(upbeat music) >> Announcer: Live from Las Vegas it's theCube covering AWS re:Invent 2017 presented by AWS, Intel and our ecosystem of partners. >> Well welcome back here on theCube we are live at re:Invent, AWS's big show, and I mean big show here in Las Vegas spanning some four hotels hundreds of thousands of exhibit space and nearly 50,000 attendees gonna be a great 3 days and we're glad you're with us here on theCube. I'm John Walls, along with Lisa Martin again, glad to have you here and we're now joined by Paul Beavers who is VP of products he specializes on the RND and the product management side of the house of BMC and Paul, glad to have you with us. Say, A Cube first-timer, right? >> Yes I am, nice to meet you, glad to be here. >> John: Well go easy on ya. >> Okay, good. >> John: And a Bronco >> Yeah >> John: UCO, Central Oklahoma >> Yes, absolutely >> I'm an old Tulsa guy >> Oh, are you? >> So I know a lot about UCO My wife's a UT grad >> Alright good, we'll keep it all in the house here First, tell us about BMC first, company's been around for nearly, what, almost some 40 years, so you've gone through multiple iterations, so how'd you get to the point to where you are now and what are you doing now? >> You know, the way that I like to think about BMC is while the technology, the underlying technology has changed a lot over the years we started off with our roots in mainframe. We supported many different Unix platforms, Linux platforms different types of databases, but the one thing that has always been the same is, BMC had one overarching goal which is to help our customers succeed with IT, regardless of what the platform is. So as the industry is transitioned, I've been in the industry about 30 years and over the last 30 years as the industry's transitioned it, there has always been a need for our large enterprises, insurance companies, finance companies to be successful with their IT. And there's always a gap to be filed around making IT better and making IT functional making it perform and most importantly making sure that it's supporting the business and the business is continuing. >> And that kind of previews a question that I wanted to ask you, is as you've seen massive technology shifts since 1981, what are some of the trends that you are seeing that the business is really leading with? The business outcomes that IT has to facilitate. >> I think the, obviously there's been lots of different transitions in the business and the technology over the years since 81. I think the last five years have been the most pivotal. And the reason is because, not because there is a change in deity or the technology but because of all of the different technology and opportunities that are out there, businesses are now leveraging IT to be the business as opposed to support the business. Right, so if you take things like Uber, Netflix, Airbnb even banks today, the IT is the business, right. So if you think back about five or ten years ago, IT, a mobile app for the bank was a convenience now if you're a member of a bank and the mobile app doesn't work, you're gonna find a new bank. That's all there is to it, it is now critical. It's what digital transformation really means, it's not a buzzword, it's real and all the businesses that surround us we're at Amazon's event, right, Amazon, one of the most, the biggest digital businesses there is. All of those businesses have a new dependency on, on IT. So that change has created opportunities for companies like BMC to ensure that IT works because then we ensure that the digital businesses are working. >> And you say, you know, not a buzz word, a reality but yet there's still a lot of people on the other side of that fence, right, and they haven't made that transformation yet or they're in the process, that's what you're all about right, facilitating that, so what do you, talking to those who may be a little bit of a foot dragger, you might say, and they've got to make some different decisions now, so how do you, how are you coaxing those folks along and what's your primary messaging on that? >> There's kind of two different aspects on that. So one is from a business perspective we really want to see, if they don't digitally transform, they won't exist in five years. And I think they know that, so, I think the situation's becoming more and more dire or urgent for them. One of the things that has helped them is things like AWS, Amazon web services, in the cloud, makes it much easier to digitally transform, right. Because it's so readily available and actually there's whole businesses that are growing up on AWS. So what we do at BMC is help those customers that are the edge, they're about to make a decision around cloud. We help them ensure that they're going to be okay when they go to the cloud, right. An example would be, we've been with them now, some of these companies, large insurance company in the Midwest, we've been with them for 30 years as customer and we're still going to be there and we're still going to help them on their cloud journey. And that story gets repeated time and time again across our customer base. >> Lisa: One of the interesting things that was in the news, John Furrier wrote a great article that was published on Forbes the other day. He did an exclusive interview with Andy Jassy, the CEO of AWS, who talked about the, AWS 18 billion dollar run rate 42% growth a year, he said, you know, we haven't here by working with startups alone. We're at the precipices of this mass enterprise migration. You guys have been a partner with AWS for a while you're an ISV, what are some of the new things that you really hear at AWS re:Invent to reinforce with respect to your strategic partnership with AWS? >> You know, when, I can break that down into kinda three simple, three simple ways, right. So when you think about a cloud migration customers are typically looking, looking to do three different things, right, they're either looking to save money by lifting and shifting existing workloads and putting them into the cloud. And Amazon, that's a sweet spot for them they've been doing that for a while. But, that's kind of the entry level what we're seeing is leveraging the native services that AWS provides, not only make it cheaper for the customer but it makes it, it makes it much faster to develop apps and to succeed with digital transformation. Matter of fact, the application development within enterprises are now becoming more integrators of different cloud services and technologies as opposed to building applications from scratch. So it becomes an arms race, if you will, for the different vendors, right, the first bank to get to a mobile app, the first insurance company to do everything online. All of these different needs and capibilites around digital transformation AWS facilitates that. And they do it, they do it, they have some competition, but they're really leading, they're really leading the path. >> And in speaking of that leadership that we, I was talking about their growth rate earlier and they are in the clear lead. And they have a very consistent message coming from Andy Jassy, we're not lookin in the rear view mirror. I'm curious, you've mentioned application development a minute ago, how are, how's your conversation with in organizations, whether it's a bank or an insurance company, AWS has done a great job of attracting developers. Are you seeing the shift, in terms of your conversations, up the chain of command to the CEO, the corporate board? >> I'll answer that in two different ways. So, first of all, if you think about IT operations, right, so IT operations are the guys within these enterprises that typically make sure that IT runs. It's all about monitoring and provisioning, the work that to make IT run. That is BMC's sweet spot. And what you find in these companies is they get, they start small with a cloud strategy and then at some point they reach critical mass and the CEOs and the CIOs get nervous about okay, what if the cloud breaks, right? And so they want to manage that with the rigor and disipline that they manage typical IT operations. That's a real sweet spot for BMC. Because we can manage AWS and monitor all the applications running AWS and give those CEOs and CIOs and CFOs the comfort that their applications are going to be there when they need to, and as we already said earlier, those applications now are their businesses so the cost of an outage is way more significant that it was even five years ago. >> John: You mentioned, you know, four, five year trend this has been going on for little bit now. So just as capabilities have changed, I'm sure the questions coming in are changing too, right? So what's kind of leap frog to the head of the pack in terms of when people come to you and say, hey, I need help, but this is what's worrying me today as opposed to what was answered yesterday. >> You know, the way that I would answer that is scalability, right, so when applications go outside the enterprise, out into the consumer world, right, everybody's got the app on their mobile phone, you go from tens of thousands of users to millions of users. And so the performance metrics and the data that you generate goes into very, very large amounts of data. In order to understand performance, you have to have a new technique. And so understanding performance in modern times is really the problem at hand and that's where you start to hear about things like, big data and the ability to store petabytes of data and the ability to search and analyze that data very quickly. Leveraging machine learning and analytics that's where the big need is today. And that's where companies like BMC are rotating to be able to support that massive scale, that volume of information. Because it's no longer about a thousand users of an internal app it's about, I've got a loyal, we were talking to a grocery store the other day, they have a loyalty app with two and a half million users and by the way, if the loyalty app doesn't work they go to a different grocery store. So it's a completely different model but it's really, I would say the number one concern right now is the scale and second to that is, in order to achieve scale enterprises are leveraging much more modern technology both in the cloud and on the premises but that modern technology, you have to be able to monitor and understand the performance of that modern technology. >> One more question for you Paul. What are you most excited to hear from AWS this week? We've seen a couple of announcements that hit the wire Monday morning at midnight about AI for example. What are some of the things that you and BMC are excited to hear from your partner AWS? >> You know, I actually today, I was in the partner, key note summit. I'm excited about the way that AWS is rotating from a DevOps motion to enterprise. So they announced this week that there's actually going to be the ability for ISV's like BMC to sell product in the AWS marketplace but do it in a way that you can price it and consume it as an enterprise. So they're literally, that's actually news to me at this event, is that they're really uplifting this approach around sort of smaller groups and targeting big enterprises and for us at BMC selfishly, giving us the ability to deliver on AWS to very, very large enterprises which is our customer base, we support the global 2000. >> John: That's why you're licking your chops this week >> Exactly, absolutely Absolutely (John laughs) >> Paul, thanks for the time >> No problem, thank you >> Glad to have you on theCube and look forward to the next time down the road too. >> Paul: Absolutely, anytime. >> John: Alright, Paul Beavers, joining us from BMC >> Very nice to meet both of you >> Back with more, we're here at re:Invent we're live in Las Vegas and you are watching our coverage here on theCube. (upbeat music)