(upbeat music) >> Man: We're good. >> Hey everyone. Welcome back to theCube's live coverage of AWS Summit NYC. We're in New York City, been here all day. Lisa Martin, John Furrier, talking with AWS partners ecosystem folks, customers, AWS folks, you name it. Next up, one of our alumni, rejoins us. Please welcome Anshu Sharma the co-founder and CEO of Skyflow. Anshu great to have you back on theCube. >> Likewise, I'm excited to be back. >> So I love how you guys founded this company. Your inspiration was the zero trust data privacy vault pioneered by two of our favorites, Apple and Netflix. You started with a simple question. What if privacy had an API? So you built a data privacy vault delivered as an API. Talk to us, and it's only in the last three and a half years. Talk to us about a data privacy vault and what's so unique about it. >> Sure. I think if you think about all the key challenges we are seeing in our personal lives when we are dealing with technology companies a lot of anxiety is around what happens to my data, right? If you want to go to a pharmacy they want to know not just your health ID number but they want to know your social security number your credit card number, your phone number and all of that information is actually useful because they need to be able to engage with you. And it's true for hospitals, health systems. It's true for your bank. It's true for pretty much anybody you do business with even an event like this. But then question that keeps coming up is where does this data go? And how is it protected? And the state of the art here has always been to keep kind of, keep it protected when it's in storage but almost all the breaches, all the hacks happen not because you've steal somebody's disc, but because someone enters through an API or a portal. So the question we asked was we've been building different shapes of containers for different types of data. You don't store your logs in a data warehouse. You don't store your analytical data in a regular RDBMS. Similarly, you don't store your passwords and usernames you store them in identity systems. So if PI is so special why isn't it a container that's used for storing PII? So that's how the idea of Pii.World came up. >> So you guys just got a recent funding, a series B financing which means for the folks out there that don't know the inside baseball, must people do, means you're doing well. It's hard to get that round of funding means you're up and growing to the right. What's the differentiator? Why are you guys so successful? Why the investment growth, what's the momentum driver? >> So I think in some ways we took one of the most complex problems, data privacy, like half the people can't even describe like, does data privacy mean like I have to be GDPR compliant or does it actually mean I'm protecting the data? So you have multiple stakeholders in any company. If you're a pharma company, you may have a chief privacy officer, a data officer, this officer, that officer, and all of these people were talking and the answer was buy more tools. So if you look around behind our back, there's probably dozens of companies out there. One protecting data in an API call another protecting data in a database, another one data warehouse. But as a CEO, CTO, I want to know what happens to my social security number from a customer end to end. So we said, if you can radically simplify the whole thing and the key insight was you can simplify it by actually isolating and protecting this data. And this architecture evolved on its own at companies like Apple and other places, but it takes dozens of engineers for those companies to build it out. So we like, well, the pattern will makes sense. It logically kind is just common sense. So instead of selling dozens of tools, we can just give you a very simple product, which is like one API call, you know, protect this data... >> So like Stripe is for a plugin for a financial transaction you plug it into the app, similar dynamic here, right? >> Exactly. So it's Stripe for payments, Twilio for Telephony. We have API for everything, but if you have social security numbers or pan numbers you still are like relying on DIY. So I think what differentiated us and attracted the investors was, if this works, >> It's huge. every company needs it. >> Well, that's the integration has become the key thing. I got to ask you because you mentioned GDPR and all the complexities around the laws and the different regulations. That could be a real blocker in a wet blanket for innovation. >> Anshu: Yes. >> And with the market we're seeing here at, at your Summit New York, small event. 10,000 people, more people here than were at Snowflake Summit as an example. And they're the hottest company in data. So this small little New York event is proven that that world is growing. So why should this wet blanket, these rules slow it down? How do you balance it? 'Cause that's a concern. If you checking all the boxes you're never actually building anything. >> So, you know, we just ran into a couple of customers who still are struggling with moving from the data center to AWS Cloud. Now the fact that here means they want to but something is holding them back. I also met the AI team of Amazon. They're doing some amazing work and they're like, the biggest hindrance for them is making customers feel safe when they do the machine learning. Because now you're opening up the data sets to more people. And in all of those cases your innovation basically stops because CSO is like, look you can't put PII in the cloud unprotected. And with the vault architecture we call it privacy by architecture. So there's a term called privacy by design. I'm like what the, is privacy by design, right? >> John: It's an architecture. (John laughing) >> But if you are an architecture and a developer like me I was like, I know what architecture is. I don't know what privacy by design is. >> So you guys are basically have that architecture by design which means foundational based services. So you're providing that as a service. So other people don't have to build the complex. >> Anshu: Exactly. >> You know that you will be Apple's backend team to build that privacy with you you get all that benefit. >> Exactly. And traditionally, people have had to make compromises. If you encrypt the data and secure it, then you can't use it. Using a proprietary polymorphic encryption technology you can actually have your cake and eat it to. So what that means for customers is, if you want to protect data in Snowflake or REDshare, use Skyflow with it. We have integrations to databases, to data lakes, all the common workflow tools. >> Can you give us a customer example that you think really articulates the value of what Skyflow is delivering? >> Well, I'll give you two examples. One in the FinTech space, one in the health space. So in the FinTech space this is a company called Nomi Health. They're a large payments processor for the health insurance market. And funnily enough, their CTO actually came from Goldman Sachs. He actually built apple card. (John laughing) Right? That if we all have in our phones. And he saw our product and he's like, for my new company, I'm going to just use you guys because I don't want to go hire 20 engineers. So for them, we had a HIPAA compliant environment a PCI compliant environment, SOC 2 compliant environment. And he can sleep better at night because he doesn't have to worry what is my engineer in Poland or Ukraine doing right now? I have a vault. I have rules set up. I can audit it. Everything is logged. Similarly for Science 37, they run clinical trials globally. They wanted to solve data residency. So for them the problem was, how do I run one common global instance? When the rules say you have to break everything up and that's very expensive. >> And so I love this. I'm a customer. For them a customer. I love it. You had me at hello, API integration. I love it. How much does it cost? What's it going to cost me? How do I need to think about my operationalizing? 'Cause I know with an API, I can do that. Am I paying by the usage, by the drink? How do I figure out? >> So we have programs for startups where it's really really inexpensive. We get them credits. And then for enterprises, we basically have a platform fee. And then based on the amount of data PII, we charge them. We don't nickel and dime the customers. We don't like the usage based model because, you don't know how many times you're going to hit an API. So we usually just based on the number of customer records that you have and you can hit them as many time as you want. There's no API limits. >> So unlimited record based. >> Exactly. that's your variable. >> Exactly. We think about you buying odd zero, for example, for authentication you pay them by the number of active users you have. So something similar. >> So you run on AWS, but you just announced a couple of new GTM partners, MuleSoft and plan. Can you talk to us about, start with MuleSoft? What are you doing and why? And the same with VLA? >> Sure. I mean, MuleSoft was very interesting customers who were adopting our products at, you know, we are buying this product for our new applications but what about our legacy code? We can't go in there and add APIs there. So the simplest way to do integration in the legacy world is to use an integration broker. So that's where MuleSoft integration came out and we announced that. It's a logical place for you to swap out real social security numbers with, you know, fake ones. And then we also announced a partnership with SnowFlake, same thing. I think every workload as it's moving to the cloud needs some kind of data protection with it. So I think going forward we are going to be announcing even more partnerships. So you can imagine all the places you're storing PII today whether it's in a call center solution or analytics solution, there's a PII story there. >> Talk about the integration aspect because I love the momentum. I get everything makes secure the customers all these environments, integrations are super important to plug into. And then how do I essentially operate you on my side? Do I import the records? How do you connect to my environment in my databases? >> So it's really, really easy when you encrypt the data and use Skyflow wall, we create what is called a format preserving token, which is essentially replacing a social security number with something that looks like an SSN but it's not. So that there's no schema changes involved. You just have to do that one time swap over and then in terms of integrations, most of these integrations are prebuilt. So Snowflake integration is prebuilt. MuleSoft integration is prebuilt. We're going to announce some new ones. So the goal is for off the table in platforms like Snowflake and MuleSoft, we prebuilt all the integrations. You can build your own. It takes about like a day. And then in terms of data import basically it's the same standard process that you would use with any other data store. >> Got to ask you about data breaches. Obviously the numbers in 2021 were huge. We're seeing so much change in the cyber security landscape ransomware becoming a household word, a matter of when but not if... How does Skyflow help organizations protect themselves or reduce the number of breaches so that they are not the next headline? >> You know, the funny thing about breaches is again and again, we see people doing the same mistakes, right? So Equifax had a breach four years ago where a customer portal, you know, no customer support rep should have access to a 100 million people's data. Like is that customer agent really accessing 100 million? But because we've been using legacy security tools they either give you access or don't give you access. And that's not how it's going to work. Because if I'm going to engage with the pharmacy and airline they need to be able to use my data in multiple different places. So you need to have fine grain controls around it. So I think the reason we keep getting breaches is cybersecurity industry is selling, 10s of billions of dollars worth of tools in the name of security but they cannot be applied at a fine grain level enough. I can't say things like for my call center agent that's living in Phoenix, Arizona they can only verify last four digits, but the same call center worker in Philippines can't even see that. So how do you get all that granular control in place? Is really why we keep seeing data breaches. So the Equifax breach, the Shopify breach the Twitter breaches, they're all the same. Like again and again, it's either an inside person or an external person who's gotten in. And once you're in and this is the whole idea of zero trust as you know. Once you're in, you can access all the data. Zero trust means that you don't assume that you actually isolate PII separately. >> A lot of the cybersecurity issues as you were talking about, are people based. Somebody clicking on something or gaining access. And I always talk to security experts about how do you control for the people aspect besides training, awareness, education. Is Skyflow a facilitator of that in a way that we haven't seen before? >> Yeah. So I think what ends up happening is, people even after they have breaches, they will lock down the system that had the breach, but then they have the same data sitting in a partner database, maybe a customer database maybe a billing system. So by centralizing and isolating PII in one system you can then post roles based access control rules. You can put limitations around it. But if you try to do that across hundreds of DS bases, you're just not going to be able to do it because it's basically just literally impossible, so... >> My final question for you is on, for me is you're here at AWS Summits, 10,000 people like I said. More people here than some big events and we're just in New York city. Okay. You actually work with AWS. What's next for you guys as you got the fresh funding, you guys looking for more talent, what's your next mountain you're going to climb? Tell us what's next for the company. Share your vision, put a plug in for the company. >> Well, it's actually very simple. Today we actually announced that we have a new chief revenue officer who's joining us. Tammy, she's joined us from LaunchDarkly which is it grew from like, you know, single digits to like over nine digits in revenue. And the reason she's joining Skyflow is because she sees the same inflection point hitting us. And for us that means more marketing, more sales, more growth in more geographies and more partnerships. And we think there's never been a better time to solve privacy. Literally everything that we deal with even things like rove evade issues eventually ties back into a issue around privacy. >> Lisa: Yes. >> AWS gets the model API, you know, come on, right? That's their model. >> Exactly. So I think if you look at the largest best companies that have been built in the last 20 years they took something that should have been simple but was not. There used to be Avayas of the world, selling Telephony intel, Twilio came and said, look an API. And we are trying to do the same to the entire security compliance and privacy industry is to narrow the problem down and solve it once. >> (indistinct) have it. We're going to get theCube API. (Lisa laughing) That's what we're going to do. All right. >> Thank you so much. >> Awesome. Anshu, thank you for joining us, talking to us about what's new at Skyflow. It sounds like you got that big funding investment. Probably lots of strategic innovation about to happen. So you'll have to come back in a few months and maybe at next reinvent in six months and tell us what's new, what's going on. >> Last theCube interview was very well received. People really like the kind of questions you guys asked. So I love this show and I think... >> It's great when you're a star like you, you got good market, great team, smart. I mean, look at this. I mean, what slow down are we talking about here? >> Yeah. I don't see... >> There is no slow down on the enterprise. >> Privacy's hot and it's incredibly important and we're only going to be seeing more and more of it. >> You can talk to any CIO, CSO, CTO or the board and they will tell you there is no limit to the budget they have for solving the core privacy issues. We love that. >> John: So you want to move on to building? >> Lisa: Obviously that must make you smile. >> John: You solved a big problem. >> Thank you. >> Awesome. Anshu, thank you again. Congrats on the momentum and we'll see you next time and hear more on the evolution of Skyflow. Thank you for your time. >> Thank you. >> For John furrier, I'm Lisa Martin. You're watching theCube live from New York City at AWS Summit NYC 22. We'll be right back with our next guest. So stick around. (upbeat music)

>> Live from Orlando, Florida It's the que Covering Enterprise Connect twenty nineteen. Brought to you by five nine. >> Hello from Orlando, Florida Lisa Martin with the cubes to amendments here with me as well. We are at Enterprise Connect twenty nineteen, and we've been graciously hosted this week by five nine. We're pleased to welcome to the Cube for the first time the V p of product marketing from five nine. Scott Coleman Scott Thank you so much for joining me today >> to be here. >> So Day three of this event. Biggest enterprise Connect. If they've had sixty five hundred attendees expected, we're in the Expo Hall, which you could hear all the buzz behind US one hundred forty or so exhibitors announcing new products, new services, etcetera, all talking about putting the customer at the heart of the contact center. Why is that so important >> now? It's a great question, and to your point about the show itself in the floor. Really, The Context center is very much at the center of actual floor itself, in terms of who's hear what they're talking about. It's not an after thought. It's really I think it's an acknowledgement that companies are realising that they have to take the customer experience seriously. And the context center is that point where you either reinforce the brand or you rode it right. So this is now the opportunity for companies to think a little differently about what role in place and how they're going to use it to really build a better relationship. >> Scott. It's been interesting. Lease and I came in tow this show being the first time that we've been at the show. But, you know, we're both consumers. We've looked through it, you know? I think back to the last decade or so there was outsourcing. There was technology, which is I'm just going to say, you know, some of the big technology companies I want to call them. Are you kidding? You can't write hide that. I can't even email them if I wanted to it. You know that the customer relation stupid, very different. But today it feels like the pendulum is swinging back the other way, right, that that customer relations we know when I need to talk to somebody. It's important that I do get to talk to a person and technologies an enabler of that, >> Yeah, absolutely, you know, And the question is, why? What changed? Right? And there's a couple things that really changed to make that happened. Probably the primary thing is customers had more choice. And then the voice right there more choice. Never before. It's no longer the issue, depending on whatever industry you're in, that you're only stuck with a certain cable provider or a retailer down the street I can buy from anywhere in the world, you know. And so I have choice there. There's disrupters in every industry as we've seen over the last decade, and so that that's one element. And just as importantly, they have a voice used to be. I could go home and complained to my my wife I could claim by family members my friends. Now I can actually amplify that through social media and other elements. So not only do I have a ability to move, but also in terms of the voice. I actually have a bigger impact on the brand, right, and those there is really big elements there. >> So along those lines, if you look at the consumer behavior is being so influential companies are they looking at it as more of an opportunity. Go. All right. Maybe we have a few channels. Maybe we're voice only. What? How does finding help a customer that might be voice only, Or maybe multi channel get to Omni Channel so that they can, as I loved what you study. No thiss contact senator. Moment in time is an opportunity to improve the brand or eroded. So how are they working with you guys to enable a customer to be able to have their issues identified, resolved quickly through various channels? >> What's the first thing is when you look at Omni Channel is why, what? Ultimately you want to make sure that you're o engaging with your customer over them channel on the method that they prefer. Right? That's the most important element there. So it's not about having ten, fifteen different ways to communicate. It's letting them do it when, where and how they choose to. That's the most important thing, and it's also then understanding. What else do they expect? Well, first in the expect is they want you. They want you to know them. You know, our research that we've done through our customer service index and a light consistently shows that people first and they want to know is Nomi understand my relationship. So when we work with our customers, we really focus on that as they engage over a phone call and email a chat, another channel. Always make sure that you, at the heart of it, you understand who they are. And one of the ways to do that is draw that information and make it available to the agent. So integration with serum systems with workforce optimization, others is critical so that when they're at the point of engagement, that moment of truth, they're able. Teo acknowledge the customer and probably have a really good understanding of not only their history, but why they're why they're engaging with you. Why they're calling are contacting >> Scott. Wait. We had a great conversation with Darrell, who's part part of your team, about how cloud not only enables the speed and agility, but, you know, I could start using new features much faster and easier. Then, in a non cloud environment. Wonder if you might have some customer stories to help illustrate some of these journeys as to you know, maybe just what they've gotten from Day one, but also, you know, subsequent to your customers that have been with you for a while. The rights that they keep innovating and adopting new things along the road. You >> know, it's funny. I I think of a couple examples. One. We had a customer who, newer, a newer company, a bit of a destructor in their industry, and they actually started out with digital channels on Lee. They had no voice. So they were offering email and Chad and other methods. And then, to their surprise, they found that they needed to introduce voice. They were deal with more millennials folks that they assumed were going to communicate over the right. Well, what happened was there were certain times when they wanted to actually communicate over Voice Channel. Maybe it was a financial issue. Maybe it was emotionally charged or something like that. So they brought. That is, we were able to help them by integrating in first. So they're there Syria to be able to digital channels and then open up voice. Now the other side of it is, we have customers who will start me with Voice Channel, and then they again understanding your customer, your end customers what do they want? Introducing a chat and making sure that those agents have all the relevant information they need to be able to do that. Realizing that email is still around after all these years, there's sometimes you want to communicate that way because you can send a lot of information. So it's really about building out a plan with the customer understanding. What is that customer journey of their customers? And how do they best a treated and helped him along the way >> on that customer journey front, I'm wondering, are the majority of customers that you're meeting with not aware of their customer journey and their customer preferences for different channels? Is that something that you're finding that you're actually from a consul? Tate of Perspective saying. Actually, what's idea here is to really not make assumptions on DH to actually do some investigations, and some studies tto learn. Is that a part of the process with you guys? It's a little >> bit a little bit of that. It's also sometimes that there's a journey purchase journey, a service journey in account management journey. You know the change. Change certain things about your service profile, but it's been developed over time, just through kind of osmosis, right? And so sometimes it's stepping back and understanding. What is that? Defining that journey and saying Where Artless critical path, where it may break down where problems occur So really drawn from that and understanding where those two points where we can Actually, and I say we being with customer helped them to be able to make that better overcome frustrations and delays and so on. So that's a really important element there in terms of channels. It's really just listening, listening to customers. Listen to agents listening to people that are on the front line talking to customers day in, day out and in realizing also, what's the profile of your customer? Your buyer? You know, not everybody is the same, and it doesn't always fit based on age or other demographics. You know, I have my father's eighty nine years old and weighs text messages all the time, you know, And once he embraced that, it's a wonderful method of communication. So, you know, there's a lot of things you have to look at along the way. >> Scott one of one of the biggest challenges in technologies we need to balance simplicity with the custom, ization and all of the choice in the world. I wonder if you might be able to comment. We know you know, from a customer standpoint, from agent standpoint. We wantto get them. The information they want when they need it is simple. It's possible. But on the back end, you know, we look at how many partners five nines has in all the different technologies you work with. You know, my business needs, you know, thes seven letters in the alphabet, not these other things. So how do you balance that from a messaging? And from a product standpoint, well, >> one of the >> things I realized is that one size doesn't fit. All right, companies have are different sizes. They're different complexity preferences along the way. So we really focus on how do you adapt the context center to the needs of that business? And that could be. Sometimes they have preferred vendors. So I'm a sales force, or Oracle or Mike saw for service now or whom you name it shop. I want to continue to use that it may be on work first optimization that I want. I have a certain set of capabilities I required that fits a particular vendor. Not so we really try to. And this is the beauty of the cloud is we can host. You know, elements in there in the case of, like, workforce optimization or in a grate in the case of serum to make that seamless. When you look at it from an agent perspective, it's all about giving them a common look and feel, you know, one term that's been really used. A lot of the show is the single pane of glass, the one agent desktop where they can really navigate because we've all experienced when you call into a context center and the agent is frustrated and these are complaining about the system, I'm sorry I'm trying to figure this out O this darn system. Oh, it's gotta wait or I have to find your information. I don't care. I'm the consumer. I just want my problem solved and frankly, the agents frustrated. But by integrating it within a with the serum, we could have all that information on the desktop on ly the relevant information that the agencies at that moment, you know, if I'm dealing with the purchase. Then I need that information on agent that's going to help me along the way. I don't need to worry about other factors, and I want to be able to customize that a little bit, too. My the way I behaved as an agent. So it is about convenience, intuitiveness, you know, and just ease of use. Long way. >> I'm curious. So here we are. Day three, Almost time with Enterprise Connect. Nineteen. You've been at the event the whole time. What are some of the things that you're hearing say from the analyst community? That is exciting. You about one. The direction that the contact center market is going into, what five nine is going to be able to deliver the rest of the year and beyond. >> You know, it's interesting. A couple of years ago, the buzz and the talk wass voices dead. It's all about everybody's going digital. And that was because of the increase in the number of transaction interacts that occurred over email chat social life. Now I was just talking to an analyst a little bit ago today, said You know, it's really interesting. Voice is hot again. Voice is cool because people are realizing voice has a very distinct role. And so it's not your only digital channels. It's not. You're it's really part of that mix back to comment we had before. So that's one thing you're seeing that you're seeing that with other vendors. You're seeing that with the conversations with customers, that it's really it's part of the mix and it's appropriate. Um, the other thing is, contexts enters hot again. It's kind of, you know, cool. And it's because of that change that we talked about earlier that, uh, it's no longer about cost center. It's no longer about Oh, I have tto answer that customer question. But now I play an integral role in that relationship my company has with the customer and how I can really reinforce the brand. So those are the things I think we're also seeing and talking to the analyst as well. They're saying that excitement and and also conversations that are occurring at the event are very engaging. People are really thinking about how they could change their business, >> and you could feel that and you could hear that here. So, Scott, as you say, the contact center is hot again stew. And I thank you for joining us on the program this afternoon. >> My pleasure. Thank you >> for student a man. I'm Lisa Martin. You're watching the Cube.