really, we'd been talking about cloud for 12 years. And five years ago they said, "We're coming in, we're going to do it," but they didn't really mean it. But about a year ago, all in the same day, every enterprise said, "No, now we actually mean it." And I don't know why, I don't know if it was just people retired or just five years of talking about it, they all decided, we're comin' in, and enterprises all moved together. And this wave, as you said, is bigger than, I was around in 1992, in the early 90s, in the movement from mainframe to client server. This is 10 times bigger than that. And more importantly, it's going to happen 10,000 times faster. Because (fingers tapping). What's that? I just deployed 62 data centers around the world. Because if I can leverage the greatest infrastructure built, basic infrastructure of the hyperscalers, AWS, Azure, Google, Alibaba, Oracle, you name it. It's unbelievable the velocity at which you can now start deploying. >> Steve, I think you're onto something big here, and this is why I'm here at this event and why I'm excited, that a lot of the industry thought leaders and practitioners and leaders are doing this event. Small events, inaugural, but I think it has a lot of links. Because there's a lot of tell signs that I like to look at, one is cloud. I've been covering Amazon eight years now, with theCUBE, I've known AWS since it started, and I've done many startups in its launch using AWS. But I've had many conversations with Andy Jassy, one on ones, privately, I got an exclusive coming up for re:Invent with him. I've gotten to know him. It started out, "Everyone's moving to the cloud. "Every data center's not going to exist." And then, you know-- >> Oh, maybe not, yeah, yeah. >> Maybe not, we'll do an output. So I challenged him last year, I said, "Andy, come on, dude, like you were saying like a year ago that." >> Steve: Yeah, it's all AWS or nothing. >> And he said, "John, look I'm not, "I just listen to the customers." And I interviewed him when he did the VMware deal. And he's very customer focused. And when they make these moves with outpost, and I think it's going to be a hybrid message this year at re:Invent, you know it's real. >> Steve: Oh, yeah. >> I think this validates your point, so I got to ask you, what specifically do you see the formula being for multicloud, because certainly everyone's recognized that there's a huge benefit for AWS. But from a scale standpoint, so why not use that? What's going on on the Enterprise on-premise that's making this new thing work? >> I think it all starts with architecture, like anything else. I think right now, enterprises have said, "Okay, we've burned a boat, right? "Now, we're not going to get rid of our data centers, "but in terms of our strategic investment, "we are moving into the cloud. "We are going to leverage "the infrastructure of the hyperscalers. "And whether that is just one hyperscaler, or multiple." And I have not met an enterprise who thinks there only going to be one, right, every single one of them. Now, I don't think they're moving workloads across, I don't think that. I think they see that, I'm going to use Google for AI, I'm going to use AWS because it started there. I'm going to use Azure, for Office 365, and other different things, and everything in infrastructure is always multi. It's never homogeneous, right, it's always that. So I think is going to happen, and I think what people are begging for right now, is, I want to build an architecture that gives me the optionality to be able to deliver a common set of services whether I'm on AWS or multiple clouds. And I want them to be my services and I don't want to have understand the low level abstractions and constructs of each of those clouds, because their all different. One's metric, one's U.S., one's some other weird thing. And I don't have the time, the people, or the resources to be able to do that. Give me a common set of services, that are my services, that I can deploy and abstract away the details of those public clouds. >> Yeah, it's an interesting point there, in fact, I called BS on multicloud last year when it started to kind of rear it's head, I'm like, "Come on, multicloud is bullshit." And I said that on theCUBE. And here's what I meant. Multicloud as an operating model is directionally correct, but the architecture hasn't shown where there's true multicloud. Now, the fact of the matter is, people have Amazon, people have Office and Office 365, that's technically two clouds, >> They're siloed, yeah. >> If they give us Google, that's three clouds. >> I use two or three clouds. >> So, if he have three clouds, I guess they have multiple clouds. But you bring up an interesting point, and going back as a student of the history of tech industry, multi-vendor has been a big deal. >> It is a big deal. >> And like you said, there will be a multi-vendor world, that will happen. The question is how. How do you guys see it happening? >> Well I think what's-- >> Your company is attacking this Aviatrix. >> What's interesting is, so now you think about from a customer perspective which, I do the same thing, same thing with AWS. It's always outside in. Okay, I'm thinking as a enterprise IT person. I'm making the move. Do you believe that your basic infrastructure will lever the hyperscalers, or will you build an on-prem? Everyone says, "I believe that's the way I'm going to go." Great, how do I do that? So, I'm a IT architect, who do I go to to help me? Do I go to CISCO? No. The most shocking thing for me, of the six months I've been at Aviatrix, is that word's never used. It's like it was DEC or IBM in the conversation, when you were talking about client-server, no, why would you? CISCO, Juniper, Arista, any of the networking people, not even in the conversation. VMware, not really in the conversation. So, I don't have any incumbent vendor that I can go to that I used to go to. >> Why aren't they in the conversation? 'Cause of the commodity, they've been extracted away? >> I think it's just because it's the innovation of dilemma. Right, once you're selling a lot of stuff into on-prem, to then go and say, I mean you look at Palo Alto Networks, they're trying to make that transition. Acquiring a bunch of companies, VMware acquiring a bunch of companies. Why are they doing that? Because they know, I got to get off on-prem, everything's going in the cloud. >> So it's a legacy. >> It's a legacy thing, and I think what happens is, there is only one reason, and one reason only, an enterprise customer is not using Aviatrix. 'Cause they never heard of us. That's why, that's the only reason. Once they hear about what they're doing, my God. >> Well, give the plug, talk about the company, what do you guys do-- >> So we deliver, I mean it sounds like I made it up for this conference, but actually this conference was perfect for this. It's networking and security services for the multicloud enterprise. And we're building an architecture, that people can deploy, that will give them this common architecture across all the different clouds. So whether you're just using one cloud or multiple, it doesn't matter, it's the same set of security and networking services. And we do that by embracing and extending the basic constructs that AWS, Google, Azure, and Oracle, and all the other clouds will give you, and to deliver that real enterprise class. Because the other thing we've found is, everyone thinks that the cloud gives you everything and anything you will ever need from networking and security. Let's say AWS, they're going to do everything I need. What the enterprises are figuring out, is once they stop going in, what they realize is, it's created for the low-level common basic constructs. And the enterprise starts at, well, I need these BGP feature because guess what, the data center is not going away. And I need more than a hundred route limitations, and I need, all of a sudden there's fifty different limitations AWS will give me. Well, they didn't talk about that! Well, of course they're not going to talk about that. They are just going to go check, check, check, we solve all your problems. As enterprises now move in, with mission critical applications, they're realizing, I need the same level of networking and security services that I had on-prem. I can't get that with the native constructs. So where do I go? That's what we do, so we fill in, we embrace what we can of those constructs, we fill in holes where there are fill in holes. And then we give you the mechanism to be able to orchestrate that across the global network. >> So you operationalize the hyperscale clouds for enterprise, >> Yes. >> that's basically what you do. >> Steve: Exactly, for the enterprise. >> Yeah, exactly. >> On the level that they need. >> So you get the benefits of the cloud, but all those nuances under the cover details like networking and other features you abstract that away and provide an operating model for enterprise compliments. >> And the beautiful thing about it is the velocity, at which we can, we're over the top, effectively over the top. We're integrated into the Cloud Suite, understand what cloud native, we understand all the constructs of accounts, and all the things we need to do. But what we expose to the customer, to the enterprise, is a set of over-the-top services that just work. >> Okay Steve, so I got to ask you, since we are at The Multi-Cloud Conference. What is multicloud, I mean how do you define it, you laid out a pretty compelling architecture of what needs are, levers in the cloud, and on-prem is what Aviatrix does. But what is the definition, how should people understand what is multicloud? >> I think for us, for networking and security in that base, so we're basic infrastructure. We get out there first, right? So, if you're going to build a city, you don't start putting people there first the first thing, if you do it right, is you get sewers, you get electricity, gas, roads, all that. Networking and security, infrastructure, is basic infrastructure goes out first. And you want to create an architecture that's going to live with you for twenty years. You don't want to have to rip up the roads and put the sewers in later. And that architecture needs to be multicloud because, even though you think maybe, most of our customers are 90% AWS right now. But every single one of them say, "But I'm moving to Azure, I'm moving to Google, "I've got retail customers that won't allow me "to put my infrastructure on AWS." Or, "I have machine learning, AI type apps on Google." They all say that same thing. But what they all then say to us, is, "You're going to be the mechanism "upon which I'm going to be able to deploy "this common set of services." So they don't need to know that. >> All right, give an example of a customer you guys have, name a name, we had a customer on stage here-- >> Steve: So, Jefferies. >> John: They did this for a use case. >> Yeah so, Jefferies. Financial Services Institution, lots of requirements, Mark Leon Soon is going to be on stage with me tomorrow. We started working with them about nine months ago. Exactly the same thing, they said, "Okay, you know what? "We need to start moving to the cloud, "we've got to start leveraging the cloud. "But, it's too complicated, right? "Even AWS, says 'Go Build.' "I don't want to go build, I want to consume services. "But they don't have all the service that I needed, "they're too low a level. "They're very high function, high enterprise requirements." So they start using us to orchestrate things, to provide transit networking, to provide egress filtering out to the Internet, we have high performance encryption, AWS will only offer it one gig. We can offer it to 10, 20, 30, 40 gig. So they start deploying, they start realizing all the things we do. Then they go and say, "I want to bring my Palo Alto Networks firewall "into the cloud." When you start looking at that, 'cause then guess what? All my policies, I want the same level that I have on-prem when I'm in the cloud. If I go try to bring in my VM series into AWS the construct that AWS give you, they cause you limitations in performance, in visibility, It's integration hassles, there's performance, sustainability, visibility issues, they force you to use SNAT. And there's all these issues, and they go, "Oh my God, this is a pain in the ass." We solved all that for them. We basically cloudify the VM series for them, so all those limitations go away. So that's just another use case that they use. Now they start looking, and they say, "Okay, now I'm going to start extending into other clouds and I want to use you as the common frame point, the common pane of glass. >> Well Steve, good luck in your venture, you're back in the saddle again. >> Steve: Yeah. >> Another ride here, you feel good about it? >> This is going to be the best, the biggest that I've been, and I was at Palo Alto Networks and VMware Nicira. And this one's going to be bigger than both of those. >> What's your vision for where this is going to be for you, where do you see the company in a few years, what are some of the outcomes you expect to happen? >> Our opportunity, and I look at it as, someone's going to take this opportunity, and the reason I came back is, why not us, someone's going to take it. And the opportunity, honestly, is to become, effectively, what Cisco was in the early 90's. To define the architecture, the networking and the security infrastructure architecture for enterprise customers. They are begging for that right now, that's our opportunity. >> Cloud Interoperability. >> Interoperability, yeah. And so there's so many things that we need to go and do. When you look at also the thing that people are going to say, the operations. So many people think, I want it the same as it was on-prem. I think with the cloud, and across multicloud you can do it right with us, and actually better. Because the visibility that you get is more, than what you get on-prem. >> Well, and the thing that's interesting that's different about this new world that we're talking about is that there is going to be constant improvements in new things which means that the functionality game is going to increase, which means the agility is even more important because the apps are going to have more things to do. >> Yeah. I mean in the end, why do you want to go to cloud? I want to go to cloud 'cause I want it to be self-service and I want agility. I want my developers, I want everybody to be able to do things quicker because all of the sudden they say, "Let's go roll this out", and you want to be able to do it. >> Well, good luck on the new venture, Aviatrix, check 'em out, hot multicloud startup, growing, how many people do you have, put the plug in, >> 100. >> what are you guys looking for, are you hiring, give me a quick plug. >> We just hired a new VP at World Wide Sales, James Winebrenner, who was Viptela CEO, VP Sales in Cisco, hiring a tremendous amount of sales guys right now, we're closing on a $40 million Series C round next week, and we're hiring a lot of people. >> Good luck, we'll be following you Steve, thanks for coming on and sharing your insights. Again, multicloud, this is a shift that's happening, multicloud is just another word for multi-vendor, in a new modern era, this is what it has been in the technology industry, but a whole new world. This is theCUBE coverage here in New York City, ESCAPE/19, I'm John Furrier, thanks for watching. (upbeat music)

>> Narrator: Live from New York, it's theCube! Covering AWS Global Summit 2019, brought to you by Amazon Web Services. >> Welcome back, we're here at the Javits Center in New York City for AWS Summit, I'm Stu Miniman, my cohost is Corey Quinn and happy to welcome to the program Scott Mullins, who's the head of Worldwide Financial Services Business Development with Amazon Web Services based here in The Big Apple, thanks so much for joining us. >> Thanks for having me, Stu, thanks for having me, Corey. >> All right so we had obviously financial services big location here in New York City. We just had FINRA on our program, had a great conversation about how they're using AWS for their environments, but give us a thumbnail if you will about your business, your customers and what you're seeing there. >> Sure, we're working with financial institutions all the way from the newest FinTech startups, all the way to organizations like FINRA, the largest exchanges and brokers dealers like Nasdaq, as well as insurers and the largest banks. And I've been here for five years and in that time period I actually went from being a customer speaking at the AWS Summit here in the Javits Center on stage like Steve Randich was today to watching more and more financial institutions coming forward, talking about their use in the cloud. >> Yeah before we get into technology, one of the biggest trends of moving to cloud is I'm moving from CapEx more to OpEx and oh my gosh there's uncertainty because I'm not locking in some massive contract that I'm paying up front or depreciating over five years but I've got flexibility and things are going to change. I'm curious what you're seeing as the financial pieces of how people both acquire and keep on the books what they're doing. >> Yeah it can be a little bit different, right, then what most people are used to. They're used to kind of that muscle memory and that rhythm of how you procured technology in the past and there can be a stage of adjustment, but cost isn't really the thing that people I think look to the most when it comes to cloud today, it's all about agility and FINRA is a great example. Steve has talked about over and over again over the last several years how they were able to gain such business agility and actually to do more, the fact that they're now processing 155 billion market events every night and able to run all their surveillance routines. That's really indicative of the value that people are looking for. Being able to actually get products to market faster and reducing development cycles from 18 months to three months, like Allianz, one of our customers over in Europe has been able to do. Being able to go faster I think actually trumps cost from the standpoint of what that biggest value driver that we're seeing our customers going after in financial services. >> We're starting to see such a tremendous difference as far as the people speaking at these keynotes. Once upon a time you had Netflix and folks like that on stage telling a story about how they're using cloud to achieve all these amazing things, but when you take a step back and start blinking a little bit, they fundamentally stream movies and yes, produce some awesome original content. With banks and other financial institutions if the ATM starts spitting out the wrong number, that's a different point on the spectrum of are people going to riot in the street. I'm not saying it's further along, people really like their content but it's still a different use case with a different risk profile. Getting serious companies that have world shaking impact to trust public cloud took time and we're seeing it with places like FINRA, Capital One has been very active as far as evangelizing their use of cloud. It's just been transformative. What does that look like, from being a part of that? >> Well you know it's interesting, so you know you just said it, financial services is the business of risk management. And so to get more and when you see more and more of these financial institutions coming forward and talking about their use of cloud, what that really equates to is comfort, they've got that muscle memory now, they've probably been working with us in some way, shape or form for some great period of time and so if you look at last year, you had Dean Del Vecchio from Guardian Life Insurance come out on stage at Reinvent and say to the crowd "Hey we're a 158 year old insurance company but we've now closed our data center and we're fully on AWS and we've completed the transformation of our organization". The year before you saw Goldman Sachs walk out and say "Yeah we've been working with AWS for about four years now and we're actually using them for some very interesting use cases within Goldman Sachs". And so typically what you've seen is that over the course of about a two year to sometimes a four year time period, you've got institutions that are working deeply with us, but they're not talking about it. They're gaining that muscle memory, they're putting those first use cases to begin to scale that work up and then when they're ready man, they're ready to talk about it and they're excited to talk about it. What's interesting though is today we're having this same summit that we're having here in Cape Town in Africa and we had a customer, Old Mutual, who's one of the biggest insurers there, they just started working with us in earnest back in May and they were on stage today, so you're seeing that actually beginning to happen a lot quicker, where people are building that muscle memory faster and they're much more eager to talk about it. You're going to see that trend I think continue in financial services over the next few years so I'm very excited for future summits as well as Reinvent because the stories that we're going to see are going to come faster. You're going to see more use cases that go a lot deeper in the industry and you're going to see it covering a lot more of the industry. >> It's very much not, IT is no longer what people think of in terms of Tech companies in San Francisco building products. It's banks, it's health care and these companies are transitioning to become technology companies but when your entire, as you mentioned, the entire industry becomes about risk management, it's challenging sometimes to articulate things when you're not both on the same page. I was working with a financial partner years ago at a company I worked for and okay they're a financial institution, they're ready to sign off on this but before that they'd like to tour US East one first and validate that things are as we say they are. The answer is yeah me too, sadly, you folks have never bothered to invite me to tour an active AZ, maybe next year. It's challenging to I guess meet people where they are and speak the right language, the right peace for a long time. >> And that's why you see us have a financial services team in the first place, right? Because your financial services or health care or any of the other industries, they're very unique and they have a very specific language and so we've been very focused on making sure that we speak that language that we have an understanding of what that industry entails and what's important to that industry because as you know Amazon's a very customer obsessed organization and we want to work backwards from our customers and so it's been very important for us to actually speak that language and be able to translate that to our service teams to say hey this is important to financial services and this is why, here's the context for that. I think as we've continued to see more and more financial institutions take on that technology company mindset, I'm a technology company that happens to run a bank or happens to run an exchange company or happens to run an insurance business, it's actually been easier to talk to them about the services that we offer because now they have that mindset, they're moving more towards DevOps and moving more towards agile. And so it's been really easy to actually communicate hey, here are the appropriate changes you have to make, here's how you evolve governance, here's how you address security and compliance and the different levels of resiliency that actually improve from the standpoint of using these services. >> All right so Scott, back before I did this, I worked for some large technology suppliers and there were some groups on Wall Street that have huge IT budgets and IT staffs and actually were very cutting edge in what they were building, in what they were doing and very proud of their IT knowledge, and they were like, they have some of the smartest people in the industry and they spend a ton of money because they need an edge. Talking about transactions on stock markets, if I can translate milliseconds into millions of dollars if I can act faster. So you know, those companies, how are they moving along to do the I need to build it myself and differentiate myself because of my IT versus hey I can now have access to all the services out there because you're offering them with new ones every day, but geez how do I differentiate myself if everybody can use some of these same tools. >> So that's my background as well and so you go back that and milliseconds matter, milliseconds are money, right? When it comes to trading and actually building really bespoke applications on bespoke infrastructure. So I think what we're seeing from a transitional perspective is that you still have that mindset where hey we're really good at technology, we're really good at building applications. But now it's a new toolkit, you have access to a completely new toolkit. It's almost like The Matrix, you know that scene where Neo steps into that white room and hey says "I need this" and then the shelves just show up, that's kind how it is in the cloud, you actually have the ability to leverage the latest and greatest technologies at your fingertips when you want to build and I think that's something that's been a really compelling thing for financial institutions where you don't have to wait to get infrastructure provisioned for you. Before I worked for AWS, I worked for large financial institutions as well and when we had major projects that we had to do that sometimes had a regulatory implication, we were told by our infrastructure team hey that's going to be six months before we can actually get your dev environment built so you can actually begin to develop what you need. And actually we had to respond within about thirty days and so you had a mismatch there. With the cloud you can provision infrastructure easily and you have an access to an array of services that you can use to build immediately. And that means value, that means time to market, that means time to answering questions from customers, that means really a much faster time to answering questions from regulatory agencies and so we're seeing the adoption and the embrace of those services be very large and very significant. >> It's important to make sure that the guardrails are set appropriately, especially for a risk managed firm but once you get that in place correctly, it's an incredible boost of productivity and capability, as opposed to the old crappy way of doing governance of oh it used to take six weeks to get a server in so we're going to open a ticket now whenever you want to provision an instance and it only takes four, yay we're moving faster. It feels like there's very much a right way and a wrong way to start embracing cloud technology. >> Yeah and you know human nature is to take the run book you have today and try to apply it to tomorrow and that doesn't always work because you can use that run book and you'll get down to line four and suddenly line four doesn't exist anymore because of what's happened from a technological change perspective. Yeah I think that's why things like AWS control tower and security hub, which are those guardrails, those services that we announced recently that have gone GA. We announced them a couple of weeks ago at Reinforce in Boston. Those are really interesting to financial services customers because it really begins to help automate a lot of those compliance controls and provisioning those through control tower and then monitoring those through security hub and so you've seen us focus on how do we actually make that easier for customers to do. We know that risk management, we know that governance and controls is very important in financial services. We actually offer our customers a way to look from a country specific angle, add the different countries and the rule sets and the requirements that exist in those countries and how you map those to our controls and how you map those into your own controls and all the considerations that you have, we've got them on our public website. If you went to atlas.aws right now, that's our compliance center, you could actually pick the countries you're interested in and we'll have that mapping for you. So you'll see us continue to invest in things like that to make that much easier for customers to actually deploy quickly and to evolve those governance frameworks. >> And things like with Artifact, where it's just grab whatever compliance report you need, submit it and it's done without having to go through a laborious process. It's click button, receive compliance in some cases. >> If you're not familiar with it you can go into the AWS console and you've got Artifact right there and if you need a SOC report or you need some other type of artifact, you can just download it right there through the console, yeah it's very convenient. >> Yeah so Scott you know we talked about some of the GRC pieces in place, what are you seeing trends out there kind of globally, you know GDRP was something that was on everybody's mind over the last year or so. California has new regulations that are coming in place, so anything specific in your world or just the trends that you're seeing that might impact our environments-- >> I think that the biggest trends I would point to are data analytics, data analytics, data analytics, data analytics. And on top of that obviously machine learning. You know, data is the lifeblood of financial services, it's what makes everything go. And you can look at what's happening in this space where you've got companies like Bloomberg and Refinitiv who are making their data products available on AWS so you can get B-Pipe on AWS today, you can also get the elektron platform from Refintiv and then what people are trying to do in relation to hey I want to organize my data, I want to make it much easier to actually find value in data, both either from the standpoint of regulatory reporting, as you heard Steve talk about on stage today. FINRA is building a very large data repository that they have to from the standpoint of a regulatory perspective with CAT. Broker dealers have to actually feed the CAT and so they are also worried about here in the US, how do I actually organize my data, get all the elements I have to report to CAT together and actually do that in a very efficient way. So that's a big data analytic project. Things that are helping to make that much easier are leg formations, so we came up with leg formation last year and so you've got many financial institutions that are looking at how do you make building a data leg that much easier and then how do you layer analytics on top of that, whether it's using Amazon elastic map reduce or EMR to actually run regulatory reporting jobs or how do I begin to leverage machine learning to actually make my data analytics from a standpoint of trade surveillance or fraud detection that much more enriched and actually looking for those anomalies rather than just looking for a whole bunch of false positives. So data analytics I think is what I would point to as the biggest trend and how to actually make data more useful and how to get to data insights faster. >> On the one end it seems like there's absolutely a lot of potential in this, on the other it feels in many cases with large scale data analytics, it's we have all these tools for machine learning and the rest that we can wind up passing out to you but you need to figure out what to do with them, how to make it work and it's unclear outside of a few specific use cases and I think you've alluded to a couple of those how to take in a typical business that maybe doesn't have an enormous pile of data and start applying machine learning to it in a way that makes intelligent sense. That feels right now like a storytelling failure to some extent industry wide. We're starting to see some stories emerge but it still feels a little "Gold Rush"-y to some extent. >> Yeah I would say, and my advice would be don't try to boil the ocean or don't try to boil the data leg, meaning you want to do machine learning, you've got a great amount of earnestness about that but picture use case, really hone in on what you're trying to accomplish and work backwards from that. And we offer tooling that can be really helpful in that, you know with stage maker you can train your models and you can actually make data science available to a much broader array of people than just your data scientists. And so where we see people focusing first, is where it matters to their business. So if you've got a regulatory obligation to do surveillance or fraud detection, those are great use cases to start with. How do I enhance my existing surveillance or fraud detection, so that I'm not just wading again through a sea of false positives. How do I actually reduce that workload for a human analyst using machine learning. That's a one step up and then you can go from there, you can actually continue to work deeper into the use cases and say okay how do I treat those parameters, how do I actually look for different things that I'm used to with the rules based systems. You can also look at offering more value to customers so with next best offer with Amazon Personalize, we now have encapsulated the service that we use on the amazon.com retail site as a service that we offer to customers so you don't have to build all that tooling yourself, you can actually just consume Personalize as a service to help with those personalized recommendations for customers. >> Scott, really appreciate all the updates on your customers in the financial services industry, thanks so much for joining us. >> Happy to be here guys, thanks for having me. >> All right for Corey Quinn, I'm Stu Miniman, back with more here at AWS Summit in New York City 2019, thanks as always for watching theCube.

>> Announcer: Live from Las Vegas, it's theCUBE. Covering AWS re:Invent 2017. Presented by AWS, Intel, and our ecosystem of partners. >> Well we are back live here at the Sands Expo Center. We're of course in Las Vegas live at re:Invent. AWS putting on quite a show here. Day one of three days of coverage you'll be seeing right here on theCUBE. I'm John Walls along with Justin Warren. And we're now joined by a couple folks from Datameer. Justin Rodatus who's the CEO of that company, and Pooja Palan who's the Senior Product Manager. And Christian and Pusha thanks for being with us. Good to have you here on theCUBE. >> Thanks for having us. >> So you were cube-ing at just recently up at New York, Christian. >> Yeah absolutely we were seeing your guys in New York and we had actually, we've done some work with a couple of customers probably two weeks ago in Palo Alto I believe. >> I don't know how we can afford you. I mean I'm gonna have to look into our budget. >> Christian: Happy to be here again. >> Okay no it is great, thank for taking the time here. I know this is a busy week for you all. First off let's talk about Datameer in general just to let the audience at home known in case they're not familiar with what you're doing from a core competency standpoint. And let's talk about what you're doing here. >> Absolutely, I mean Datameer was founded eight years ago and Datameer was only an onset of the big data wave that started in the 2009 and 2010 time frame. And Datameer was actually the first commercial platform that provided a tool set to enable our customers to consume enterprise scale Hadoop solutions for their enterprise analytics. So we do everything from ingesting the data into the data lake or we're preparing the data for a consumption by analytics tools throughout the enterprise. And we just recently also launched our own visualization capabilities for sophisticated analysis against very large data sets. We also are capable of integrating machine learning solutions and preparing data for machine learning throughout the organization. And probably the biggest push is into the cloud. And we've been in the cloud for couple of years now, but we see increased momentum from our customers in the market place for about 15 months now I would say. >> So before we dive a little deeper here I'm just kind of curious about your work in general. It's kind of chicken and the egg right? You're trying to come up with new products to meet customer demand. So are you producing to give them what you think they need or are you producing on what they're telling you that they need? How does that work as far as trying to keep up with-- >> You know I can kick this off. So it's actually interesting that you ask this because the customers that did interviews with you guys two weeks ago were part of our customer advisory council. So we get direct feedback from leading customers that do really sophisticated things with Datameer. They are at the forefront of developing really mind blowing analytical applications for high value use cases throughout their organizations. And they help us understanding where theses trends go. And to give you an example. So I was recently in a meeting with a Chief Data Officer of a large global bank in London. And they have kicked off 32 Hadoop projects throughout the organization. And what he told me is just these projects will lead to an expansion of the physical footprint of the data centers in the UK by 30%. So in (mumbles) we are not in the data center business, we don't want this, we need other people to take care of this. And they've launched a massive initiative with Amazon to bring a big chunk of their enterprise analytics into AWS. >> It sounds like you're actually really ahead of the curve in many ways 'cause of the explosion in machine learning and AI, that data analytics side of things. Yeah we had big data for a little while, but it's really hitting now where people are starting to really show some of the amazing things that you can do with data and analysis. So what are you seeing from these customers? What are some of the things that they're saying, actually this thing here, this is what we really love about Datameer, and this is something that we can do here that we wouldn't be able to do in any other way. >> Shall I take that? So when it comes to heart of the matter, there's like you know three things that Datameer hits on really well. So in terms of our user personas, we look at all of our users, our analysts, and data engineers. So what we provide them with that ease of use, being able to take data from anywhere, and be able to use any multiple analytic capabilities within one tool without having to jump around in all different UI's. So it's like ease of use single interface. The second one that they really like about us is being able to not have to, whatever being able to not have to switch between interfaces to be able to get something done. So if they want to ingest data from different sources, it's one place to go to. If they want to access their data, all of it is in the single file browser. They want to munch their data, prepare data, analyze data, it's all within the same interface. And they don't have to use 10 different tools to be able to do that. It's a very seamless workflow. And the same token, the third thing which comes up is that collaboration. It enables collaboration across different user groups within the same organization. Which means that we are totally enabling the data democratization which all of the self service tools are trying to promote here. Making the IT's job easier. And that's what Datameer enables. So it's kind of like a win-win situation between our users and the IT. And the third thing that I want to talk about, which is the IT, making their lives easier, but at the same time not letting them go off, leaving the leash alone. Enabling governance, and that's a key challenge, which is where Datameer comes in the picture to be able to provide enterprise ready governance to be able to deploy it across the board in the organization. >> Yeah, that's something that AWS is certainly lead in, is that democratization of access to things so that you can as individual developers, or individual users go and make use of some of these cloud resources. And seeing here at the show, and we've been talking about that today, about this is becoming a much more enterprise type issue. So being able to do that, have that self service, but also have some of those enterprise level controls. We're starting to see a lot of focus on that from enterprises who want to use cloud, but they really want to make sure that they do it properly, and they do it securely. So what are some of the things that Datameer is doing that helps customers keep that kind of enterprise level control, but without getting in the way of people being able to just use the cloud services to do what they want to do? So could you give us some examples of that maybe? >> I let Puja comment on the specifics on how we deploy in AWS and other cloud solutions for that matter. But what you see with on premise data lakes, customers are struggling with it. So the stack has become outrageously complicated. So they try to stitch all these various solutions together. The open source community I believe now supports 27 different technology platforms. And then there's dozens over dozens of commercial tools that play into that. And what they want, they actually just want this thing to work. They want to deploy what they used from the enterprise IT. Scalability, security, seamlessness across the platforms, appropriate service level agreements with the end user communities and so on and so forth. So they really struggle to make this happen on premise. The cloud address a lot of these issues and takes a lot of the burden away, and it becomes way more flexible, scalable, and adjustable to whatever they need. And when it comes to the specific deployments and how we do this, and we give them enterprise grade solutions that make sense for them, Puja maybe you can comment on that. >> Sure absolutely, and more specific to cloud I would love to talk about this. So in the recent times one of our very first financial services customers went on cloud, and that pretty much brings us over here being even more excited about it. And trust me, even before elasticity, their number one requirement is security. And as part of security, it's not just like, one two three Amazon takes care of it, it's sorted, we have security as part of Datameer, it's been deployed before it's sorted. It's not enough. So when it comes to security it's security at multiple levels, it's security about data in motion, it's security about data at rest. So encryption across the board. And then specifically right now while we're at the Amazon conference, we're talking about enabling key management services, being able to have server-side encryption that Amazon enables. Being able to support that, and then besides that, there's a lot of other custom requirements specifically around how do you, because it's more of hybrid architecture. They do have applications on-prem, they do have like a deployed cloud infrastructure to do compute in the cloud as it may needed for any kind of worst workloads. So as part of that, when data moves between, within their land to the cloud, within that VPC, that itself, those connectivity has to be secured and they want to make sure that all of those user passwords, all of that authentication is also kind of secure. So we've enabled a bunch of capabilities around that, specifically for customers who are like super keen on having security, taking care of rule number one, even before they go. >> So financial services, I mean you mentioned that and both of you are talking about it. That's a pretty big target market for you right? I mean you've really made it a point of emphasis. Are there concerns, or I get it (mumbles) so we understand how treasured that data can be. But do you provide anything different for them? I mean is the data point is a point as opposed to another business. You just protect the same way? Or do you have unique processes and procedures and treatments in place that give them maybe whatever that additional of oomph of comfort is that they need? >> So that's a good question. So in principle we service a couple of industries that are very demanding. So it's financial services, it's telecommunication and media, it's government agencies, insurance companies. And when you look at the complexities of the stack that I've described. It's very challenging to make security, scalability in these things really happen. You can not inherit security protocols throughout the stack. So you stack a data prep piece together with a BI accelerator with an ingest tool. These things don't make sense. So the big advantage of Datameer is it's an end to end tool. We do everything from ingest, data preparation to enterprise scale analytics, and provide this out of the box in a seamless fashion to our customers. >> It is fascinating how the whole ecosystem has sort of changed in what feels like only a couple of years and how much customers are taking some of these things and putting them together to create some amazing new products and new ways of doing things. So can you give us a bit of an idea of, you were saying earlier that cloud was sort of, it was about two years ago, three years ago. What was it that finally tipped you over and said you know what we gotta do this. We're hearing a lot of talk about people wanting hybrid solutions, wanting to be able to do bursting. What was it really that drove you from the customer perspective to say you know what we have to do this, and we have to go into AWS? >> Did you just catch the entire question? Just repeat the last one. What drove it to the cloud? >> Justin: Yeah, what drove you to the cloud? >> John: What puts you over the top? >> I mean, so this is a very interesting question because Datameer was always innovating ahead of the curve. And this is probably a big piece to the story. And if you look back. I think the first cloud solutions with Microsoft Azure. So first I think we did our own cloud solution, and we moved to Microsoft Azure and this was already maybe two and a half years ago, or even longer. So we were ahead of the curve. Then I would say it was even too early. You saw some adoption, so we have a couple of great customers like JC Penny is already operating in the cloud for us, big retail company, they're actually in AWS. National Instruments works in Microsoft Azure. So there's some good adoption, but now you see this accelerating. And it's related to the complexity of the stack, to the multiple points of failure of on premise solutions to the fact that people want, really they want elasticity. They want flexibility in rolling this out. The primary, interestingly enough, the primary motivators actually not cost. It's really a breathable solution that allows them to spin up clusters, to manage certain workloads that come for a compliance report every quarter. They need another 50 notes, spin them up, run them for a week or two and spin them down again. So it's really the customers are buying elasticity, they're buying elasticity from a technology perspective. They're buying elasticity from a commercial perspective. But they want enterprise grade. >> Yeah we certainly hear customers like that flexibility. >> And I think we are now at a tipping point where customers see that they can actually do this in a highly secure and governed way. So especially our demanding customers. And that it really makes sense from a commercial and elasticity perspective. >> So you were saying that's what they're buying, but they're buying what you're selling. So congratulations on that. Obviously it's working. So good luck, continued success down the road, and thanks for the time here today, we appreciate it. >> Absolutely, thanks for having us. >> John: Always good to have you on theCUBE. >> It's cocktail time, thanks for having us. >> It is five o' clock somewhere, here right now. Back with more live coverage from re:Invent. We'll be back here from Las Vegas live in just a bit. (electronic music)

>> Host: New York City, it's The Cube covering Cyber Connect 2017, brought to you by Centrify and the Institute for Critical Infrastructure Technology. >> Hey, welcome back, everyone. This the Cube's live coverage in New York City. This is the Cyber Connect 2017, presented by Centrify, underwritten by such a large industry event. I'm John Furrier, Dave Vellante. Our next guest is Byron Acohido who's the journalist at lastwatchdog.com. Thanks for joining us, welcome to The Cube. >> Thank you, pleasure to be here. >> So, seasoned journalist, there's a lot to report. Cyber is great, we heard a great talk this morning around the national issues around the government. But businesses are also struggling, too, that seems to be the theme of this event, inaugural event. >> It really is a terrific topic that touches everything that we're doing, the way we live our lives today. So, yeah, this is a terrific event where some of the smartest minds dealing with it come together to talk about the issues. >> What's the top level story in your mind in this industry right now? Chaos, is it data, civil liberties, common threats? How do you stack rank in level of importance, the most important story? >> You know, it really is all of the above. I had the privilege to sit at lunch with General Keith Alexander. I've seen him speak before at different security events. So it was a small group of the keynote speakers, and Tom Kemp, the CEO of Centrify. And he just nailed it. He basically, what resonated with me was he said basically we're kind of like where we were, where the world was at the start of World War I, where Russia and Germany and England, we're all kind of lining up, and Serbia was in the middle, and nobody really knew the significance of what lay ahead, and the US was on the sidelines. And all these things were just going to converge and create this huge chaos. That's what he compared it today, except we're in the digital space with that, because we're moving into cloud computing, mobile devices, destruction of privacy, and then now the nation states, Russia is lining up, North Korea, and Iran. We are doing it too, that was probably one of the most interesting things that came at you. >> His rhetoric was very high on the, hey, get our act together, country, attitude. Like, we got a lot to bring to the table, he highlighted a couple use cases and some war stories that the NSA's been involved in, but almost kind of teasing out, like we're kind of getting in our own way if we don't reimagine this. >> Yes, he is a very great advocate for the private sector industry, but not just industry, the different major verticals like especially the financial sector and the energy sector to put aside some of the competitive urges they have and recognize that this is going on. >> Okay, but I got to ask you, as a journalist, Last Watchdog, General Alexander definitely came down, when he sort of addressed privacy, and Snowden, and the whole story he told about the gentleman from the ACLU who came in a skeptic and left an advocate. As a journalist whose job is to be a skeptic, did you buy that? Does your community buy that? What's the counterpoint to that narrative that we heard this morning? >> Well, actually I think he hit it right on the head. As a journalist, why I got into this business and am still doing it after all these years is if I can do a little bit to shed a little bit of light on something that helps the public recognize what's going on, that's what I'm here to do. And this topic is just so rich and touches everything. We were talking just about the nation state level of it, but really it effects down to what we're doing as a society, what Google, and Facebook, and Twitter, how they're shaping our society and how that impacts privacy. >> We were talking last night, Dave, about the Twitter, and Facebook, and Alphabet in front of the Senate hearings last week, and how it means, in terms, he brought it up today. The common protection of America in this time, given the past election, that was the context of the Google thing, really has got a whole opportunity to reimagine how we work as a society in America, but also on the global stage. You got China, Russia, and the big actors. So, it's interesting, can we eventually reimagine, use this opportunity as the greatest crisis to transform the crap that's out there today. Divisiveness, no trust. We're living in an era now where, in my life time I can honestly say I've never seen it this shitty before. I mean, it's bad. I mean, it's like the younger generation looking at us, looking at, oh, Trump this, Trump that, I don't trust anybody. And the government has an opportunity. >> Alright, but wait a minute. So, I'm down the middle, as you know, but I'm going to play skeptic here a little bit. What I basically heard from General Alexander this morning was we got vetted by the ACLU, they threw sort of holy water on it, and we followed the law. And I believe everything he said, but I didn't know about that law until Snowden went public, and I agree with you, Snowden should be in jail. >> John: I didn't say that. >> You did, you said that a couple, few years ago on The Cube, you said that. Anyway, regardless. >> I'm going to go find the archive. >> Maybe I'm rewriting history, but those laws were enacted kind of in a clandestine manner, so I put it out to both of you guys. As a citizen, are you willing to say, okay, I'll give up maybe some of my privacy rights for protection? I know where I stand on that, but I'm just asking you guys. I mean, do all your readers sort of agree with that narrative? Do all of The Cube? >> If you look at the World War I example the general, he brought up at lunch, I wasn't there, but just me thinking about that, it brings up a good perspective. If you look at reinventing how society in America is done, what will you give up for safety? These are some of the questions. What does patriotizing mean for if industry's going to work together, what does it mean to be a patriot? What I heard from the general onstage today was, we're screwed if we don't figure this out, because the war, it's coming. It's happening at massive speeds. >> Again, I know where I stand on this. I'm a law-abiding citizen. >> - Byron, what do you think? >> Go ahead and snoop me, but I know people who would say no, that's violating my constitutional rights. I dunno, it's worth a debate, is all I'm saying. >> It's a core question to how we're living our lives today, especially here in the US. In terms of privacy, I think the horse has left the barn. Nobody cares about privacy if you just look at the way we live our lives. Google and Facebook have basically thrown the privacy model-- >> GPS. >> That came about because we went through World War I and World War II, and we wanted the right to be left alone and not have authoritative forces following us inside the door. But now we don't live in just a physical space, we live in a cyberspace. >> I think there's new rules. >> There is no privacy. >> Don't try and paint me into a corner here, I did maybe say some comments. Looking forward the new realities are, there are realities happening, and I think the general illuminated a lot of those today. I've been feeling that. However, I think when you you define what it means to be a patriot of the United States of America and freedom, that freedom has to be looked through the prism of the new realities. The new realities are, as the General illuminated, there are now open public domain tools for anyone to attack the United State, industry and government, he brought it up. Who do they protect, the banks? So, this ends up, I think will be a generational thing that the younger generation and others will have to figure out, but the leaders in industry will have to step up. And I think that to me is interesting. What does that look like? >> I think leadership is the whole key to this. I think there's a big thread about where the burden lies. I write about that a lot as a central theme, where is the burden? Well, each of us have a burden in this society to pay attention to our digital footprint, but it's moving and whirling so fast, and the speaker just now from US Bank said there is no such thing as unprecedented, it's all ridiculous the way things are happening. So, it has to be at the level of the leaders, a combination, and I think this is what the general was advocating, a combination of the government as we know it, as we've built it, by and for the people, and industry recognizing that if they don't do it, regulations are going to be pushed down, which is already happening here in New York. New York State Department of Financial Services now imposes rules on financial services companies to protect their data, have a CSO, check their third parties. That just went in effect in March. >> Let's unpack that, because I think that's what new. If they don't do this, they don't partner, governments and industry don't partner together, either collectively as a vertical or sector with the government, then the government will impose new mandates on them. That's kind of what you're getting at. That's what's happening. >> It'll be a push and shove. Now the push is because industry has not acted with enough urgency, and even though they were seeing them in the headlines. California's already led the way in terms of its Data Loss Disclosure law that now 47 states have, but it's a very, I mean, that's just the level the government can push, and then industry has to react to that. >> I got to say, I'm just being an observer in the industry, we do The Cube, and how many events will we hear the word digital transformation. If people think digital transformation is hard now, imagine if the government imposes all these restrictions. >> What about GDPR? >> Byron: That's a good question, yeah. >> You're trying to tell me the US government is going to be obliged to leak private information because of a socialist agenda, which GDPR has been called. >> No, that's another one of these catalysts or one of these drivers that are pushing. We're in a global society, right? >> Here's my take, I'll share my opinion on this, Dave, I brought it up earlier. What the general was pointing out is the terror states now have democratized tools that other big actors are democratizing through the public domain to allow any enemy of the United States to attack with zero consequences, because they're either anonymous. But let's just say they're not anonymous, let's just say they get caught. We can barely convert drug dealers, multiple jurisdictions in court and around the world. What court is out there that will actually solve the problem? So, the question is, if they get caught, what is the judicial process? >> Navy SEALs? >> I mean, obviously, I'm using the DEA and drug, when we've been fighting drug for multiple generations and we still have to have a process to multiple years to get that in a global court. I mean, it's hard. My point is, if we can't even figure it out for drug trade, generations of data, how fast are we going to get cyber criminals? >> Well, there is recognition of this, and there is work being done, but the gap is so large. Microsoft has done a big chunk of this in fighting botnets, right? So, they've taken a whole legal strategy that they've managed to impose in maybe a half-dozen cases the last few years, where they legally went and got legal power to shut down hosting services that were sources of these botnets. So, that's just one piece of it. >> So, this World War I analogy, let's just take it to the cloud wars. So, in a way, Dave, we asked Amazon early on, Amazon Web Services how their security was. And you questioned, maybe cloud has better security than on premise, at that time eight years ago. Oh my God, the cloud is so insecure. Now it looks like the cloud's more secure, so maybe it's a scale game. Cloud guys might actually be an answer, if you take your point to the next level. What do you think? >> Correct me if I'm wrong, you haven't seen these kind of massive Equifax-like breaches at Amazon and Google. >> That we know about. >> That we know about. >> What do you think? Don't they have to disclose? >> Cloud players have an opportunity? >> That we know about. >> That's what I was saying. The question on the table is, are the cloud guys in a better position to walk around and carry the heavy stick on cyber? >> Personally, I would say no question. There's homogeneity of the infrastructure, and standardization, and more automation. >> What do you think? What's your community think? >> I think you're right, first of all, but I think it's not the full answer. I think the full answer is what the general keeps hammering on, which is private, public, this needs to be leadership, we need to connect all these things where it makes sense to connect them, and realize that there's a bigger thing on the horizon that's already breathing down our necks, already blowing fire like a dragon at us. It's a piece of the, yeah. >> It's a community problem. The community has to solve the problem at leadership level for companies and industry, but also what the security industry has always been known for is sharing. The question is, can they get to a data sharing protocol of some sort? >> It's more than just data sharing. I mean, he talked about that, he talked about, at lunch he did, about the ISAC sharing. He said now it's more, ISACs are these informational sharing by industry, by financial industry, health industry, energy industry, they share information about they've been hacked. But he said, it's more than that. We have to get together at the table and recognize where these attacks are coming, and figure out what the smart things are doing, like at the ISP level. That's a big part of the funnel, crucial part of the funnel, is where traffic moves. That's where it needs to be done. >> What about the the balance of power in the cyber war, cyber warfare? I mean, US obviously, US military industrial complex, Russia, China, okay, we know what the balance of power is there. Is there much more of a level playing field in cyber warfare, do you think, or is it sort of mirror the size of the economy, or the sophistication of the technology? >> No, I think you're absolutely right. There is much more of a level playing field. I mean, North Korea can come in and do a, this is what we know about, or we think we know about, come in and do a WannaCry attack, develop a ransomware that actually moves on the internet of things to raise cash, right, for North Korea. So there, yeah, you're absolutely right. >> That's funding their Defense Department. >> As Robert Gates said when he was on The Cube, we have to be really careful with how much we go on the offense with cyber security, because we have more to lose than anybody with critical infrastructure, and the banking system, the electrical grid, nuclear facilities. >> I interviewed a cyber guy on The Cube in the studio from Vidder, Junaid Islam. He's like, we can look at geo and not have anyone outside the US access our grid. I mean, no one should attack our resources from outside the US, to start with. So, core network access has been a big problem. >> Here's something, I think I can share this because I think he said he wouldn't mind me sharing it. At the lunch today, to your point that we have more to lose is, the general said yeah, we have terrific offensive capability. Just like in the analog world, we have all the great bombers, more bombers than anybody else. But can we stop people from getting, we don't have the comparable level of stopping. >> The defense is weak. >> The defense, right. Same thing with cyber. He said somebody once asked him how many of your, what percentage of your offensive attacks are successful? 100%. You know, we do have, we saw some of that with leaks of the NSA's weapons that happened this year, that gone out. >> It's like Swiss cheese, the leaks are everywhere, and it's by the network itself. I ran into a guy who was running one of the big ports, I say the city to reveal who it was, but he's like, oh my God, these guys are coming in the maritime network, accessing the core internet, unvetted. Pure core access, his first job as CIO was shut down the core network, so he has to put a VPN out there and segment the network, and validate all the traffic coming through. But the predecessor had direct internet access to their core network. >> Yeah, I think the energy sector, there's a sponsor here, ICIT, that's in the industrial control space, that I think that's where a lot of attention is going to go in the next couple of years, because as we saw with these attacks of the Ukraine, getting in there and shutting down their power grid for half a day or whatever, or with our own alleged, US own involvement in something like Stuxnet where we get into the power grid in Iran, those controls are over here with a separate legacy. Once you get in, it's really easy to move around. I think that needs to be all cleaned up and locked down. >> They're already in there, the malware's sitting in there, it's idle. >> We're already over there probably, I don't know, but that's what I would guess and hope. >> I don't believe anything I read these days, except your stuff, of course, and ours. Being a journalist, what are you working on right now? Obviously you're out there reporting, what are the top things you're looking at that you're observing? What's your observation space relative to what you're feeding into your reports? >> This topic, security, I'm going to retire and be long gone on this. This is a terrific topic that means so much and connects to everything. >> A lot of runway on this topic, right? >> I think the whole area of what, right there, your mobile device and how it plugs into the cloud, and then what that portends for internet of things. We have this whole 10-year history of the laptops, and we're not even solving that, and the servers are now moving here to these mobile devices in the clouds and IOT. It's just, attack surface area is just, continues to get bigger. >> And the IT cameras. >> The other thing I noticed on AETNA's presentation this morning on the keynote, Jim was he said, a lot of times many people chase the wrong attack vector, because of not sharing, literally waste cycle times on innovation. So, it's just interesting market. Okay, final thoughts, Byron. This event, what's the significance of this event? Obviously there's Black Hat out there and other industry events. What is so significant about CyberConnect from your perspective? Obviously, our view is it's an industry conversation, it's up-leveled a bit. It's not competing with other events. Do you see it the same way? What is your perspective on this event? >> I think that it's properly named, Connect, and I think that is right at the center of all this, when you have people like Jim Ralph from AETNA, which is doing these fantastic things in terms of protecting their network and sharing that freely, and the US Bank guy that was just on, and Verizon is talking later today. They've been in this space a long time sharing terrific intelligence, and then somebody like the general, and Tom Kemp, the CEO of Centrify, talking about giving visibility to that, a real key piece that's not necessarily sexy, but by locking that down, that's accessing. >> How is the Centrify message being received in the DC circles? Obviously they're an enterprise, they're doing very well. I don't know their net revenue numbers because they're private, they don't really report those. Are they well-received in the DC and the cyber communities in terms of what they do? Identity obviously is a key piece of the kingdom, but it used to be kind of a fenced off area in enterprise software model. They seem to have more relevance now. Is that translating for them in the marketplace? >> I would think so, I mean, the company's growing. I was just talking to somebody. The story they have to tell is substantive and really simple. There's some smart people over there, and I think there are friendly ears out there to hear what they have to say. >> Yeah, anything with identity, know your customer's a big term, and you hear in blockchain and anti-money laundering, know your customer, big term, you're seeing more of that now. Certainly seeing Facebook, Twitter, and Alphabet in front of the Senate getting peppered, I thought that was interesting. We followed those guys pretty deeply. They got hammered, like what's going on, how could you let this happen? Not that it was national security, but it was a major FUD campaign going on on those platforms. That's data, right, so it wasn't necessarily hacked, per se. Great stuff, Byron, thanks for joining us here on The Cube, appreciate it. And your website is lastwatchdog.com. >> Yes. >> Okay, lastwatchdog.com. Byron Acohido here inside The Cube. I'm John Furrier, Dave Vellante, we'll be back with more live coverage after this short break.