>> Be a relationship. It's not like you guys are johnny-come-lately on Amazon Web Services. Can you just quickly give some color on the relationship with AWS and what it means with respect to HANA Enterprise Cloud. >> Absolutely, and I think that you are spot on here. I think the relationship between SAP and Amazon Web Services dates quite some years back, all the way to Amazon Web Services being a participant, especially with their teams, their architects, sitting side by side with SAP in Walldorf to conduct a lot of these validations, to conduct a lot of these certifications, that took place, so I think that level of collaboration is basically almost coming to (mumble). When you look at some of these offerings that come out there. I think also the way that you see (mumbles) otherwise that has been built specifically for those kind of HANA workloads. That clearly will happen only if these two companies are working extremely closely together but not just from a go-to-market perspective, but more importantly, from an engineering and from development perspective. >> Yeah. >> Sanjay: Having that voice within the HANA development organization ensures that we are actually representing the wants of the customer around consumption patterns that we know for a fact are going to take place on the (mumbles) as well. >> Congratulations on that Amazon relationship. It's always good to know it's not a-- Just to clarify, I want to see if you can just verify as a source, since I have you on the phone here, and you're senior vice president. Is it true, I've heard, I just want to confirm with you. I've heard that the Amazon relationship has always been there for four years, but a lot of the stuff that has come out of the announcement that you announced this week was already going on independently with customers and third parties. You guys are now formalizing that with official teams and joint development. Is that correct? >> Sanjay: So I think, like I mentioned, the engineering relationship between SAP and Amazon (mumbles) for quite some time now. I think we would not have made decisions. In fact, even before, the HANA Enterprise Cloud managed services (mumbles) universally offered, based on these certified workloads, based on these certified (mumbles), there was an option for customers to go and deploy some of their SAP systems, not just test and development but also product assistants directly in the Amazon Web Services Cloud. What the HAC, also in our managed (mumbles) offers, is it's now SAP putting some of these workloads directly in the AWS environment and helping the customers manage all of this from an end-to-end perspective. >> So that's the key, the difference, if I get this right, is before it wasn't fully end to end because you didn't have your piece there, but you were there anyway with the engineers, so is that, and am I getting that right? It seems like you've always been there with engineering, but now there's so much more formal relationships, and that should ease things up, is that correct? >> Sanjay: Yes, so I think the difference in the past, John, was it was pretty much up to the customer to manage the entire transition, whether it was around provisioning, whether it was around administration, whether it was around patching, whether it was around upgrades. All of that stuff was pretty much entirely done in the domain of the customer, and the customer was responsible for doing that themselves. With this offering, what SAP is doing is SAP is telling the customers, we are going to stand up these environments for you in AWS, and we are going to manage it end to end for you, and that includes the entire suite of managed services that goes around managing a HANA-based system, and obviously SAP as the native vendor of these products, have a very specific point of view on what constitutes or what makes a best-run HANA application. >> And just to close the loop on that, what you just said is what you call managed public cloud model. >> Sanjay: Correct. >> That's the offering. Okay, great, well thanks for clarifying that. I wanted to make sure I got that on the record. I think that's kind of what... I thought you said it the best. I'll just plagiarize what you just said and put that in my writeup on that. I'll source you on that, of course. >> Sanjay: Perfect. >> Final question. What's the vibe of the show? Every year I come out of Sapphire. This is our first year we haven't been there in seven years. Usually a theme pops up. You mentioned convergence. Is that the top level theme? And the second part of the question is, Hasso always a great motivating relevant speech, but he also kind of connects the dots, or puts the dots out there to be connected. He kind of teases next year in his vision. He always has his point of view, which a lot of people watch in the industry as kind of a bellwether for next year. >> Sanjay: Correct. >> So what's the theme this year, and what's the bellwether vibe that Hasso is telegraphing. >> Sanjay: I think there are at least a couple of things that stood out for me, and I think, by the way, it was one of the most brilliant or most inspiring keynotes that I heard personally from Hasso. I think the one thing that stood out for me is the amount of time or the amount of effort and the way that we actually build user interfaces. I think there is absolutely a radically different approach that I think we need to take. We need to be spending far far more time building out those user interfaces and making it a lot more intuitive and absolutely Sesame Street simple. I think that's where we need to focus on, number one. The other key item that he did touch upon was the topic of integration. I think the new reality is the one of multi-cloud solution, the hybrid reality. I think for all these things to come together in a sensible fashion, integration becomes more and more key. I think he even quoted something to the extent, saying almost 40% of our development folks are now working directly on some of these integration topics, which is, I think, a guesstimate due to the scale and the value that integration is going to play, especially when he talks about both SAP and non-SAP applications going forward. So I think these are kind of one or two items that stood out for me, and of course, the big announcement, specifically around SAP Leonardo and the tool set. Obviously the story around the Big Data and analytics. I think these were the key stand-outs, especially for me, as far as the keynote. >> Sanjay, thank you for spending the time this morning here on the West Coast but also early morning for you guys, or late morning for you guys in Orlando. Thanks for sharing the insight from on the ground in Orlando at SAP, Sapphire Now. Sanjay Kulkarni who is the global head of architecture and advisory for SAP HANA Enterprise Cloud. Congratulations on the Amazon announcement. That adds to your portfolio of Cloud, and congratulations on the CenturyLink-Cisco alliance as well, we covered that as well. Thanks so much for spending the time. This is TheCUBE coverage of Sapphire Now, day three, from Palo Alto and Orlando. We'll be back with more coverage after this short break. Stay with us. (tech music)