>> Narrator: From New York City, it's theCUBE, covering New Relic FutureStack 2019, brought to you by New Relic. >> Hi, I'm Stu Miniman and this is theCUBE at New Relic FutureStack 2019 here in New York City. It's our first year of the event, but the event itself has been around for seven years and to help us end our coverage, no better person than the founder and CEO of New Relic, and the one who the name of the company came from, Lew Cirne. Of course, Lew Cirne is an anagram for New Relic. >> Indeed it is. >> Lew, thank you so much for having theCUBE at the event here and thanks for hosting us. >> I'm a huge fan of theCUBE. I've been watching it for a long time and it's such a pleasure to have you guys here. Thank you for coming. >> All right, so Lew, you're known as the coding CEO >> Lew: I am. >> And you come out with a vision of making software better. It's a great goal. Give us a little bit about the state of the industry. You know the internet challenge these days. It's going to fragment into a bunch of pieces and Open Source isn't what it used to be. There's so many changes going in the industry. Just kind of macro view before we get into New Relic. >> Yeah, from a macro view at New Relic we do this for the love of software. It's not just me, it's the whole company. We believe in software. We think it unquestionably is changing the world, transforming every industry. It's not enough just to build software that's great. You have to deliver more perfect software. That's now become almost obvious whereas when we first started out that was actually a bit of an evangelical sale where we had to convince people that they needed to observe their software. Now it's become a must-do thing, and that's why observability has become a household term. Everybody recognizes that anything that runs in production in internet scale needs to be observed, needs to be measured in real time. And so, that's been going on and has become a must-do thing for our customers. What we're so excited about is that we're delivering the first observability platform. What do we mean by that? Well, we see with this proliferation of tools, you might have metrics going to one place and logs going to another place and traces going to Zipkin or logs going to Elasticsearch. You want it all in one place, and more important, you want it to be connected so that you can see the relationship between the application and its server or infrastructure and the user experience all in one connected platform. That's what we're delivering with New Relic One today that's so exciting. >> Yeah. So, Lew, the IT industry in general is known for its fragmentation. >> Lew: Yeah, it is. >> When I want to build my application in the old days, I talk to the CIO. He's like, "Give me a million dollars and 18 months "and I will build you the Taj Mahal of my application." And we've got it beautifully designed and pull it out. Well, today things are moving much faster, but I've got everything from that Taj Mahal to the Kubernetes and Serverless, Microservice Architectures-- >> Lew: All that compartment-based stuff, yeah. >> There's usually a lot of different teams, and a lot of different tools in there. How does New Relic fit across that landscape and how are you helping to pull things together? >> Well, certainly the industry's moving from the monolithic application to the component-based application, often running in smaller and smaller services, usually running in something like Kubernetes or a containerized environment and with that comes a proliferation of things to monitor, and often a proliferation of tools. We have enterprise customers that have 20, 30 different monitoring and telemetry tools. It's not because they want it, it's because there might be one particular feature that one tool does that gives them the visibility they need. And what they want is a single platform. What people have historically used New Relic for is dropping our agents into their application or their infrastructure. Then our agents automatically put visibility in and then they report on the health of that system. We do that really well, but what we're announcing today is that we're opening up our platform to consume telemetry from Open Source, agentless sources. So that, if you've got something like Prometheus that's gathering data from Kubernetes, that can go straight into New Relic and be treated as first class data, so that you don't have to switch between a bunch of tools. None of our customers want that. They want it all in one place, but they need an open platform that's connected and most importantly programmable so that they can actually have one tool to see it all. And that's New Relic. >> A lot of the logging and tracing information out there isn't agent-led. What do you see as the future of agents, and what are some of the challenges of pulling all of these various data types together? >> Well, the most important thing for the future is that our customers have complete control in a choice. What we see particularly in large enterprises is they want both. They have a portfolio of more than a thousand applications. They want to observe them all. Most of them they'll want to drop an agent in because they don't have time to reinstrument them, but they still need to see them. Some of them they may want to manually instrument because they want a higher level of control or they want to adopt an Open Source API like OpenTelemetry. But then, if they're adopting that for some of their portfolio, when a transaction reaches across these different services, you don't want to lose visibility. We're delivering best of both worlds. You can manually instrument what you want. You can use OpenTelemetry in parts of your environment. And then you can also use our automatic instrumentation that comes from our agents. Our customers get to decide, and that's the future. >> So, Lew, you've laid out the case in a strong way as to why New Relic One should be the platform for the monitoring observability. I think you undersold a little bit the NRDB piece. When I look inside my business or I talk to customers, being able to see my data and act on my data can be challenging. You showed a demo of 10 terabytes and being able to change it in a snap. >> You know, NRDB is pretty magical. At some risk, let's see if this will show up on my phone right now. Just give you a sense of how fast NRDB is performing right now. Okay. One more time. So we've got-- >> Hold it up a little bit and show the camera this way. >> NRDB right at this moment is inserting 18 million events every second. Every second, 17.89 million pieces of data coming into NRDB in real time. And our customers are querying that in real time. Right now, in this moment, they're reading 24 billion pieces of data per second. Those pieces of data could be log messages. They could be someone pressing something on their app, could be a request going through a server. It's all in the same database. And the last one is a hundred millisecond response time on those queries, which is mind-blowing for these analytics queries. >> You actually showed the press an analyst this at lunch and it was over 20 million-- >> I think it was at 40 billion at that moment. >> 40 billion coming out and the same response time. A hundred milliseconds is Google good as to how fast I get a response. >> For this kind of data processing, it's mind-blowing. Now, the thing that our customers need to know is that all your metrics, all your events, all your logs, all your traces going into the same database with one query language. That's so much better than going to Elasticsearch and using its query language for logs, then using a totally different query language for getting at your metrics, and then trying to stitch it all together. We put it all not only in one cloud but in one database. That is the most powerful telemetry database in the world, which is NRDB. >> Lew, give us a little bit of the journey to the announcement today. Observability's been talked about in the industry for a while. VC money has been pouring into startups. There's been some acquisitions in this space already. Give us a little bit as to how we got to today. >> So how we got to today was when we started off as a company, we were championing the whole idea of observability, putting visibility into application code. As I said, that was a bit evangelical in the early days. People were wondering if they needed it. Now there's no question they need it. In fact, some people need it so badly they want complete control, and so they're manually instrumenting. OK, I've talked about that. Now where we see people going is now that all of this telemetry data is coming ideally into one place like New Relic, our customers are saying, "I need to go beyond dashboards. "Dashboards are good, but often dashboards are incomplete "to get the most out of the data we're collecting." That's why we're claiming we have the first and only platform for observability, with a capital P. What do I mean by that? It's only a platform if you can build software on it, and New Relic One is the first software development platform for observability applications. Our customers can take all this data and build real-time applications that leverage all the value out of it. When a customer buys something online, New Relic's database could be the first piece of, certainly, analytics database that sees that data. So you could a navigation that shows real-time sales for your business people all based on New Relic One. We can also solve all sorts of IT operations problems by building applications on this platform. And to prove it out, we're offering 12 free Open Source applications to anyone. They can download, they can clone them off of GitHub and push them into their New Relic account and they can use that as inspiration to build their own applications on top of our platform. >> Right. This is, if I understand, the first twelve, and you expect both New Relic and your customers will build many more. >> Yes, and actually it's thirteen already. We just added another one today. Some of those have been built by our customers already, and we're already seeing customers deploying these applications into their New Relic One accounts in production today. >> It really goes back to the promise of SaaS is that when customers need something and make a change or build on it, it's not just that customer that gets to be able to leverage that, but everybody else that is on the platform-- >> They can share and benefit. The way to think of it is, you're absolutely right, and without Force.com, Salesforce is just a CRM system. But with Force.com, companies could really leverage all the data inside Salesforce. Without programmability, ServiceNow is just a ticketing system, right? But how does ServiceNow become strategic? By allowing people to build applications tailored to their business. We believe the world needs an observability platform and the only one of its kind is New Relic One. >> All right. So, Lew, it sounds like this should be something that should accelerate growth for the company going forward. I read through your last earnings report. You're growing at 30, 35%, which is reasonable but less than the overall cloud marketplace itself is growing. So, how come the AWS, Azure, GCP tailwind isn't pushing New Relic faster? >> Well, it is a good tailwind for us, and I can't go into too much detail. We're a public company in a quiet period so I can't speak to specifics. What I can tell you is history has shown that people tend to adopt platforms at a certain rate and then, a few years later, they adopt the management technologies for those platforms. So we tend to be a little bit behind the adoption of cloud but then when people standardize and they go all in on it, then they really increase their investment in New Relic. I believe that things like our platform capabilities take our customers that might be spending... We have 850 plus customers that spend more than 100,000 a year with New Relic, and I believe when they start to adopt our platform and go strategic with us, many of them will be million-dollar customers, and that ought to be the basis of durable growth for the company. >> All right. So, Lew, there was some news leading up to the event. Some management changes. Let you speak a little bit of that, and you've got some history with, of course, Mike was already on the board, but-- >> We're so thrilled about Mike Christenson joining the company as President and COO. I've known Mike since 2006, when he acquired my last company, Wily Technology, which was really the very first APM company. Mike was the President and COO of CA, and so he had a similar role there to what he has here. Mike is, I think, one of the most brilliant operational minds I've ever met. He's been involved with New Relic for nine years. He's been one of the first investors in the company. He's been on our board of directors, and he's always had a keen mind for how to think about growing our business. I've been thinking for a long time on how to get him more involved as a member of the team and finally I convinced him to come join. Mike joined us as our President and COO. He's going to be my partner in growing the business. I think those that know me know that I love technology and products and thinking about where we are five years from now. Mike will be my partner to help make sure we're operating the company and growing the business on a day-to-day basis. >> Lew, you and your team helped create and democratize this wave of APM, Application Performance Management. As you look at it today, we talked about microservices. You talk about the dispersed nature of everything going on. How would you reframe the market today and New Relic, where it needs to be today and going forward? >> Phase 0 was people-monitored servers, back in the Stone Ages. Monitoring was just "Is the server up or down "and does it have enough CPU?" >>Blinking lights. >> Right. Then came APM. APM really was the precursor to observability. It was the notion that these are complex systems. They need to be observed at high granularity. APM gave birth to observability, so when New Relic first came along, we're "Let's democratize APM." And as observability came along, we saw this as an opportunity to open up the platform. Now where we are, if you look at our track record, first of all, my first company created the category of APM. New Relic then democratized APM, and now we're delivering the first observability platform. I believe that the future is programmable, and that New Relic is the future. >> Lew, you've always been enthusiastic when it comes to the vision that you put out, but it's been noted by some of my peers that your energy level and enthusiasm is even higher today than usual. So many things that you talked about, some of the things that you highlight, maybe behind the scenes, or things that might get missed beyond the headlines that you want to share. >> The idea for New Relic One was born two years ago. I took some of the brightest people in New Relic offsite and we fleshed out the thinking and the early prototype of what's become this. This is my life's work. This company's my life's work. I believe so much in this platform. I believe in its capabilities. I'm seeing our customers ripping it out of our hands, saying, "This is going to enable us "to fully achieve our goal of complete visibility "and completely tailored to the needs of our business." Why I'm so fired up and passionate is when you put your heart and soul into something that's new, that no one else has done before... There's been a handful of times I've done that in my life. The first time became APM. The second time became New Relic. The third was when I created NRDB. And now the fourth is New Relic One. And we're just getting started. >> Well, Lew, I want to let you have the final word as to what you want your customers taking away here from FutureStack 2019. >> My belief is that the future of observability is you need a platform. That platform needs to be open, connected, and programmable. We have such a beautiful, easy... It's a Heroku-like developer experience. So within seconds, you can be building an application that takes the telemetry data in New Relic and turns it into actionable business insights for your company. And if you want inspiration, there's 13 applications now up on GitHub that you can install right into your New Relic account, and maybe modify and tailor to your needs and republish to share with our other customers. >> I know you and your team are making sure that New Relic doesn't become a relic of the past. Thank you so much for having us here-- >> We're always in the future. >> And congratulations. I look forward to watching the progress going forward. >> Thank you, I enjoyed it. Thank you. All right, bye-bye. >> Thank you so much. And that's a wrap theCUBE's coverage of New Relic FutureStack 2019. I'm Stu Miniman, of course. Go to theCUBE.net for all of the coverage. A big thanks to the team here and everyone supporting and as always, thank you for watching theCUBE. (Electronic Music)

(electronic music) >> From New York City, it's theCUBE. Covering, New Relic Futurestack 2019. Brought to you by New Relic. >> Hi, I'm Stu Minamin and we're here at New Relic's Futurestack 2019 in the middle of Manhattan. Right next door to Grand Central Station at the Grand Hyatt. Right next door to Grand Central Station at the Grand Hyatt. Happy to welcome to the program, first time guest, Nadya Duke Boone, who's the vice president and general manager of application monitoring here at New Relic. Thanks so much for joining us. >> You're welcome, it's great to be here. >> All right, so, a lot of announcements this morning. Of course, observability front and center Lou talking about how that fits into this space. You have handled really kind of the APM product inside New Relic, so I'm hoping you can help us understand kind of the journey that New Relic's going on. And I've heard in the marketplace, you know, there's AI ops, and there's observability in all of these things. And, you know, APM was the old world for the monolith. So, you know, how does New Relic help live across all of these environments that customers are living in today, and you know, undergoing so much change and new things? >> So as Lou talked about this morning, we think to be an observability platform like New Relic 1, you've got to be open, connected and programmable. That is, we think about that within the application monitoring space, um, we really think it comes down to the matter and issue of like, what are the questions you need to ask. And that really depends on like what stacks you need to see and what are the questions you need to ask. And so, I think it's a false dichotomy to say you need to like, pick a side in observability or monitoring. I think it's really a yes/and. You don't have to pick a side. And with New Relic, what we're able to do whether using our agents and all the rich data they give you or they're using our open platform, the important thing is that we're able to bring it all together in one place. So you can get all your questions answered. >> Yeah, I spent lots of time in my career trying to help break down silos. You know, the traditional infrastructure world, the networking and storage and compute teams. >> Sure >> You know, virtualization helped pull some things together. Software tends to be a unifying factor, but when I look at, you know, the people that own application and the developers. I mean, you've got monoliths, you've got this containerization in microservices coming. You've got the new serverless environments here. You've got a lot of fragmentation inside the customers. How does that impact your business today and are we going to see those, you know, pulled together over time? >> Yeah, what we hear from customers is that, you know, they're going to be running heterogenius environments for a long time. If you're over a year old company, you're not running a single tech stack. You've made choices for your business needs and you need to be able to see across your whole estate. And where New Relic's adding value for our customers, is by bringing this all together and connecting it. So, you can actually see, let's say from a lambda function and our lambda agents, all the way back through your Java monolith and down to the server whether it's running containers or on bare metal, you can see all the way down. And then you can connect it out to you front end as well. And I think it's that ability to see across, is where we're playing. >> All right, uh, can you bring us inside your customers? What are some of the challenges they're facing? And how do you help them along those transformations that they're undergoing? Cause, as you've said, they're going to have this heterogenius environment for quite a long time. >> Yeah, well I think one of the thing they're saying is that they're trying to move faster. And one of the ways they're moving faster is by changing the process by which they build software. So, you know, we've been talking about DevOps for years. We've been talking about Agile for much longer than years. Um, but those changes bring about new needs also, for observability. Cause now, you've got a team that maybe wants to see very deeply with, um, the things they're on call for. But software refuses to break neatly at team boundaries. It just won't, it's going to break wherever it wants to break. So you need to be able to quickly assess, across your whole enterprise what's going on and help those teams talk to you. So, that's definitely a problem we're solving for our customers now. And if I were to pick one more, that I'm hearing, um, well, I'll pick one from this morning and that's cost management, right. As people move to the Cloud, um, its so powerful and easy to be able to start up new services in the Cloud but then, do you know what you have, do you know what is costs, do you know how to optimize? Um, we announced 12 new applications this morning. One of them is addressing exactly that point. >> Yeah, um, okay, what are some of the challenges customers have really monitoring across these different environments? I think cost, it's, well, the promise of Cloud is to help me understand and control my cost quite a bit. But, you know, I understand my data center cost and, in general, much more than I do what I have in the Cloud. >> So, you mean, trying to understand in their software? >> So, I guess, just, if they have these different environments that need to span from a monitoring standpoint what are some of the challenges that customers have and the differences and how does New Relic pull those together for them? >> Well, I think some of it is bringing their teams together. If you've got folks that have a Dev accent and an Ops accent, they may have different points of view about monitoring right? And so, a Dev team might be saying lets go all in on this method or this tool. But an Ops team might be saying something else. And then as you introduce new technologies and maybe now people don't always want to run an agent. They want to have complete visibility over their software. And so, with New Relic, we're giving them those choices. We're giving them, like, hey, you can run an agent, you can, if you've already got stuff at Zipkin, cause maybe, internally, you've got like a great Zipkin champion. Like, great, we're going to be there with you on that too. So, we want to be able to help these teams come together. Um, rather than forcing them to sort of live in silos. >> All right, uh, Lou put a real emphasis talking about platform. And he said platform with a capital 'P'. >> Yeah >> Help us understand a little bit about that and the impact that's going to have for your customers. >> Yeah, absolutely, I think, you know, anyone can say I've got more than one product, therefore I have a platform I think. When we talk about a Platform, we think of software engineers, a Platform is something I can build on. So, I think a capital 'p' Platform is the ability to build apps, to be able to extend it, to be able to add data because you're open. Um, and then the power that we bring, you know, I got to put in my plug, is by connecting it all together. Um, but I think the power of the Platform, um, has been really showing off in the work that we've been doing with our customers to build these new applications. >> All right, um, you mentioned open, which was one of the three features of the Platform itself. Uh, there's open and with API'S and then there's open source can you help us tease through a little bit because there's the openness and then there's some open source pieces. How do those go together and um, I guess, more importantly, what does it mean for the customers? >> Mhmm, thanks for asking, cause I do think those words kind of got tumbled up. So, let's first, let me like tease it apart a little bit. So, first part of open, you sort of already mentioned this, is like, we're open to all data. So, metrics, vents, logs, traces, you can send that data. That's, that's the first thing. You don't have to be running a New Relic agent to use New Relic. The second part though, uh, is that we are actually building and contributing to the open source community software development kits and exporters to make it easy for our customers. And so, we've shipped, we're shipping Open Census and Drop Wizard and Micrometer and exporters and Prometheus scrapers so that these are open source tools that our customers can get, can extend if they need to, to get that data in. So, we're making it easy to get the open data in by providing these open source tools. Um, and we're in there with the communities contributing to the communities as well. And then, finally, you know, the last one is with our new programmable Platform, we are also all in on open source on that. So, we're contributing to open source for folks building on New Relic and our customers are telling us that they're excited to also be able to do that and to share and exchange with each other. >> There's value to the customer and I guess the question is, your relationship with your customer is going to change though. As they're building applications not just, you know, more than just a tool. And I've heard from many of the customers that use New Relic, is, they talk about the partnership. And it really is taking that partnership to the next level. What I say is, New Relic is not coming out and saying oh, we're an open source company and we're building our company around open source. So, you know, it seems that somewhat a maturation of the model but not open source being the be all and end all of New Relic's mission. >> Our mission is to help customers build more perfect software. I mean, that's why we come to work. Is to help them do that and we think this is the right step. Um, to be able to do that and our community around New Relic, as you said, is excited and dynamic. It's great to be here at Futurestack and hear them talking to each other and hear the buzz. I was at our customer advisory board meeting yesterday which is 11 execs from some of our biggest customers and they were talking about how excited they are to see how this is going to help them with their business cause they can connect, now their telemetry data to sort of higher order business problems. Um, and they're also excited to share. So, I think it's the right step for New Relic and our customers. >> There's a lot of startups out there that attack pieces of what New Relic's trying to deliver. Um, you know, how does New Relic look at the landscape out there and the challenge when you're trying to be a platform is, are you providing good enough solutions? Or, you know, are you providing, you know, best solutions across all of these environments? >> Yeah, I think any of our point solutions could go head to head with anything on the market. Um, you know, and the fact that the market is so dynamic is because it's a real problem space for people who are building software. So, folks are going to keep innovating and coming up with new ideas and my mission is to make sure that everyone writing software, is instrumenting it and able to observe it. So I think, I love that more and more folks are joining this conversation. I think it's a great time to be working on monitoring observability. >> Okay, uh, let's start at the top talking a little bit about observability, what should customers be looking at, should they be thinking about that? What feedback are you getting from some of your key customers? Uh, in the space in general and how New Relic's looking to address it? >> Yep, well I think comes down to, a little bit of what we talked about earlier, visibility and answerability and if I were talking to an exec or if I was talking to an engineer, and I was looking at their tools, you know, whatever level you're at and saying, what do you need to monitor how can you get that data in and can you answer the questions? Do you have the tools, the ability to query, to connect the data. Um, to see, hey there's an event that happened and how did my systems change? So I think a lot of it comes down to, is it visible, can I ask the questions? And then for every stack, and no matter what job I'm doing. >> All right, um, when we look at this broad term which gets overused some, but, digital transformation Um, the comment I've made is the long pole in the tent of going through that transformation, really is the application portfolio. You know, I can modernize my platform, I can go to Cloud, but, you know, changing my applications, especially the ones that run my business, is really tough you know. If I'm a company that's been around 15-20 years, you know, I probably have applications that are as old as the company, if not longer. >> Yep. >> Uh, just broadly, how are your customers doing, uh, are they being able to kind of, you know, move along that modernization journey of the application uh, better today than they might have a couple of years ago, or just kind of macro level? >> I think so, I think, you know, between what the Cloud vendors are doing and what we're doing, folks are getting both tools and they're also getting support. I think, you know, the community, the software engineering community is really leaning into this moment. And talking about how to do these types of trasnformations. So I think there's a lot of just, knowledge sharing going on, there's a lot of advice and consulting that you can get. And then I think the tools are lending themselves to being able to do, you know, some people move to the Cloud or lift and shift. Some people use it as an excuse to re-architect. A lot of folks pick and choose. Because not every apps work the same and some apps are, you know, are, um. For some given app, it might be a more relevant time to change it, a more relevant time to let it stay put and you can make those choices. And I think people are approaching it with a certain rational sense. >> Yeah, uh, one last question for you, New Relic's a leader in, according to, the analyst firms that look at the APM market. New Relic's doing a lot of the things that I hear from, you know, the startups getting lots of money thrown at them, so, how should customers think of New Relic today? >> I think, we're the best leading APM product on the market for a reason. And we can never rest our laurel. So I think customers should at us as a trusted partner. Who's going to continue to grow and meet them wherever they are. Our customers are going to Cloud, we want to be there first to meet them there and welcome them in the door. And that comes back to how do we help customers through digital transformation? We're a big software company. We get it, like, we are going through the same, we go through these same questions ourselves. Um, and we talk to our customers all the time. So I think for our customers, it's like, we're the platform and the right partner. Because we're never going to stop. >> Nadya, thank you so much for sharing the updates. Congratulations on the launch today and, uh, best of luck going forward. >> Thanks a bunch. >> All right, lots more here at New Relic Futurestack 2019, I'm Stu Minamin, thanks for watching theCUBE. (electronic music)

>> Narrator: From New York City It's theCUBE covering New Relic FutureStack 2019. Brought to you by New Relic. >> Hi, I'm Stu Minimen and we're here at New Relic's FutureStack 2019 at the Grand Hyatt, next to Grand Central Station, here in New York City. Happy to welcome to the program a first time guest, Roger Scott who's the Chief Customer Officer at New Relic. Roger, thanks so much for joining us. >> Thanks, Stu. Thanks for having me on. Good to be here. >> Alright so, I love this morning actually in addition to hearing all of the announcements, my first hand full of guests on theCUBE were customers. So I got to hear from them and we know your team is always excited about the announcements, but definitely enthusiasm from the customers, things in the keynote that got people. >> Fired up! Yeah. >> Clapping, and fired up. >> Great to see. >> Things like, oh wait! 10 terabytes of data, pressure thing, refresh for like a second, and >>oh my gosh! There's results. Yeah >> Pretty impressive so maybe give us a little bit of insight into customer engagement and how it's let to the bevy of announcements here at the show. >> Oh it's a great question actually and I think in my capacity as Chief Customer Officer and the functions I'm responsible for, we're continually engaging with customers as you can imagine. And one of the things we take a lot of pride in is being a proxy for the voice of the customer back into the organization. So we have a pretty rigid process. Not rigid, a pretty discipline process, I would argue, that allows us to get feedback from the field, listen to our customers, understand what's important to them, and reflect that in our product roadmap. And I'll let you know that's on a weekly cadence we do that. Now we're not doing that in a reactive fashion such that our roadmap diverts every single week in there, but we hear that constant feedback from the field as to what our customers are lacking. So lot of what you hear today, in terms of those six great announcements that we have were a combination of feedback that we've had over the last couple of years, I would argue. Because it's a dramatic shift to go from what we were previously, which was essentially six individual products that work really well together. But through the release of New Relic 1 in May earlier this year and what we announced today has truly developed us in to a observability platform. So monitoring with six different products to a true observably platform that's open, connected and programmable is a dramatic shift. And that's a combination of a bunch of feedback from our customers over the years. >> Yeah. I'm sure it's pretty much feedback from all customers. They're not asking for more tools and more interfaces and more things that they need to learn. >> Roger: Not at all, right. >> In many ways software can be a unifying feature especially that term platform who spend a bunch of time emphasizing what's needed from platform. >> Maybe, what were your costumers struggling with that kind of New Relic 1 in general is looking to solve as well as the observability piece? What went into that launch that was costumer pinpoints and things that they'd been asking for. >> Yeah maybe to stand back a little bit and understand some of the challenges that costumers had and then why they were asking for different solutions or evolution of our solution. If you think about today's world, there's this rapid development an deployment of software, so it's almost got to the point of continuous software deployment. And so your speed of needing to be able to react to problems in your environment, your costumer experience are degrading, ect. Being able to respond to that really quickly is essential, understanding the costumer experience is essential. You talked about operational efficiency of reducing the number of tooling sets or data sets that I'm looking at continually. So anything that we could provide to our costumers that allowed them to get to answers quicker, understand the why, and then be able to remediate that really easily so that the costumers have a greater experience. And at the same time reduces this friction that's unnecessarily introduced when you're going from one product to another, one tool to another and you're spending too much time rationalizing data sets across those tool sets. So consolidation is a big theme, ability to get to your answers really quickly is a big theme and that's really been the genesis of being able to create a platform. But not just a platform for consolidation, for better visibility, and observability but we believe it's not truly a platform until you can develop on it. If you think back in technology history of all the different peradams we've had throughout the history of technology, those who've won the platform wars over the years have been really good at being able to provide tools and ease of adoption of the platform by virtue of being able to build things on top of it. The ability to give people tools that allow them to build technology is really a therasense of the platform as well. >> You know, Roger, there's a certain trust level that costumers have to have if they're going to be building on top of your platform. >> When I've talked to costumers in New Relic they do talk about a partnership >> and the good back and forth but there's definitely a certain amount of stickiness once they've built something on your platform. >> Roger: Right, yeah. >> Any concerns from them as to, you know there's that term lock in out there as to the how do I know that this is going to work for me, and that I'm not going to have my pricing kind of crank up over time and be like oh my gosh, a year or two later, what did I get myself into? >> Right. It's a really important point that I'd like to start off by actually reemphasizing the point you made. I think we pride ourselves on the relationship we have with our costumers. It truly is the heart of everything at my organization does. We have this saying that we are because they are. In the realization that if we don't serve our costumers really well they have choices frequently, we're a saas vendor, the contracts come up for renewal frequently. And if you're unable to deliver on the promises that you made in the sales process, once they implement your solutions and try to use those in production, environments and everyday work if you can't deliver on those promises then you're going to breakdown that level of trust. And trust is at the center of all relationships as you know. Whether it's a personal relationship, you're playing on a sports team, whether you're working with your costumers. And so we want to make sure that we can deliver on those promises once we've sold them the product. So I haven't heard any specific concerns about lock in or anything, I think what they regularly come to us though with is they want us to have a really strong point of view, want us to be opinionated, tell them how this should work effectively together, what does best practice look like, what's the gold standard, what are some of the artifacts, tools, frameworks, reusable templates that we can share with them that accelerates their time to value. So I think the value significantly outweighs the concerns around lock in or reduction of the number of vendors that they're working with. >> If I look at really the enterprise space, you've got costumers working through their application modernization. They've got their modelist their going after micro services. I heard a stat that only about five to ten percent of apps are monitored at the app level today. >> Yeah, pretty scary, isn't it? >> Yeah, how many of your costumers are dealing with the installed state versus new deployments and what are some of the challenges you're hearing from costumers there? >> Yeah and I think it's important to pause that number because I think it's five to ten percent or growing to twenty percent as I think got indicated. If you look at those organizations Born In The Cloud or Born Digital it's significantly higher percentage of that which is possibly an indictment of the low level of instrumentation we see in a lot of legacy software technology stacks. And so I think in today's world we're tryna get that level of instrumentation observability up as much as possible. But maybe to link back to your previous question as well I think there's an important aspect here of when we move to a platform. When you're a product company your differentiation comes through product, comes through the capability of that product features and functions and we've certainly found ourselves in a significant number of those battles against competition where it's feature and function based. That's not a great comfort for the costumer. I think when you move to a platform it's very much around the networks differentiation. When I say network differentiation I think it's about getting the users of your service access to third party applications to third party data sources be they open source data emitters, opentelementry, open sensors, Zipkin any of those data sets that we are now in support for today. Giving them access to those data sets and being able to enrich the experience that we provide them that network effects and that's really where we see the opportunity to deliver significantly more value to our costumers with the ability to then build your own applications on top of the platform. That's second to none in the industry in my opinion. >> Roger, what's New Relic's role in helping costumers as really they're modernizing their work force? When I talk to so many companies it's like they need to retrain and they have to have new skill sets they need to make sure as certain cloud in automation changes where they focus on things and embrace devops and new ways of doing things. There are a lot of challenges there. Where does New Relic play in that modernization for costumers? >> You know what I think it's in a couple ways. The ways that we, my organization, can help the costumer in terms of just sheer understanding of the capability of the platform, what are best practices, how we can drive better accountability as you move to these new technology stacks and new ways of working much more agile environments. And so I think we can do a combination of that just sheer skills development, working really tightly with the likes of AWS you would've heard Dave McCann this morning talking about how when costumers migrate the application work goes to the AWS cloud environment. Hopefully they're not just doing that by way of compute lift and shift but they were actually looking at modernizing and refactoring those applications and when they do that, you heard Dave talk through a number of assets and frameworks and models and reusable best practices that we're trying to work with them on that we can give to our costumers that accelerate their journey 'cause it's not easy. We were talking to Chris Dillon this morning from Cox Automotive and when you think of an organization like that that's forty, fifty years old and has had to transform itself in terms of digital experience for it's costumer base, it's a significant cultural adjustment quite often to get teams to work in fundamentally different ways. So it's not an insignificant challenge but that's partly why we've invested so heavily in costumer success. Taking the costumers on the journey, thinking about their maturity over time, and constantly look for them to get better value from the platform. >> Roger, there are a number of things that have jumped out at me. Things like oh hey, we can save you potentially millions of dollars on your AWS cloud bill. You've already got costumers building on top of the platform, you had the future Haka event just a couple of weeks ago. Any other kind of interesting or exemplary costumer outcomes that you might be able to share? Either doesn't have to be about the new stuff but just that you've recently with your costumers. >> You know, one of the things that's most gratifying for me when talking to costumers is when we've been able to see when you work with older, more traditional companies that are undergoing some form of digital transformation and they're trying to shift a lot of the applications into a more modern stack and environment, become more agile, etc. they frequently sort of peel off part of the business and will have a digital division that will build some innovative, typically mobile based, apps. We've seen a number of different retailers that we've worked with. Number of different travel organizations where we've started out intrumenting the mobile application because they've built a new application to give their consumers or costumers access through to their services, and at some point that application is going to merge into the backend and have to connect back into older technology. And it's been the beauty of being able to connect those two different environments together. Not starting off at what we would've got as slightly easier place to start which was the more modern application environment where we are really well suited to. But then seeing the full value of being able to instrument the front end all the way through to the backend, link that back to the costumer's experience and to the impact on the business in terms of funnel analysis from number of people using the mobile application to actually ordering something to once they've ordered it, feeling satisfied in actually receiving the goods that they ordered. Being able to instrument all of that and understand the impact of performance and availability on the overall business arcam, that's when it's been truly transformational in working with costumers and that's certainly where we'd love to help more of our costumers in that fashion. >> Alright, Roger, want to give you the final word. Of course you bring together a number of costumers here at FutureStack in the U.S as well there's a few of those run in other geographical areas but throughout the year, any other key things you want to highlight as to how costumers can get engaged even more. >> Yeah, I mean, we've got a sort of what I would argue is a tiered approach to costumer success. At the very high end of our engagement model we have a significant number of resources. Solution architects, costumer success managers that we can deploy directly with our costumers. We typically do that in conjunction with them, build out success plans, etc. What we looking at investing Heavily at the moment is also having a good understanding of what the ideal costumer journey is like. Realizing that a costumer can come to an event like this and learn about our product but the best way for them to experience that is in the course of using the product. So heavy focus on product lead growth and how we actually deliver better value through the product itself, remove friction and adoption and getting to better value. We want to automate some of that costumer journey so that we know that if you've just signed up and, for instance, you've configured you're agent and you've done your learning policy but you haven't yet configured a custom apdex on that application or you haven't understood what your key transactions are, we've got all that data in the backend. So we're working really hard to understand how we get that information back out to costumers and go hey we know you haven't necessarily done this yet, here's some access to great assets. A short video clip, a self paced learn guide that somebody can get on demand from an LMS system. So trying to use a combination of direct resource investment, events like this where it's great to make announcements like we did about the six grade innovations and then increasingly using digital through the products but also through just the general costumer journey to say hey this is really important content and information, you should look at this now 'cause it's going to add value in what you're doing today. >> Alright, well Roger Scott, Chief Customer Officer at New Relic, thanks so much for joining us. >> Thanks so much, it's been great talking to you. >> All right. I'm Stu Minimen back with lots more here at New Relic FutureStack 2019 in New York City. Thanks for watching theCUBE. (outro music)

>> From New York City It's theCUBE covering, New Relic FutureStack 2019 brought to you by New Relic. >> Hi I'm Stu Miniman and this is theCUBE's coverage of FutureStack 2019. Happy to welcome to the program, first time guest, Buddy Brewer, who's the GVP and GM of client side monitoring with New Relic, going to talk about customer experience and especially the digital customer experience. Buddy, maybe explain for audience who may not know client side monitoring tell us as to where that fits in to the entire picture of new relic. >> Yeah for sure great to chat with you Stu. You know client side monitoring for us, is the part of our observability platform that extends all the way out to where the user actually is. So people think of New Relic as this really great platform for understanding everything that is going on in the application logic, and the servers, but our client side monitoring does is extend it all the way out to the phone that is in the consumers hand or the laptop that's right in front of them. >> Stu Miniman: All right so obviously there is a direct connection between that and that digital customer experience. Maybe explain some of the challenges there and how new relic is helping to work on solving those. >> Yeah you know, digital customer experience is all about collecting and understanding the relationship between two different types of data. There are the technical metrics, all of that information about how long people are waiting, latencies and pieces of the software everything from how long it takes to connect to the server, how long it takes to build the response to the web page, Deliver it, render it, all that stuff. There's lots and lots to collect on the technical side. But the other half of DCX is the personal side, the human side. The person who is on the receiving end of all that stuff, how's it affecting their behavior? How long are they spending on the site? Are they buying? Are they clicking on a second webpage? Are they engaging in the game? Are they booking that travel reservation? And so collecting all of those business metrics, and then collecting right next to them all of the technical metrics and bring that back in a way that you can understand the relationship between those two things is what DCX, digital customer experience is all about. >> Yeah it is fascinating the expectation that we have today in 2019 is so different then the past. It used to be like "Okay, I know if a website doesn't load in this long, they are going to leave me" But you know what are those expectations, what is that ultimate end user. What is a good customer experience for them? >> Buddy Brewer: Yeah it's changing all the time, and it changes depending on what part of the world people are in, it changes depending on the type of device and this is why it is important for customers to actually collect the information and understand their relationship with their customers. It's really hard to put a single number on it. Because what's true for a commerce site, might not be true for a media site. What's true for a site in Australia, might not be true for a site in The Americas, or in the UK. There are certain patterns that certain people have seen, Google had a statistic out awhile ago that said that over half of people will leave a mobile site that takes longer than three seconds to load. And so there are some patterns out there, but a big belief, for us, is that one of the most important relationships our customers have, is the relationship with their customers. That is why it is so important for them to collect their own metrics around how long people are waiting, and how that waiting is affecting their behavior. >> Stu Miniman: Yeah, so it seems obvious that you know having data to back up what's going on is important. Bring us inside a little bit the importance of monitoring in this space though. >> Yeah, absolutely and this is why it's so important. We are so excited to be talking about our observability platform that we have here today at FutureStack. The fact that it's open, you can bring all of this information in. We've got all of this agent technology that collects things about what's happening in the servers what's happening in the info structure, information that's happening on the client side. As well as this ability to absorb information from third parties, then connecting it all together to give you that context. So there is the context that is being solving problems from the front end to the back end of the application stack. There is also the context like we were talking earlier, the digital customer experience. The connection between the technical metrics and the human metrics, and how they are actually experiencing the application. And then making all of that stuff, the connected stuff, programmable. So then our customers were the first observability platform that you can actually build applications on top of. And so we've released twelve of those today that folks can use. It's going to continue to expand, and it's something that our community can contribute to, our customers can actually take our visualizations, and our analytics and customize them to do exactly the things that they need to do. >> Stu Miniman: All right, Buddy observability is still a relatively new term for a lot of people. Help us dig down, you actually did a blog post even, about, you know, the principals of observability and modern applications. What, how should customers be looking at observability and how do they sort between you know, what is a good solution versus, you know, an okay solution? >> Buddy Brewer: Yeah, well there are some really important pieces that we think people need if they want observability about what's happening in their application. It starts with getting all of that information in one place. You know we have this really fast database, in our DB that store all of the telemetry that we collect on behalf of our customers. And it's getting larger and larger as we continue to open that up to things like these third party data sources. Then there is context that is really important to layer on top of that. Bringing the information together in ways that start to make sense out of those little individual pieces. One of the things that we found though, is that our customers are running applications that are so complicated, there is so much going on in these applications today, that even with the context there is still forty or fifty things that are happening at the same time when a customer has an issue. That's where our applied intelligence, which is another piece of what we are launching today at FutureStack, comes into play so that you can take those things and condense them down into smaller more manageable related chunk of information that folks can act on and fix their applications. >> Stu Miniman: Yeah, it was actually really impressive to see, you know, in the demo this morning, being able to poke through and get meaningful results off of tens of terabytes of data. In, I would say, much faster than I can run a report on the industries leading CRM tool where all of our customer data lives today. So you know, pretty interesting stuff is to how you can enable customers and it kind of almost will change the expectations as to what a good experience is like. >> Yeah that's right and you think about how there's that use case of things where normal and then they got bad, and so you logged in and diagnosed to get things back to normal. And having that speed, that ability to get that information quickly is really key there. There's also a whole other use case, this is the digital customer experience user case, where things are normal, but we want our customers to be able to play offense with software. To be able to take what's normal for them today, and to get better and better and better in ways that drive better business outcomes for them and allow them to compete and win in a space where, consumer expectations are just getting tougher everyday. >> Yeah, you know always look at there. How can, how can you just, you know, exceed what customers expecting and give them so that they will, you know, love your solution even more because you gave them more than expecting? How's New Relic helping customers, you know, move along that journey. >> Yeah, you know nobody likes to be kept waiting. At the end of the day the customer always has a unified view. So we want to give our customers, the consumer always have a unified view, we want to give our customers the unified view with all of the details. So that they can deliver a better experience for their customers. And it has to do with, again like I was saying collecting the technical information, also collecting the information about how that's affecting customer behavior and then looking at those two things next to each other in context. So that they can see how one affects the other. >> Stu Miniman: All right so, Buddy give us some of the outcomes that customers will see based on the announcements, today at the show. >> Buddy Brewer: Yeah so for the customer experience, one of those programmable pieces that we launched is this really simple application that you can just drop in to New Relic and it shows you right away the difference between engagement when people are getting good experiences, versus when customers they are getting bad experiences. And when we show this to people often times they are shocked. For example take a metric like bounce rate. What's the likelihood that someone who comes to your site is going to stay on your site? When people think about it, usually they are thinking about it in aggregate, across the entire site. But when you separate it out into the good experiences, and the bad experiences, maybe you've got an overall bounce rate of forty-percent, but when you give those really fast experiences to your users they are only bouncing at twenty-percent, so they are twice as engaged. Then conversely the folks who are getting the bad experiences, because let's be honest on any given day, websites are, you know delivering good and bad experiences to different groups of users, that bounce rate might be seventy-percent. And when you see the disparity between these two things it's a motivator to action. Now what's really important after that is that you've got the data underneath so that you can actually do something about it. And that's where this end to end observability platform that collects all of the information from the front end to the back end is so useful. >> Stu Miniman: Yeah, I have to think that it's pretty powerful not just for the customer experience, but I can get accountability from my partners, so where it be my ISP or my cloud provider, I can be like "Hey, uh, you promised me this response, this bandwidth and here's the data, we need to make sure that I'm actually getting what I'm paying for" >> Yeah that's right and at the end of the day what the customer saw, what our customers customers, the consumer at the end of that connection sees, is the truth. And so collecting that data, whether they are on a mobile device using an application or they are using a browser. Any of that stuff. Having that information is not only useful for internal accountability, and things that are in peoples direct control, but also absolutely, there's so many, so many third parties that people are using, to make their application's go today. >> Stu Miniman: Yeah, we know the visibility of actual data to help us not only make decisions but, inform everything that we doing is so critically important today. All right Buddy, why don't you give the final word, digital customer experience. What do you want people coming out of FutureStack 2019 here in New York City, really understanding? >> Yeah, I think that when it comes to New Relic, it's that we providing folks the ability to have exactly the view that they need of all of the data that's relevant to the performance of their application. So that they can solve technical problems, so that they can solve business problems. Because at the end of the day, your digital business is your business increasingly. The digital experience is what defines peoples brands. And so we want our customers to have complete control and visibility over all of that. >> Stu Miniman: All right, Well Buddy Brewer thanks so much for joining and sharing what's going on with New Relic and that digital customer experience >> Thanks so much Stu. >> All right, little bit more left here at FutureStack 2019, I'm Stu Miniman and thanks for watching theCUBE. [Outro Music]

>> From New York City, it's theCube covering New Relic Feature Stack 2019. Brought to you by New Relic. >> Stu: Hi, I'm Stu Miniman and this is theCube's first year of coverage at the seventh year of New Relic's Futurestack 2019 here in New York City and happy to welcome back to the program two Cube alumni. So, Todd Osborne is the GVP of Alliances and Channel with New Relic and Dave McCann is the Vice President of Migration Services, Marketplace and Control Services with AWS. Gentlemen, thanks so much for joining us. >> Dave: Great seeing you again, Stu. >> Todd: Thanks for having us. >> Allright, um, Todd, let's start with you uh, you know, quite a bit of a relationship with, between New Relic and AWS. I know we've had Lou on our program at the AWS shows a couple of times. So, set us up with the, the partnership and how it's been evolving. >> Todd: Yeah, it's been a, uh an unbelievable partnership, um, for many, many years we've worked together starting with technology integrations, we've got dozens of them that, that natively monitor a bunch of different AWS services but the most exciting thing of late ah, really came to life middle of last year when we started working with, uh, a bunch of different folks at AWS. Our, basically, our biggest thing that we need help with is migrations. We know we have this massive opportunity, uh, to, for more and more applications more and more workloads to move to the cloud. There's lots of different ways in which customers, partners and Amazon needed help in doing that. They brought us several different challenges related to that and we responded by, ah, at Reinvent Launch last year, launching what we call the Cloud Adoption Solution. That really was how, um, a process that linked up with the Amazon Migration Acceleration Program and used New Relic as the platform to help with migrations from beginning to end. So, starting with the planning, uh, phase of the process, getting the information you need to have a successful migration and design a successful migration, troubleshooting that may, of anything tat may occur during the migration and then post migration, really helping to optimize the performance and cost of how that migration, uh, or that post migration, ah, optimization and run phase. So, it started with that. It's really evolved. What's been really amazing, just since we launced last November December at Reinvent, the whole, we've seen a massive shift already, just the last nine months, where it's not about just simple lift and shift anymore, almost all customers that are migrating now, are also thinking about modernizing their software stack, running on containers, using kubernetes, running micro services, which is New Relic's sweet spot, really, at the application space. So, as we've evolved, starting with migration, evolving into modernization, it's been an amazing partnership working with AWS. >> Stu: So, Dave, migration services, obviously something we hear a lot about from AWS. Every time I go on one of these shows, it's one of the key steps that gets thrown out. Uh, you have a very broad ecosystem, the marketplace, uh, you know is, is the closest I call to the kind of the enterprise app store, uh, of today. Tell us what's, you know, special and, really, you know the effort that goes together between AWS and New Relic here. >> Dave: So, I think, from a migration point of view, um, you know we've spent a lot of time in AWS designing a migration methodology. Our professional services team, let by Tom Weatherby is really delivering a playbook directly to our customers on how to migrate. And, also, we've certified over fifty consultant partners who are certified to do the migration. But all the migrations hinge on a customer knowing what they have and whether they want to migrate it. And, so, to necessarily know what you have, you have to go through application discovery. So, if you've got a larger server fleet, you've got four or five thousand instances, you have a thousand apps, you've actually got to discover and analyze what you have. And, clearly New Relic's tool is widely installed. So they actually have the visibility to a lot of the installed apps. So, last year, at the end of last year, we bought a Canadian company called TSO Logic. And TSO Logic is a business case tool from building the business case on whether to move an application running on PRIM. What would it look like on The Cloud? So, we need to have that data in the tool. And, so, New Relic's been a great partner, integrating New Relic into TSO Logic, so we cal actually take the instrument in visibility that New Relic brings to the table and pop it right into the tool. And, so, the New Relic, TSO tool integration is a great new mechanism that we have. And we just acquired TSO in Q1 of 2019. So that we're now giving the TSO tool to all of our solution architects and all of our consulting partners and New Relic feeds the data right into the TSO tool. So that's a huge, um, uh, mechanism for accelerating migration. >> Okay, uh, can, can you speak to, you know, how, are you, who and what customers and how are you targeting them, uh, for, for this solution? >> So, first of all, customer are moving to AWS. You know, thousand of enterprises are moving applications. I think you have to assume that most enterprises are moving to The Cloud. And the question is, "At what speed?" So, as our sales teams engage with the customer, the sales team have a notion to discuss migration we run migration methodology. And so, as we engage with the teams, the solution architect brings TSO to the tool, to the discussion. And that's happening all around the world. And we've trained our solution architects on TSO. And as we've done that, the second thing we've done is, you know, New Relic engineered engine marketplace over two years ago. But we've launched a new capability called Private Offers. And Private Offers is where the customer, while they're planning the migration, may also need to license more New Relic and New New Relic. And, so, how do we make licensing really easy? And, so, New Relic worked with us on, the, what we call the Private Offers Workflow. And that Private Offer Workflow allows a New Relic sales executive to generate the quote right in the marketplace portal. And you, an AWS customer, and you receive that private quotation right in your AWS account. So not only are we business casing on TSO, but New Relic is quoting through marketplace. So that's happening into lots of large customers. >> Stu: Yeah, uh, you know, what if you talk about the adoption of Cloud we need to make it simpler for customers to move those. And the financial piece has always been one of the promises of Cloud, but things like this Private Offer, it sounds like it helps accelerate, uh, that simplicity, and, and you know, reduces any, you know, perceived barriers there are between some of the software vendors and what you're offering. >> Dave: Well, it flows the New Relic software supply right through marketplace and more and more large companies are using marketplace for software supply. And, so, New Relic's in there. It means that our sales teams are working together So, we talked this morning at the conference with the VP of Cloud architecture who was in the conversation. And so, Chris has been working with the AWS team and with the New Relic team and we're joined at the hip as they expand their use of New Relic. And they announced this morning that they've now moved over thirty percent of all of the Cox application onto the AWS Cloud. And New Relic's been the center of that visibility. >> Stu: All right, so, Todd, a lot of announcements at the show, especially uh, you know, the capital p platform as Lou talked about in the keynote this morning. Well, you know, AWS is one of the largest platforms out there today. Help us understand how these fit together, both platforms as well as just, just the announcements in general as to how they work with AWS. >> Yeah, what every single thing we announced today had some sort of AWS tie to it. So, I mean first of all with New Relic, one, being a platform, it's open, connected, and, um, and, and programmable. And, so, the open part of that means that not only can we just inject data with New Relic agents, now we, we now are an observability platform that will take date from all kinds of sources, so think of what that opens up in working with AWS and AWS's other partners and getting data from a bunch of different sources, to then make the observability even better. We announce a log in solution. We're already connected with AWS, uh, cloud watch logs and, and, uh, working on some other new feature solutions in the log in space. And then from a programmability perspective, um, we can now take what we have, we can write all kinds of applications on top of the New Relic platform. And some of the initial couple of, of the dozen application that have already been opensource, one is a cost optimization play which looks at Amazon data, uh, both utilization performance data, some other sources of data that New Relic has, and then pulls in the Amazon cost data, can actually look at, in the New Relic platform, as a free opensource application, how do I optimize my cost in the AWS environment? And the second one, which we didn't talk about too much this morning but it's out there, but we can take some of VienMore data and some of the on PRIM data that we have visibility to today and help design that landing zone to help migrations do better, So, it's just two really quick examples of how we can take data from all these different sources and program it, write new applications on top of it, create an awesome customer use case and work with Amazon and, uh, help migrations and optimization along the way. >> Stu: All right, Dave, I'm wondering if you have any customer examples that might highlight some of the joint work that's being worked on between New Relic and AWS. >> Dave: Also, You Know, obviously I've just made some Cox We stood on stage this morning with the press where Cox has said that they've now got nine thousand work loads under New Relic visibility. And so that nine thousand work loads is across hundreds of development teams and, I think, Cox is just an illustration of many customers that we have in common. Um, you know, we're, AWS has got thousands of enterprises, so does New Relic. I think you've said you have over one hundred thousand five hundred enterprises using you. So, some large number. So there's a high overlap in many customers at this conference. And as we sat in the room this morning, um, I would say more than half the room held up their hands when I said, "Who in this room is using AWS?" Half of the audience here are AWS customers and New Relic customers. >> Todd: If I could maybe just add on the Cox story a little bit, because I've been very involved with that one. The beauty of the partnership we have there was multiple, on multiple phases. First, Cox has been a customer of ours for a number of years. Both on PRIM and in the cloud as they have accelerated their cloud, we've helped a lot with that. What was great about that partnership was that our field teams got together and, and actually really sat down and, and mapped out the migration, multiple migration scenarios. We had data on a bunch of on PRIM stuff that was valuable to AWS. AWS was the standard on a couple of divisions on cloud that we weren't monitoring all the applications there. So the teams really worked really well together and then at the end of the day, we came together and said, um, there's a bunch of benefits for the customer, for AWS and us, if the, if uh, if a transaction, the last transaction we did there, went though the marketplace, which was a significant transaction that we did with, ah, on the marketplace. So it was just such a win, win, win that tied together the, uh, all the aspects of the strategic nature-natureship, nature of our partnership. >> Stu: All right, so, you know, it's clear you're teams have been working close tother, iterating and adding a lot of the last kind of year, year or two or so. Give us a little bit look forward. What more should we expect of, a, from, from this partnership? >> Dave: So the area I think I would talk about next, that I think all customers are paying attention to, is spam management. So, you migrate your application to the cloud, you establish a could operating modem, um, we license out software through marketplace, you're now running it, at last week we have another product that I run called Service Catalog. And last week what we launched in Service Catalog was a new ability, and Service Catalog is a library of templates, so those templates are launched as Jason Templates using something called cloud formation and we've versioned the templates and what we launched last week was an integration between Service Catalog and another tool our customers have called AWS Budgets. So now what you actually want to do is you want to grant the team access to a resource and on the tag of the template, you actually want to give that resource template a budget. So that is actually under an API, so there's an AWS Budget API, there's a Service Catalog API, Lou's team today announced a whole raft of New Relic tools. But one of the things that they announced was the ability to essentially build these new widgets, using a React widget, and pull data from other sources. So that's the area some of the customers are looking at as far as taking your spam widget and connecting it into both AWS Budgets and Service Catalog. I don't know if you want to give us your thoughts on that. >> Todd: I, I already talked a little bit about it but it's, it's, it's where we can go. Like the future if almost, almost, uh, infinity right now. What we can go do together. We are trying to align to several of the programs Dave mentioned around Service Catalog, Migration Hub, focus on a couple different use cases of what, um, ever migration has a bunch of nuances and every optimization story has a bunch of nuances. But how can we create the right application, which are a starting point, opensource, put, put the repository up on get up and then allow customers and partners to go and fork that, do what they want to match, kind of of standard use case and maybe eighty percent of the way there. But then it needs a little but of tweak, a little bit of customization basesd on whatever that customer's situation is. We've enabled the entire, uh, community of millions apps that are going to migrate to the AWS cloud over the next couple of years. We've enabled that with what we've launched today. So, the, uh, the future is, is infinity and beyond. >> Stu: All right, well, Todd and Dave, thank you so much for the update. We look forward to seeing what gets announced at AWS Reinvent, which, of course, it'll be our seventh year of having theCube there. Big presence, uh, please reach out if you want to talk to us ahead of time. And check out theCube.net, of course, where you can see, uh, where we will be, including, of course, AWS Reinvent, uh, in December, uh, in Las Vegas. So, This is theCube at Future Stack 2019. I'm Stu Miniman. Thanks for watching theCube.

>> Reporter: From New York City, it's theCUBE, covering New Relic FutureStack 2019, brought to you by New Relic. >> I'm Stu Miniman, we're here in New York City right next door to Grand Central Station, at the Grand Hyatt. This first year of theCUBE, attending New Relic's Futurestack, the seventh year of the show, and happy to welcome to the program, Guy Fighel, who's the vice president and general manager of New Relic AI of course, CEO was up on stage this morning announcing New Relic AI, it's in beta, Lew said expect early 2020 for to come out, so thank you so much for joining us. >> Thank you for being here. >> All right, so Guy, you came to New Relic by way of the acquisition of signifAI. And that ends in AI of course, even though we pronounce it signify, so help us understand is this a repackaging, rebranding you know, New Relic-izing the product that was through the acquisition, tell us how we've gotten here. >> Yes, sure, so New Relic AI is a whole new set of capabilities, it's a suite of capabilities that we are launching today in beta that pretty much augments the site reliability engineers with AI and ML capabilities. It runs on top of the New Relic One platform, which is the first observability platform that is connected, open, and programmable so you have all of the existing information and data that you already have inside New Relic. And we've incorporated a lot of the technologies and the techniques that we have developed as part of signifAI with existing capabilities that New Relic already had, and pretty much integrated all of that into single user experience and single type of capabilities across the stack. >> All right so, Guy, AI is a really broad category you know, you got your AI and ML and cognitive and you know all these things, what was kind of the core IP of SignifAI when they came in. >> Sure, so we really focused on correlating and reducing the noise of all of your different alerts and incidents but not just that, we've actually built a recommendation engine on top of that, to provide you much faster context to get into potential root cause of all of your different information focused on events. And now we're combining that with all the time series data that New Relic as a platform has to offer, so you're getting a much broader capabilities for understanding. >> Yeah, you know, definitely there's that promise of AI as we know that humans alone or my traditional tooling just can't keep up, you know, talk about all the different sources of data, the volume of data. I just saw Lew talking about the amount of the millions of items being ingested into the New Relic database, and the billions of items that are being read basically per second. So, help us understand. You say we love, we talk about our videos or extracting the signal from the noise, so, did I hear it was like 80, 85% your early customers are helping to reduce that noise Bring us in a little bit more. >> True, yes, so definitely early results shows us over 80% noise reduction for some of the customers and it is important to understand this is automatic relations, so this is truly based on the engines with no human interaction. Now, we actually have even greater results when some user input is driven into the system and that raises the capabilities as well. In terms of the number of events, yes, we are dealing with huge amount of events and information in the platform and I think it's, all around, not replacing the humans, but actually augmenting the site reliability engineers, so you talked about how systems, you know, there is a great promise for those capabilities. We believe that applied intelligence is a much better term, because it gives really enabling the augmentation for the site reliability engineers. We don't believe that site reliability engineers needs to go away or can even be replaced anytime soon. We definitely think that we can help them understand better and faster, what is the type of problems that they see in their production environments, and then help them resolve that much faster and better. >> Yeah, absolutely, we're huge supporters of really, the best solutions are when you have the people plus machines, there are certain things the machines are going to do on their own, but it's the marrying, so help us understand who's going to be using New Relic AI how is it going to change their day-to-day life and maybe even kind of organizationally, what the impact will be. >> Sure, so if you're a site reliability engineer, or a DevOps themed depending on, how you want to call yourself and, you know, there's a big debate in the industry, whether it's DevOps or site reliability engineers. Pretty much anyone who is responsible for Op time in the digital production environments you're a relevant user, If you carry the pager, if you're on call, you're a relevant user, so you're going to be interacting with the system to be able to actually see what are the problems with potential recommendations and then, you can infuse the system with your own logic. Whether it's based on the logic, we also provide very easy user experience we'd like thumbs up, thumbs down, different types of feedbacks as part of the workflow and I think the most important piece is that we're connecting to users where they are. Meaning, we don't believe we need to change the workflows so, if you're a user and you're already using with a specific internet management providers and you've already connected some of the additional monitoring tools to those providers, we now offer you a streamline of syncing to those instant management platforms and then, in reaching them with all of the information that we already have on the platform. >> So Guy, we've talked about AI but, let's talk a little bit about AI Ops. So, you know I've talked to the number of the vendors I actually went to an AI ops conference earlier this year and some of the talk track was, APM is the old way, AI ops is going to replace what you were doing before Let's take all your scattered tools and consolidate them down. some of the messaging reminds me of what I heard this morning, the New Relic One platform is going to replace a number of tools, pull everything together. Help us kind of, you know, square that circle of APM and AI ops and where you see New Relic compared to some of those competitors out there today. >> Sure, so APM is application performance monitoring. it's all about monitor and have that visibility to your application layer, it has nothing to do with AI ops it has nothing to do with replacing the tools. We believe that everyone should have visibility into their application, and that's, a lot of that messaging came through Lew's key note this morning, and opening it up to any type of open source instrumentation so we can bring it to the platform whether you want to drop an agent, whether you want to use any other open source SDK, we allow you to do that. Pretty much opening up the platform and giving you the option. AI ops is a term coined by Gardner actually, and it is pretty much applying some automation, AI capabilities, ML capabilities, statistical analysis capabilities on huge amount of data that you have in a centralized place. It has nothing to do with the monitoring, per se, so, I definitely think that the industry's going into a new space, where there is a consolidation obviously with different vendors. I believe that New Relic is giving customers the choice to make, whether they want to go and continue using their old tools, and that's okay, and we are an open platform so we will sync up with their data as part of New Relic AI we'll be able to bring in the new data whether by, again inter-connecting with their incident management platform or through a rest API or native integrations or if customer choose to do that, they can just send us all of the data directly and then, we apply the AI ops capabilities on top of the existing platforms. So, it's really opening up for the choice of the customer. >> All right it's been less than a year since the acquisition of SignifAI we know that some of the things when you do an acquisition it's an area of investment, you're going to get more resources, more people but, you've mentioned customers a couple of times, maybe give us a little bit of insight as to how the customer conversations have changed now working for New Relic, as opposed to being a customer understanding that piece of the New Relic ecosystem. >> Oh absolutely, I think, you know, as you transition from a small start up into a company like New Relic you get much more exposure to enterprise customer, your scaling capabilities are much better so we're in serious conversations with a lot of the enterprises customers that have a lot of interest in what we do. A lot of it is part of the branding recognition and all of the great capabilities that New Relic has already, and then marinade that with all of the capabilities that we're bringing or that we brought into New Relic as a young start-up with all of the latest technologies and a lot of the AI capabilities which are truly innovative ones, so definitely see a lot of traction from the enterprise customers, the more sophisticated ones as well. >> All right, so the solution announced today is in beta give us a little bit of a look forward as to what we should expect to see and what feedback you're hoping to get from customers along the way and how they might get engaged if they want to. >> Yeah so definitely we are in beta today. We've engaged with customers prior to the beta, so, we already got a lot of feedback and great feedback and we make some tweaks to the product based on that. We're actually announcing AGI of a small feature today which is enhanced incident context, which provides you active detection for time series data all the way to your slack channels but the overall solution is currently in beta and as we are progressing, within every month we're going to get more and more customers engaging with the platform, and then we're going to release a much more advanced capabilities even than what we have today in GA coming early next year. >> All right great, last thing, big mention and push about observability this morning, help us understand where AI fits into the broader discussion of observability. >> So again, as I mentioned before the observability will allow you to see all of your data in a centralized place. So, it's combining matrix, events, logs and traces in a specific place that now algorithms and different techniques such as AI and ML based algorithms really, really be successful in gathering, understanding, because you have all of that different information for the human brain, it's very hard to actually go and crawl and kind of ingest all of that vast amount of different data points for machines, they're very good at that. They're starving for broad amount of data and so having that capability, building on top of a true observability platform is what makes the AI and ML so successful and drive value to customers in really understanding what the data means. >> All right well, Guy thank you so much for sharing best of luck on the journey towards GA for the the full New Relic AI in the future. We look forward to, launching it. >> Thank you so much. >> All right and once more here, walking through at the New Relic Futurestack 2019, here in New York City. I'm Stu Miniman and thanks for watching theCUBE. (upbeat music)

>> from New York City. It's Theo Cube covering new relic Future Stack 2019. Brought to you by new relic. >> Welcome back on stupid a minute. This is the cubes coverage here of future stack 2019 new relics. 70 year they're doing the show is the U. S. Show. They actually bring these few locations around the globe, right next door to Grand Central Station and about 600 in attendance. And been really excited to kick off with the number of the users here at the show and happened. Welcome program. First time guests. Another cut. Who is the technical fellow in chief? Architect with Genesis. You been at the event a number of times. You're speaking at the event today, but let's start with Genesis. Customer experience is something that I think a lot of people been hearing about on. That is the product. The Genesis has tell us a little bit about the company itself. Sure. >> Yeah. So, Genesis, uh, brain that Maybe not. Everybody knows, but they certainly transitive Lee know us. We're a customer experience platform. We like to say that we're a technology company, but we power. The experience is about 25 billion customer experiences every year for 11,000 plus customers. About 1000 different countries around the world s So we are all about having a connection between brands and their customers, and we enable that >> s o not only some of the cloud shows. I was an enterprise connect earlier this year and definitely was, you know, something I heard a lot about see Exit really important Not only how customers interact with the brand, but internally how you know we treat the employees and that interaction is something that that is raised up. People are kind of important inside, but we're going to talk too much about the people here. We're gonna talk about the technology as the chief architect of this gives a little bit about what you have your arms around in a responsible for >> sure s o for for me, of the project. Your cloud was the name for for a long time, Genesis Cloud as of yesterday. So we are a public cloud offering as a CX platform and I say platform because we made the transition from just being a product to a platform. In my opinion last year, more than half of our FBI work is actually code we didn't right? So I think people using you as a programmable thing is when you become a platform. So I'm responsible for things like cloud architecture for understanding. Let's say industry trends. What technologies? We're gonna use a lot of eight of us service designed technical vetting, general cat hurting that sort of thing, >> Right? So you said your public cloud, but you said it sits on top of AWS. But it's a platform that your customers can then build on top. >> That's right. That's right. So we like to think of ourselves as C X. As a service. We've had some that use us still like a product all shrink wrapped, ready to go, others that want to extend us either writing their own. You guys writing their own back ends their own integration points. We make all of that possible. >> All right, so I'm expecting you have a bit of an opinion when it comes to that platform, As Lou said with a capital P A, and it's gotta be programmable, it's gonna be open. Tell us what your thoughts about new relic kind of entering, you know, new relic one being they said today the first, and only if their claim of observe ability platform s o give us your thoughts around. >> Absolutely. Yeah. S O. I like to think that we have been using the relic as a platform for awhile, whether they knew it or wanted it or not way have a fairly rigorous continuous delivery pipeline. And we are very big believers in infrastructure is code and develops principles. So for us, the engineering teams don't just own the code that they write, but they own the infrastructure definitions. They even own alert definitions, dashboard configurations. And we push that information directly into the relic as our deployments happen. Live hundreds of times a week around the globe. >> All right, so how do these modern architecture's enable you to run a team? >> I can't imagine trying to manage 350 plus Micro service is in production, which is roughly what we have today over 1000 Lambda Functions way can't improve what we don't measure. Everyone likes to say that, but it's true. I have a little bit of an a p m background from from places past. So I was a firm believer that you need to invest early and observe ability and metrics. So we've been a day one kind of new relic subscriber in the cloud space. Everything from understanding how the infrastructure parts work now to serve earless. It's all been about moving up the value stack like commodity metrics of servers is great and still needed. But transactional information and now trace information is absolutely essential. >> Okay, in the Kino this morning, they walk through their metrics events, logs and traces. Where are you with, you know, these various sources of data and harnessing the value of that. >> So I would say, with fairly early towards the tracing part before new relic headed as a managed thing they had cross at tracing. I'm sure you're familiar with that sort of the prior incarnation of distributed tracing on. We leverage that pretty pretty heavily, but it obviously doesn't have quite the same utility a cz what the new open tracing standards provide s so we do things like having correlation i d. S. That let us tag and follow things around. Now we just get to off load that from our team's being as responsible for it. And now the platform gives it to us. >> Yeah. Glen is open source important to your organization? >> Absolutely. We try Thio, give back some ourselves. In fact, one of the one of the nerd lets the nerd packs that Lou mentioned on stage was one that our team wrote s Oh, yeah, way believe not only that, we need a p i's and programmatic access to do our jobs, but we like toe enable and help other people with the same >> Eric Spence got a shout out on the Maquis note was that the thing that you were talking about it is >> I expect to see us probably released two or three more nerd packs before the end of the year Way, way are eager to do that rather than just investing in all of our own. You I that we had glass over the top of the relic. Now we actually just get to put those components deeper inside of new relic proper. >> Okay, eyes there. Anything else from the announcements this morning that you're looking forward to leveraging? >> So I think there's there's definite changes in the A p M space. You'll hear a little bit more, probably in the deep dives one of the talks I'm having later with not even she will be talking about. Some of those things were definitely interested in that. Open telemetry has some value. Greater Genesis definitely has investments around things like Prometheus and other sorts of monitoring. So if I'm not talking about just the public cloud side of it and other aspects there definitely things we can leverage. >> All right, Glenn gives us share a little bit, if you can. About what? What you're talking about here at the show. So one of >> the big mitts is entity centric. Observe, ability. The idea again that we're not just looking at servers and static infrastructure. We're looking at things that are very ephemeral. We have a lot of dynamics scale on our platform on. We need ways to actually frame what we're looking at at the level of Micro Service's but often level like business applications. So even when we're creating some of these extension points like the one you just mentioned way framed that within the context of a service that does a particular vertical slice on dhe, that's that's kind of where we like to invest. So we like to live. >> Okay, um, you know what's what's on your road map of? You know where you're going with your journey and is there anything that you're looking for? Beyond what was announced today from new relic ER from the ecosystem at large, >> I think there's lots of refinements of what was announced today that will help us theeighty I ops side, I think not just for noise reduction, but also for like, early early signal detection. It's a pretty fascinating space. Will likely invest some of our own dollars in times trying to help that along. Definitely Ah, lot of distributed tracing and Maur investment. There is a big piece for us. I think the A PM space. There are areas that I'd like to see a peon vendors invest in that goes beyond what now, I guess, is becoming more, more traditional, like transaction information. We have a lot of a i machine learning ourselves, and I think monitoring those types of workloads is going to be very different. As big of a paradigm shift as it was to go from classic monitoring Transactional. I think we're about to see that happen again in the >> industry. Yeah. What can you share some of the kind of the A I journey that you're going through a genesis where you are, You know what the maturity level is of solutions that you're using and >> sure way have a fairly robust aye aye team on products range from in the W m space back to the people that you mentioned at the first part of the talk way have workforce optimization, workforce management, and we brought a I algorithms to that a lot of time. Siri's forecasting that used certain machine learning techniques. We've invested a fair amount in until you and Opie any are so everything from sentiment detection to live transcription that we built in house to our own body engines that d'oh the new dialogue management. So we have a fairly robust bit there and some on the management side on the operational back in that we used to try to improve our quality of service on reduced any sort of incidents on the platform. >> All right, it's your third year. Third time coming to this show was what brings you back? What you excited about? I kind of dig in and take away from the event this year. >> I think the relics always been a partner in my stance, not just a vendor we believe so deeply in the observe ability message that one I want to be part of shaping that narrative. Eso coming to future sack actually talking to a lot of other executives, seeing where they're going and kind of sharing that use case, but also trying to be a little bit of a lighthouse. Thio, the new relic team as well, is what brings me back every year. >> Observe ability is something that it hurt. A number of startups talking about in the last couple of years were, in your opinion, does new Rolex it compared to the marketplace overall, obviously, they just kind of announced the observe ability, you know, full suite with new relic one. But you know what your viewpoint is? Toe have their wealth, their position? >> Where did I think their position? I think they are best of breed for what we're currently seeing. Owners of ability. There are other things, I think, where we could cobble together bits from multiple vendors but frankly, having application performance monitoring along with infrastructure, along with data being cold from the cloud platforms that we're all in, like, eight of us. They've got a unique place. I think the power of their agent technology has proven itself over time as well. My guidance to most other other companies that I speak with about this subject is don't just trust that it's all magic invest on. And I think they make themselves easy to invest in on. I think this platform play is a good one for them. >> All right. Well, another cut. Thank you so much for joining us. Sharing your journey, What we're doing in the best of luck on your presentation today. Thank you, sir. All right. Be back with lots more coverage here from a new relic. Future stack 2019. I'm still Minutemen. And thank you for watching the Cube.

(upbeat techno music) >> Announcer: From New York City, it's theCUBE, covering New Relic FutureStack 2019, brought to you by the New Relic. >> Hi, I'm Stu Miniman and this is theCUBE's exclusive coverage of New Relic's Futurestack 2019 here in New York City, seventh year of the show. Our first year here, about 600 or so in attendance, and real excited, because we've had some of the users here to help kick off our coverage. And joining us, first time guest on the program, Josh Biggely is a senior engineer of Enterprise Monitoring, with Cardinal Health coming to us from a little bit further north and east than I do, Prince Edward Island, thank you so much for coming here to New York City and joining me on the program. >> Yeah, thanks for having me Stu, I'm excited to be here. I haven't been in New York, it's probably been more two decades. So it's nice to be back in a big city, I live in a very small place. >> Yeah, so if you go to Times Square, it's now Disneyland, is what we call it. It's not the 42nd street that it might've been a couple of decades ago. I grew up about 45 minutes from here, so it's gone through a lot, love the city, especially gorgeous weather we're having here in the fall. >> I'm excited for it. >> All right, so Josh, Cardinal Health, health is in the name so we think we understand a little bit about it, but tell us a little bit about the organization itself and how it's going through changes these days. >> Sure, so Cardinal Health is a global healthcare solutions provider. We are essential to care, which means we deliver the products and solutions that your healthcare providers need to literally cure disease, keep people healthy. So we're in 85% of the hospitals in the United States, 26,000 pharmacies, about 3,000,000 different home healthcare users receive products from us. Again we're global, so we're based in Dublin, Ohio, just outside of Columbus. But obviously, I live in Canada so I work for the Cardinal Health Canada Division. We've got acquisitions around the world. So yeah, it's an exciting company. We've recently gone through a transformation not only as a company, but from a technology side where we've shifted one of our data centers entirely into the cloud. >> All right, and Josh, your role inside the company, tell us a little bit about, you said it's global, what's under your purview? >> So my team is responsible for Enterprise Monitoring, and that means that we develop, deploy, support and integrate solutions for monitoring both infrastructure applications and digital experience for our customers. We have a number of tools, including New Relic, that we use. But it's a broad scope for a small team. >> Stu: Okay, and you've talked about that transformation. Walk us through a little bit about that, what led to, as you said, some big moves into public cloud? >> Yeah, our team is part of an overall effort to allow Cardinal Health to be more adaptive, to be more agile. The move to cloud allows teams that are developing applications and platforms to make a decision how to respond to the needs of their customers more rapidly. Gone are the days of, "I need a new server, "I need to predict six months from now "that I'm going to need a new server, "put the order in, get it delivered, "get it racked, get it wired." We watch a lot of people, the provision on demand. I mean, our senior vice president, or my senior vice president, likes to say, "I want you to fail fast, fail cheap." He does not say fail often. Although sometimes I do that, but that's okay. As long as you recognize that you're failing and can roll that back, redeploy, It's been really transformative for my team in particular, who was very infrastructure focused when I started with the company five years ago. >> Stu: All right, and can you bring us inside from your application portfolio, was it a set of applications, was it an entire data center? What moved over, how long did it take, and can you share what cloud you're using? >> Sure, so it's been about a two year journey. We're actually a multicloud company. We've got a small footprint in Azure, small footprint in AWS, but we're primarily in Google Cloud. We are shutting down one data center, we are minimizing another data center, and we've moved everything. We've moved everything from small bespoke applications that are targeted on team to entire ecommerce platforms and we've done everything from lift and shift, which I know you don't like to hear. But we've done lift and shift, we've done rehosting, we've done refactoring and we have re-architected entire platforms. >> Yeah, so if you could expand a little bit when we say lift and shift, I'm fine with lift and shift as long as there's another word or plan after that which I'm expecting you do have. >> Josh: Yeah, absolutely. So the lift and shift was, "Hey, let's move from our data centers into GCP. "Let's give teams the visibility, the observability "that they need so that they can make the decisions on "what they need to do best." In a lot of cases, or in fact, in 15% of the 6,500 severs that we touch, we actually full out decommed the instance. Teams had them, they were running at our data centers but they weren't actually providing any value to the company. >> So you said your team before was mostly concerned about infrastructure and a lot of what you did is now on GCP so you fired the entire team and you hired a bunch of PhDs to be able to manage Google environments? >> Absolutely not. (laughter) The principals of enterprise monitoring as a practice still apply in a cloud. We are, at heart, data geeks. And I would fair say that we're actually data story tellers. Our job is to give tools and methodologies to application teams who know what the data means in context, but we give the tools to provide that data to them. >> Stu: All right, love that. I believe I've actually seen data geek shirts at the the New Relic shows itself. But data story tellers, that was kind of thing that you heard, "I have a data scientist "that's going to help us to do this." Is that data scientist in New York or are you actually enabling who is able to tell those data stories today? >> So that is the unique part. Data story telling is not a data science. I wish that I could be a data scientist, I like math, but I'm not nearly that good at it. A data story teller takes the data and the narrative of the business, and weaves them together. When you tell someone, "Here's some data." They will look at it and they will develop their own narrative around it. But as a story teller you help craft that narrative for them. They're going to look at that data and they're going to feel it, They're going to understand it and it's going to motivate them to act in a way that is aligned with what the business objectives are. So data story tellers come in all forms. They come as monitoring engineers, they're app engineers, but they're also people who are facing the customer, they're business leaders, they're people in our distribution centers who are trying to understand the impacts of orders in their order flow, in their personnel that they have. It is a discipline that anyone can engage in if we're willing to give them the right tools. >> All right, so Josh, you got rid of a data center, you're minimizing a data center, you're shifting to cloud, you're making a lot of changes and now being able to tell data stories. Can you tell us organizationally everything goes smoothly or are their anythings that you learned along the way that maybe you could share with your peers to help them along that journey? And any rough spots, with hindsight being what it is, that you might be able to learn from? >> Yeah, so hindsight definitely 20/20. The one thing that I would say to folks is get your data right. Metadata, trusting your data is key, it's absolutely vital. We talk a lot about automation and automation is one of those things that the cloud enables very nicely. If you automate on garbage data, you are going to automate garbage generation. That was one of our struggles but I think that every organization struggles with data fidelity. But teams need to spend more time in making sure that their data, specifically their metadata, around, "Hey is this prod, is it non-prod, "what stack is this running, who built it?" Those things definitely need to be sorted out. >> Okay, talk about the observability and the monitoring that you do, how long have you been using New Relic and what products? And tell us a little about that journey. >> Sure, so we've been using New Relic for about two years. It was a bit of a slow run up to its adoption. We are a multi-tool company so we have a number of tools. Some of them are focused primarily on our network infrastructure, our on-prem storage. Although Cardinal had moved predominantly to the cloud, we have distribution centers, nuclear pharmacies all around the world. And those facilities have not gone into the cloud. So you've got network connectivity. New Relic for us has filled our cloud niche and observability, as Lou announced, is going to give us context to things that we're after. You hear the term dark data, we call them obs logs. It's data that we want to have, we only need it for a very short period of time to help us do post-op or RCAs as well as to look at, overall in our organization, the performance of the applications. For us, New Relic is going to give us an option to put data for observability. Observability is really about high fidelity data. In its world of cloud, everyone wants everything right now. And they also want it down to the millisecond. A platform that can pull that off, that's a remarkable thing. >> Yeah, Veruca Salt had it right, "I want it now." So are you using New Relic One yet? >> We have been using New Relic One for at least a couple of months going back into March this year. It's exciting, we're one of those companies that Lou talked about in his key note, we have hundreds of sub accounts. And we did so very intentfully, but it was a bit of a nightmare before we got to New Relic One. That ability for a platform team to see across multiple sub accounts, really powerful. >> Okay, so you saw a lot of announcements this morning. Anything particular that jumped out, you were excited? Because Lou kept saying over and over, and if you're using New Relic One, "This is free, this is free, this is free." That platform where it's all available for you now. >> I think the programmability is one of the things that really got me excited. One of the engineers on my team had a chance to go and sit with Lou and team, two weeks ago, and was part of that initial Hackathon. Made some really interesting things. That's exciting so shout out to Zack and the work he did. Logging, for me, is something that is huge. I know we've got data that we should have in context. So that Lou announced five terabytes of ingestion for free, all I could do was tap my fingers together and think, "Oh, okay. You're asking for it, Lou. Challenge accepted." (laughter) >> Stu: That's exciting, right. So you feel that you're going to be building apps, it sounds like already, at the FutureHack. That you're starting to move down that path. >> Definitely, and I'm really excited. Not to necessarily give it to my team. We build the patterns for teams that needs patterns, but there are so many talented individuals at Cardinal Health who, if we give them the patterns to follow, they're just going to go execute. Open sourcing that is a brilliant idea and really crowd sourcing development is the way to go. >> Yeah, I think you bring up a really interesting point. So even though your team might be the one that provides the platform, you're giving that programmability, sensibility to a broader audience inside the team and democratizing the data that you have in there. >> Yes, you keyed in on one of the things I love to talk about which is democratized access to data. Over and over again you'll hear me preach that, "I know what I know but I also know what I don't know "and more particular I don't know what I don't know. "I need other people to help me recognize that." >> We've really talked about that buzzword out there about digital transformation. When it is actually being happened, it goes from, "Oh, somebody had an opinion," to, "Wait, I actually now can actually get to the data, "and show you the data and leverage the data "to be able to take good actions on that." >> That's right, data driven decision making is not just just an idiom. It's not something that is a buzzword, it is a practice that we all need to follow. >> Stu: All right, so Josh, you're speaking here at the show. Give our audience just a quick taste, if you will, about what you're going to be sharing with your peers here at the show. >> We've actually talked about a lot of it already so I hope that people are not going to watch this session before my session later. But it really is around the power of additional transformation, the power of observability, what happens when you do things right, and the way the cloud makes teams more nimble. I won't give you it all because then people won't watch my session on Replay but, yeah, it'll be good. >> Well, definitely they should check that out. I'm hoping New Relic has that available on Replay. Give the final word here, what you're really hoping to come out of this week. Sounds like your team's deeply engaged, you've done the Hackathon, you're working with the executive teams. So FutureStack 2019, what are you hoping to walk away with? >> For me, it's about developing patterns. My team, in addition to our enterprise architecture team, is responsible for mapping out what we're going to do and how we're going to do it. Teams want to go fast and if we're not going to lay down the foundation for them to move quickly, especially in the realm of enterprise monitoring, they're going to try do it themselves. Which may or may not work. We don't want to turn teams away from using specific tools if it fits, but if there's a platform that will allow them to execute and to keep all that data centralized, that is really the key to observability. Having that high fidelity data, but then being able to ask questions, not just of the data you put in, but the data that put in maybe by a platform team or by a team that supported Kubernetes or PCF. >> All right, well, Josh Biggely, thank you so much for sharing all that you've been going through in Cardinal Health's transformation. Great to talk to you. >> Thanks so much, Stu. >> All right, lots more here at New Relic's FutureStack 2019. I'm Stu Miniman and as always, thank you for watching theCUBE. (light techno music)

(upbeat music) [Narrator] - From New York City, it's theCUBE. Covering New Relic Futurestack 2019. Brought to you by New Relic. >> Hi, I'm Stu Miniman and the theCUBE's exclusive coverage of New Relic Futurestack 2019. We're here at the Grand Hyatt which is right next to Grand Central Station in beautiful Manhattan, New York City. We're going to be speaking to a number of customers as well as the executives. It's the seventh year of the show, our first year here and helping me kick off the event, always happy to have a customer on. Dirkie Gertenbach, who's the global B2B engineering lead at AB InBev, a local customer here. Dirkie, thank you so much for joining us. >> Thanks, nice to be here. >> Alright, so, nothing better than getting together with a bunch of your peers you know, downtown New York City, talk about, you know, some cool technology. Before we get into the tech though, I think most people understand AB InBev you know, global beverage brand, really well-known, I know I saw beer trucks when I was making my way through New York City. But tell us a little bit about, kind of, the company and your role inside it. >> Yeah, sure. So, yeah, we're a global beer company, we sell beer. My main focus is the engineering lead at InBev and we look specifically at the e-commerce side of it. So, the digital sales. We've been going through a large transformation these last couple of years, where we flew from more traditional sales to like, digital sales, and we've been implementing our e-commerce platform in a couple of countries the last couple of years. >> So, transformation, it's not just that AB InBev goes from a couple of the largest known brands, you know, in the beverage to "oh boy, now there's so many different micro beers and and different things, I know I can't keep up with all the locals", but even a large brewery like your company - has all little brands, a similar thing I guess is happening on the technology side. >> Yeah. >> Yeah, maybe, tell us a little bit about you know, what that transformation, you know, what's causing that transformation and what is happening inside your or, to support this transformation? >> Yeah sure. So when we started off the digital transformation obviously, it was much simpler. We had a couple of applications in only one or two countries. And in these last two years we've been expanding and we've been implementing it in other countries and we've started moving from a monolithic to a more micro service central so obviously it's like not only one application now, it's like, it's hundreds of applications. In the beginning, it was quite tough because we were moving, we were developing stuff much more quicker than what we could support and that's when we started talking to New Relic. And we looked at their product and looking at a couple of ways of streamlining this operational and having more of a a stability on our products overall. Like, there's still have a lot, we are still immature in a lot of spaces. >> Yeah, so bring us in. You talked about you applications. You know, so many customers are going from their monolist to their micro services but they usually have, you know, that transition is not something that's done overnight, and they need to be able to manage all of that environment. Give us a little bit of view into, you know, what you can about your application portfolio, where you are on that journey and then, you know, what tool sets are you using to be able to manage, monitor and you know, the word of the day of course is observability, so you know, what that means to you and your-- >> Yeah sure, so like I said we've (mumbles) into micro services which is (mumbles) There's a lot of different applications that's running and the main thing that it showed is just having visibility on infrastructure as well as application performance. And application where it's optimal or not. So those are the most basic. We got New Relic involved and that's one of the main tools that we use for observability today. We were using a couple more but we are, like, putting everything into one bucket now. So, it's interesting, the new stuff. What they announced today, that's one of the stuff that we've been missing that's really going to help us. Especially the data base monitoring and the network monitoring. That's something to all our stuff is on Azure so we rely a lot on Azure monitoring. But it doesn't always give you that granularity of like, observability. One of the other things that we are excited about is the, what's the other thing? Sorry, I forgot, I'll come back to you. >> That's all right. So first of all, you know, are you using New Relic One from New Relic? >> We're starting to use it now, so we still use-- >> So walk us through a little bit the journey with New Relic. What products were you using? And tell us where you are with the platform and what you think of the vision of, as Lou said, it's a capital P platform in certain characteristics, that New Relic built when they had in mind? >> Okay, yeah, sure. So in the beginning we were using the browser and Sonetics just like a normal looking whether that website is up or down, and then we started looking so we've got ABM running on every single server we've got now, that gives us like a lot of visibility and we use the insights a lot, so just dashboards. What we found in the new One platform is the dashboard so we can create the linear of data and the visibility that we can give to our stakeholders. It's much better. Just the visibility on the different. I can give you a couple of used cases that we've gone through in these last couple of weeks. So for example, on one of our applications we're having like, login failure, a lot of login failures. And we are really struggling to look at locks and stuff and just pinpointing with that. So on all the data that's coming into New Relic, we started creating dashboards where we can actually see what's the different causes of these login failures and we can actually pinpoint where do we need to put our focus? So it was a good example. And then the other nice thing that I like about the one that we are using actively is the Kubernetes monitoring. It gives you visibility of your entire cluster every single product that's on there and you can just quickly see if there's a part that's struggling or not. >> All right. If you can, I was wondering if you could bring us inside your Kubernetes? How long have you been using it? Do you build your own or using one of the cloud or some other solutions? Tell us a little bit about your stack. What that solution, and where New Relic fits into it? >> Yeah, we started off the Kubernetes just over a year ago. We're using Azure AKAs. So all our stuff is in Azure. And so yeah, in the beginning, we built all of the applications and everything ourselves, so it's all out set. And again, just coming back to monitoring within Kubernetes, it's all controlled. Like (murmurs) It's difficult to have clear visibility so yeah, when they brought out the Kubernetes like monitoring that was like a life changer for us. It's just operations, we're being much more productive now in terms of if we need to scale up and whether our reports are healthy or not that definitely helps a lot. And I think that we've been working (mumbles) It's just the DevOps, we're very new in DevOps, and just the visibility that New Relic gives us helps us a lot in like, pinpointing where we need to focus our DevOps effort. So that's also a good help. >> Stu: Okay. You'd mentioned that there was some things announced that had you excited, things that you'd been looking for. Maybe you can explain, you know, which items jumped off the board at you this morning. >> Yeah, so again, just the database monitoring and the network traffic. That's very important. And then the one thing that's, we were just busy investigating a lock analyser. And the lock ingestion that they announced today that's very exciting. So I mean, we're already in New Relic so I think we're definitely going to look at that. That's going to be a big help. And then it just brings all our data together. And after you've used different tools for locks and monitoring, that's something that makes me very excited. And the other thing is, we're also use SAP in (murmers) and the partnership that New Relic is staring with SAP now, that's also very exciting. Something I'm seeing forward to. >> Stu: Okay. Was there anything you were hoping for that you haven't seen yet? Or anything on your wishlist that you want from either New Relic or from Azure, or from the industry as a whole? >> Nothing yet. I mean, like I said, we're still at early stages. I think maybe in the next year or so we're probably going to start saying, "Hey guys, maybe you need to build this as well" but for now it's just like they keep delivering stuff that before we can even think about it. So that's great. >> Uh, Dirkie, it's your first year coming to Futurestack. What specifically bought you hear? What are you hoping to get our of the day? >> Yeah, it's my first time here. Hopefully I'll come, like I said, I've only got a couple of hours today but I think just in terms of seeing the new stuff that can help us in our operations, our business operations and as well as Stave Apps, it's exciting to see how this can transform our business going forward. In terms of what else I want to see, I don't have high expectations at this stage. Like I said again, they keep delivering before we can actually say what we want so that's just great. >> You mentioned that you're early in your DevOps journey inside the company. Any other color you want to share about, just kind of organizationally what's changing in your business? You know, there's so many new things coming on. You know, you've watched Kubernete's a year ago, you're getting into logging, so the roles and responsibilities that your team members have, and keeping up with all of these various technologies, how's that impacting the work force and the jobs that they do? >> Yeah that's great. So again on our services that we've got we've got a lot of new teams as well, and we've been in a kind of a hyper growth stage, and we're building a lot of micro servers and stuff. We struggle to know whether the performance of that micro service is good enough or not. So that's one thing that our developers struggle with and that's something that New Relics has helped us with. Every single service that we've built, we put it on New Relic, and we've got a, like, you can see three days ago what has been average performance of this API. And that helps us also to type back to (murmurs). So we've got this arranged with each of our services, for our API inpoints , and this gives us a easy way to see whether we're on track or not, and it then translates back to the developer on whether they need to do something to increase that. Another great thing that we've been doing with New Relic with the VP of engineering is they've been helping us a lot in setting up our sites reliability teams. So we've had a couple of discussions with them these last couple of weeks and they've helped us a lot in just identifying what's the different teams that we need to bring to our organization to keep operating in this way and the growth that we are. Also something that's great that we've been looking at, and New Relic has also helped us a lot there, we had a lot of monitoring, we're monitoring everything, but the data doesn't, we don't make a lot of use with the data. So what we've started doing now is to say, "Okay, what's the most (murmurs) path on our application?" "What is it the customer needs to do?" "What's the journey he needs to go to get his (murmurs)" And that's our most critical. So then we went and we worked with New Relic to say that, "Okay guys." "so help us map this to what's the infrastructure." "What's the application that needs to be up to support this journey?" and we created thresholds on that, and alerting. We're almost at a place now where we've got all the stuff mapped and alerted, and proper actions on that, which is also great. It's helping us to be more pro-active and we rely less and less on our customers to tell us, "Hey, there's a problem on the application." >> Stu: Alright. Lou was talking about all the applications that can be built on top of this platform. I saw the network flows, do we think we're going to see the beer flows by the time we come back a year from now? >> The network flows is great. So I need to do a little bit more deep dive onto the application build, but I can start thinking of a couple of examples where we can really use that to deep a little bit deeper into what the data that we've got day to day. So yeah, that's also exciting in the future. >> Well Dirkie Gertenbach, thank you so much for sharing what your groups going through at InBev. Thanks so much for joining us. >> Great. Thank you Stu. >> Alright, and lot's more coverage here at New Relic, Futurestack, in New York city. I'm Stu Miniman and thanks for watching theCUBE.