>>LA from Las Vegas. It's the cube covering AWS reinvent 2019 brought to you by Amazon web services and along with its ecosystem partners. >>Welcome to the cube at Lisa Martin with Dave Volante. This is our first day of covering AWS reinvent 2019 Dave, we have a jam packed three days here. The seventh time the cube has been at reinvent the super Superbowl. Here it is. I, I co I stole that from you but you just send it back to me. It is like the super bowl here. We're very pleased to welcome a couple of guests from refitted refinished tips, first time on the cube as well as our guest. Please welcome Hannah. We've got Hannah Helen, Helen's, our VP of cloud propositions and James Turk, the head of architecture and cloud from refinish. Guys, welcome to the cube. You. Thank you for having us. So here we are in the expo hall with thousands and thousands of folks, but I'd love for you guys to start a Hannibal. Start with you. Tell our audience about refinish if you're a data company, but really what is it that you guys do? What do you deliver to the community? Absolutely >>what we are, as I said, we are a data company, so we serve the global financial community. So we're looking at banks, asset managers, hedge funds, corporations with financial and risk data. That's a very powerful combination in these clouds. Environmental or we say without data flower is empty. So that's where we come in. >>And what type of data are we talking about? You know data as from a thematic perspective it is. There's, we know when every company knows on some level there's tremendous value in the data. The challenge is being able to access it and unlock the value. Give us a slice of and capital markets for example. What are some of the types of data services that you provide to your customers? >>So we have all sorts of data. So we obviously source the data from lots of different sources where it's coming from, from exchanges or from the, from the market data sources. And then our customers use that to analyze the data and really running the back testing for, for those data facts. They also commingled our data with alternative data sets as well, as well as they own internal data. So it's all about that, that analytical layer that they can add on top of our day. >>Okay. And estate as a service essentially. Is that right? We do have some data as a service. We also deliver the data to the client. People are interested in accessing data in all sorts of different ways, including increasingly on the cloud. So talk more about your cloud offering, your, your cloud and your title. Cloud architecture. >> So one of the things that we're doing is we have a combination, we're an interesting company in that we both have our own pieces of cloud infrastructure for our own purposes, but also increasingly we need to build and deliver solutions for our customers to be asked to consume data in the cloud. So that means being able to work with them to put it into the cloud that they want it to be going into, to be able to work out how we can keep that data up to date and to do it in a cost effective manner for our clients to be able to get the most out of it. >> How do you deal with the problems >>of data quality? You're getting data from different sources. How do you take care of that? >>So anyways, that's, that's really all our core strength and expertise that we have. We have been doing that for years and years. So again, coming from it from defense sources, we normalize the data on our side, we clean it up. And then so for our customers in a you our own information model, and we have created this app Poona permanent and unique, identify a post per ID. So we map all the datasets so it's very easy for our customers to consume that and then also map it back to they own data and third party data sets. Where does the global security come into play? Because that's a topic and thing that we talk about at every event when you're talking about all these different external data sources, quality. But security is, I imagine fundamental. How do you help deliver that? Absolutely. Obviously from that, from the cloud perspective, that has been a big theme in the, in the public cloud environment and I think we are seeing more and more feedback from our customers that as it comes down to public cloud, I think they are very comfortable actually now with uh, with the privacy and security of, of public cloud. >>So that has been, I think, big change past couple of years. I haven't personally seen those sponsors anymore coming, coming from customers the way that we saw a couple of years ago. >>Oh, one of the interesting things that we're seeing is an increasing move is that our clients want to be able to mix their data with that data. And so increasingly you're seeing interesting solutions coming to market, which allowed them to keep their data where their data is held on their cloud or even on their own premises and mix that with our data. And so we're trying to bring together those solutions where a customer doesn't have to put all of our data with theirs but all of their data with us. But keep that segregation as you say, because that PII data and all of those sorts of things are much more important these days for us to be able to be able to show that is how the data is being segregated and that things are being kept apart in an appropriate way. >>Who's responsible for that? Is that you guys, is it the cloud provider? Is it on customers? So it's a shared responsibility model. Where does, where do you leave off and where does the customer pick up? What do you advise customers in terms of, Hey, here's what we're going to do for you and now you have to be responsible for X. What does that line? >>Well, I quite often defining that service boundary is something that we continue to work on. So historically we've delivered data to clients and so we've had lines going into a client. It's a, um, premises. And then there's an obvious point at the end of that where this was us and that's you. As we get more into the cloud space, we have to define much more clearly what that service boundary is. So again, as we're developing out some of our cloud propositions, that's a key thing that we're working through as to what is it that the client wants to control and what is it that we need to control. >>It's very true, Hannah, I mean 10 years ago you talk to financial services companies and he said, we will never be in the cloud and now they're much more comfortable. Now you guys do this cloud survey each year. W w what are you seeing? I'll share some of our data. I wonder if it matches what, what do you, what are the big trends? >>Sure. Yeah. So we are doing this, it's almost becoming tradition for us to do this quota. They are on a yearly basis. So it's quite interesting to kind of compare the previous service and where we are today. So what we have found out on the survey this year is that the IOT, uh, investment is very much going to public cloud. So I think when we started the cloud survey a couple of years ago, we saw that about 32% of the ID investment went to public cloud. But then for next year that is increasing almost to two 50% so obviously public cloud is definitely here to stay. I think another, another key trend that we saw from the surveys that I think the testing that the companies have been doing, like they are learning more and more and they are really seeing the benefit from Papa now and I will highlight that especially our hedge fund customers, they were highlighting a face or so of course benefits with that, with the cloud. >>So about 92% so that actually when they moved to the cloud and do the project in the cloud environment, it really saves money for them, which is quite interesting. Payers also then at the same time to work many of the customer discussions. Like it can be also a challenge for, especially for large organizations as they move to the cloud environment, that how do you kind of manage that a traditional technology stack and when you move to the public cloud. So it's kind of two sided way there, but I think the general consensus as it comes down to out survey was that many of the organizations, they really saw that big transition that organizations are going for one that it can be very, very big impact for they own own business. So very, very positive message on that part. >>Let's dig into that a little bit more from a transition or we'll use Andy, Jesse's or a transformation. James, I'd love to get your perspective on what has changed in the last few years to see the numbers that Helen talked about. Um, really Hannah, excuse me, going up so significantly as we know that, you know, cloud one compute and storage and um, networking and maybe some data services. But what do you think has fundamentally changed across industries such that public cloud now is much more strategic? >>I think for a lot of firms and particularly in financial services, we spend a lot of time looking at analytics and being able to run those large analytical jobs and be able to scale them. I think that as people have become more comfortable about the data that they can put into the cloud and being able to get access to more data through companies like definitive, being able to run those machine learning jobs. And it was really interesting to see the keynote this morning to see Amazon really putting a lot of effort into democratizing the use of machine learning through Sage maker thought it was very exciting. Um, we think that that is going to be an increasing thing. So as you see in financial services, people are looking for those large workloads. They have really large data sets and so the only way that they can do that and it kind of realistic manner is being able to use public cloud. And then you see them taking a lot of the old traditional systems. And as we're seeing the risk appetite to be able to get onto cloud becoming more, they're going through the same of transformation, which we see many firms having gone through. You know, the developers are insisting that they're getting the best tools so that it can be, have the agility to deliver what their clients want. And again, one of the best ways of doing that is moving onto a public cloud infrastructure that really delivers those tools to >>what are, if you could talk about what you're seeing in terms of adoption of new tech. So I said we share some of our data at the macro, you know, spending slowing down, it's, it's reverting to pre 2018 levels. It's not falling off a cliff, but, but when you look at the spending data from ETR and others, it's slowing down. Financial services is a bellwether. You're seeing less experimentation and sort of more narrowing of their bets to the placing bets on things that they know are going to work. They've been experimenting with digital transformation for the last couple of years and now they're saying, Hey, we're now going to double down on the things that work. We're going to unplug the things, the legacy stuff so we can get rid of some of our technical debt. What are you seeing in terms of the trends of technology adoption for particularly for emerging tech within Fs? >>Yeah, and I think you've touched on this briefly, but I think what we are seeing is that the, when the, when we started co did the discussions with our customers, they all started with the kind of the backend technology I take on rotation at that time. But I in that trend as you say as well, so it's moving very much to the end users and end users. For example, data scientists speaking the analytical tools if they want to go into them. And I think that's a, that's a very big trend that we are seeing. So again, AI, ML analytics in general that you can add on top of the cloud environment and on top of the data, that will be the big thing happening. >>One of the things that Andy Jassy said this morning, James is in sort of these four kind of essentials for transformation to happen and he said the first one is you've got to get senior executive alignment and the second thing he said is has to be this, and I use the word aggressive, aggressive, top down approach. What are some of the changes that you're seeing with respect to, you know, where it comes to maybe what, what, what you said, Hannah, about the emerging technologies and the end users really in the data scientists needing to be able to get their hands wet with all this, but what are you seeing in terms of organizations that you work with? Where is that senior leadership really getting onboard where public cloud is a strategy that is driven top-down? >>Absolutely. I mean increasingly you're seeing that happen is that it really is going to be the top down strategy. There are a number of very large capital markets firms who have come out and said that they're going to adopt varying cloud providers. And increasingly that's because the level of trust has gone up and the level of maturity of the cloud providers. There's also increased. So a few years ago you would speak to the cloud providers and they really wouldn't understand the need to engage with the regulators. Now companies have large teams of people who go out and engage with the regulators and they will partner with the financial institutions to make sure that we're getting the right sort of level of engagement and the right level of permission to do these things. So that means that the senior management are there. And I think that also the senior management, you know, finally are starting to see some of the benefits flow through in terms of a combination of the agility, the different sort of cost controls and the elasticity. >>And if you think about some of the nature of the workloads that financial institution run, you've got a lot of this overnight processing, which still goes on for creating risk reports and all those sorts of things really well suited for elasticity. And in the last few years you've seen trust this massive increase in the regulatory requirement for those things. And certainly the institutions that I've worked with, you end up in a situation where you're saying, well, in order to be able to accommodate just working out what I need to do there, I'd need to build three different data centers clean. Nobody is doing that anymore. You're going to go out, you're going to partner with your cloud provider and they're going to provide you with that capability. That may not be something that you need in the longterm, but it'll be something that will help you work out what it is that you do need. And then you can turn that into a normal world. >>So AWS, AWS obviously is a cloud provider for you. There may be others as well, but you saw some of the announcements today. You mentioned some of the machine learning and AI stuff, Sage maker, you also saw a lot of activity around the data store, you know red shift and separating computer storage. Is that something that you care about is that your customers have to worry about that? Sometimes they ask you for the solution. >>We super care about this. In fact, one of the big things that we're looking at at the moment, and I was really interested in the announcements today, but exactly that is how do we get our data into people's data lakes? As I said, how do we do that in a way where we're making sure that the commitments that we have on digital rights management are being honored and how do we work with cloud providers like Amazon about how we do that. So we have very strong relationships with Amazon. We have very strong relationships with other providers as well. And so we are trying hard to work out what the best solution is because to be honest with you, we have to deliver where our clients want the data to be. So we're working with lots of different providers on this, but these are all really interesting times and this focus on the data and how you get the data into people's data lakes is really interesting to us and something where we're pushing very hard. >>Yeah. And then, and then how you act on it. It's a whole new layer of compute being driven and new workloads that are emerging as a result of that data. It's not just throw it in the data Lake anymore. It's I have to extract insights. Absolutely. Yeah. >>Talk to us about how on that front, how are you helping him? We'll start with you. How are you helping customers, maybe a large enterprise legacy organization actually start to use data for competitive advantage in business differentiation, especially where the enterprise is concerned, where they most likely have competitors that are born in the cloud, that have the agility and the speed and the appetite to take risks. How are you helping customers unlock this data and go, wow, this is a huge advantage in our business. Absolutely. So obviously as, as I said earlier though, because we are a data company, so our customers know know us from that perspective. So they come to us for, for both financial and risk data. That's kind of one >>go to place to get everything. And then we are obviously working very closely with our customers to also offer them new additional datasets. So things like alternative data obviously being one that you again want to go mingle your own data with a third party data with alternative data sets as well. So we, for example, formed a partnership with a company called Patal Finn earlier this year, which has this very nice technology to onboard different alternative data sets. And then we are onboarding those data sets for our customers. Again, combining that with our overall information model. But it's really, again, coming back to that flexible a question that we want to make sure that all our days are, can be served in the environment where our customers are. So whether they are in public cloud, private cloud, where they have their own prem solution, stale, obviously with, especially with a larger institution, they still have those, uh, as well as we, we hosting the offering for them as well as, or it's all about the flexibility that we will be offering. Excellent. >>Well, Hannah, James, thank you for joining David Mead, sharing with our audience who were fitted. It is what you do and really kind of this importance of data as we're in this new NextGen of cloud. We appreciate your time. Thank you so much for day. Volante I'm Lisa Martin. You're watching the queue from day one of our coverage of AWS reinvent 19. Thanks for watching.

>>Hello and welcome to this session on experiencing secure agile hybrid cloud for your absent data. My name is Andrew labor. I'm a worldwide business unit product manager, Hc I Solutions with HP and I'm joined by my teammate Jeff Corcoran, who was go to market program Solutions or HP as well. And with that let's just dive right into it. Well, everybody has absent data. They're all over the place. They're both live on your phones, your computers and the cloud and servers are everywhere, absent data are all over the place. Well, what can we really do about that from moving forward modernization of that? Well, we have expectations for personalized, instant and engaging experiences that are the benchmark of your experience, more speed and agility or more paramount than ever. You see a world where apps and data like I mentioned our live and all over the place and that data explosion is happening at the edge where 75 of data is now created in moving us from a data center too many locations and many centers of that data. We have a digital transformation that has reached only a fraction of that. And we have modern cloud experiences for speed and agility and we want to really push that into an on premise reality where data has gravity security formats and compliance that you require. You really want that data transformation that somehow remains elusive for most outside of the public cloud. We want that true private premised on premise cloud infrastructure that translates to your hybrid cloud where you already have your apps and data live in the public cloud. And so as I mentioned, 70 of the public of the apps are outside in the public cloud and we really want that to be able to be brought into the local as well. And the on premise give you more flexibility, more agility and only H P E brings the cloud experience absent data everywhere. We define that right mix for you to move your data to the local and with that we have an approach that's any cloud anywhere and we have the expertise to help you define that right mix of cloud for your enterprise. We also create modern casual platforms for innovation where we bring your non native traditional apps that are slowing you down. We bring that into a modern enabled cloud experience together with cloud data of apps to achieve that speed and agility that I mentioned, being able to create a consistent strategy for you and your infrastructure. We also consume everything as a service everywhere. We bring the modern cloud experience to you and your apps and data self service ease being able to scale up or down depending on usage and flexibility. And we also have to pay for use and all managed for you with HP. Green Lake services the market leading infrastructure as a service platform for well over a decade. We also unify that hybrid cloud estate being able to move operations to a cloud native Cloud ops process manage for you with one unified management platform. Hp Green Lake Central. This helps you manage and unify your applications across cloud native and non cloud native workloads, drive insights and control for operational excellence and we do that by defining the right mix of cloud for you with HPD Point Next services, we're able to assess applications to determine the right mix for your business objectives. Hp Point Next services, we have cloud in technology experts on hand and ready to task for you to assess your existing IT infrastructure strategy, identify trapped capital that you might not even notice is there as well as help you assess your people and teams to identify critical gaps in your cloud journey. Finally, HP Point next services capital experts can determine the right mix of cloud strategy for you. Help you move and migrate your data into that optimized for every workload. And we do that by creating modern agile platform for innovation and we achieve the speed and agility you want report folio of software defined rack optimized HP keep Reliant and H. P. S. Energy infrastructure. Using that compose Herbal cloud compose double infrastructure platform that we support through our intellectual property and through leading partner Cloud solutions and who is that? That's BM wear with cloud foundation. I am a cloud foundation is the perfect blend for HP synergy and HP. Reliant to create that universal hybrid cloud platform, both modern and traditional applications. The Cloud foundation is characterized by many tenants such as develop Already Infrastructure, which creates that automated full stack experience. To help you get ready to do your development through a PS and infrastructure. Universal platforms, a single platform virtual machines and containers as well as application focused management. To simplify your management, being able to have multiple application resources and foundation for that hybrid cloud that I described being able to extend that same software stack to the public cloud. You connect to your flavor of choice for public cloud consume. And together with HB solutions and BMR Cloud Foundation, we create that perfect platform for a consistent hybrid cloud experience from the mid market to the large enterprise customers. We are transforming that traditional I. T. To a virtualized data center. Our goal is to help you move quickly and be agile to digitally transform software defined data center supporting that hybrid infrastructure. Hp envy m where have been working together for years and we are providing a simple experience for hybrid cloud that you can create and deliver to show value instantly and continuously achieve faster innovation, consistent operation and reducing costs. And how do we do that together? Well with HB solutions from being more cloud foundation, we've revolutionized that data centre by building a single consistent hybrid cloud experience that you can see that delivers greater agility and simplicity with five times faster automation tools for building out your infrastructure in getting time to market quicker, invalidating that solution stack. Where we have end to end fully tested and validated solutions that reduce your complexity and allow you to consolidate your VMS and your containers into one environment. Seamlessly, we also integrate management. We have unique the upper management integration and automation through firmer lifecycle management. Vis a vis L C M on the VM ware side, simplify I. T and deliver more agility to your infrastructure as well as your software defined data center. And then we also have services with HB Point Next they accelerate that time to deployment using HP Green Lake and providing as a service experience that we bring that cloud to you. And we bring that with an enhanced ballistic 360° view of security that begins in the manufacturing supply chain of our servers and concludes with safeguarded end of life Decommissioning. We power that by the recently announced Gen 10 plus servers uhh peep Reliant NHP synergy and integrate that Silicon Root of Trust technology offering protection detection and recovery from attacks industry leading encryption and firmware protection. And finally all of that is brought together. Hp one view We take HP one view as the management solution which transforms all of the compute storage networking into one software defined infrastructure Through HP one View we offer a template driven approach for deploying provisioning, updating, integrating compute storage networking All together in one infrastructure. and HP one View uses those software templates single line of code. We can deploy and manage and compose all of your physical resources, require for that application or virtual host or container infrastructure. We deliver the flexibility to compose different tiers of storage as well as types of provisioning by HP One View through direct or attach fabric using cloud foundation and HPV Premera. And now I'd like to ask my coworker Jeff to dive into some customer experiences around the hybrid cloud Jeff. Take it away. >>Thanks. Andrew. I think a great way to follow up and talk about our solutions is to really look at how one of our customers is enabling this transformation. So Wedbush Security is one of the leading financial services firms in the US, providing private and institutional clients, securities brokerage wealth management, in investment banking services. The company is headquartered in los Angeles California and has about 100 offices across the United States to meet increasingly rigorous financial regulations for more resilient operations and mitigate the threat of earthquakes in the Los Angeles area and increase operational efficiencies. Wedbush was looking for transformation is looking for a change to what the way they are currently operating. And to do this, Wedbush partnered with lumen and HP to develop a new private, cloud based data center using bloomin Private cloud on VM ware Cloud foundation. This was located in lumens Dallas hosting center using HP Keep Reliant dl 33 60 jen tens to create a hyper converged, high performance infrastructure using integrated software defined networking and security. To date, Wedbush has migrated its entire production facility to this private cloud. The virtual machines support a range of business applications, including Refinitiv, Thompson, Reuters and if I ask financial systems, they're also hosting Web Bush's in house broker management tool and Microsoft, sequel server and Mongo DB. Now, how did this impact them? They were able to impact Their financial reporting by cutting that from five hours down to 58 minutes. At the same time, they are able to reduce the time that it takes to deploy these Infrastructure resources by 50%. So this allows them to deploy a modern IT infrastructure for performance, reliability and efficiency improvement. The net impact on their business Was that it reduces the analytic costs by 27%. It increases their business agility and it developed, allows them to develop new lines of business faster and increases their compliance for the new Finra financial regulations with HP Green Lake, the cloud that comes to you. Hp Green like brings that cloud experience, self serve paper use scale up and down and manage for you by HP and our partners to absent data everywhere, whether they're in the edges co locations or data centers, enabling you to free up capital most operational and financial flexibility and free up talent to accelerate what's next for you and your business with HP Green Lake customers get cloud services that our production ready, elastic for any scale With a simple experience delivered to customer locations and as little as 14 days. Now, let's take a look at how some of our customers are experiencing the benefit of HP Green Lake as the voice of Austrian business. The Austrian economic chamber delivers advocacy and support to over 500,000 companies and trade groups, thereby helping to foster the country's robust economic growth. However, a policy of fiscal prudence Led to a mandated 30 cost reduction and the chambers it service provider needed to cut costs without compromising service levels. So to do this, they turn to HP to pair a future proof compose herbal infrastructure with a consumption based support model and HP Green Lake. Now, both the internal and regional chambers offices are getting better performance and faster access to I. T. Services enabled them to focus more than ever on boosting critical Austrian economic forces in sectors. Hp is here to help you accelerate your transformation. We just talked about Green Lake. So this enables you to deploy any workload as a service and with HP Green Lake services, you can bring that cloud like speed, agility and as a service model to where your data, data and apps live today, it enables you to transform the way you do business with one experience in one operating model across your distributed clouds for apps and data at the edge in co locations and in data centers with HP Point Next services. They have conducted over 11,000. IT. projects in over 1.4 million customer interactions each and every year. HB Point Next services 15,000 plus experts and its vast ecosystem of solution partners and channel partners are uniquely able to help you at every stage of your digital transformation journey because we address some of the biggest areas of concern that can slow you down. We bring together technology and expertise to help you drive your business forward. Lastly, with HP financial services, flexibility and investment capacity are key considerations for business to drive digital transformation initiatives. In order to forge a path forward, you need access to flexible payment options that allow you to match your IT costs to usage, from helping release capital from existing infrastructures to deferring payments and providing pre owned technology to relieve capital strain. Hp financial services unlocks the value of your entire estate from edge to cloud to end user with multi vendor solutions consistently and sustainably around the world. H P E F s helps you create the financial capacity to transform your business, Y H P E. We have the experience to get you there Over 1000 successful cloud migrations. We have the expertise to help you at any stage to accelerate adoption of any cloud or financial model to help you deploy the like cloud experience for your apps and data. We're open to any cloud strategy with deep expertise across Azure AWS and google cloud. We have unbiased expertise and I p to accelerate your right mix of clouds for your enterprise and we can tie that all together with I. T. As a service from our market leading platform of HP Green Lake. After you viewed this session, we have a lot of resources that you can now use to help you continue your digital transformation and educate yourself. You'll find links here on the slide to a lot of different products and solution areas as well as social media interactions that we have to engage with you. Thank you for joining. We hope you find the sexual useful. Have a great day.

>> 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.